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5 Things Realtors Must Do For Success In 2023 · Massive Agent Podcast

• 0:00
  SPEAKER_00: On this episode, we are breaking down the five things real estate agents must do in 2023 to have success.
• 0:06
  SPEAKER_00: Let's go.
• 0:11
  SPEAKER_01: The lead created different strategies to get you more leads and sell more balls.
• 0:16
  SPEAKER_00: I love to buy houses.
• 0:17
  SPEAKER_00: I like to sell houses.
• 0:21
  SPEAKER_01: Wait a minute.
• 0:22
  SPEAKER_01: Leads a week.
• 0:25
  SPEAKER_01: I've had better better.
• 0:27
  SPEAKER_01: Oh have I got your attention now?
• 0:30
  SPEAKER_01: Here's your host, Dustin Brome.
• 0:35
  SPEAKER_00: What is up, guys?
• 0:36
  SPEAKER_00: Welcome back to the Massive Agent Podcast.
• 0:38
  SPEAKER_00: I'm your host, Dustin Brohm.
• 0:40
  SPEAKER_00: We're doing a bit of a 2022 recap today, but not so much that as we are uh talking about 2023.
• 0:47
  SPEAKER_00: Okay.
• 0:48
  SPEAKER_00: 20 this year was freaking bonkers, and we're gonna talk about that.
• 0:52
  SPEAKER_00: But going forward uh is really all that matters, right?
• 0:55
  SPEAKER_00: It's important to know what we just came from.
• 0:57
  SPEAKER_00: It's good to look back, to reflect, and learn some lessons, but also uh what really matters is what we're about to do.
• 1:04
  SPEAKER_00: What do we need to do moving forward?
• 1:05
  SPEAKER_00: And so to have a successful 2023 and to actually hit those goals that you're telling everyone on social that you're gonna hit and making all these big bold claims, you're gonna have to actually do a lot of things.
• 1:18
  SPEAKER_00: There's there's some action involved.
• 1:20
  SPEAKER_00: And we're gonna talk about five things that you must focus on to have success this coming year, and this is gonna be one hell of an episode.
• 1:27
  SPEAKER_00: So uh before we do, I want to make sure that going into next year you have the right tools.
• 1:32
  SPEAKER_00: It's uh it's pretty important that every real estate agent has the right tools, um, which includes like managing your business, tracking all of the people you you've been speaking to.
• 1:42
  SPEAKER_00: How often do you run into somebody and you have a good conversation, and then like three months later you're like, who the fuck was that?
• 1:49
  SPEAKER_00: Like, damn it, where's my post-it note?
• 1:51
  SPEAKER_00: And you're looking for your post-it note or the note in your phone.
• 1:54
  SPEAKER_00: You better have a great system in place to manage, track, communicate with all of your clients.
• 2:02
  SPEAKER_00: And the best one in the industry, the one that the majority of the top producers are using, which is kind of a clue, is follow-up boss.
• 2:09
  SPEAKER_00: And for 30 days, you can actually try it for free.
• 2:12
  SPEAKER_00: They're gonna give you a free 30-day trial, and they don't even want your credit card info.
• 2:17
  SPEAKER_00: They're so confident that you're gonna love it, and they want you to try it with no strings attached.
• 2:21
  SPEAKER_00: To get that 30-day free trial, you just need to go to massive agentpodcast.com slash follow up boss and take advantage today.
• 2:29
  SPEAKER_00: So I'm just gonna jump right into it, guys.
• 2:31
  SPEAKER_00: I mean, let's not dick around.
• 2:33
  SPEAKER_00: 2023 is coming like next week, and you need to start planning today.
• 2:38
  SPEAKER_00: Actually, you should have been planning months ago.
• 2:41
  SPEAKER_00: But these are the things that I want in the front of your mind to focus on moving forward, all right?
• 2:47
  SPEAKER_00: Number one, the first thing that a real estate agent must do to have success in 2023, build a strong online presence.
• 2:54
  SPEAKER_00: Wow, big surprise, shocker.
• 2:57
  SPEAKER_00: You know what's actually more shocking than that being number one on the list is how many of you still haven't done this shit.
• 3:04
  SPEAKER_00: You still have not made it a priority.
• 3:06
  SPEAKER_00: Now, you've you've given it lip service, like you've you've dipped your toe in the pool, you've done a couple posts, a couple videos, you you started a TikTok account.
• 3:16
  SPEAKER_00: You're not really committed to doing it.
• 3:18
  SPEAKER_00: All right.
• 3:20
  SPEAKER_00: It's absolutely vital that you have a strong online presence.
• 3:23
  SPEAKER_00: This is this has been on the list every year that we've done this.
• 3:27
  SPEAKER_00: It gets more important every single year.
• 3:29
  SPEAKER_00: That's why it's number one.
• 3:31
  SPEAKER_00: If you don't show up online, you literally don't exist to consumers.
• 3:36
  SPEAKER_00: Do you understand that?
• 3:38
  SPEAKER_00: If you are not visible in Google searches, if you're not showing up in news feeds on social media, you don't exist.
• 3:47
  SPEAKER_00: See, you're out there telling your sellers, potential sellers, that you're gonna get them more exposure than anybody else.
• 3:53
  SPEAKER_00: You're gonna be able to sell their house for more money because you're a marketing expert, right?
• 3:57
  SPEAKER_00: You're a marketing frickin' wizard.
• 3:59
  SPEAKER_00: And then you have no online presence your damn self.
• 4:03
  SPEAKER_00: So consumers are not stupid.
• 4:06
  SPEAKER_00: They know that you're a clown, they know that you're lying, they know that if you can't build your own online presence, how in the hell are you gonna build one for their for their house?
• 4:17
  SPEAKER_00: Think about this people the proof is in the pudding, right?
• 4:23
  SPEAKER_00: They look to a real estate agent, and if that agent has no decent social media, no online presence whatsoever, they're like, this is not the person.
• 4:33
  SPEAKER_00: They know how important it is.
• 4:34
  SPEAKER_00: If consumers understand how important online presence is, maybe you should get a clue.
• 4:42
  SPEAKER_00: And finally have this be the year that you take it seriously.
• 4:45
  SPEAKER_00: This is not revolutionary shit.
• 4:47
  SPEAKER_00: Okay, an online presence is not just social media, it's having a great professional website.
• 4:52
  SPEAKER_00: You don't need a big fancy website, but you need a website that is obviously yours and not just a profile photo on your brokerage's website.
• 5:02
  SPEAKER_00: Okay, consumers also know it it's 2023 for God's sakes.
• 5:06
  SPEAKER_00: They also know that if you just have a profile page on your brokerage's site, that that's not your website.
• 5:13
  SPEAKER_00: It's your brokerage's website that you have a profile page on.
• 5:17
  SPEAKER_00: They know the difference.
• 5:19
  SPEAKER_00: They're not stupid.
• 5:21
  SPEAKER_00: And then they see these other agents that have a legit website that looks good, has home search, it it features listings, and they're like, hmm, that's better.
• 5:34
  SPEAKER_00: So stop kidding yourself and stop making excuses for why you don't have your own professional website.
• 5:41
  SPEAKER_00: Right?
• 5:42
  SPEAKER_00: You need to have a presence on all the social media platforms.
• 5:45
  SPEAKER_00: And I'm not saying you have to do all of them consistently all the time.
• 5:48
  SPEAKER_00: There's value in focusing on one platform and doing it really, really, really well.
• 5:53
  SPEAKER_00: But ideally, we're just talking ideally.
• 5:56
  SPEAKER_00: There's a difference between ideal and what's reasonable for you to do.
• 5:59
  SPEAKER_00: Ideally, you have consistent, valuable content on every platform every day.
• 6:05
  SPEAKER_00: That's ideal.
• 6:07
  SPEAKER_00: Now you need to start with what you can do and you need to push yourself.
• 6:11
  SPEAKER_00: And I don't mean push yourself so far that you go from posting nothing to expecting to post three reels a day and doing TikTok and YouTube shorts.
• 6:22
  SPEAKER_00: That's not realistic from the from the get-go.
• 6:24
  SPEAKER_00: You have to work up to it, but you have to push yourself.
• 6:27
  SPEAKER_00: You only you're the only one who knows what pushing yourself looks like.
• 6:31
  SPEAKER_00: If that's one post a day on Facebook and that's pushing yourself, great, do that.
• 6:36
  SPEAKER_00: And then once that's really not pushing yourself anymore and it becomes habit two weeks later, a month later, whatever, then expand to, oh, I'm gonna do Instagram video now.
• 6:44
  SPEAKER_00: I'm gonna start doing stories.
• 6:46
  SPEAKER_00: I'm gonna do you have to push yourself.
• 6:48
  SPEAKER_00: Because guess what?
• 6:49
  SPEAKER_00: At this point, 2023, you are playing catch up to the thousands of other agents who are doing it very, very, very, very well.
• 6:58
  SPEAKER_00: You're playing catch-up.
• 6:59
  SPEAKER_00: And there's not thousands of other agents in your market, but there there are some.
• 7:05
  SPEAKER_00: You're not the only person in your market who's about to do social media well.
• 7:09
  SPEAKER_00: Someone's already doing it.
• 7:11
  SPEAKER_00: Now that doesn't mean that you can't also do it well and win in a very, very big way.
• 7:16
  SPEAKER_00: Of course you can.
• 7:17
  SPEAKER_00: Because not everybody wants Johnny with luxury top producer in his bio.
• 7:23
  SPEAKER_00: They don't necessarily want Johnny.
• 7:25
  SPEAKER_00: Maybe they want to work with Sally because you're more friendly.
• 7:29
  SPEAKER_00: They like your personality more.
• 7:31
  SPEAKER_00: They think that you're better at educating and articulating certain concepts in a way that they can understand.
• 7:38
  SPEAKER_00: So just because someone else is doing it at a high level doesn't mean there isn't room for you, also.
• 7:42
  SPEAKER_00: We're not talking about 10,000 other agents in your market doing it at a high level.
• 7:48
  SPEAKER_00: Just because they're doing social media doesn't mean they're doing it well.
• 7:52
  SPEAKER_00: That I mean, that's obvious.
• 7:55
  SPEAKER_00: No more excuses.
• 7:57
  SPEAKER_00: If you are just getting into the social media and online presence game, you are playing catch up, but it does not mean you cannot win in a very, very, very big way.
• 8:06
  SPEAKER_00: But you better take that shit seriously now.
• 8:09
  SPEAKER_00: 2024 may be another story.
• 8:12
  SPEAKER_00: It might be too late then.
• 8:15
  SPEAKER_00: I doubt it, but it's it's certainly you're gonna be so pissed at yourself for not taking your online presence more seriously now.
• 8:23
  SPEAKER_00: It's gonna be much harder to gain traction and gain visibility and to build a brand a year from now.
• 8:31
  SPEAKER_00: You know you're gonna have to do it at some point.
• 8:33
  SPEAKER_00: If you plan on being in this industry over any extended period of time, more than like two months, you know you have to do it at some point.
• 8:42
  SPEAKER_00: So stop kicking the can down the road.
• 8:44
  SPEAKER_00: Do it now, and you're gonna have much bigger, better, faster results.
• 8:50
  SPEAKER_00: That is a fact.
• 8:51
  SPEAKER_00: Number two, of the five things real estate agents must do to succeed in 2023, number two, networking.
• 9:00
  SPEAKER_00: Network and build relationships.
• 9:02
  SPEAKER_00: Right?
• 9:03
  SPEAKER_00: This is key.
• 9:04
  SPEAKER_00: Your success is so often dependent on your network and your relationships as an agent.
• 9:10
  SPEAKER_00: No matter who I speak with, even the biggest social media influencers in the industry that you know and you follow, so many of them still get a ton of their deals, a large chunk of their of their transactions from their sphere of influence, from their network.
• 9:26
  SPEAKER_00: Now, yes, your social media game, your videos, all of that helps your network see you more often, and it gets more referrals, it gets more of your sphere reaching out to you and hiring you, yes.
• 9:37
  SPEAKER_00: But you have to continue building that.
• 9:40
  SPEAKER_00: You have to continue networking.
• 9:41
  SPEAKER_00: And here's something that that's overlooked so often networking with other agents in your market so that they know you, they like you, and then when you have a buyer who's making an offer on their listing, they're like, Oh, I I actually trust this agent.
• 9:56
  SPEAKER_00: I know them.
• 9:56
  SPEAKER_00: There's some familiarity there.
• 9:58
  SPEAKER_00: That does bring some weight to your offer, whereas some stranger that doesn't even bother to call to see if the offer was received, they're not going to get that same treatment.
• 10:07
  SPEAKER_00: You can.
• 10:08
  SPEAKER_00: You need to also network with other uh industry professionals, lenders, mortgage brokers, inspectors, um, you know, other vendors within the industry, contractors, attorneys, all of it.
• 10:23
  SPEAKER_00: You don't need to be the best agent in your market.
• 10:26
  SPEAKER_00: You need to you need to be the best known agent in your market.
• 10:29
  SPEAKER_00: I'll repeat that.
• 10:30
  SPEAKER_00: You do not need to be the best real estate agent in your market.
• 10:33
  SPEAKER_00: You just need to be the best known.
• 10:35
  SPEAKER_00: And to be the best known, you better talk to and meet and be known by a ton of people.
• 10:42
  SPEAKER_00: Network, network, network, and build relationships.
• 10:45
  SPEAKER_00: Make it a priority in 2023.
• 10:48
  SPEAKER_00: Number three, you need to stay up to date on current industry trends, changes in the economy.
• 10:55
  SPEAKER_00: We saw in we saw in 2022 how interest rates can absolutely change everything seemingly overnight.
• 11:04
  SPEAKER_00: It wasn't really overnight, it was over the course of a month or so.
• 11:07
  SPEAKER_00: But uh January 2022, did you realize that we'd be seeing six and seven percent interest rates?
• 11:15
  SPEAKER_00: Nope.
• 11:16
  SPEAKER_00: Who would have guessed that?
• 11:18
  SPEAKER_00: I was in the middle of buying a house in January.
• 11:20
  SPEAKER_00: I started the process of buying my new house in January or February 2022.
• 11:26
  SPEAKER_00: We closed on it in May, and a lot changed during that time, right?
• 11:30
  SPEAKER_00: But I mean, my my God, it uh it got crazy.
• 11:34
  SPEAKER_00: So you need to stay current on industry trends.
• 11:38
  SPEAKER_00: The best way to do that is to follow all the data and analytics and reports and shit in your MLS.
• 11:45
  SPEAKER_00: Let me rephrase that.
• 11:46
  SPEAKER_00: Not all of them.
• 11:47
  SPEAKER_00: I mean, that's just ridiculous.
• 11:48
  SPEAKER_00: But there's certain reports you need to see how many new listings are hitting the market, how fast are homes being sold, average days on market, is it going up?
• 11:57
  SPEAKER_00: Is it going down?
• 11:58
  SPEAKER_00: Median home price going up, going down.
• 12:00
  SPEAKER_00: You need to know that stuff.
• 12:01
  SPEAKER_00: And if you don't know how to find that, reach out to your MLS or talk to your broker or your team leader or another agent that you that you trust and look up to in your market and say, hey, how do you use the MLS for data?
• 12:13
  SPEAKER_00: Follow that shit.
• 12:14
  SPEAKER_00: And then outside of your local market, you need to know what's going on with the macroeconomic stuff, what's going on nationally, what is the Federal Reserve doing with interest rates?
• 12:24
  SPEAKER_00: What's happening there?
• 12:26
  SPEAKER_00: Okay, that there's so many buyers and sellers who are sitting on the sidelines waiting for clarity and stability with interest rates.
• 12:33
  SPEAKER_00: So you should probably educate them on what they need to know.
• 12:38
  SPEAKER_00: I was telling uh I got off our team call earlier today, and one of the calls to action that I gave them was look, there are so many people who don't understand what's gonna happen when interest rates go down.
• 12:51
  SPEAKER_00: They don't realize that when rates go down, demand goes back through the roof.
• 12:56
  SPEAKER_00: Demand and competition goes through the damn roof again.
• 12:59
  SPEAKER_00: So they need to understand this stuff.
• 13:01
  SPEAKER_00: You need to be the one to teach them.
• 13:04
  SPEAKER_00: Okay?
• 13:04
  SPEAKER_00: If interest rates do go through the roof, well, then demand's gonna go down.
• 13:10
  SPEAKER_00: The house is gonna be more expensive, but there's gonna be less competition.
• 13:13
  SPEAKER_00: If they want it to be less expensive, they're gonna have more competition, which can make it just as expensive.
• 13:19
  SPEAKER_00: You guys see how that works?
• 13:20
  SPEAKER_00: It's not like the demand is gone.
• 13:22
  SPEAKER_00: It's just waiting for clarity.
• 13:23
  SPEAKER_00: So you need to know what's going on nationally.
• 13:25
  SPEAKER_00: One of the best resources for that, keeping current matters.
• 13:28
  SPEAKER_00: I highly recommend you guys go try out keeping current matters, follow KCM on Instagram, follow them on social, go to keepingcurrentmatters.com.
• 13:38
  SPEAKER_00: No, actually, do this.
• 13:39
  SPEAKER_00: You get a discount if you go through the Broke Agent Media link.
• 13:43
  SPEAKER_00: It's um try KCM.com slash BAM.
• 13:47
  SPEAKER_00: Try KCM.com slash BAM, and I believe it's a free trial, actually.
• 13:52
  SPEAKER_00: So do that, and their graphs, their articles, their data will it it's the hack in the cheat code just staying on top of all this shit.
• 14:00
  SPEAKER_00: You can beat your head against the wall trying to piece it together from all these other sources if you want, or you can just invest, you know, a few bucks a month and just have KCM dissect it, distill it for you.
• 14:12
  SPEAKER_00: That's what I recommend.
• 14:13
  SPEAKER_00: So uh KCM is kind of the cheat code for number three here.
• 14:16
  SPEAKER_00: Number four, you have to improve your communication skills.
• 14:21
  SPEAKER_00: You have to become a more effective communicator.
• 14:24
  SPEAKER_00: Now, the good news here is you can do this through doing content.
• 14:29
  SPEAKER_00: Okay, I've been doing this podcast.
• 14:31
  SPEAKER_00: This is episode 261 now.
• 14:34
  SPEAKER_00: I've done thousands of videos, I've done uh hundreds and hundreds of podcast episodes.
• 14:40
  SPEAKER_00: Okay, I've done 261 of this.
• 14:42
  SPEAKER_00: I've had it uh I had a previous podcast a few years ago.
• 14:45
  SPEAKER_00: Um, I did a daily Alexa skill, uh uh, what was it called?
• 14:49
  SPEAKER_00: A daily Alexa flash briefing.
• 14:51
  SPEAKER_00: I think I did 500, maybe 700 straight days of episodes with.
• 14:56
  SPEAKER_00: So like I've done this a thousand times too.
• 14:59
  SPEAKER_00: Do you think that I've improved my communication skills a little bit?
• 15:02
  SPEAKER_00: Of course I have.
• 15:03
  SPEAKER_00: Through doing.
• 15:05
  SPEAKER_00: Now, this is this is actually a bad thing.
• 15:07
  SPEAKER_00: This is actually something that I'm fixing early this year, but I've never uh up to this point, my communication skills have gotten better and I've improved them through doing, through action, through practice, through repetition.
• 15:20
  SPEAKER_00: That's it.
• 15:20
  SPEAKER_00: I have not taken classes, I have not hired a mentor, I have not gone to a course or a training on speaking and on communication yet, but I have one booked, and I'm super stoked about that.
• 15:30
  SPEAKER_00: Um, wish I would have done that years ago.
• 15:33
  SPEAKER_00: But to become a better communicator, one of the best ways to do it is to communicate more.
• 15:39
  SPEAKER_00: Start a podcast.
• 15:40
  SPEAKER_00: If you don't want to do that, do more video.
• 15:43
  SPEAKER_00: Speak to the camera.
• 15:45
  SPEAKER_00: Speak to the camera every single day.
• 15:47
  SPEAKER_00: That could just be an Instagram story where you say, hey, what's up?
• 15:50
  SPEAKER_00: I'm here, look at this cool fireplace.
• 15:52
  SPEAKER_00: Hey, I'm with the kids, we're going to Chick-fil-A.
• 15:54
  SPEAKER_00: Bam.
• 15:54
  SPEAKER_00: Like you speak to the camera every single day.
• 15:57
  SPEAKER_00: Guess what happens?
• 15:58
  SPEAKER_00: You get more comfortable with it.
• 16:00
  SPEAKER_00: Hmm.
• 16:01
  SPEAKER_00: You get better at it.
• 16:02
  SPEAKER_00: You you learn how to become more concise because when you get into the social media game, you start to want your content to perform better.
• 16:11
  SPEAKER_00: So then you start looking at, okay, how can I get it to perform better?
• 16:14
  SPEAKER_00: And then you start learning about hooks, you start learning about topic selection, you start learning about how to say, say more in less time, right?
• 16:23
  SPEAKER_00: More is less when it comes to social media because people want stuff just distilled down.
• 16:28
  SPEAKER_00: They want it concise and short.
• 16:30
  SPEAKER_00: Short form video is is what people want for the most part.
• 16:34
  SPEAKER_00: There, then there's YouTube where they want context, but they go search YouTube when they want something explained in detail, or they listen to a podcast like this one.
• 16:43
  SPEAKER_00: But on social, they're scrolling through.
• 16:45
  SPEAKER_00: By they, I mean we, we all do this, you're scrolling through at hyper speed, right?
• 16:50
  SPEAKER_00: Hyper speed, and you better get their attention with something, with what they see on their camera or on the phone.
• 16:57
  SPEAKER_00: You need to get their attention with what you say in the first couple seconds.
• 17:01
  SPEAKER_00: You have to hook them.
• 17:02
  SPEAKER_00: So you're gonna learn how to be a better communicator, a more effective communicator by doing number one, improving your online presence through video, through through uh social media, and all that good stuff.
• 17:14
  SPEAKER_00: Number five, where's my list?
• 17:17
  SPEAKER_00: Number five, practice excellent customer service.
• 17:21
  SPEAKER_00: See, I I wrote this down and then I was going to rephrase it, but it made me giggle.
• 17:25
  SPEAKER_00: Practice excellent customer service.
• 17:27
  SPEAKER_00: It sounds so douchey, right?
• 17:28
  SPEAKER_00: I left it and as is, I worded it that way for a reason.
• 17:32
  SPEAKER_00: That's exactly what you need to do.
• 17:34
  SPEAKER_00: You need to get better at serving your customers, and the way to do that is through practice.
• 17:39
  SPEAKER_00: You have to do it more, and you have to see what others do.
• 17:43
  SPEAKER_00: Look to other agents, other teams, other actual top producers, not just ones who put it in their bio, but find out what they do for their clients.
• 17:52
  SPEAKER_00: What are some of the things that they provide during the process?
• 17:55
  SPEAKER_00: How do they communicate?
• 17:56
  SPEAKER_00: How often?
• 17:57
  SPEAKER_00: Is it is it emails?
• 17:59
  SPEAKER_00: Is it like what it do they have a series of videos that walks people through the process and what to expect next?
• 18:05
  SPEAKER_00: I've seen lenders do that.
• 18:06
  SPEAKER_00: That wow, my dog is upstairs going absolutely crazy, apparently dragging like a large metal pole on our wood floor.
• 18:13
  SPEAKER_00: That's fantastic.
• 18:14
  SPEAKER_00: Anyways, you guys probably didn't even didn't even hear that, so I didn't need to say shit.
• 18:18
  SPEAKER_00: Totally derailed my my thought train.
• 18:21
  SPEAKER_00: But I had a lender that would, once you got under contract, this lender would send out a series of emails that said, hey, here's what to expect during this phase.
• 18:29
  SPEAKER_00: Here's this, here's that, boo-boom, ba-boom, with the appraisal and the underwriting and the blah-b-blah.
• 18:34
  SPEAKER_00: And those videos did so much to educate and inform the client that there was so much less confusion.
• 18:42
  SPEAKER_00: They had a much better experience.
• 18:44
  SPEAKER_00: And when they had a better experience and there was less stress and less unknown, guess who got better reviews?
• 18:51
  SPEAKER_00: Not just the lender, but me.
• 18:54
  SPEAKER_00: Yeah.
• 18:55
  SPEAKER_00: Taught me kind of a lot.
• 18:56
  SPEAKER_00: Yeah.
• 18:57
  SPEAKER_00: So practice excellent customer service.
• 19:02
  SPEAKER_00: In any industry, this is this is absolutely the key.
• 19:04
  SPEAKER_00: Real estate is not an exception to this.
• 19:07
  SPEAKER_00: Um, that includes being more responsive to your clients' needs.
• 19:10
  SPEAKER_00: Now, that doesn't mean that you have to be available 24-7.
• 19:14
  SPEAKER_00: I actually encourage you not to be one of these 24-7 agents.
• 19:18
  SPEAKER_00: When you set expectations that you're available anytime, you're not a professional.
• 19:23
  SPEAKER_00: You're not a specialist.
• 19:25
  SPEAKER_00: You are someone that they can just vent to at 11 p.m.
• 19:29
  SPEAKER_00: You're someone that they don't they don't respect your time because you have shown them you don't respect your time.
• 19:36
  SPEAKER_00: But that doesn't mean that you cannot have someone in place to serve them and to uh respond to their needs when you are not available.
• 19:45
  SPEAKER_00: You can have staff for that.
• 19:47
  SPEAKER_00: You can have an assistant, a virtual assistant, you can have whatever to respond to your clients' needs when you are unavailable.
• 19:54
  SPEAKER_00: You just have to communicate how it all works and set the proper expectations up front.
• 19:59
  SPEAKER_00: When you set boundaries, this is a hack, all right?
• 20:04
  SPEAKER_00: You agents that are so freaking burned out because you're working 70, 80, 90 hours a week, that's your fault.
• 20:11
  SPEAKER_00: Because there are agents that sell hundreds and hundreds and hundreds of homes every single year that work less than 40 hours a week because they set boundaries and then they put systems and people in place to make sure that their clients still get served at a very high level, but it's not all on them.
• 20:28
  SPEAKER_00: You see where I'm going with this?
• 20:31
  SPEAKER_00: You gotta be proactive in helping clients achieve their goals.
• 20:35
  SPEAKER_00: So you need to ask what their goals are.
• 20:38
  SPEAKER_00: Interesting.
• 20:39
  SPEAKER_00: How when was the last time you actually asked what your what the goals of your clients were?
• 20:45
  SPEAKER_00: You just assume that they just want to buy a house.
• 20:48
  SPEAKER_00: Cool, I'll help you buy a house, and you do.
• 20:50
  SPEAKER_00: Great.
• 20:51
  SPEAKER_00: But why are they buying it?
• 20:53
  SPEAKER_00: Okay, what if what if their goal is wealth accumulation?
• 20:58
  SPEAKER_00: And then rather than just helping them get into that condo, if you know that they're trying to build wealth and they're young and they don't have a family yet, you can teach them about house hacking.
• 21:07
  SPEAKER_00: How they can buy a house with three to five percent down, live in it for a year, and then after rent it out.
• 21:13
  SPEAKER_00: Because it's a primary residence if you're there for a year, right?
• 21:16
  SPEAKER_00: Then they can rent it out and go do it again and start building a portfolio that way.
• 21:20
  SPEAKER_00: Some of the biggest real estate investors that I know here in Salt Lake, they got started house hacking.
• 21:26
  SPEAKER_00: They and they had families.
• 21:27
  SPEAKER_00: Well, a couple of them.
• 21:28
  SPEAKER_00: This one guy in particular had a family.
• 21:30
  SPEAKER_00: He'd buy a duplex, live in one side with his family, rent out the other.
• 21:34
  SPEAKER_00: He bought it as a primary residence, so he only put like 5% down.
• 21:38
  SPEAKER_00: After a year, they moved out, rented that unit.
• 21:41
  SPEAKER_00: So now it's a rented duplex.
• 21:43
  SPEAKER_00: They bought another place, did the same thing.
• 21:45
  SPEAKER_00: They went to a fourplex, and so on.
• 21:47
  SPEAKER_00: And pretty soon they have a giant portfolio.
• 21:50
  SPEAKER_00: They were building wealth.
• 21:52
  SPEAKER_00: Well, what if you were able to help guide your clients down that path or at least educate them on the option of doing it?
• 21:59
  unknown: But
• 22:00
  SPEAKER_00: You have to know what their goals are first.
• 22:03
  SPEAKER_00: This when I was writing this list and preparing for this uh for this episode, I wrote this down and I was just kind of reflecting.
• 22:11
  SPEAKER_00: Like, you know, this time of year we all reflect, hopefully.
• 22:14
  SPEAKER_00: And I was just reflecting on the early years in the industry.
• 22:18
  SPEAKER_00: I just assumed everyone just wanted to buy the house.
• 22:20
  SPEAKER_00: Like they just want to buy the house.
• 22:21
  SPEAKER_00: That's it.
• 22:22
  SPEAKER_00: And a couple of my clients, they wanted to build wealth.
• 22:25
  SPEAKER_00: And they went with another agent later because they were educated by someone else that, hey, there's a better way of doing it.
• 22:33
  SPEAKER_00: I didn't first off, I didn't know what that other way was.
• 22:37
  SPEAKER_00: And I didn't even know what they wanted.
• 22:38
  SPEAKER_00: I just assumed that when they came to me and said, we want to buy a house, I'm like, that's it.
• 22:43
  SPEAKER_00: That's where it ends.
• 22:44
  SPEAKER_00: They just want to buy a house.
• 22:46
  SPEAKER_00: What are their goals?
• 22:47
  SPEAKER_00: Why are they buying a house?
• 22:49
  SPEAKER_00: Ask that.
• 22:51
  SPEAKER_00: If you can really get to the bottom of why your clients are trying to do what they're trying to do, you can really be helpful and really make an impact and possibly change their family forever.
• 23:03
  SPEAKER_00: Heavy shit, right?
• 23:04
  SPEAKER_00: It's crazy.
• 23:07
  SPEAKER_00: When you do this, you're going to get such better reviews.
• 23:12
  SPEAKER_00: You're going to be referred so much more often.
• 23:14
  SPEAKER_00: You're going to make so much more money because you're going to be selling so many more houses.
• 23:19
  SPEAKER_00: Practicing excellent customer service.
• 23:22
  SPEAKER_00: You nail that and all the different aspects of it, you'll be selling so many damn houses that you won't quite believe it.
• 23:32
  SPEAKER_00: Like so much can happen just this year.
• 23:36
  SPEAKER_00: Let me recap.
• 23:38
  SPEAKER_00: The five things you need to do for success in 2023, number one, build a strong online presence.
• 23:43
  SPEAKER_00: Number two, network and build relationships.
• 23:46
  SPEAKER_00: Number three, stay current on industry trends.
• 23:50
  SPEAKER_00: Number four, develop strong communication skills.
• 23:54
  SPEAKER_00: And number five, practice excellent customer service.
• 23:58
  SPEAKER_00: These are all are any of these revolutionary to you?
• 24:02
  SPEAKER_00: Of course not.
• 24:04
  SPEAKER_00: But we need reminders.
• 24:06
  SPEAKER_00: You need to be rema I need to be reminded about shit.
• 24:09
  SPEAKER_00: Like even though you know this, you believe this stuff, sometimes you need someone to bring it front of mind.
• 24:14
  SPEAKER_00: They need to bring it top of mind.
• 24:16
  SPEAKER_00: This is why, number one, they're building a strong online presence.
• 24:20
  SPEAKER_00: You need to do that to become top of the list.
• 24:24
  SPEAKER_00: You don't want to just be top of mind, you want to be top of the list.
• 24:28
  SPEAKER_00: You do that by staying in front of them all the time.
• 24:31
  SPEAKER_00: No matter where they look, no matter where they go, there you are.
• 24:35
  SPEAKER_00: That is how you dominate your market, regardless of what anyone else is doing.
• 24:42
  SPEAKER_00: Pretty cool stuff.
• 24:44
  SPEAKER_00: You guys that really take this, take these five steps to heart and really dive in and commit to doing them and challenge challenge the way that you have been doing things.
• 24:55
  SPEAKER_00: You know, make sure that the way you've been doing things is the best way.
• 24:58
  SPEAKER_00: There's probably a bunch of shit that you are doing and have been doing that you don't need to do.
• 25:04
  SPEAKER_00: Maybe, maybe it needs to be done, but you don't need to do it.
• 25:09
  SPEAKER_00: Some of you guys notice this.
• 25:11
  SPEAKER_00: I got a few comments after I did this, but um I changed my Instagram bio month or two ago to say that my goal is to help you sell fewer homes but make more money.
• 25:26
  SPEAKER_00: Okay, there's one way of putting it.
• 25:29
  SPEAKER_00: Another way is to make more money by doing less work.
• 25:34
  SPEAKER_00: You're person I want you to personally sell fewer homes, but I want you to be in charge of and overseeing a bunch of homes being sold.
• 25:44
  SPEAKER_00: I want you to scale.
• 25:46
  SPEAKER_00: I want you to build a business.
• 25:48
  SPEAKER_00: Why not you and why not this year?
• 25:51
  SPEAKER_00: Why not?
• 25:54
  SPEAKER_00: Ask yourself that.
• 25:55
  SPEAKER_00: Why not you and why not now?
• 25:58
  SPEAKER_00: You can have a hell of a year in 2023.
• 26:02
  SPEAKER_00: Regardless of what's happening happening in the economy, I promise you there is so much room for abundance.
• 26:08
  SPEAKER_00: There's so much room to gain ground, there's so much room for domination, there's so much, there's so many people to help.
• 26:15
  SPEAKER_00: And each one of those person each one of those people that you help, there's a commission check at the end of.
• 26:21
  SPEAKER_00: Not all of them.
• 26:22
  SPEAKER_00: I mean, there's a hell, there's a lot of people you're gonna help just by educating them, and they're never gonna hire you.
• 26:27
  SPEAKER_00: Awesome.
• 26:28
  SPEAKER_00: That's just the way it works.
• 26:28
  SPEAKER_00: That's you should feel good about that.
• 26:30
  SPEAKER_00: But all of those people who do want you to personally help them, there's a commission check at the end.
• 26:36
  SPEAKER_00: You can make a great living.
• 26:37
  SPEAKER_00: You can make an incredible living.
• 26:39
  SPEAKER_00: You're gonna need to restructure some things.
• 26:41
  SPEAKER_00: You're gonna you're gonna need to challenge the way you've always done things because what got you here will not get you there.
• 26:50
  SPEAKER_00: This is the time.
• 26:51
  SPEAKER_00: I'm excited for you.
• 26:54
  SPEAKER_00: If you are one of those people that's taking this to heart and have made a decision, by the time you're hearing these words right now, you've already made the decision that you are doing this shit.
• 27:05
  SPEAKER_00: You're committing to it, you're gonna learn how to do it, you're gonna figure it out, you're gonna reprioritize, you're gonna get after it, you're gonna learn how to hire people and outsource so that you're not personally doing all the bullshit.
• 27:17
  SPEAKER_00: If you don't have a transaction coordinator, for the love of God, you're finally gonna get one in 2023.
• 27:22
  SPEAKER_00: Like now, you're gonna get one like now.
• 27:24
  SPEAKER_00: I don't care if you've never closed a real estate deal, you need a transaction coordinator.
• 27:29
  SPEAKER_00: Why do you ever have to do some of that paperwork?
• 27:32
  SPEAKER_00: Why do you have to input it into the MLS?
• 27:34
  SPEAKER_00: Why do you personally have to submit the packet to your broker?
• 27:38
  SPEAKER_00: Why do you personally have to mark up the disclosures and the offer with the initials and the signature line and the date in Sky Sloper DocuSign?
• 27:48
  SPEAKER_00: Why do you have to personally do that?
• 27:50
  SPEAKER_00: Spoiler alert, you don't.
• 27:53
  SPEAKER_00: It has to be done, but it doesn't have to be done by you.
• 27:56
  SPEAKER_00: Get a fucking transaction coordinator and do it right now.
• 28:00
  SPEAKER_00: If you walk away from this with nothing else, but you do that one thing, you're gonna have a better year.
• 28:06
  SPEAKER_00: I am so damn excited for you guys.
• 28:09
  SPEAKER_00: Let me know.
• 28:09
  SPEAKER_00: Send me a message on Instagram at MassiveAgent.
• 28:12
  SPEAKER_00: And if you're not following me, for the love of God, make sure you do, because I am doubling down on my Instagram game this year, which means so much more content, so much more insight, and a much, much, much deeper look into everything that I'm working on.
• 28:30
  SPEAKER_00: I'm I've made a hire, I'm gonna be doing it's just gonna be next level.
• 28:35
  SPEAKER_00: Make sure you follow me on Instagram at MassiveAgent.
• 28:38
  SPEAKER_00: But go over there, send me a message, and and let me know which one of these you're gonna be doing, which which one's gonna be your top priority, how are you gonna implement these?
• 28:49
  SPEAKER_00: Let me know.
• 28:50
  SPEAKER_00: When you tell me that, now you have some accountability, don't you?
• 28:55
  SPEAKER_00: I'm gonna hold you accountable.
• 28:57
  SPEAKER_00: When you tell me that when you commit to me that you're gonna do a certain thing, now you are accountable to doing that thing.
• 29:04
  SPEAKER_00: I'm gonna see that shit.
• 29:05
  SPEAKER_00: I'm not gonna forget.
• 29:07
  SPEAKER_00: And now you know every single day you better follow through on doing these things because you told Dustin you were gonna do it.
• 29:14
  SPEAKER_00: You put it out there publicly.
• 29:17
  SPEAKER_00: Let's see it.
• 29:19
  SPEAKER_00: Let's see who is serious about growth.
• 29:22
  SPEAKER_00: Let's see who is really about doing it.
• 29:25
  SPEAKER_00: We're also gonna see who's about just talking.
• 29:28
  SPEAKER_00: We're about to see.
• 29:29
  SPEAKER_00: 2023 is gonna be one hell of a year.
• 29:31
  SPEAKER_00: We're growing the massive agent team like crazy.
• 29:33
  SPEAKER_00: Guys, I'm gonna put this call to action out there.
• 29:36
  SPEAKER_00: If you've been if you like the idea of working together, you and me as business partners, with no commission split to you whatsoever outside of the brokerage.
• 29:47
  SPEAKER_00: Okay, I everyone on my team, they're not paying me a commission split.
• 29:51
  SPEAKER_00: The brokerage is.
• 29:53
  SPEAKER_00: Okay, so you're not there's it's no additional commission split to be on my team.
• 29:58
  SPEAKER_00: None.
• 29:59
  SPEAKER_00: If that appeals to you, we need to talk.
• 30:02
  SPEAKER_00: We need to talk immediately.
• 30:04
  SPEAKER_00: So shoot me a DM.
• 30:06
  SPEAKER_00: Um, actually, just go over to my Instagram bio and click the link, and there is a partner with me option in the link tree.
• 30:13
  SPEAKER_00: Click on that, we'll have some info on exactly how we can partner together and be business partners.
• 30:19
  SPEAKER_00: Uh it's really I'm so damn excited for everyone, everyone on the team and everyone not on the team, but you guys that are ready to really do something cool together.
• 30:31
  SPEAKER_00: This man, I'm just freaking stoked.
• 30:36
  SPEAKER_00: Excited to hear from you, excited to get that message where you commit to me and tell me what you're gonna be doing in 2023.
• 30:42
  SPEAKER_00: Let me know.
• 30:43
  SPEAKER_00: I appreciate you guys listening.
• 30:45
  SPEAKER_00: Please share this episode with somebody who needs to hear it.
• 30:48
  SPEAKER_00: An agent, maybe it's your broker, a friend that you're an agent, friend you're connected with who's on the other side of the country.
• 30:55
  SPEAKER_00: Share it, share it with a Facebook group, share it with your local agents in a Facebook group, whatever.
• 31:00
  SPEAKER_00: Put a screenshot into your stories.
• 31:02
  SPEAKER_00: Um help us reach more people, help us make an impact on more agents, and I will keep coming back every single week with a brand new episode.
• 31:11
  SPEAKER_00: Hope you enjoyed this one.
• 31:12
  SPEAKER_00: Thank you so much for listening.
• 31:14
  SPEAKER_00: Thank you for listening at all ever.
• 31:16
  SPEAKER_00: Uh, we've we've had an incredible 2023, sorry, an incredible 2022 as far as audience growth and impact.
• 31:25
  SPEAKER_00: And um I owe that to you.
• 31:27
  SPEAKER_00: So thank you.
• 31:28
  SPEAKER_00: If you are still listening to this right now, sincerely, thank you for listening.
• 31:34
  SPEAKER_00: Thank you for supporting us.
• 31:36
  SPEAKER_00: Thank you for supporting me.
• 31:37
  SPEAKER_00: Thank you for paying it forward to other agents by sharing our content with them so that they can have the same experience that you've had, at least the same chance at it.
• 31:48
  SPEAKER_00: That's all we ask.
• 31:49
  SPEAKER_00: Thank you.
• 31:50
  SPEAKER_00: Get to work, excited to hear from you.
• 31:52
  SPEAKER_00: You guys who want to know more about partnering with my team, uh, now that you know that there's no doesn't cost you anything, that no additional commission split whatsoever, um, I'm excited to talk to you as well.
• 32:03
  SPEAKER_00: And let's go do some big, cool shit together in 2023 and sell a ton of homes.
• 32:09
  SPEAKER_00: Take care.