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Why Real Estate Agents Are Set Up to FAIL from Day One · Massive Agent Podcast

• 0:00
  SPEAKER_00: After 16 years in the real estate industry, I have learned that real estate agents in general are set up to fail from the very beginning because the people training us don't know better.
• 0:10
  SPEAKER_00: But I'm going to show you today how you can turn that around and start moving in the right direction.
• 0:14
  SPEAKER_00: Let's go.
• 0:16
  SPEAKER_00: The massive agent podcast.
• 0:18
  SPEAKER_00: We lead generation distance strategies to give you more leads and sell more homes.
• 0:23
  SPEAKER_00: I love to buy houses.
• 0:25
  SPEAKER_00: I like to sell houses.
• 0:28
  SPEAKER_00: Wait a minute.
• 0:30
  SPEAKER_00: Leads a week.
• 0:32
  SPEAKER_00: You a week.
• 0:32
  SPEAKER_00: I've had better.
• 0:34
  SPEAKER_00: Oh.
• 0:35
  SPEAKER_00: Have I got your attention now?
• 0:38
  SPEAKER_00: Here's your host, Dustin Brome.
• 0:42
  SPEAKER_00: What is up, guys?
• 0:43
  SPEAKER_00: Welcome to episode 454 of the Massive Agent Podcast.
• 0:47
  SPEAKER_00: I am your host, Dustin Brome in Salt Lake City, Utah.
• 0:50
  SPEAKER_00: I just got back from a weekend trip down to Zion National Park with my family.
• 0:54
  SPEAKER_00: We hiked in the Zion Narrows.
• 0:56
  SPEAKER_00: If you saw my story on Instagram or any of the videos that I that I put out that weekend, I've been doing a ton of travels this year with my family.
• 1:04
  SPEAKER_00: I think more than I think we have more trips this year than ever before.
• 1:09
  SPEAKER_00: And the reason I say that is because I've been reflecting a lot.
• 1:12
  SPEAKER_00: Now, I've been in real estate for 16 years now.
• 1:16
  SPEAKER_00: And the first 10 years, I certainly wasn't able to live the kind of lifestyle that I that I am today.
• 1:23
  SPEAKER_00: And I was asking myself, why?
• 1:25
  SPEAKER_00: Like, why is that?
• 1:27
  SPEAKER_00: Because it's not just a money thing.
• 1:29
  SPEAKER_00: Like obviously, like money lets you do cool things.
• 1:32
  SPEAKER_00: Money allows you to, you know, to travel and to do all the cool stuff.
• 1:36
  SPEAKER_00: But why don't I have the money and or the time until like, you know, the last four years?
• 1:44
  SPEAKER_00: Like, why is it that like, you know, 10 plus years into being an agent, I struggled.
• 1:49
  SPEAKER_00: Like maybe I had the money, but I certainly sure as hell didn't have the time or the flexibility to do it.
• 1:53
  SPEAKER_00: And so as I was reflecting on this, I realized that this industry in general, it sets agents up to fail right from the very beginning.
• 2:02
  SPEAKER_00: And I think it's because our brokers, uh our trainers, our mentors, the people that we look up to to teach us the business are actually teaching us how to just how to do the job.
• 2:15
  SPEAKER_00: They're teaching us how to be a real estate agent, but they're not showing us the very few of them are actually teaching you how to build a life while being a real estate agent.
• 2:26
  SPEAKER_00: Because here's what happens you get your real estate license, and it's like, okay, shit, I better, I better go out and sell.
• 2:32
  SPEAKER_00: I better start marketing, I better start meeting with clients, I better start doing all the things.
• 2:36
  SPEAKER_00: And before you know it, your schedule is completely filled to the brim with stuff.
• 2:41
  SPEAKER_00: And if you don't know better, if you haven't been taught any different, you just keep working more and more and more.
• 2:48
  SPEAKER_00: And pretty soon you have no time for your family, no time for your friends, your you and your spouse grow distant, you and your kids, you not even seeing your kids grow up.
• 2:56
  SPEAKER_00: I mean, my hell, I missed my son's first steps, my my firstborns.
• 3:02
  SPEAKER_00: I missed his first steps, I missed his first words because I was showing homes and I was at an open house.
• 3:08
  SPEAKER_00: My wife had to text me videos of those things and it stung.
• 3:14
  SPEAKER_00: But it planted a seed in me where as much as I hated that, I knew that I needed to, I needed to buy back some time.
• 3:22
  SPEAKER_00: I needed to build some freedom.
• 3:24
  SPEAKER_00: I needed to build an actual business that let me have more time to spend with my family doing the things that I actually love doing and not just all the real estate activities.
• 3:35
  SPEAKER_00: If you're one of these agents that you go on vacation and you're on your laptop or your phone the entire damn time navigating deals, negotiating offers, you know, all this stuff.
• 3:46
  SPEAKER_00: Look, I get it because there's a season where you've got to put in those dues.
• 3:51
  SPEAKER_00: But there also needs to be an expiration date.
• 3:54
  SPEAKER_00: There needs to be an end date on how long you tolerate that crap.
• 3:58
  SPEAKER_00: And this is where our industry screws up and pushes agents towards failure and burnout instead of success.
• 4:08
  SPEAKER_00: Now, your definition of success might be different from mine.
• 4:11
  SPEAKER_00: So let me define success.
• 4:14
  SPEAKER_00: Making a shitload of money in as little time possible.
• 4:19
  SPEAKER_00: Making money that isn't only dependent on your personal activities and actions.
• 4:24
  SPEAKER_00: Money that comes in through the through the efforts of others, where homes get sold, commissions get made, other forms of revenue come into your business that didn't require you to do every single one of them.
• 4:38
  SPEAKER_00: That means you have a business.
• 4:40
  SPEAKER_00: And so look, I got into real estate because I wanted flexibility.
• 4:45
  SPEAKER_00: I wanted to be able to set my own schedule, as I'm sure you did as well.
• 4:49
  SPEAKER_00: But you realize pretty quick that at least if you're, if you're ambitious and hungry, it's so easy to just fill up all the time with stuff.
• 4:58
  SPEAKER_00: And like I was never taught to like schedule my day, my ideal day, and then build the like and then schedule work around it.
• 5:07
  SPEAKER_00: I was never taught to put date night on the calendar every time every week.
• 5:11
  SPEAKER_00: I wasn't taught to put family time on the calendar every week.
• 5:14
  SPEAKER_00: And so for years I didn't.
• 5:16
  SPEAKER_00: And I just like, well, I have this calendar.
• 5:18
  SPEAKER_00: Let me let me do this listing presentation here.
• 5:20
  SPEAKER_00: Let me show homes in the afternoon here.
• 5:22
  SPEAKER_00: Uh, let me do this in the evening here.
• 5:24
  SPEAKER_00: Let me go to the office until freaking 1 a.m.
• 5:27
  SPEAKER_00: sometimes.
• 5:28
  SPEAKER_00: And pretty soon it's like, well, shit, I I'm prioritizing work and not the family.
• 5:35
  SPEAKER_00: And quite honestly, I felt like I had to do that because I was like, well, I don't, I'm not making any money here or not enough.
• 5:43
  SPEAKER_00: I need to pay the bills.
• 5:44
  SPEAKER_00: I've got to prioritize that.
• 5:46
  SPEAKER_00: I don't necessarily, in fairness, I don't necessarily think that I would do anything different if I were to do it again, except for I would make sure that that certain family time, certain activities got baked into the calendar every single week.
• 6:04
  SPEAKER_00: We're talking a few hours a day, uh, and maybe like, you know, a date night every week.
• 6:10
  SPEAKER_00: Not crazy, but you just have to prioritize it.
• 6:14
  SPEAKER_00: Nobody taught me that shit until some mentors showed up in my life later on, and I was intent on being a better husband and a better father.
• 6:24
  SPEAKER_00: And I was finally like, when the student is ready, the teacher appears.
• 6:28
  SPEAKER_00: It wasn't until I was ready to learn that lesson or needed to learn that lesson that I actually learned it.
• 6:33
  SPEAKER_00: Nobody preemptively taught me that shit.
• 6:35
  SPEAKER_00: I think we're most agents are taught by someone who has just had a very high-paying job their whole careers.
• 6:42
  SPEAKER_00: And they're just teaching what they know.
• 6:44
  SPEAKER_00: So your broker and your team leader, your mentor, I'm not saying they're bad people.
• 6:49
  SPEAKER_00: I'm sure they're great people.
• 6:51
  SPEAKER_00: They mean well.
• 6:52
  SPEAKER_00: They're very well-intentioned.
• 6:53
  SPEAKER_00: They're just teaching you how to be successful through their lens of success.
• 6:58
  SPEAKER_00: But I've learned over the years that you need to look at someone's life, not just their business results.
• 7:05
  SPEAKER_00: If you are following in someone's footsteps, if you're following someone's blueprint and playbook, you'd better look at the whole picture.
• 7:13
  SPEAKER_00: Because what if they're miserable?
• 7:15
  SPEAKER_00: What if they're unhappy?
• 7:16
  SPEAKER_00: What if they're broke?
• 7:17
  SPEAKER_00: What if they are uh like they're losing their family, they're losing their spouse, their health is shit, they're all out of shape, but yet they're selling a bunch of homes.
• 7:27
  SPEAKER_00: Is that someone that you really want to learn from?
• 7:30
  SPEAKER_00: Now, maybe there's certain things about selling homes you can learn from them, but as far as like their schedule and the type of person they're becoming and the life they live, and like, no, you got to be selective.
• 7:42
  SPEAKER_00: So, my advice to you is this figure out what it is that you want, what's important to you, what do you what do you want to make damn sure gets done in a day, in a week, in a month, in a year?
• 7:55
  SPEAKER_00: What are those things?
• 7:56
  SPEAKER_00: Like maybe it's three vacations a year with your family.
• 7:59
  SPEAKER_00: Two of them are stayations and one's like a big travel one or something like that.
• 8:03
  SPEAKER_00: Whatever it is.
• 8:04
  SPEAKER_00: Maybe you want to travel once a month.
• 8:06
  SPEAKER_00: Maybe you want to do date night every week or every other week.
• 8:08
  SPEAKER_00: Maybe you want to do a sport for yourself or an activity for yourself once a week on Wednesday afternoons.
• 8:15
  SPEAKER_00: Put that shit down.
• 8:17
  SPEAKER_00: And then that so for me, dropping my kids off at school every morning is a non-negotiable.
• 8:23
  SPEAKER_00: I miss certain things, I miss certain appointments, uh, I miss certain meetings that are happening because damn it, that's my time.
• 8:34
  SPEAKER_00: Like the world is dead to me.
• 8:36
  SPEAKER_00: Uh, like if if if I'm if anyone wants my time during the time that I take my kids to school, as long as I'm in town, like if I travel, obviously I can't do that.
• 8:46
  SPEAKER_00: But you're shit out of luck.
• 8:50
  SPEAKER_00: You have to make your priorities your top priorities, and then build your workday and your work schedule and your workload around the lifestyle that you want.
• 9:03
  SPEAKER_00: My mentor didn't teach me that.
• 9:04
  SPEAKER_00: My first broker didn't teach me that.
• 9:07
  SPEAKER_00: Most agents that I that I've that I'm friends with and associate with now haven't taught me that, but a few mentors along the way absolutely have.
• 9:17
  SPEAKER_00: And I wish that it was taught to every agent.
• 9:21
  SPEAKER_00: Let me wrap with this.
• 9:25
  SPEAKER_00: If you're brand new to the industry, this is for you.
• 9:27
  SPEAKER_00: But if you're a veteran, you've been doing this business for 10 plus years and you're busy and you're selling a bunch of homes, this is also for you.
• 9:36
  SPEAKER_00: If you continue down a path, let's see, how do I say this?
• 9:42
  SPEAKER_00: If you continue down a path where you don't feel like you're in control, then you're not.
• 9:50
  SPEAKER_00: Your day, your clients, your transactions, your workload, all the tasks, that's what's in control.
• 9:57
  SPEAKER_00: But it doesn't have to be like that.
• 9:59
  SPEAKER_00: I have found that once I took control and started to build my ideal life and then built my work around that, I started like you just make different decisions.
• 10:08
  SPEAKER_00: You hire the, you hire out of necessity, you hire certain people out of necessity because you now no longer have the time to do all the bullshit yourself.
• 10:17
  SPEAKER_00: So now you're hiring somebody and then you're hiring this person and that person, and pretty soon, like you're just focused on the stuff that actually moves the needle and hiring out all the other stuff.
• 10:27
  SPEAKER_00: Like if you're an agent without a transaction coordinator, I question your mental health, I question your intelligence, and question your sanity.
• 10:34
  SPEAKER_00: What are you doing?
• 10:35
  SPEAKER_00: That is not the sending the contracts over to your clients and marking them up in DocuSign, those are not money-making activities.
• 10:45
  SPEAKER_00: You need a TC to do that stuff, stay on top of the deadlines, send this document over to the lender, uh, you know, mark up addendum three to change the name for your buyer so the lender's happy.
• 10:55
  SPEAKER_00: And like you don't need to do that stuff.
• 10:56
  SPEAKER_00: Those are not money-making activities.
• 10:58
  SPEAKER_00: Driving across town to put up a sign or take a keybox down, get someone else to do that shit.
• 11:05
  SPEAKER_00: You need to focus on what actually makes you money.
• 11:09
  SPEAKER_00: Marketing, lead gen, client communication.
• 11:12
  SPEAKER_00: And a lot of the client communication can be systemized or someone on your team could do it.
• 11:17
  SPEAKER_00: But I wasn't taught any of that stuff.
• 11:19
  SPEAKER_00: I was just taught to spin the hamster wheel faster and faster.
• 11:22
  SPEAKER_00: Just do more.
• 11:22
  SPEAKER_00: You want to sell more homes, do more activity.
• 11:25
  SPEAKER_00: And pretty soon, I'm missing my kids growing up.
• 11:27
  SPEAKER_00: And you never get that time back.
• 11:29
  SPEAKER_00: And you drift apart from your spouse.
• 11:31
  SPEAKER_00: Luckily, luckily, I didn't wait too long.
• 11:38
  SPEAKER_00: And my my wife and I are closer than ever.
• 11:40
  SPEAKER_00: And we're still working on it, obviously, because there's levels to this.
• 11:45
  SPEAKER_00: Like, I feel like I'm I'm a 10 out of 10 dad, but I feel like I could be a 15 out of 10 and always working towards that.
• 11:55
  SPEAKER_00: Ever since I made a commitment to build a business and buy some freedom, and and once I decided on a business model that gave me my time back, my income exponentially grew.
• 12:09
  SPEAKER_00: I am making more money in real estate right now than I ever have before, and I have not personally sold a house in six years.
• 12:16
  SPEAKER_00: My income keeps going up every single year.
• 12:18
  SPEAKER_00: Uh, most months it goes up.
• 12:20
  SPEAKER_00: In the winter months, it kind of goes down a little bit.
• 12:22
  SPEAKER_00: But uh like I'm just I'm making more money over time because of a business model that I chose and some things that I put in place and some people that I aligned with uh starting what eight years ago and and really came into fruition like you know, six, six plus years ago.
• 12:41
  SPEAKER_00: Because I decided to build a business and not just own my own job.
• 12:47
  SPEAKER_00: And most agents who are burned out and tired, and it's just one deal after another, you you sell a house, you're unemployed.
• 12:55
  SPEAKER_00: Sell another house, it closes, you're unemployed again.
• 12:58
  SPEAKER_00: And you just over and over and over.
• 12:59
  SPEAKER_00: You can make a ton of money doing that, but what happens if you want to take a month off?
• 13:05
  SPEAKER_00: What happens if you have to take three months off for family reasons, health reasons, whatever?
• 13:11
  SPEAKER_00: What happens if you just want to go on vacation and not be on the damn phone or computer the whole time?
• 13:17
  SPEAKER_00: If you'd stop doing those activities, well, if you don't have a business, if you don't have a team, if you don't have systems, that shit doesn't get done and you the whole thing falls apart.
• 13:29
  SPEAKER_00: Please put some thought into how you how you can build a business for yourself.
• 13:36
  SPEAKER_00: Now, I actually put a framework together.
• 13:38
  SPEAKER_00: I I I did a program, I built a coaching group, what was this, two years ago called the the Massive Agent Business Accelerator.
• 13:45
  SPEAKER_00: It was a 12-week program where I broke down how to identify what type of business is right for you, and then the steps that you need to take to build it, and some hacks and some some other revenue streams you can add and all the stuff.
• 13:59
  SPEAKER_00: And it was like a$3,000 course, a$3,000 program.
• 14:04
  SPEAKER_00: And I now have it inside my Massive Agent Society, which you can get access to for like$120 or something like that.
• 14:11
  SPEAKER_00: So like crazy.
• 14:13
  SPEAKER_00: I don't even have the link ready.
• 14:15
  SPEAKER_00: What is that?
• 14:15
  SPEAKER_00: So it's on school, the Massive Agent Society on School.
• 14:18
  SPEAKER_00: S K-O-O-L, is how you spell school, school.com slash Massive Agent Society.
• 14:25
  SPEAKER_00: School.com slash map slash Massive Agent Society.
• 14:29
  SPEAKER_00: That program, this is this is just, this is not a big sales pitch.
• 14:35
  SPEAKER_00: This is like, hey, if you if you want some help, if you want a system and a framework to follow to build yourself the the right business for you, because by the way, the business that I built for myself may not be the one that you want for yourself, but there's a framework and a system to follow.
• 14:49
  SPEAKER_00: I've built it.
• 14:50
  SPEAKER_00: It's one of the many courses inside my Massive Agent Society community that you can get access to for like a hundred and something bucks a month.
• 14:57
  SPEAKER_00: Uh, very, very inexpensive if you want to take this shit seriously.
• 15:02
  SPEAKER_00: I'll tell you what, I've never been happier.
• 15:05
  SPEAKER_00: I've never had more freedom.
• 15:06
  SPEAKER_00: I've never made as I've never made this much money.
• 15:09
  SPEAKER_00: I've never been so fulfilled as I am today.
• 15:13
  SPEAKER_00: And it's because I built a business over years, put in a shitload of effort, found some great people to align with, some great business partners to help me, and then kept going and then kept doing it and doing it.
• 15:26
  SPEAKER_00: And that's allowing me to take all these trips and vacations and doing all this stuff.
• 15:30
  SPEAKER_00: And next year I want to do even more.
• 15:32
  SPEAKER_00: I want to go on even more trips.
• 15:34
  SPEAKER_00: And now it's like getting our dog to the sitter and like it's stressing my wife out.
• 15:39
  SPEAKER_00: Like she wants to travel, wants to do all the travels, and then we do it.
• 15:42
  SPEAKER_00: And she's like, well, I got to water my plants.
• 15:44
  SPEAKER_00: We got to get the dog to the sitter and all this stuff.
• 15:47
  SPEAKER_00: So it now it's a good problem to have.
• 15:49
  SPEAKER_00: But nonetheless, I want to do even more next year because the business that I've chosen, the path that I've chosen is allowing for it.
• 15:58
  SPEAKER_00: And it's increasing.
• 16:00
  SPEAKER_00: And now that I've got my mortgage license and I've added on my mortgage business, which is open to any agent at any brokerage, by the way, it's just exponentially going to grow.
• 16:09
  SPEAKER_00: But it starts with planting that seed and deciding for yourself, putting your foot down and saying, damn it, I'm sick of having my own job.
• 16:17
  SPEAKER_00: I'm sick of spinning the hamster wheel over and over and over.
• 16:20
  SPEAKER_00: I want a business that builds upon itself, that lets me step back one day.
• 16:28
  SPEAKER_00: And it just keeps growing.
• 16:29
  SPEAKER_00: That's what I want for you.
• 16:31
  SPEAKER_00: So I've got the framework over in the Massive Agent Society on school.
• 16:35
  SPEAKER_00: And if I can be helpful to you, please reach out.
• 16:37
  SPEAKER_00: Please follow me on Instagram at Massive Agent if you don't already.
• 16:41
  SPEAKER_00: If you don't already, what what are we doing?
• 16:43
  SPEAKER_00: What are we what are we doing?
• 16:44
  SPEAKER_00: I'm personally offended that you would l that you would listen to the podcast and not follow follow me on Instagram.
• 16:49
  SPEAKER_00: So if you if you're listening now and you don't follow me on Instagram, go do that.
• 16:54
  SPEAKER_00: Shoot me a message and say, hey, I'm new to Instagram.
• 16:57
  SPEAKER_00: Let me know.
• 16:58
  SPEAKER_00: I've got something special for you.
• 17:00
  SPEAKER_00: Uh just shoot me a DM.
• 17:01
  SPEAKER_00: I appreciate you listening.
• 17:02
  SPEAKER_00: Please share this with any agent who needs to hear this message.
• 17:06
  SPEAKER_00: I appreciate you listening.
• 17:07
  SPEAKER_00: I'll be back with another episode of the Massive Agent Podcast next week.
• 17:10
  SPEAKER_00: Take care.