Latest / The Real Estate Agent Playbook / Agent Change Series: Client Relationship Strategies for the Modern Agent

Transcript

Agent Change Series: Client Relationship Strategies for the Modern Agent · The Real Estate Agent Playbook

• 0:00
  Welcome back to agent change.
• 0:01
  We are getting into my wheelhouse, client relationships and relationships
• 0:06
  in general, helping modern agents manage these from social media
• 0:10
  to in real life, belly to belly.
• 0:12
  And this is the meat and the bones of where we need to
• 0:16
  be focusing our attention.
• 0:18
  With that growth mindset, what we're doing, how are we maintaining these
• 0:22
  relationships, both past and building new relationships will absolutely
• 0:26
  crush and help your business skyrocket.
• 0:33
  If you don't know, my name is Jeremy Kane, founder of the real estate
• 0:36
  agent playbook, YouTube channel, also a top producing agent at eXp Realty.
• 0:41
  Today, we are going to dive into this specific formula that I use to to build
• 0:47
  those relationships, create them, focus on them, nurture them, and continue to
• 0:52
  build new relationships, which is awesome.
• 0:54
  I meet amazing people every single day, every single week, that become, you know,
• 0:59
  quote unquote partners of mine and just, you know, I guess lighthouses for my
• 1:05
  business, and it's absolutely amazing.
• 1:07
  I love doing business this way.
• 1:09
  Very sphere of influence focused.
• 1:11
  And so if you want to get there and you want to make some of these maybe
• 1:14
  difficult conversations of compensation coming up, please let me know.
• 1:18
  I can book a call with you realtor game plan call below.
• 1:21
  But for now, like comment, subscribe, hit that bell, share the podcast
• 1:24
  with anybody, if you're on the road, , just wait until you park.
• 1:28
  And we're going to get rolling.
• 1:29
  Let's go.
• 1:30
  As a member of the Wolfpack, every single agent that is a top producer in that
• 1:35
  leader's room, in that top producing room, talks about their sphere of
• 1:38
  influence and managing the relationships.
• 1:40
  And they may use different tools to get there or even nurture and manage them.
• 1:44
  However, Sphere of influence is a constant in, in those rooms and those discussions.
• 1:49
  So if you're a newer agent or you're an agent looking to scale, look
• 1:53
  back at your sphere of influence and how we can build that up.
• 1:56
  And it comes down to relationships, right?
• 1:59
  The better you are, the more authentic you are in the more,
• 2:02
  you know, outgoing you are.
• 2:03
  You are thinking wise, you can build these relationships into a cornerstone of
• 2:08
  your real estate business, whether it's repeat clients or new clients or industry
• 2:12
  partners, and it all comes down to the trust and rapport you build and the more
• 2:17
  authentic and the more, you know, giving givers gain you, you approach these
• 2:21
  relationships in these conversations with the better they will turn out, right?
• 2:26
  We can't go into relationships Seeing dollar signs, seeing, you know, what's
• 2:30
  this going to do for me, which I'm going to be honest, a lot of real
• 2:33
  estate agents have that mindset, right?
• 2:36
  When it comes to marketing, when it comes to pouring into their
• 2:38
  business, for some reason, it's like, what, what am I going to put in?
• 2:42
  How many leads, how many, you know, how many conversations we talk
• 2:46
  about that all the time, right?
• 2:48
  Success rate and conversion rates and all the things, certainly
• 2:51
  important part of business.
• 2:53
  When you're talking about your business plan and strategizing,
• 2:56
  you know, you're But when we throw all that out, we have the plan.
• 2:59
  We have to get better every single day at building relationships.
• 3:03
  And there's no, you know, right answer.
• 3:06
  It is what it is.
• 3:07
  Manage these relationships, manage them appropriately, and you will
• 3:10
  absolutely be rewarded with repeat client and referral business that
• 3:15
  will absolutely blow your mind, right?
• 3:17
  You get into this three, four, five years, get out of that two year agent room where
• 3:21
  you're, you know, beating the statistics.
• 3:24
  And you're able to manage these relationships.
• 3:26
  This is a pillar of business that can be on repeat.
• 3:28
  Right?
• 3:29
  I have a great part of my course.
• 3:31
  It's coming out May one.
• 3:32
  Definitely put foundations course in the comments if you want to be on the leading
• 3:37
  edge of that, but first I will have a webinar buyers agent to listing agent
• 3:42
  and 30 days, this will be heavily focused on how you maintain, how you create
• 3:47
  and how you build your relationships.
• 3:49
  And so I can't wait to share all of that with you.
• 3:53
  But we're going to talk focus on relationships right now.
• 3:56
  We're going to talk about strategies for building them.
• 3:59
  Right.
• 3:59
  And this is kind of a hard one because we have to have an honest look at ourselves
• 4:03
  and say, would I rather watch, you know, Netflix all day on the couch or would
• 4:07
  I rather engage in conversations and, and get creative and go to different
• 4:11
  kinds of things in the community.
• 4:12
  And, you know, be present when I'm out in the community where there's people around.
• 4:16
  And right now you, I see it all the time, right?
• 4:19
  I, I have three daughters in gymnastics.
• 4:22
  And I can either sit there and go and be like, okay, this is a great
• 4:24
  time for me to get work done, bury my head into my laptop or my cell phone.
• 4:28
  And there's times where I'm like, okay, let's, you know, put the phone
• 4:32
  away and let's just talk and build relationships with these parents are
• 4:35
  in the same frame of life as me, right?
• 4:38
  I've met contractors and, you know, insurance agents and other people in,
• 4:43
  you know, that I can use in my business.
• 4:45
  Absolutely.
• 4:46
  And I can help build their business.
• 4:48
  So First and foremost, it sounds really weird, but we just have to be
• 4:52
  more present when we're out in the community and we're around people.
• 4:55
  And I'm not, I don't go up to people and say, Hey, I'm a real estate agent.
• 4:58
  Do you know anyone who wants to buy or sell?
• 5:00
  It's just about taking a step back.
• 5:02
  We are creatures of, you know, congregation and we absolutely, Are
• 5:07
  around a ton of people and so, you know, there's all kinds of strategies There's
• 5:12
  people that just go to the grocery store to pretend shop and strike up
• 5:15
  conversations and so on and ask about Products and they start the conversations.
• 5:20
  I'm not asking you to do that I'm, just asking you to take a look at
• 5:23
  your life when you're around people Are you utilizing that to best
• 5:27
  build relationships lead with value?
• 5:30
  And I promise you that if you just do this a few days a week, or you're just
• 5:35
  more present and you're understanding, you have a little bit of strategy
• 5:38
  with it, you will be rewarded.
• 5:40
  And so.
• 5:42
  That's the first and foremost is you have to have initiative to build these
• 5:45
  relationships and build them right.
• 5:47
  Right.
• 5:48
  And that's, that's the hardest part because when we're new to real estate,
• 5:50
  we're like, okay, well, where's my next deal going to come from?
• 5:53
  If I do this and I go talk to 10 people, will I get a transaction?
• 5:57
  Throw it out the window, right?
• 5:59
  Just make the foundational changes in how you carry yourself in
• 6:03
  public and how you're a resource.
• 6:05
  If you can find a way where you can Insert yourself into a conversation and say,
• 6:10
  Hey, I got a guy or I got a gal for that.
• 6:12
  Or you can, you know, somebody posts on Facebook, Hey, I need, you know, a
• 6:16
  hardwood person and this is a pension.
• 6:18
  You can, you know, build that relationship.
• 6:20
  It will absolutely lead to further conversations and more engagement,
• 6:25
  because if you solve someone's problem without, you know, talking about real
• 6:29
  estate or whatever, then that's the thing.
• 6:32
  And as a real estate agent, you can build a vendor list fairly easily.
• 6:36
  You can even do this when you're talking to people, right?
• 6:39
  Oh, you're you have an HVAC company?
• 6:40
  That's awesome.
• 6:41
  I'd love to refer you small business kind of small business helping small business.
• 6:45
  I'm a real estate agent I literally 90 percent of my deals need an HVAC guy to
• 6:49
  go through the furnace AC and so on So there's other ways you can do this But
• 6:55
  I think that that happens and then once you're building it and you get used to
• 6:58
  this It's important to sustain, right?
• 7:00
  We don't want to be that guy that obviously just, you know, for a
• 7:05
  month in time was out there and just now we're on email lists and that's
• 7:09
  all we're doing and now I'm back to just burying my head in my phone.
• 7:12
  You have to sustain, you have to engage.
• 7:15
  Obviously if it's in a sport or whatever you probably will be spending a lot
• 7:18
  of time with them so it's kind of, you can continue the conversation,
• 7:22
  you can be a part of their future.
• 7:24
  Their kiddos journey as well and your kids or friends or whatever and you say well
• 7:28
  Jeremy, I don't have any kids So am I SOL?
• 7:30
  No, it's all the things.
• 7:31
  It's the gym.
• 7:32
  It's your church.
• 7:33
  It's it's everywhere you go dog parks especially in Colorado because we love
• 7:38
  our dogs, but those this is how we're doing this and so That is absolutely
• 7:42
  foundational that you continue to do this, but also just don't get
• 7:45
  comfortable in your comfort zone, right?
• 7:47
  Once you find that gymnastics and you got that kind of role and you're connecting
• 7:50
  with the connectors, you're doing all the things like go build another one, right?
• 7:55
  And I'm not saying don't go to your kids practice or games or whatever.
• 7:57
  but then find that next pillar that's right in front of your face
• 8:00
  right now that you can absolutely build those relationships.
• 8:03
  Because the whole point of this is if we continue to move forward and we
• 8:10
  have all of these relationships, if it does come to a awkward commission
• 8:15
  conversation, you've had hundreds and thousands of conversations
• 8:18
  with these people or other people.
• 8:20
  And once you do that, then you're able to get the reps in.
• 8:23
  You're having more conversations and you are better at communicating
• 8:27
  what the Ever commission structure is handed down, whatever commission
• 8:30
  structure you're working.
• 8:32
  And that's the whole point of this is if you have those tight knit relationships,
• 8:36
  it will be very easy and natural to have these conversations about compensation.
• 8:41
  Whereas if you don't, and you're not a resource, it may be like, Oh, like
• 8:44
  when am I going to bring up that now, you know, this is how it is
• 8:47
  and it's a little bit different than the last time we worked together.
• 8:50
  And if you don't have those feelings cause it's a natural conversation
• 8:53
  flow, you're always in conversation.
• 8:55
  You've, you've had hard conversations, you've had easy conversations.
• 8:59
  Those conversations will be much easier.
• 9:01
  So again, buyers agent to listing agent about to drop, please comment webinar
• 9:05
  below if you want early access to that.
• 9:08
  I can't wait to get that out to you guys and that's all I'm
• 9:12
  gonna say about it for now.
• 9:13
  But let's get into the final piece of this and relationship building.
• 9:17
  And this comes from industry partners.
• 9:19
  It's networking collaboration, using industry partners and people around you in
• 9:24
  order to enhance your value proposition.
• 9:27
  Again, we talked about this, always having a guy or a gal for a certain
• 9:30
  situation, and so you have to actively seek those out, whether that's going to
• 9:34
  trainings, going to webinars, building relationships, scheduling lunches.
• 9:38
  You know all the things that you can do to build relationships with those industry
• 9:42
  partners and beyond But also take a look at your life Who are the people that
• 9:46
  have small businesses who are providing goods and services to you in your life?
• 9:51
  Whether that's financial planners attorneys Anybody you can think of
• 9:56
  and put them on the list and help them build business and you know Can you
• 10:00
  do events together where you can maybe bring all of your worlds together?
• 10:03
  This is huge and And moving forward, communication with
• 10:07
  other agents in your community.
• 10:09
  First and foremost, I think there will probably be less agents.
• 10:13
  So that, that might be a little bit easier.
• 10:15
  You're not going to know every agent or whatever, but if you maintain a standard
• 10:18
  of how you operate, how you, you know, Operate within these relationships when
• 10:23
  you're in transaction before transaction out of transaction providing feedback
• 10:28
  all of the things You're developing a reputation of industry partners and
• 10:32
  people and so again, it'll make these conversations easier I think we will have
• 10:37
  a lot more voice to voice over phone conversations and things as, you know,
• 10:42
  especially if this settlement goes exactly like it is at the time of the recording.
• 10:46
  Which it's still proposed, so don't go crazy on me there.
• 10:49
  But, these relationships are huge and you never know when the other agent, On the
• 10:55
  other side of that inspection, negotiation is going to be on a next deal, right?
• 10:58
  And you have to be so proactive with this and so positive in
• 11:04
  building these relationships.
• 11:05
  Certainly in negotiation, some things get tough, certainly in,
• 11:08
  you know, a transaction, some agents may be lazier than others.
• 11:12
  And.
• 11:13
  But the ultimate truth is let's work together.
• 11:15
  Let's build this up Let's build that standard higher so that most of the
• 11:18
  time when there's another agent on the other side They're like, oh i'd love to
• 11:21
  work with you or me or whatever, right?
• 11:24
  So that's a part of this that we need to understand that we're going to have
• 11:29
  more, you know, hey Can you do me a favor kind of conversations, as far as opening
• 11:34
  doors and doing this and doing that in the better communicating, we are the
• 11:38
  better at networking with these industry professionals, that may be other agents
• 11:42
  or maybe, you know, industry partners.
• 11:44
  And honestly, as agents, if we can partner together, that's absolutely the case.
• 11:49
  EXP or anything like that.
• 11:53
  but partnering in the best interest of both of our clients in order for buyers
• 11:58
  to buy the home they want and sellers to sell the home they're selling.
• 12:01
  I think this could go a long way.
• 12:03
  And so these relationships are across the board.
• 12:06
  So just have a more relationship centric mindset.
• 12:09
  If you have questions about what I said, or I, you know, skimmed over stuff, like
• 12:13
  I said, I'm super passionate about this.
• 12:14
  So I kind of went through it fast and talking fast.
• 12:17
  , but I would love to have that conversation.
• 12:19
  If you're interested in, you know, any of these other agent change series,
• 12:23
  we still have a couple left, but we do have seven or eight already down,
• 12:27
  check them out, like, and subscribe.
• 12:29
  Comment on anything.
• 12:30
  I love the conversation.
• 12:31
  The point of this is to start those conversations and I can't wait
• 12:35
  to see you on the other side of a deal or, you know, talk about how
• 12:39
  I can help you build your business.
• 12:40
  So, there's a realtor game plan call below, like I said, and
• 12:43
  we can absolutely move forward.
• 12:45
  If you want the webinar comment, webinar below.
• 12:47
  And otherwise throw me a subscribe, hit that notification bell.
• 12:51
  So you can get caught up, right as these agent chain series, concludes.
• 12:55
  And as we sign off, go get another win in the real estate industry today.
• 12:59
  Be that guiding light for those relationships, build them up.
• 13:02
  And I promise you, you will have a very lucrative career in this business.