Latest / The Real Estate Agent Playbook / Stop Chasing Leads, Start Building Relationships!

Transcript

Stop Chasing Leads, Start Building Relationships! · The Real Estate Agent Playbook

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for most agents qualifying a lead means asking if they
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or anyone they know
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is looking to buy or sell real estate
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in the next 96 months whatever it is
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the truth is we are just qualifying leads
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we're not qualifying relationships
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with this simple direct statement
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I'm all for asking for the referral
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and being as direct as possible however
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putting a little into the relationship has changed
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my career sold almost 500 homes doing it
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I'm gonna tell you the exact frameworks I use
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so you can take it forward and start seeing success
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in your sphere of influence business
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what's up guys I'm Jeremy Kane
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I coach agents every single day
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on how to grow their business
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through sphere of influence
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I am the real estate agent playbook on YouTube
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so thank you so much for tuning in
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I'm also a founding member of Carbon Collective
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a coaching group that we put together to meet agents
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where they are at if you have the
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you know desire to hop in there
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we are offering a 14 day free pass to everybody
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who comments Carbon Collective
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launch below
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and I would love to see you in that community
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and see if coaching
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similar to the style that I'm going to coach you today
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on this video
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uh we can get you in there
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you can see it you can see you know
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multiple coaches there's 12 coaches in there
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we're coaching on meeting agents right where they're at
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so check that out so first and foremost
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I wanna talk about the lead piece right
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every single lead
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should be an opportunity for you to create a raving fan
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so even if they do not you know
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directly purchase a house in the next 30
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60 90 days
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there is so much value in that relationship right
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if we start looking at the relationship
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as a seed to grow our garden
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this is something that needs watering
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otherwise it'll stay in the dirt forever
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the truth is is that when you are talking to somebody
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you get asked a question about how's the market
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they are technically qualifying you
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they know for some reason down the line
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that they may need your services right yes
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there is the small talk and all of that
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but if you can take that small talk
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and make it not just you know
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a blip on the radar or you know
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something that's more memorable
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that's exactly how you get into the mix with them
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you know as a as a agent client relationship
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but also as a client referral resource right
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and that's where it starts
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you have to be willing to go into the relationship
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willing to bring whatever value you have
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and you say well Jeremy
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my value is I'm a real estate expert
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I know everything about real estate
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well the truth is
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you don't know everything about real estate
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but also the transaction is just a piece of our job
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right the law
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the transaction the
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you know contracts
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all of that is actually a very small piece of our job
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it just happens to be the piece that is most associated
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with getting paid which is key
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but the relationship we are marketers 50
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75% of our time should be going to marketing
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and advertising our business and our personal brand
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so that we can grow that brand right
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once we get into the mix
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and people raise their hand and say that yeah
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let's move forward well
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that's a great time to shine
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for just that real estate piece
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for just that piece that you know
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you went to school for right
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you went to get your license
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and you pass the test and you keep your license low
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that's that part
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but the marketing part is where we can get creative
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and where we can build these relationships
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so what are you bringing a value to that relationship
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for me it's my network right
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I look for ways to grow my
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you know vendor list
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to grow my community list
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to grow my small business in my community list
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because the truth is I want to first of all
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make this person understand that I have an entire army
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an entire team
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behind me to help them with whatever they want right
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yes if it's buying and selling real estate
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that's me but if it's HVAC
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uh exterior maintenance landscaping
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you know kitchen remodel design
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all of those things are people that I have in my
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my crew that I can absolutely be like oh
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you know what you have a plumbing issue
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let's call this guy right
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let's let's make that together
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I'm giving this guy business right
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if that's his name this guy plumbing
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and I'm also helping my you know
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contact or my client you know
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get something accomplished that they need
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so I'm bringing that item of value yes
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I have vast knowledge about the market
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not everyone really cares about the market
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especially if they just bought a home last year right
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but they know
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and they trust that if they come to my social medias
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they can find out all about the market
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all about the contracts all about the strategy
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but for this piece I'm just building relationships
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how can I connect you with somebody else in my network
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that you know
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is is going to change your life in some way
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not like drastically
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not like when the lotto change your life
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but like
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help you fix a problem in your life that you need
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so the point is I want you to start seeing the value
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in every single conversation you have
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and start bringing the value to that conversation
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not just seeing it as okay
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this is one person they might buy a house oh
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they're two years down the road
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let's throw them in a CRM and forget about them
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we can absolutely track that and grow that
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but it's going to take input over time from you
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that's not just like hey
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are you ready to buy or sell
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hey are you ready to buy or sell
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are any of your friends ready to buy or sell
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no we need to have that piece
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so that our systems and our CRM are absolutely
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pushing the needle as that goes
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if you're interested in getting our version of lofty
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completely unlocked comment Carbon Collective CRM below
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and I will certainly give you that information
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as my business partner and I just launched
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a new CRM initiative
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to give you more clarity in the CRM game
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so make sure that you are taking that information
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that they do give you
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that they do divulge and putting it in a pipeline
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because the whole point of this is to build a pipeline
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of potential buyers and sellers
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and if they're two years out
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that's great that means in 18 months or 20 months
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you don't have to be finding new people
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they'll be coming around
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so you're continuing to have conversations
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you're continuing to grow your business
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and if you're organized enough
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you'll be able to keep these touch points
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making sure they're ready
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making sure they're doing what they have to do
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along the way
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and then all of a sudden they'll pop into your
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you know future sale pipeline three to six months out
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and you've mastered that
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but it doesn't happen unless you're
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bringing value to the table
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even if they're not ready to go right here right now
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so as we get going
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we have to understand that building rapport
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the right way is the key right
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so we need to look for alignment
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we need to look for shared interest
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shared timing shared frustration
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shared goals and shared community
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if we can get them talking about that
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and curiosity equals you know connection
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then we can start to push the needle forward
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we can start to figure out what exactly
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the pain points are and so to get into that piece
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we need to kind of build rapport
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see where they're at find out where they're at
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make sure that you're infiltrating
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some of your personality into that conversation
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as a caring you know
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person who's looking to build a lifelong relationship
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just not get that transaction and turn them
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and burn them
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if they wanted somebody to open a door for them
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get out of their way and purchase a home
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they have opportunities to click on a lot of buttons
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on the internet to get that done pretty easily
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but they need to know that representation is the key
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they need to know that
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it's not just gonna be a simple handoff
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and you're washing your hands of it
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and you're on your way that's how you build a brand
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that's how you grow
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trust and curiosity in your business
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so as we're doing that
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the natural pain point framework comes
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so you start to ask about now hey
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how's it going with your house
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where what's your living situation
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what's going on what could be better right
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so you're talking about that
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you're looking into those things
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after they already know that you're in real estate
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they already know that you have three kids
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and they already know all of that stuff
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cause you've built that connection be like okay
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tell me about what's going on right
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how's how's the house you mentioned this
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that and the other thing when we were
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you know getting going here
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so what's really going on
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is there anything I can help you with
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you know as it pertains to your home
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what I do is I build a vendor list every single year
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that I want to have the top notch people
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so what do you do for work
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is there anything that I can do to help you
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and drive business your way
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oh you're
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you know a postman or a post lady
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that's great
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have you had anybody work on your home or come in
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or
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do you know any contractors that you would trust to do
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absolutely the best job for you
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if so let's make an introduction
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let me know right
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cause then you're starting to give them opportunity
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to introduce people right here
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right now so you're looking for those problems
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you don't have to be kind of that direct
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what's going on with your house
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or anything like that but in these conversations
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if there is rapport built
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you're already working down that line
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to start building that relationship
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and in the event that they hear you say oh
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I'm just I'm trying to build this top notch elite
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you know service you know
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vendor list
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where all my clients can come to me for anything well
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that puts a note in their head that hey
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I can call Jeremy no matter what I need
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and he's gonna have have some resources for me
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and that's exactly what I wanna do
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so then if you know it's going fine and whatever
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then I start talking about someday right okay
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what's your plans what's your dream house look like
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where do you wanna you know where do you wanna live
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where do you wanna lay down roots
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or you know
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if they have a home like what's what's this look like
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you have three or four kids
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they're all getting older like
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are you gonna continue to maintain this property
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do you need some help
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do you need anyone to help you maintain the property
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those kind of things will start opening the
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the information up and they will prospect themselves
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right this is very much like you know
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when people ask how's the market and you respond
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it depends why do you ask
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they're gonna start opening up
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when you're talking about someday
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where's the goals where do you wanna get to
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and this is a huge piece of my annual review
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you can check out that video um
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and learn exactly what I do to
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you know start
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you know putting these conversations out there
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with my past clients
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but we're talking about leads right
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so we're talking about someday we're future pacing them
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what's that look like how long does that look like
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you know and we can go from there
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because they're gonna
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start telling you what their desires are
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and at some point
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if they're renting or if they're a homeowner
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a move is going to be in their future
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statistics say 5 to seven years
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maybe getting a little bit longer now
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but we need to start talking about someday
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we need to start saying okay
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where's this go oh
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I'd really love to talk about
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you know getting an investment property sometime X
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y Z
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this is just them prospecting so talk about the future
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talk about where they're going and you know
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eventually they know that it's real estate and they'll
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they'll kind of guide that
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you know
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conversation that way once you're really good at this
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but also who cares if it's like
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hey we wanna move to
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you know you're up and you know
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this is a dream of ours and all of the things great
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well then you already have something
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you have a common point of interest
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that you can reach out oh
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you know
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my travel agent friend has this great deal to Europe
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you can send it to them later
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it doesn't matter right
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if you're growing this profile of people
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where you can be the ultimate resource
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you have that opportunity
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by future pacing them
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and seeing what someday looks like
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so now you have now and you have someday
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and you can identify the gap
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the pain points
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they've probably mentioned some of the things
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unfortunately
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we are sometimes lean towards the negative
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so when you can find those pain points and you can say
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oh man I need to make that connection
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I am telling you right now
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I do not leave a new conversation
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without at least two connection points for somebody
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right we're not talking just like oh
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excuse me
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I tripped on your foot or whatever at a Bronco game
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we're talking about you know
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if there's a true conversation that goes on
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I'm like oh
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I need to connect you to this
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I need to connect you this
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whether it's an agent you know
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that I'm connecting to certain resources
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industry partners or whatever or it's a client
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I'm always looking to make
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at least one or two connections
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from every conversation cause then I'm telling them oh
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you need to talk to Nicole over here at
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you know Movement Mortgage
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or you need to talk to Jimmy
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over here at Everett's Lending
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or you need to talk to Scott
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my electrician
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and I'm making these connections and I'm making
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making them all work together
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so that they have resources in their business
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so that they can always attribute that relationship
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back to me
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so that they understand exactly what's going on
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so that's the thing is identify the gap
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and then make connections
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and that is exactly how I've built my entire business
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right so if you
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you know do that
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that's the small win right
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here's what I've seen work when people call Nicole
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and they're working on their credit
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here's what I've seen work when people call
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you know my plumber
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when their water heaters getting about 10 years old
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right he'll
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he'll look at it he'll make sure it's good
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he'll service it but then
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you know he'll
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he'll make sure that it doesn't explode all over your
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you know basement hopefully right
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so you're offering those small wins
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in the form of connection
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and this is exactly what has helped me grow
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but the UN you know
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foreseen circumstance that I benefit from
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from this is
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I am driving these connections to different people
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so that when they need connections
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they're also coming to me
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when they need real estate
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they're also coming to me
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so it's all about becoming the alternate
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Ultimate Connector so instead of
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you know qualifying the lead right away
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and if they're not ready to buy in the next 90 days
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move on to the next it's qualifying that relationship
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making connections and adding them to your pipeline
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whether it's now or in five years
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this is an absolutely massive opportunity
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because here's what I know about people
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they hang out with people that are in similar
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you know life situations than they are
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when people have kids
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they hang out with people that have kids
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when people don't have kids
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they hang out with people that don't have kids right
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it's a perfect example
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so if you have somebody who's a renter
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they probably hang out with some other renters
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and first time home buyer kind of situation
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so if you have that
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and you're providing this utmost value
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this person might not be ready
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but their best friend down the road
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that they hang out with every Friday
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and Saturday night Saturday night might be ready
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and what's that connection look like
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oh I talked to Jeremy
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and even though I'm not ready to buy a house
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in the next two years
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he actually gave me his time
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he gave me the insights
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and kind of started laying the path for the future
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as they go and he also connected me with somebody
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that can get my credit repaired right
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that's the real conversations
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that are happening within my business
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because I'm ultimately
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dedicated to making sure everyone
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has a connection point
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and that I am figuring out exactly what's going on
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by talking about here now future
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pacing them and then filling those gaps with connection
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and ultimately as we step back
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this is just a piece of me building my brand
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every single conversation that I have
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is putting my name out there to one or two people
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if I make a connection or maybe three people
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if I was able to connect one person to two different
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two different people and so
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if I'm building that in that little network
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and they know all three of those people the
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you know conversation person
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the client
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potential client and the two vendors that I connected
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they all know that I'm working hard to do things
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to change their lives to change their business
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to change their real estate situation
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and so if those three people know that
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I'm working harder than most
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and I'm making connections
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and I'm sending the most business to the
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the vendors
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and I'm connecting the consumer with the people
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that actually can help move the needle
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then that is three people out of a simple conversation
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that can all be raving fans
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as we kind of push this forward
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that's a huge piece of my business right
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is if I can make take this conversation
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and turn it into three different connection points
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and three different people having
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you know some influence in their life change
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whether it's their business or
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you know moving towards home ownership
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or moving towards downsizing
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or whatever it is then
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that is three times
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the amount of people that can raise their hand and be
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like hey
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you need to talk to Jeremy Kane
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and so
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that's exactly what the point of the business is
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is growing that brand so that if you need something
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you call Jeremy if you want to get set on a path
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whether it's in the next two weeks
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or the next five years
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Jeremy is going to help you and treat you as
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you know a potential prospect or a client
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then that helps grow the business as you go
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and it leads to consistency
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which ultimately is the key to success in real estate
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so it's not necessarily about hang them and bang them
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you know call these people
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they are not ready to buy
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hang up hang up
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hang up I get the volume play
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but I also know the volume play burnout
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and this is that different than that
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this is you just actually providing value
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helping people having a real conversation
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and moving the needle forward
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so we don't need more leads
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we just need to be better within our conversations
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and we need to focus on our conversations
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and create connections
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and that will lead to a sustainable
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real estate business
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which ultimately is absolutely the goal
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so let's break it all down
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first we need to have conversations
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we need to build curiosity within our conversations
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then we need to become aligned
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we need to understand exactly what's going on
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right here right now
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then we future pace then we identify the gap
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then we you know
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find that mini win we make that connection
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we have that value transfer and then you know
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we can keep it you know hey
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if did this help you would you like me to
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continue to keep an eye out for you
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when can I check in with you
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and you can have those light CT's in there
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if that salesperson just has to come out
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but this is exactly how it goes
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this is soft and relational and it builds high trust
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and it makes people realize that
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they're not walking away with a real estate agent
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who will focus on one transaction
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they're walking away with a lifetime asset
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of somebody
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who understands a real estate market at high
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high levels and is willing to connect you with anybody
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even if there is no you know
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immediate payoff for them and that's exactly what it is
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so if you are stepping back and you are you know
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wondering what am I gonna do with my business in 2026
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I urge you to look at this framework
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and see if it will work the more conversations you have
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the more exponentially your business can grow
19:12
and if you're interested in getting coached
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just like this just like I did here
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please comment Carbon Collective launch below
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we'll get you that 14 day pass
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doesn't matter what brokerage you're at
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and then
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we will move the needle forward in your business
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regardless of you know
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where you're at what you're doing
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this is the stuff that can change your life
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in your business in 2026 like comment subscribe
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we'll see you next time