Latest / Massive Agent Podcast / Making Your First Hire as a Realtor

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Making Your First Hire as a Realtor · Massive Agent Podcast

• 0:00
  SPEAKER_01: This week, I'm going to tell you how to make your very first hire as a real estate agent so you can start going from solo agent wearing all the hats, doing all the stuff, to starting to have a team and starting to have a real estate business, which gives you options if you ever want to do anything other than just work nonstop.
• 0:18
  SPEAKER_01: You're going to have to listen to this and take action.
• 0:21
  SPEAKER_00: The massive agent podcast.
• 0:24
  SPEAKER_00: We need generation tips and strategies to give you more leads and sell more homes.
• 0:29
  SPEAKER_01: I love to buy houses.
• 0:30
  SPEAKER_01: I like to sell houses.
• 0:34
  SPEAKER_00: Wait a minute.
• 0:36
  SPEAKER_00: Leads a week.
• 0:40
  SPEAKER_00: Oh have I got your attention now?
• 0:43
  SPEAKER_00: Here's your host, Dustin Brome.
• 0:48
  SPEAKER_01: What is up, guys?
• 0:49
  SPEAKER_01: Welcome to episode 349 of the Massive Asia Podcast.
• 0:53
  SPEAKER_01: I am your host, Dustin Brome, here in Salt Lake City, Utah.
• 0:56
  SPEAKER_01: And um, I've got a good one for you today.
• 0:59
  SPEAKER_01: Hiring, right?
• 1:00
  SPEAKER_01: You're gonna need to build a team of some sort.
• 1:02
  SPEAKER_01: If you are, if you have any ambition of being an entrepreneur, of having a real estate business, of buying your time back, having options to step out of production or to only work with sellers, for example, whatever, whatever your ambitions are, whatever's important to you, you're gonna have to build a team around you that lets you live the lifestyle that you want, that lets you have the type of business that you want.
• 1:27
  SPEAKER_01: So it starts with the very first hire.
• 1:30
  SPEAKER_01: And usually for most people, this is the hardest one.
• 1:33
  SPEAKER_01: I'm gonna break this down for you in a few different ways because the very, very, very, very first hire should actually be super simple.
• 1:41
  SPEAKER_01: It's so easy.
• 1:43
  SPEAKER_01: A lot of you have already done it, some of you have not, for a bunch of different reasons, most of which are stupid, most of which are nonsensical.
• 1:50
  SPEAKER_01: Trust me, I was there.
• 1:51
  SPEAKER_01: I had those, I know because I was there myself and had those same stupid, nonsensical thoughts that held me back from that first hire.
• 1:59
  SPEAKER_01: But then I'm gonna talk about right after that one, how you can start making more strategic hires to help you actually have a team to start taking all that work that, if we're being honest, just piles up constantly for an agent.
• 2:14
  SPEAKER_01: And we're gonna show you how to push it onto the plates of others.
• 2:18
  SPEAKER_01: And as long as you choose well, those people that you hire, they're gonna be better than you, anyways.
• 2:23
  SPEAKER_01: They're gonna do a better job of you at doing all those things.
• 2:26
  SPEAKER_01: If you're doing literally everything, you're not the best at all of those things.
• 2:31
  SPEAKER_01: You're best at some of them, but uh graphic design, right?
• 2:35
  SPEAKER_01: Um, showing houses, making offers.
• 2:38
  SPEAKER_01: There's probably something there that you're not the best at.
• 2:42
  SPEAKER_01: So you're gonna love this episode.
• 2:44
  SPEAKER_01: Um, if you are new to the show, welcome.
• 2:46
  SPEAKER_01: My name is Dustin Brome, your host.
• 2:48
  SPEAKER_01: I am in Salt Lake City, Utah.
• 2:49
  SPEAKER_01: I've been an agent now for uh 14 years.
• 2:52
  SPEAKER_01: Um, I'm with Real.
• 2:54
  SPEAKER_01: And um what else?
• 2:56
  SPEAKER_01: I mean, I should I list my accolades?
• 2:58
  SPEAKER_01: Should I just read my freaking resume here?
• 3:00
  SPEAKER_01: I don't know where I'm going with this.
• 3:01
  SPEAKER_01: Anyhow, welcome to the show.
• 3:03
  SPEAKER_01: This will be a good one.
• 3:04
  SPEAKER_01: My goal with this podcast and really with every waking moment that uh that I'm working is to help you as a real estate agent build a business that's bigger than you so that you're not owning your own job anymore, so that you can actually take some time with your take some time away on vacation, go with your family, uh, you know, work on side projects or do whatever you want with your time and still have homes get sold and still produce revenue for your business.
• 3:32
  SPEAKER_01: So you're gonna have to make some moves in that direction.
• 3:35
  SPEAKER_01: First, you have to think like an entrepreneur, you have to act like the CEO of your business, because if you don't, you just own your own job.
• 3:42
  SPEAKER_01: And 98% of real estate agents, nope, obviously these are very scientific uh scientific stats because I think before I said 95%, whatever.
• 3:52
  SPEAKER_01: 98% of agents, um, statistically proven, you just own your own jobs.
• 3:57
  SPEAKER_01: I did for many, many, many years.
• 3:59
  SPEAKER_01: And most agents who are solo, you just own your own job.
• 4:02
  SPEAKER_01: But it doesn't have to be that way.
• 4:04
  SPEAKER_01: You don't have to get burned out, you don't have to work every waking moment, but you you have to build a business if you're going to give yourself some flexibility.
• 4:13
  SPEAKER_01: So uh let's jump into it today.
• 4:16
  SPEAKER_01: Before I do that, we are less than 60 days away from the Ignite Team Builder Summit here in Salt Lake City, Utah, October 9th and 10th in downtown Salt Lake City.
• 4:27
  SPEAKER_01: By the way, if you've never been to Salt Lake in the fall, in October, it it October is the best month ever in Salt Lake City as far as weather, the views.
• 4:37
  SPEAKER_01: It's it's just spectacular.
• 4:39
  SPEAKER_01: So if you have any aspirations of starting a team or building any kind of real estate business, we are we put together a two-day intense uh mastermind style event called Ignite Team Builder Summit.
• 4:53
  SPEAKER_01: And we're bringing in some of the best team leaders and team builders from the entire industry from all around the country that are going to train you and show you step by step everything that you need to do to start a team if you don't have one, or to scale the current team that you have to make it profitable, to make the culture sticky, to keep people, to bring in more great people.
• 5:15
  SPEAKER_01: How to, you know, which lead sources should you provide?
• 5:18
  SPEAKER_01: How do you pay for them?
• 5:19
  SPEAKER_01: How do you compensate your agents?
• 5:20
  SPEAKER_01: What should the commission splits be like?
• 5:22
  SPEAKER_01: All of that stuff.
• 5:23
  SPEAKER_01: Systems, processes, everything.
• 5:25
  SPEAKER_01: We're bringing in the experts.
• 5:27
  SPEAKER_01: Neil Dingra's coming in, Michael Perry, who runs the number one team in Utah.
• 5:32
  SPEAKER_01: We have Jonathan Campbell, who runs the number five team in America.
• 5:36
  SPEAKER_01: No joke.
• 5:37
  SPEAKER_01: Uh, they sold like 2,000 homes last year.
• 5:40
  SPEAKER_01: Um, and they average what, 70?
• 5:42
  SPEAKER_01: He said on on the episode he was on previously, I think it was about 70 or 75 homes sold per agent, is what they average.
• 5:51
  SPEAKER_01: That's insane.
• 5:52
  SPEAKER_01: That's absolutely insane.
• 5:54
  SPEAKER_01: Probably the most productive team in all of America, as far as I'm concerned.
• 5:57
  SPEAKER_01: But uh Matt Matt Kane's coming, Paige Steckling is gonna be here.
• 6:02
  SPEAKER_01: Ignite slc.com.
• 6:05
  SPEAKER_01: Get yourself tickets.
• 6:06
  SPEAKER_01: Uh, prices go up on September 1st.
• 6:09
  SPEAKER_01: Prices go up again September 1st.
• 6:12
  SPEAKER_01: So get yourself a ticket uh now before prices go up September 1st.
• 6:16
  SPEAKER_01: And uh we'll see you in Salt Lake for the Team Builder Summit.
• 6:20
  SPEAKER_01: It's the event of the year.
• 6:21
  SPEAKER_01: If you have any aspirations to have any kind of business, that's the event.
• 6:26
  SPEAKER_01: That's the room to be in.
• 6:27
  SPEAKER_01: I promise you we're going all out.
• 6:29
  SPEAKER_01: Ignite SLC.com, grab your ticket today.
• 6:33
  SPEAKER_01: Okay.
• 6:34
  SPEAKER_01: Um, and and lastly, keeping current matters.
• 6:38
  SPEAKER_01: If you don't have a team of prognosticators, if you will, that real estate Nostradomuses or Nostradomai, if you don't have a team of real estate Nostradomai in your tool belt, you're just falling behind those that do.
• 6:54
  SPEAKER_01: You're falling behind the teams and the agents who do.
• 6:57
  SPEAKER_01: So keeping current matters, when you have KCM in your back pocket, it's a team of the smartest economists, the smartest housing experts.
• 7:05
  SPEAKER_01: Uh they know exactly what's happening with rates and how those rates affect housing demand, how they affect prices, when it's going to change, what your sellers need to know, what your buyers need to know.
• 7:17
  SPEAKER_01: It makes it when you have KCM in your back pocket, it just helps you focus on the actual business.
• 7:24
  SPEAKER_01: It helps you actually just focus on what moves the needle and that's servicing clients, talking to clients, doing marketing without having to study stats and read articles and all this stuff.
• 7:34
  SPEAKER_01: Just try KCM.
• 7:35
  SPEAKER_01: We're making it easy.
• 7:36
  SPEAKER_01: Go to trykcm.com slash bam and try it out today and see why pretty much all the top producers out there, everyone that you're trying to chase, they're already using keeping hurt matters.
• 7:46
  SPEAKER_01: You should too.
• 7:47
  SPEAKER_01: Trykcm.com slash bam.
• 7:51
  SPEAKER_01: Okay, hiring.
• 7:53
  SPEAKER_01: This is not the first time you've heard me say this if you've been listening for a while.
• 7:56
  SPEAKER_01: What I'm about to say, I've said before, and I will say it again a thousand freaking times.
• 8:02
  SPEAKER_01: The easiest first hire and the natural first hire, the first hire that you should make no matter where you're at, whether you're a brand new agent on day one who's never sold anything, or you're selling 120 houses all by yourself, which is insane, you need to hire a transaction coordinator.
• 8:19
  SPEAKER_01: It is the easiest way to taste outsourcing.
• 8:23
  SPEAKER_01: The easiest way to taste having a team, having an assistant, having leverage.
• 8:28
  SPEAKER_01: A transaction coordinator, the way they work is they're getting paid when the deal closes.
• 8:34
  SPEAKER_01: Right now, I know some states may have a certain regulation or stipulation where you might have to pay, uh, you might have to pay up front or whatever.
• 8:41
  SPEAKER_01: But for the most part, a transaction coordinator, you pay them out of the clo out of the proceeds of the closing.
• 8:48
  SPEAKER_01: So they're getting paid when when the deal closes.
• 8:51
  SPEAKER_01: And with most of them, if the deal doesn't close, they don't get paid on that transaction.
• 8:56
  SPEAKER_01: I mean, that sucks for them.
• 8:57
  SPEAKER_01: Some of them may ask you for you know a little bit if the deal cancels or whatever.
• 9:02
  SPEAKER_01: But nonetheless, it's so easy because you're not having to train this person.
• 9:06
  SPEAKER_01: It's like having an employee that isn't an employee.
• 9:09
  SPEAKER_01: You don't have to do payroll.
• 9:10
  SPEAKER_01: There's no W-2s, none of that bullshit.
• 9:12
  SPEAKER_01: You just pay them when the deal closes, so you don't have to pay up front.
• 9:16
  SPEAKER_01: Very easy to budget for.
• 9:18
  SPEAKER_01: Very, very affordable.
• 9:19
  SPEAKER_01: For a few hundred bucks, you can have someone who's much better than you at paperwork, at crossing the T's and dotting the I's and scheduling inspections and you know, all the stuff, like all the administrative stuff around buyer and seller transactions.
• 9:35
  SPEAKER_01: The stuff that is not a money-making activity, like you taking addendum six and putting the initials on it in DocuSign and then putting the signature field and then sending it to your clients for signatures, and then when they send it back, you upload it to your CRM and you send it to the lender, you send it to title.
• 9:53
  SPEAKER_01: Is that an income-producing activity?
• 9:56
  SPEAKER_01: Of course not.
• 9:57
  SPEAKER_01: Is the CEO of a business going to be spending their time doing that shit?
• 10:01
  SPEAKER_01: Of course not.
• 10:02
  SPEAKER_01: But it still has to be done.
• 10:04
  SPEAKER_01: So a transaction coordinator is the first hire you should make.
• 10:09
  SPEAKER_01: And let me save you some trouble because I know a lot of you have objections or mental roadblocks where you're like, well, okay, but where do I find them?
• 10:19
  SPEAKER_01: And then how do I train them?
• 10:20
  SPEAKER_01: I don't have enough time to train them.
• 10:21
  SPEAKER_01: Let me save you some trouble.
• 10:23
  SPEAKER_01: You're not going to train anybody.
• 10:25
  SPEAKER_01: If you if you are finding a TC that you have to train, you're doing it wrong.
• 10:30
  SPEAKER_01: The whole point of hiring a TC is getting someone who's better than you at those activities.
• 10:36
  SPEAKER_01: They're more organized, they're more detail-oriented, they have systems, they have processes, they're doing it for a bunch of other agents and already know how the transaction works.
• 10:45
  SPEAKER_01: You're just getting them to do it for you.
• 10:47
  SPEAKER_01: And so what I got hung up on before I hired my first TC, which was absolutely career changing for me in a lot of ways.
• 10:56
  SPEAKER_01: And I'll explain, I'll explain what that means because it it taught me something that I wasn't used to.
• 11:02
  SPEAKER_01: But when you have when you have a um a TC, I'm totally losing my train of thought here.
• 11:10
  SPEAKER_01: But the the way I got stuck on training these people, okay?
• 11:15
  SPEAKER_01: Um what I do here's what you do.
• 11:18
  SPEAKER_01: You find one, and I'll explain where to find one in a second.
• 11:21
  SPEAKER_01: You find a good TC, you reach out to them, and as long as they're experienced, you say, Hey, I want to hire you.
• 11:28
  SPEAKER_01: What do you need for me?
• 11:29
  SPEAKER_01: How does this work?
• 11:30
  SPEAKER_01: That's it.
• 11:31
  SPEAKER_01: You don't have to know how it works.
• 11:32
  SPEAKER_01: You just ask them, how does this work?
• 11:34
  SPEAKER_01: And then they will say, Oh, cool.
• 11:36
  SPEAKER_01: Well, on a buyer transaction, send me this.
• 11:39
  SPEAKER_01: When you get once you have a listing agreement signed, then send me this and send me the client's information.
• 11:44
  SPEAKER_01: But like they'll tell you exactly what to do.
• 11:46
  SPEAKER_01: And then you say, Okay, great.
• 11:48
  SPEAKER_01: Well, then what what are you gonna do?
• 11:50
  SPEAKER_01: Like, what kind of stuff do you take off of my plate?
• 11:52
  SPEAKER_01: They should have it on their website, they should have an email, they should have a document, they'll tell you what they're gonna do for you.
• 11:59
  SPEAKER_01: So you don't have to know all that stuff.
• 12:01
  SPEAKER_01: All you have to do is get a referral for a TC.
• 12:04
  SPEAKER_01: So I had a a girl named Chelsea.
• 12:07
  SPEAKER_01: She was incredible.
• 12:07
  SPEAKER_01: She wasn't even in my state.
• 12:09
  SPEAKER_01: I think she lived in New Mexico when she was my TC.
• 12:12
  SPEAKER_01: And I'm in Utah.
• 12:13
  SPEAKER_01: So I never met her, but um, she was a stay-at-home mom who was just really detail oriented and really good.
• 12:20
  SPEAKER_01: And she was referred to me by someone else, uh, by another agent.
• 12:23
  SPEAKER_01: So if you don't know, if you're like, oh, who should I hire as a TC, ask another agent who has a TC.
• 12:28
  SPEAKER_01: Within your brokerage, like if if you get have workplace or a Facebook group internally, ask the other producers, those that are doing business, hey, hey, who do you recommend for a TC?
• 12:39
  SPEAKER_01: And use theirs.
• 12:41
  SPEAKER_01: You could always Google it, you could always find them on Instagram and all that.
• 12:44
  SPEAKER_01: But you know, ideally you have somebody who's referred by someone else.
• 12:48
  SPEAKER_01: And I found someone, I just asked another agent who was on the other side of a transaction, because I noticed that I was sending stuff to their assistant, right?
• 12:56
  SPEAKER_01: I was CCing their assistant on certain things within the transaction.
• 13:00
  SPEAKER_01: And I I realized, uh, I was like, wait, this is a transaction coordinator.
• 13:04
  SPEAKER_01: So I asked that agent, hey, how's that working out?
• 13:07
  SPEAKER_01: Do you like them?
• 13:08
  SPEAKER_01: And he was like, Yes, yes, I do.
• 13:09
  SPEAKER_01: It's it's amazing.
• 13:10
  SPEAKER_01: You got to try it.
• 13:11
  SPEAKER_01: So I I had that TC's contact info.
• 13:14
  SPEAKER_01: I reached out, uh, I said, I don't know how this works, but I think I need a TC.
• 13:18
  SPEAKER_01: She said, Cool, here's how it works.
• 13:20
  SPEAKER_01: Here's what I need.
• 13:21
  SPEAKER_01: I gave her a couple transactions and it was like absolutely life-changing.
• 13:26
  SPEAKER_01: That's all you got to do.
• 13:28
  SPEAKER_01: Ask for referrals for TCs.
• 13:30
  SPEAKER_01: Now there's licensed and unlicensed ones.
• 13:33
  SPEAKER_01: Ideally, you have a licensed one.
• 13:35
  SPEAKER_01: You can still get a lot of benefit from an unlicensed TC, but if they're licensed, they check with your broker on this.
• 13:43
  SPEAKER_01: I know it varies by state and all that, but ideally, they're with your brokerage.
• 13:48
  SPEAKER_01: Sometimes they don't have to be, but they do need to be licensed.
• 13:51
  SPEAKER_01: And if they're with your brokerage, it's that much easier.
• 13:53
  SPEAKER_01: So when they're licensed, they can do certain activities that require a license to do.
• 14:00
  SPEAKER_01: The last thing I'm going to say about the TC before I talk about hiring others beyond that TC role.
• 14:07
  SPEAKER_01: When I learned how valuable that relationship was, by the way, having a TC, it's so much more than just they're saving you 20 minutes, they're saving you an hour of work.
• 14:19
  SPEAKER_01: It's so much more than that.
• 14:21
  SPEAKER_01: You now, when you're talking to your buyers and sellers, you say, hey, my assistant, my team member, my partner, whatever you want to call them, my assistant is going to send you this document and that document.
• 14:32
  SPEAKER_01: My assistant is going to do this, my assistant is going to do that.
• 14:36
  SPEAKER_01: So now you look like a professional because you have a team.
• 14:39
  SPEAKER_01: You have people, you have an assistant, right?
• 14:41
  SPEAKER_01: You have plus the buyer and seller, they're like, hey, this is a professional.
• 14:46
  SPEAKER_01: Great.
• 14:47
  SPEAKER_01: I'm I'm now hiring a team and not just one person who's trying to do everything themselves.
• 14:51
  SPEAKER_01: They feel more confident in hiring you because you have a team around you, a team of specialists that handle certain things.
• 14:58
  SPEAKER_01: So that's great.
• 15:00
  SPEAKER_01: Um having an assistant is such a big deal.
• 15:05
  SPEAKER_01: It's such a such a hack.
• 15:06
  SPEAKER_01: That is worth having a TC right off the bat.
• 15:10
  SPEAKER_01: But I really learned the power of this when I was in New York City.
• 15:14
  SPEAKER_01: I was in New York with my family in 2018.
• 15:17
  SPEAKER_01: I was there for Gary V's uh VoiceCon conference.
• 15:21
  SPEAKER_01: I think it was the only one he did of VoiceCon.
• 15:23
  SPEAKER_01: But I was there for VoiceCon.
• 15:26
  SPEAKER_01: And um I was in Central Park.
• 15:28
  SPEAKER_01: I was still producing at the time.
• 15:29
  SPEAKER_01: I was still personally uh doing deals at the time.
• 15:32
  SPEAKER_01: I'm in Central Park with my family.
• 15:34
  SPEAKER_01: We're eating lunch at this little cafe, and um, I got a text, and it I think it was the lender, and it was like, hey, yes, it was the lender.
• 15:43
  SPEAKER_01: And he's like, hey, uh, if this thing is gonna close tomorrow, we need a new addendum right now that changes the buyer's name.
• 15:48
  SPEAKER_01: Uh, they had that that you know, that happens.
• 15:51
  SPEAKER_01: And I was like, Are you shitting me?
• 15:53
  SPEAKER_01: Like, I don't have my laptop nearby, blah, blah, blah.
• 15:55
  SPEAKER_01: I'm like, I'm in the middle of Central Park.
• 15:56
  SPEAKER_01: So I was like, wait a minute, I have my TC.
• 16:00
  SPEAKER_01: And so I texted her and I was like, hey, the lender just sent over this request.
• 16:04
  SPEAKER_01: Is this something you can help me with?
• 16:05
  SPEAKER_01: And she's like, got it.
• 16:07
  SPEAKER_01: I'm on it.
• 16:09
  SPEAKER_01: Five or ten minutes later, I get a text back.
• 16:11
  SPEAKER_01: She's like, it's sent for signatures.
• 16:14
  SPEAKER_01: And I didn't, I just sat there eating with my family.
• 16:18
  SPEAKER_01: My TC handled it.
• 16:19
  SPEAKER_01: She she wrote up the addendum because she was licensed.
• 16:22
  SPEAKER_01: She wrote up the addendum, she put the correct buyer's name on there, she marked it up for signatures, sent it to the parties.
• 16:28
  SPEAKER_01: Once it came back, she sent it to the lender, she sent it to titles, she uploaded it into my CRM.
• 16:34
  SPEAKER_01: She just handled it.
• 16:36
  SPEAKER_01: When that happened, it it clicked for me.
• 16:39
  SPEAKER_01: I was like, okay, this is powerful.
• 16:41
  SPEAKER_01: How many more, like, how much more business can I handle if I have someone doing all this extra stuff?
• 16:47
  SPEAKER_01: That's when it clicked.
• 16:48
  SPEAKER_01: Wait, this is gonna let me do more business.
• 16:51
  SPEAKER_01: This investment that I'm making of just a few hundred bucks per transaction is gonna help me do much more business.
• 16:56
  SPEAKER_01: So now I started thinking like that.
• 16:58
  SPEAKER_01: Well, what else can I outsource?
• 17:00
  SPEAKER_01: What else can I take off my plate that will help me do more business?
• 17:05
  SPEAKER_01: So I can focus on this on the income-producing activities that does bring me business.
• 17:09
  SPEAKER_01: So here's the next step after the transaction coordinator.
• 17:13
  SPEAKER_01: You need to write down all the stuff that you're spending your time doing.
• 17:17
  SPEAKER_01: Okay, to just brain dump.
• 17:19
  SPEAKER_01: Go into a Google Doc, maybe, maybe it's a notepad, and just brain dump all the stuff that you're spending time on every day.
• 17:24
  SPEAKER_01: And then start to notice trends.
• 17:25
  SPEAKER_01: This may take a few days to do, but um this is absolutely worth doing.
• 17:31
  SPEAKER_01: If you'll if you'll take the time to do this, and I'm not talking about four hours of time, like maybe it's 20 minutes, but take this time to do this, and this will change your life and put you on the path to having an actual business.
• 17:45
  SPEAKER_01: Identify all the stuff that you're spending your time on.
• 17:48
  SPEAKER_01: What are you spending your time doing?
• 17:50
  SPEAKER_01: As small as it is, just put it down, just put it brain dump, write it on a list, put it on.
• 17:55
  SPEAKER_01: So now you can look at all of this after you've been writing stuff down for an afternoon or or a couple couple days, and you can start to notice trends.
• 18:03
  SPEAKER_01: Wait, this has to do with social media, this has to do with graphic design, this has to do with email marketing, this has to do with A, B, C, right?
• 18:11
  SPEAKER_01: Once you do that, you're you're putting all of these tasks into buckets.
• 18:15
  SPEAKER_01: Well, those buckets just show you who you may need to hire.
• 18:19
  SPEAKER_01: So if you notice that you're spending all this time on email marketing and writing the emails and uh and creating graphics for them and doing all this stuff, and you may think, okay, maybe I could hire a copywriter, I could hire a social media person, I could hire a marketing manager, a graphic designer, maybe you're spending way too much time editing your own videos.
• 18:41
  SPEAKER_01: And look, I've edited a lot of my videos for a long time, but I haven't edited one in years because I realized how much time I was spending on it.
• 18:49
  SPEAKER_01: And I'm like, wait a minute, that's taking a lot of my time every day.
• 18:53
  SPEAKER_01: It's actually prohibitive.
• 18:55
  SPEAKER_01: So, like, if I'm editing my own shit, that means I can only do so many videos because every video I do, I have to edit.
• 19:01
  SPEAKER_01: And I learned I could hire an editor.
• 19:05
  SPEAKER_01: So I found an editor that I could pay a flat fee per month.
• 19:08
  SPEAKER_01: That's what I chose.
• 19:09
  SPEAKER_01: You could always pay per job.
• 19:10
  SPEAKER_01: You can go to Fiverr, you can go to Upwork.
• 19:13
  SPEAKER_01: Uh, there's there's lots of these places out there that um you can you can just have a graphic designer that'll do a certain number of hours every month.
• 19:21
  SPEAKER_01: That's what I chose to do.
• 19:22
  SPEAKER_01: It was um, I think it was a couple grand a month.
• 19:24
  SPEAKER_01: Maybe maybe it was fifteen hundred dollars a month, I think is what I was paying.
• 19:28
  SPEAKER_01: But they did, I basically did one video every every weekday in the month and they edited it.
• 19:34
  SPEAKER_01: Whether it was 30 seconds long or a YouTube video, they would edit the video.
• 19:38
  SPEAKER_01: And and it was great because I just I knew every month I had that expense, and I could just send them videos.
• 19:45
  SPEAKER_01: It was an incredible relationship because that let me bust through and produce so many more videos when the editing was taken off my plate.
• 19:55
  SPEAKER_01: So for you, maybe it's copywriting, maybe maybe it's showing houses, maybe actually showing homes is sucking up a bunch of your time.
• 20:03
  SPEAKER_01: And so if you identify those things, you could say, okay, I need to hire a showing agent, not a buyer's agent.
• 20:09
  SPEAKER_01: I'm gonna hire a showing agent whose job it is just to show the houses.
• 20:14
  SPEAKER_01: I'm still their buyer's agent, but as far as showing homes goes, I have someone.
• 20:19
  SPEAKER_01: Now the buyers love this too.
• 20:21
  SPEAKER_01: If you have a showing agent, as long as you're selling it to them, as long as you're presenting it to them in the right way, the buyers love this too because what you're telling them up front, especially if you do it in the first meeting, is hey, I hire Johnny.
• 20:34
  SPEAKER_01: And Johnny's job is to show you the houses that you want to see on your schedule.
• 20:40
  SPEAKER_01: So you let them know, look, I may not be there.
• 20:44
  SPEAKER_01: You may only be able to see houses for an hour and a half one afternoon.
• 20:47
  SPEAKER_01: But if I have other appointments or I'm booked up, you know, we're not gonna be able to see those houses.
• 20:51
  SPEAKER_01: So I hire Johnny, and Johnny's job is to be there to show you the homes that you want to see.
• 20:56
  SPEAKER_01: And if you like one and you want to make an offer, that's then you come back to me and we write the offer.
• 21:02
  SPEAKER_01: So they love that they have someone who's that you hired just for them to show properties to them on their schedule.
• 21:10
  SPEAKER_01: So showing agent may be a great option for a lot of you if you're doing that much business with buyers.
• 21:15
  SPEAKER_01: If it's uh if you're listing heavy, you may want a copywriter, you may want someone to just do like listing input and data input and all that stuff.
• 21:23
  SPEAKER_01: Maybe your TC will even do that stuff.
• 21:25
  SPEAKER_01: There's some there's some TCs that will do your MLS description.
• 21:30
  SPEAKER_01: They'll upload the listing, they'll upload the photos, they'll do all the stuff, right?
• 21:35
  SPEAKER_01: Uh maybe your TC does it, maybe you just need another VA to do it.
• 21:39
  SPEAKER_01: The key is to spend the time and write down all the stuff that you're spending your time doing.
• 21:44
  SPEAKER_01: And ask yourself the question.
• 21:46
  SPEAKER_01: Once you start to notice trends and you put put them in buckets based on what types of activities they are, ask yourself A, does this need to be done?
• 21:55
  SPEAKER_01: Because some stuff you do doesn't need to be done.
• 21:58
  SPEAKER_01: You waste your time.
• 21:59
  SPEAKER_01: But Most of it does.
• 22:01
  SPEAKER_01: So A, or the first question, does this need to be done?
• 22:05
  SPEAKER_01: And if so, does it need to be done by me?
• 22:10
  SPEAKER_01: Ask, does it really need to be done by you?
• 22:13
  SPEAKER_01: Because if not, then that means that task, you can find someone else to do it.
• 22:19
  SPEAKER_01: And as you start to push, you have a when you start the process, before you have a TC, before you have any team to help you, everything that has to be done is on your plate.
• 22:30
  SPEAKER_01: And as you start to take stuff off of your plate and put it onto the plate of others, it gives you more space for more of those things that you must personally do.
• 22:40
  SPEAKER_01: You must personally meet with and service clients.
• 22:43
  SPEAKER_01: You must personally create content.
• 22:45
  SPEAKER_01: You must personally do A, B, C, or D.
• 22:47
  SPEAKER_01: If your plate gets freed up, you have more time to do those things.
• 22:52
  SPEAKER_01: Those things move the needle and create business.
• 22:56
  SPEAKER_01: That's why growing a team is going to help you sell more and eventually make so much more money.
• 23:02
  SPEAKER_01: Yes, it's it's a short-term investment.
• 23:06
  SPEAKER_01: Try not to think of hiring as an expense.
• 23:09
  SPEAKER_01: If you do, it's hard to really it.
• 23:12
  SPEAKER_01: You could cause yourself to make bad decisions.
• 23:15
  SPEAKER_01: It's when you do it right, when you do it intentionally, when you're hiring great people.
• 23:20
  SPEAKER_01: And by the way, you're not gonna hire 100% of people who are great.
• 23:23
  SPEAKER_01: You may hire someone, they they're great for a month and then they start sucking.
• 23:26
  SPEAKER_01: Well, you've got to replace them.
• 23:28
  SPEAKER_01: As soon as you as soon as you let them go, all that stuff goes back onto your plate.
• 23:33
  SPEAKER_01: So you have to, but now you know what bad looks like, you know what good looks like.
• 23:36
  SPEAKER_01: So the next person you hire is probably gonna be much better.
• 23:39
  SPEAKER_01: You can be a little bit more picky, you know what to look for, and then you can put that stuff right back on their plate.
• 23:44
  SPEAKER_01: And chances are it works better, they stay longer, and and it all works.
• 23:52
  SPEAKER_01: I am so passionate about helping agents to build a business bigger than you, to actually have a business, an actual business with team members who have certain roles and certain jobs and responsibilities.
• 24:09
  SPEAKER_01: Because if not, you're just working nonstop forever.
• 24:13
  SPEAKER_01: Like there's never an end to it, right?
• 24:16
  SPEAKER_01: If once you sell one house, you're unemployed again.
• 24:20
  SPEAKER_01: You get another client, you sell the house, you're unemployed again.
• 24:22
  SPEAKER_01: And it's just over and over and over and over, all the same things forever.
• 24:26
  SPEAKER_01: But if you have a team, it's all you're all rowing in the right direction.
• 24:31
  SPEAKER_01: You can handle so much more business, you can service so many more clients, you're you're gonna be able to do the things that bring you business, the marketing, the content, all of that.
• 24:42
  SPEAKER_01: So I challenge you to please write down what you do on a regular basis, start to categorize them, and then look for people that you can hire to take on those roles, to take those responsibilities off your plate.
• 24:57
  SPEAKER_01: And make sure that you, when you free up your time, you've got to be disciplined enough to not just go take a nap or go play video games or work three hours of the day.
• 25:07
  SPEAKER_01: You have to use that time that you freed up to do more of the things that get you busy.
• 25:14
  SPEAKER_01: Do more of the things that get you business.
• 25:17
  SPEAKER_01: If you commit to doing that, then the the money you're spending on your team, on the people that you've outsourced to, it truly is an investment that makes you more money.
• 25:30
  SPEAKER_01: It's only an investment if it makes you more money, but you've got to stay disciplined as the leader and do the money-making activities that you can't outsource.
• 25:39
  SPEAKER_01: There's certain things in your business that you have to do, at least for a period of time.
• 25:44
  SPEAKER_01: Every one of you can have a business, every one of you can be a business owner, every single one of you can be the CEO of your real estate business, but it starts with deciding that you can be and then taking these like these small little efforts here or there, writing down the stuff that you're spending your time doing, is it really that that difficult to do?
• 26:01
  SPEAKER_01: No, the difficult part is saying, hey, I'm gonna prioritize actually doing this instead of I'll do it tomorrow, I'll do it next week.
• 26:11
  SPEAKER_01: If you take action immediately and you start to write those things down, you are taking the steps required to start making hires.
• 26:20
  SPEAKER_01: I don't want you to worry about hiring buyers' agents, I don't want you to worry about listing specialists and growing your team of agents yet.
• 26:28
  SPEAKER_01: You should not be jumping to those things before you have completely optimized your schedule, optimized your calendar, optimized what you can do on a regular basis.
• 26:39
  SPEAKER_01: Because if you if you have, if you're working eight hours in a day and you can service one client, you're only making X amount.
• 26:47
  SPEAKER_01: But if you're working the same eight hours and you can service 15 clients in that same amount of time, don't you think you should do more of that?
• 26:55
  SPEAKER_01: So get there first, and then when you get so damn busy, then start thinking about buyers agents and listing specialists and all ISAs and all that good stuff.
• 27:05
  SPEAKER_01: There are steps to this, there's phases to this.
• 27:07
  SPEAKER_01: And because of that, I am building a I'm building a system that shows you how to do all this step by step and even shows you what's like which different team structures or business structures are available to you.
• 27:20
  SPEAKER_01: A lot of you are kind of stuck because you're like, well, I don't really want to necessarily have a traditional team, but I kind of do, and and you're kind of confused on how to structure it.
• 27:31
  SPEAKER_01: Well, luckily, I'm building it.
• 27:34
  SPEAKER_01: I'm building the system for you.
• 27:36
  SPEAKER_01: It's called the Massive Agent Society Business Accelerator, the Massive Agent Business Builder.
• 27:42
  SPEAKER_01: And it's coming by the end of September.
• 27:45
  SPEAKER_01: We have the we have a new app, we have um we have a whole new system.
• 27:49
  SPEAKER_01: I'm putting together all the course content.
• 27:51
  SPEAKER_01: This 12-week business accelerator is going to take you from stressed out, burned out solo agent to thriving business owner with the option of doing whatever you want in 12 weeks.
• 28:07
  SPEAKER_01: So stay tuned.
• 28:08
  SPEAKER_01: We're not ready to drop that yet.
• 28:09
  SPEAKER_01: But um man, I'm excited and proud of what we're building behind the scenes to help you build a business.
• 28:17
  SPEAKER_01: So if you like this, if you like this training today on hiring, this is just one little piece.
• 28:23
  SPEAKER_01: This is just one little taste of of what you can expect from the Massive Agent Business Accelerator once that drops in late September.
• 28:31
  SPEAKER_01: Thank you so much for listening.
• 28:32
  SPEAKER_01: If you found this episode valuable, please share it with a friend, share it with your broker, your team leader, an agent you're friends with on Instagram, share it in your stories, tag me, let me know that you've listened and that you find value in this.
• 28:43
  SPEAKER_01: If you haven't yet, please go to Spotify or Apple and leave a review.
• 28:49
  SPEAKER_01: I read those, I read every single review.
• 28:51
  SPEAKER_01: I mean, if you don't tell me what you like about the show and give me feedback, I how am I supposed to know?
• 28:57
  SPEAKER_01: Tell me what you like, tell me what you want more of, what we should do more of, what topics you want to hear from us, and um, and we'll do it.
• 29:05
  SPEAKER_01: You gotta tell me first.
• 29:07
  SPEAKER_01: Thank you so much for listening.
• 29:08
  SPEAKER_01: I'll see you guys next week.
• 29:09
  SPEAKER_01: Take care.