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Better Together: Elevating the Real Estate Industry, One Agent at a Time · The Real Estate Agent Playbook

• 0:00
  what's up agents
• 0:01
  I'm here to tell you uh that I am on a mission
• 0:05
  I'm on a mission for impact
• 0:06
  I'm on a mission
• 0:08
  to help as many agents as I possibly can no
• 0:11
  this isn't about joining any organization or downline
• 0:14
  or anything like that but
• 0:16
  the proximity to other agents really fuels my energy
• 0:20
  and my success
• 0:22
  so we're gonna talk a little bit about this
• 0:23
  we're gonna talk about some reasons why
• 0:25
  growing your agent uh group
• 0:28
  growing your agent you know proximity
• 0:31
  whatever that is
• 0:31
  is so important to help you grow your business
• 0:34
  whether you're a brand new agent
• 0:35
  or a tenured agent that maybe is just
• 0:38
  you know stuck in the MUD a little bit
• 0:40
  I truly believe that if agents come together and
• 0:44
  you know work in unity
• 0:46
  this can really energize your business
• 0:49
  it will make you understand and help you you know
• 0:53
  be a better agent
• 0:54
  and we're gonna dive into all of those reasons and why
• 0:57
  this is always been something in my business
• 0:59
  back when I was at another brokerage
• 1:01
  where I didn't get compensated
• 1:02
  for partnering with agents
• 1:04
  it still
• 1:04
  was important to me to have good relationships
• 1:06
  we're gonna dive in all of that and more
• 1:08
  and some reasons why regardless of where you're at
• 1:11
  you should really focus on these agent relationships
• 1:13
  so stay tuned
• 1:19
  what's up guys Jeremy Kane Real Estate Agent Playbook
• 1:21
  helping you win every single day at the game of real
• 1:23
  estate
• 1:24
  the truth is that we built this channel to help agents
• 1:29
  all around the world all around the globe
• 1:31
  understand that this business is fairly simple
• 1:34
  if you can you know focus on a few things
• 1:37
  I happen to be really good at sphere of influence and
• 1:40
  you know
• 1:40
  organizing a business and industry partnerships
• 1:43
  and organically growing a business
• 1:45
  so if you like what you hear
• 1:46
  I you know do collaborations on here
• 1:49
  I talk about all my strategies
• 1:50
  I give it all away because the truth is
• 1:53
  I wanna have a positive impact on you
• 1:55
  your business and hopefully that
• 1:57
  you know leads to a flourishing family
• 2:00
  and you meeting all your goals
• 2:02
  so if you like what you hear
• 2:03
  like comment subscribe
• 2:04
  but let's get right into it
• 2:06
  so this is something that every agent goes through
• 2:09
  every agent that I coach
• 2:10
  every agent that I talk to is always like
• 2:13
  why would I hang out with a bunch of agents
• 2:14
  why would I you know
• 2:15
  post on Instagram and build an Instagram following
• 2:18
  that's all agents truth is that there's power in this
• 2:21
  in this week alone
• 2:23
  I have seen that come to fruition several times
• 2:26
  I'm gonna talk about a couple of those instances
• 2:30
  and we're gonna talk about
• 2:31
  you know some really good reasons why
• 2:33
  growing your agent sphere is super important okay
• 2:36
  so first things first is client success
• 2:38
  we are all in this business to help our clients
• 2:41
  buy and sell real estate
• 2:43
  agent relationships have helped me so much
• 2:46
  within that specific realm right
• 2:48
  we're not talking about you know
• 2:50
  getting contracts accepted or anything like that
• 2:53
  we'll talk about that in a little bit
• 2:54
  but
• 2:56
  you know just the fact of having positive relationships
• 3:00
  speaking positively about the other agent
• 3:03
  right in the transaction
• 3:05
  it makes for a better transaction for your client
• 3:08
  it's more success that they are after
• 3:11
  and if you are always you know
• 3:12
  bad mouthing the other side
• 3:14
  and absolutely this and absolutely that
• 3:15
  we all come across you know
• 3:17
  stressful situations where the agent seems to be
• 3:20
  you know so difficult and all the things
• 3:23
  but at the end of the day
• 3:24
  their job is to represent their client
• 3:26
  and my job is represent my client
• 3:29
  and our goal
• 3:30
  collectively is to bring a buyer that wants to buy in
• 3:32
  a seller that wants to sell together
• 3:34
  coming to a conclusion executing a contract and
• 3:38
  and finishing that on that contract and moving forward
• 3:41
  and so talking to other agents and having
• 3:44
  you know an idea of what's coming on the market
• 3:47
  especially in tight inventory markets
• 3:49
  what are we looking at having an agent that
• 3:51
  you know as a professional on the other side
• 3:53
  but building these relationships within your community
• 3:56
  right as I've
• 3:57
  you know
• 3:57
  gotten in this business and now I'm 11 years in it's
• 4:01
  it's absolutely key to have those relationships
• 4:04
  and I honestly think that there's probably not one
• 4:07
  agent in my market that would say oh
• 4:09
  I don't wanna work with Jeremy right
• 4:11
  I I know how he does business you know
• 4:13
  whatever I'm a
• 4:14
  I'm a very good negotiator I work hard for my clients
• 4:17
  but I also want you to understand that my relationship
• 4:21
  with the other agent lets them know right
• 4:23
  I know that the other agent when they do know me
• 4:26
  not every agent knows me is telling them that
• 4:29
  you know
• 4:29
  they have a really good profession on their side
• 4:31
  and this is all you know
• 4:33
  part of the process and this is what we're doing right
• 4:35
  so
• 4:36
  having that mutual respect within transaction is huge
• 4:39
  now back to you know
• 4:41
  before um I've gotten
• 4:43
  you know offers accepted
• 4:44
  where I'm not the highest bidder because of
• 4:46
  you know how I wrote the contract
• 4:48
  or how I presented the entire offer
• 4:51
  the whole ball of wax
• 4:52
  and I've also gotten contracts accepted
• 4:54
  because people are like
• 4:55
  I wanna work with you on the other side
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  cause I know that you know
• 4:58
  we're gonna get to the finish line if at all possible
• 5:01
  right and so um
• 5:03
  they know that I'm doing the homework on the front end
• 5:05
  and they know all this
• 5:06
  but it's all because the relationship right
• 5:08
  and it's all about helping each other get
• 5:11
  get to where it is
• 5:11
  and that kind of leads me into the next piece is power
• 5:14
  is proximity right
• 5:16
  proximity is power rather
• 5:19
  but when
• 5:20
  you're around
• 5:21
  agents that are performing at a higher level
• 5:23
  this was a massive jump for me when I went from
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  you know my local transaction brokerage
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  where it was kind of every man for himself
• 5:31
  on an island we were all competing in the same
• 5:33
  you know brick and mortar office and you know
• 5:36
  everyone was doing something a little bit differently
• 5:38
  I still operated from a mindset of abundance there
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  and helping other agents
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  but it was just a different culture
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  to when I joined the
• 5:45
  the global group that I'm with now
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  the wolf pack of EXP and just having relationships
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  right there is not
• 5:51
  one day that goes by that I'm not talking to a
• 5:53
  producer from another you know
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  town in the last hour I've literally talked
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  to two agents in smaller markets that sell
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  like 75 houses a year right
• 6:02
  and they're talking about referrals
• 6:03
  and they're talking about
• 6:04
  you know what they're doing
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  and they're talking about what they're
• 6:07
  seeing in their market and we're able to have those
• 6:09
  conversations on a pretty high level
• 6:11
  into brainstorm
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  and to support each other in the harder times
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  and help each other like okay yeah
• 6:16
  it's brutal right when I'm doing 75 deals a year
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  it's just hard right we can't opt
• 6:22
  operate
• 6:22
  at that high performance level for very long as agents
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  so we need to you know
• 6:27
  either find something else as a managing broker
• 6:30
  a team leader you know
• 6:31
  maybe grow an organization like I'm doing or whatever
• 6:34
  but there's it's really hard to operate at an extreme
• 6:37
  high level as an individual
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  for very long and so
• 6:40
  being around these
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  other people that have been through that
• 6:43
  they've been through that piece in their career
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  they've they've gotten over that hump
• 6:46
  or maybe they've started a team or whatever
• 6:48
  that's that's absolutely massive
• 6:50
  and it just causes you to level up right
• 6:52
  when you're the biggest fish in the small pond
• 6:55
  or even a big pond right
• 6:57
  there's always another
• 6:58
  another lake or another ocean for you to get into
• 7:01
  and instead of being intimidated by that
• 7:03
  it'll help you grow your business
• 7:05
  and will absolutely explode right
• 7:07
  as you as you kind of continue to build this and you
• 7:11
  you know talk to people and so on
• 7:12
  like
• 7:13
  I had somebody reach out to me the other day based on
• 7:16
  you know both client success and proximity right
• 7:19
  I don't remember
• 7:20
  I think this was actually just a Facebook
• 7:22
  referral that I you know
• 7:24
  had and I closed the transaction
• 7:25
  and I had somebody text me the other day and was like
• 7:28
  hey this person just referred me to you
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  and I didn't hear from that agent
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  I didn't hear from anything
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  absolutely I'm gonna pay that agent a referral
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  cause clearly he gave this client my name
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  but I still haven't talked to him
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  I've had the I've talked to the client
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  they're talking with the lender
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  we're gonna
• 7:43
  see some homes and we're gonna get them into that home
• 7:46
  and then I'm gonna go reciprocate and be like
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  hey dude thanks for handing out my name
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  like here's 25% of the commission
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  you know
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  based on our referral agreement that isn't even here
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  I don't have it right
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  I could very easily just walk away and
• 7:59
  not be a good person and
• 8:00
  you know do that
• 8:01
  but that's kind of what it is
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  and so I think that that's absolutely massive
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  you never know when somebody's gonna be that you know
• 8:09
  pipeline from that one area right
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  typically as agents
• 8:12
  we we have an out of state referral and you know
• 8:15
  hopefully you know
• 8:16
  that happens
• 8:17
  but the truth is that there's migrant patterns
• 8:19
  and people are moving from this location
• 8:21
  to my location obviously
• 8:23
  so two referrals within a year from the same agent is
• 8:27
  is exactly what I want right
• 8:29
  that's just a testament to how I operate
• 8:31
  and how I do that so you never know
• 8:34
  you know
• 8:34
  when you're gonna be around someone when they you know
• 8:36
  hear somebody talking about you
• 8:38
  so having agent relationships across the board
• 8:40
  if you have access to a global network
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  like we do at the Wolf Pack
• 8:44
  absolutely key right
• 8:46
  and it's not just a you know Facebook
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  it's not the fake gifts we're not blowing up sending
• 8:51
  you know
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  having posters at rallies or anything like that
• 8:53
  we're just operating as professionals and that is you
• 8:58
  know absolutely gonna grow
• 9:00
  if you continue to do this
• 9:01
  and build these relationships
• 9:02
  and support each other on social media
• 9:04
  do all these things
• 9:05
  so that proximity is absolutely huge
• 9:08
  so instead of pushing it away
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  and kind of building on your own island
• 9:11
  whether you're at a brokerage
• 9:13
  that is extremely collaborative
• 9:14
  there's still that secret sauce kind of mentality
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  or maybe you're not at a you know
• 9:21
  maybe you're a small boutique brokerage
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  you can still collaborate with other agents
• 9:24
  of other brokerages
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  and grow a network that actually means something and
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  and will eventually pay dues
• 9:31
  I'm not reaching out to agents and you know
• 9:33
  Texas or whatever
• 9:35
  in order to get that specific referral right
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  it's a shot in the dark
• 9:39
  there's millions of agents case that
• 9:42
  you know who's to say that
• 9:43
  that agents even gonna make it in this industry
• 9:45
  but it's just to help each other out
• 9:47
  just to be around just to maybe get one thing
• 9:50
  I mentor and coach hundreds of agents a year
• 9:54
  and I get something from every single one of them right
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  to help me be a better coach
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  to help me be a better agent to help me be a better
• 10:00
  you know dad or husband or whatever
• 10:03
  because there's so much more to this life
• 10:05
  than just that commission check
• 10:06
  at the end of the transaction
• 10:09
  and then the next thing is why you wanna operate
• 10:11
  that is you never know right
• 10:13
  just yesterday
• 10:14
  I was talking to an agent who's in my local market
• 10:17
  who is at my brokerage
• 10:18
  but is kind of been a competitor
• 10:20
  based on other agents and things that were
• 10:22
  were working on partnering with and so on
• 10:25
  and he had put something out on
• 10:27
  a general Facebook place and I said hey um
• 10:30
  I I'd be happy to help
• 10:31
  I sold some houses in that neighborhood
• 10:33
  we had a 30 minute conversation about the house
• 10:35
  we looked at comps together
• 10:37
  we talked about maybe some pitfalls and you know
• 10:40
  is a super unique listing
• 10:42
  and at the end of it he was like Jeremy
• 10:43
  that was amazing you've helped so much
• 10:45
  you give me confidence and you know what I was saying
• 10:48
  truth is he's a tenured agent
• 10:49
  he's done 200 deals in five years right
• 10:52
  and it was still just like hey
• 10:55
  I I have some questions about this right
• 10:57
  I didn't wanna get that referral
• 10:58
  I didn't have any intention to have any part of that
• 11:02
  and it was it was an awesome conversation
• 11:04
  I got to hear some of his strategies how he prices it
• 11:07
  it's not lonely at the top
• 11:08
  so having that ability to collaborate
• 11:11
  and bring agents together is
• 11:12
  is why I'm here it's my mission right
• 11:14
  it's it's the whole purpose of helping you get a win
• 11:17
  every single day at the game of real state
• 11:19
  but it it's true and I mean it
• 11:21
  but as an agent as a newer agent
• 11:23
  sometimes we're shy away or
• 11:25
  you know our mentors are telling you that
• 11:27
  you know don't go to that networking event
• 11:28
  don't talk to the other agents
• 11:30
  like you're all you're all in it for the same thing
• 11:32
  closings happen every day right
• 11:35
  if we are so scarce
• 11:36
  that we are operating on getting that one closing and
• 11:39
  you know maybe possibly putting our
• 11:43
  you know relationships with industry partners at risk
• 11:46
  that's absolutely the case
• 11:47
  the case and it's probably not gonna be
• 11:50
  long until you're out of the industry right
• 11:53
  we have to come together
• 11:54
  especially while we're under fire right
• 11:57
  I don't know how many times I've heard
• 11:58
  real estate agents compared to used car salesmen right
• 12:02
  it's absolutely not the case
• 12:03
  like we are a professional group of individuals
• 12:06
  and operating in that realm includes
• 12:10
  you know being appropriate
• 12:12
  and having positive relationships
• 12:14
  and keeping that professional line
• 12:16
  even when it's challenged
• 12:17
  and so we are better together right
• 12:20
  we can alone bring this industry forward
• 12:23
  and we should always be trying to move it forward
• 12:25
  regardless of NAR settlements and
• 12:28
  you know all of this stuff
• 12:29
  we have that ethical piece
• 12:30
  regardless of Realtor board
• 12:32
  if you are a NAR member not a NAR member
• 12:34
  like let's operate in a professional level
• 12:36
  and continue advancing this industry forward
• 12:39
  because the truth is
• 12:40
  we're absolutely needed now more than ever
• 12:43
  with all the news and how it's traveling so quickly
• 12:46
  and you know you see it right
• 12:48
  the minute that the Fed cuts the short term rate
• 12:51
  which you know
• 12:53
  doesn't have a direct impact on the mortgage rate
• 12:56
  I get it like it's a general idea of economy and so on
• 12:59
  so forth but there's
• 13:01
  there's
• 13:01
  people just predatorily grabbing out for refines
• 13:04
  like let's get refines let's start your refunds
• 13:06
  maybe it's not time right now
• 13:08
  like let's look at the whole picture
• 13:09
  instead of just worrying about
• 13:11
  you know as lenders that closing costs or as agents
• 13:14
  that next commission right
• 13:16
  I had a situation today
• 13:18
  it was a sign call and I was talking to this
• 13:21
  this couple and
• 13:23
  you know
• 13:23
  it's very clear that they easily would have been like
• 13:25
  yeah let's sell this place
• 13:27
  but I was like well
• 13:28
  what if you rent out that place
• 13:30
  because this place suits your needs a little better
• 13:32
  you don't have a mortgage on that
• 13:33
  so the rent on that would pay the new mortgage on this
• 13:36
  and you're you know
• 13:37
  gaining appreciation on two pieces of real estate
• 13:40
  verse one and I
• 13:41
  I had a moment of thought where I was like huh
• 13:44
  I wonder what all agents would do
• 13:46
  I want my clients to grow well through real estate
• 13:48
  so I know that holding on to that property
• 13:51
  in this situation if they're able
• 13:53
  is absolutely the the way to success
• 13:55
  and so when I step back and really think about that
• 13:58
  I want that for other agents
• 13:59
  I want other agents to feel that too
• 14:02
  and it was really interesting
• 14:04
  because until I came to a brokerage
• 14:05
  where I could partner with other agents and
• 14:07
  you know grow my income that way
• 14:09
  and help and assist in ways that I wanted to
• 14:12
  and I didn't have to have the liability of a broker
• 14:14
  and all the things but I always operated this way
• 14:17
  I always operated as you know
• 14:19
  I'm a team player let's grow relationships
• 14:21
  because if I screw up one relationship
• 14:24
  and that person is a listening agent
• 14:26
  on the other side of a deal
• 14:28
  and my client doesn't get it
• 14:30
  then I failed right
• 14:31
  and so that's just the basics
• 14:33
  but think about all of the amazing opportunities
• 14:36
  their lives and agent relationships
• 14:38
  and that's what I hope I leave with you today
• 14:41
  and I know this is a little bit of a different one
• 14:43
  but make sure that you are doing everything you can
• 14:46
  to grow those relationships
• 14:47
  because you never know when
• 14:50
  that relationship could change your life
• 14:52
  so hope that helps like comment subscribe
• 14:54
  share the podcast and we'll see you next time bye bye