Latest / The Real Estate Agent Playbook / 🔥 CRUSH It in Real Estate: How SPHERE of INFLUENCE Guarantees Success! 💼

Transcript

🔥 CRUSH It in Real Estate: How SPHERE of INFLUENCE Guarantees Success! 💼 · The Real Estate Agent Playbook

• 0:00
  Do you find it funny when the market shifted, all those team leads said, Hey,
• 0:03
  start bringing your sphere of influence, start bringing all that back into play.
• 0:07
  All of a sudden the cold calls dried up.
• 0:09
  Everything dried up.
• 0:10
  Well, I'm here to tell you the absolute winning strategy to win in this market
• 0:13
  right now has nothing to do with the traditional lead generation pieces
• 0:18
  because as the market has shifted and transactions are down 30 or 40%,
• 0:22
  So are those leads as disclosed by somebody who I know who built their
• 0:26
  business through cold calling and said exactly that on a call I was on today.
• 0:30
  So stay tuned.
• 0:30
  I'm gonna give you the winning strategy in this market right now
• 0:34
  that you can absolutely do no matter if you know a million people or
• 0:38
  you know one person in your market.
• 0:40
  Stay tuned.
• 0:46
  What's up guys?
• 0:47
  Jeremy Kane, the Real Estate Agent Playbook.
• 0:49
  Excited for today to give you this winning strategy of right now in this
• 0:54
  market, what you can do, what I've done to have a consistent business.
• 0:58
  Over the, the recent months, even when things are changing and markets are down,
• 1:02
  I'm right where I need to be, right where I should be as far as my business goes.
• 1:07
  But first, please like, comment, subscribe.
• 1:08
  If I say something that you know resonates with you, please gimme a comment.
• 1:12
  I would love to hear your feedback.
• 1:14
  If you're listening on, you know, the podcast, please share with
• 1:17
  your favorite real estate agent.
• 1:19
  We're looking to grow that community as well.
• 1:20
  But let's get into this winning strategy.
• 1:23
  First things first, I think one thing that I've realized is my
• 1:26
  business is my sphere of influence.
• 1:27
  So I'm driving everybody, all my contacts from my past, from my high school, from
• 1:33
  my college, from, you know, previous jobs.
• 1:35
  They're all what my, my family, my friends.
• 1:37
  That's what my sphere of influence was built around.
• 1:40
  But now my goal is every new relationship to bring them into my sphere of influence.
• 1:44
  So that they are getting the constant communication.
• 1:46
  They are seeing my education and my willingness to absolutely bend over
• 1:51
  backwards for my clients and do the right thing and do this business correctly.
• 1:55
  And so understanding that as a sphere of influence versus, oh, just
• 1:59
  sphere of influence is who I know.
• 2:00
  Was a game changer for me and has allowed me to continue to build that
• 2:04
  up, you know, over time and absolutely take advantage of this market because
• 2:10
  I already have a group of people.
• 2:12
  I already have that database that I can go back through and I can
• 2:15
  say, okay, who's the winners?
• 2:17
  Let's reach out to here.
• 2:18
  Okay, this person just had a baby.
• 2:19
  This person just had a death in their family.
• 2:21
  This person.
• 2:22
  Just had a kid graduate.
• 2:23
  All of those reasons that people are actually selling homes right now, I
• 2:26
  have a list of people that already know I can trust me or that I have built a
• 2:30
  relationship with that I can go call on.
• 2:33
  And then it's not the cold call, right?
• 2:35
  It's not, you know, looking for the general market for the
• 2:38
  new clients and all of that.
• 2:40
  I always say, people ask me, you know, what's, what's your strategy
• 2:44
  to get as many listenings as you do?
• 2:45
  And I say, well, You're gonna list homes, you have to talk to homeowners,
• 2:48
  and that is as simple as it is.
• 2:50
  A lot of those people in your database, especially the people that
• 2:53
  purchased from you, are probably the lowest hanging fruit in your
• 2:57
  database that you can connect with.
• 2:59
  So that is the sphere of influence, kind of visual that I have.
• 3:03
  It's very different than other people.
• 3:05
  So now everybody that comes into this, everyone that I
• 3:08
  have, True relationship with.
• 3:10
  They get my stuff and they're constantly, I'm constantly in front of 'em, constantly
• 3:14
  top of mind, constantly providing value, which is something that, that is very
• 3:18
  important to the, to the, you know, deal.
• 3:21
  But if you can actually look at that and be like, okay, I
• 3:25
  do have a sphere of influence.
• 3:26
  I've been here for five years.
• 3:27
  I do talk to people.
• 3:28
  I have had other jobs, I have done this, I have done that.
• 3:30
  I have, you know, a significant other that has also.
• 3:33
  A sphere of influence that she talks to, then it kind of changes the game.
• 3:37
  As far as you know, I don't have a lot of friends here.
• 3:40
  I don't have a lot of family here.
• 3:41
  Your sphere of influence is everyone you come in contact with if you have
• 3:45
  a process and then a system behind it.
• 3:47
  So today, while you're watching this episode, make a list.
• 3:51
  Where's your dream team?
• 3:52
  Who are the people in your sphere that are connected who can absolutely
• 3:56
  help you grow your business?
• 3:58
  Write that list out and send it to me in an email.
• 4:01
  Just kidding.
• 4:02
  Don't send me your sphere of influence.
• 4:03
  That was a joke, but write that list out.
• 4:06
  Take action.
• 4:07
  Start to make those connections with those people who you have
• 4:10
  identified as the most important.
• 4:12
  Maybe it's the 10 people that you think are closest to purchasing a home.
• 4:16
  Maybe it's the 10 people who are owners of businesses that you can
• 4:19
  reach out to, that you can highlight on your channel or whatever.
• 4:22
  Whatever it is.
• 4:23
  Make a list of those people kind of a dream team and
• 4:26
  hold yourself accountable to.
• 4:27
  Build those connections and don't build those connections with, hey,
• 4:30
  you know, do you know anyone who wants to buy or sell, provide value?
• 4:33
  Right?
• 4:34
  Hey, I'm, you know, a real estate agent.
• 4:36
  I'm building a vendor list.
• 4:37
  Can I drive business to you?
• 4:38
  Hey, you know, I have this first time home buyer seminar absolutely free.
• 4:42
  If you don't have any interest in buying a home, come have a free glass of wine.
• 4:45
  Anything like that.
• 4:46
  Providing value will get the conversation started.
• 4:49
  Will give you the position in their minds of the expert in your chosen field.
• 4:55
  Which probably by now you realize is real estate.
• 4:58
  If you're still watching this video, the next thing we gotta, we gotta talk about
• 5:01
  that is introduce those modern strategies.
• 5:03
  You must have some place to send people to.
• 5:07
  Usually that's digital.
• 5:09
  I know a lot of you're old school maybe aren't on social media, maybe are.
• 5:12
  But if you have those social media places, make sure that you're strategically
• 5:17
  sending people to the right places.
• 5:19
  If all of your Facebook's about first time home buyers don't, don't send
• 5:24
  your move up buyer to that place.
• 5:25
  Maybe your Instagram's more about move up buyers and all these great
• 5:28
  families that you've helped move up.
• 5:30
  Whatever, but just have a plan.
• 5:31
  You see, and, and that was a pretty stark plan.
• 5:33
  You're probably not that niche down on your social media.
• 5:36
  But also with that said, don't send somebody who doesn't have an Instagram
• 5:40
  to your Instagram that you have to understand your audience and make
• 5:44
  sure that you're connecting with them, you know, in a more modern way.
• 5:48
  Outside of, you know, the, the typical mailers or door knocking or that kind
• 5:52
  of stuff, you have to have a place to send them when that humanistic
• 5:55
  face-to-face connection is made so that they can, you know, you can continue
• 6:00
  to be top of mind because no matter what people say, sure, you know, belly
• 6:05
  to belly, this, that, the other thing, we still are, our attention span is
• 6:09
  intentionally being shortened day by day.
• 6:11
  So we need to make sure we're staying ahead of that game.
• 6:14
  The next thing I'm gonna say about social media is people oftentimes are
• 6:17
  like, oh, I have to have an Instagram.
• 6:18
  I have to have a YouTube.
• 6:19
  I have to have this.
• 6:20
  If that's you and you're trying to build them all at one time, stop.
• 6:24
  Go to the one where most of your people are.
• 6:26
  I was just, Meeting with one of my agents today for his onboarding
• 6:30
  meeting and he said he had, you know, the most connections on
• 6:33
  LinkedIn 'cause his past life.
• 6:34
  I said, well let's use LinkedIn.
• 6:36
  We don't have to reinvent the wheel.
• 6:38
  We can just pivot just a little bit.
• 6:40
  Include your real estate stuff on that channel, and those
• 6:43
  1500 people are already built.
• 6:45
  Those are the people that are gonna help you get into the game and get commissions
• 6:48
  rolling and get referrals rolling.
• 6:50
  So just take a step back and be more simple.
• 6:54
  Where are you already?
• 6:55
  Where are the people that you want to serve already?
• 6:58
  And go there, build that piece up, and then maybe you can add a different one.
• 7:02
  But if you have that one channel where you know your target
• 7:05
  avatar lives, let's go there.
• 7:07
  Right.
• 7:08
  He said he wanted to build a referral business and he is, you know, got a ton of
• 7:11
  business contacts and property management contacts from the west coast in Texas.
• 7:16
  Okay, perfect.
• 7:16
  You want to build a referral business?
• 7:18
  You have a contact of a really good database of abled, you
• 7:22
  know, buyers and sellers.
• 7:23
  Let's use that.
• 7:25
  And they're on LinkedIn, so we're gonna build it through LinkedIn.
• 7:28
  And so you have to take a step back and not just do Facebook or YouTube
• 7:32
  just because someone else did it, because they might've had their
• 7:35
  following on that media before.
• 7:38
  And so you have to realize that you have to be a little more.
• 7:43
  You know, critical of your situation and say, okay, this is where I'm
• 7:47
  at, this is where I'm gonna build.
• 7:48
  Sure.
• 7:48
  I, I'll build on Instagram down the road.
• 7:50
  Absolutely.
• 7:51
  Starting out.
• 7:52
  I'm gonna start here and then maybe I'm gonna start, okay,
• 7:54
  I can do this on Instagram.
• 7:55
  I can do this on Instagram.
• 7:56
  Then all of a sudden you're building that as you go.
• 7:59
  And that's not your only place to send people with 12 followers.
• 8:02
  You have this place over here where you're connecting whatever, and maybe
• 8:05
  you start to pull one by one those people over to Instagram as well for that
• 8:09
  content, and then they're fully bought.
• 8:12
  The next thing about social media that people kind of sometimes
• 8:16
  do is overthink content.
• 8:18
  If you're an agent, if you're out there doing it, if you're out there
• 8:20
  doorknocking, if you're out there going to classes, if you're out
• 8:22
  there meeting with agents, just document it, turn the camera around.
• 8:25
  Don't even have to have your face on it.
• 8:27
  Say, oh, learning about ethics today.
• 8:29
  Oh, learning a new strategy to, to serve my clients today, whatever that is.
• 8:34
  Oh, meeting with other agents who possibly could have, you know, could
• 8:38
  be on the other side of your dream home, you know, as the listing agent.
• 8:41
  Anything like that.
• 8:42
  Start documenting what you're doing.
• 8:43
  Because you're putting that time in, that's the important part.
• 8:46
  You gotta put the time in.
• 8:48
  But if you document that alone, that's good content for your, your
• 8:52
  audience to realize, okay, they're in real estate and they're actually,
• 8:55
  you know, making this a career.
• 8:56
  It's not just a side hustle.
• 8:58
  And so just document what you're doing.
• 9:01
  And document what you do outside of real estate.
• 9:03
  Oh, tried out this new restaurant today.
• 9:05
  It was great.
• 9:06
  I had the quesadillas or whatever you eat and you're good to go.
• 9:09
  So you can take that content and make it less confusing for you to
• 9:12
  create because you're just following along with your story and what
• 9:16
  you're doing to build your business.
• 9:18
  And before you know it, you'll have a personal brand, you'll have a story.
• 9:21
  Your story will be out there.
• 9:22
  Your why will resonate with people and clients will start
• 9:24
  to start to call you and.
• 9:27
  You know, they'll be like, oh, I was watching your social media video.
• 9:29
  And that's where the brand kind of takes off.
• 9:31
  And you know, as I've said before, the brand isn't your logo and the colors the
• 9:35
  brand is your story and what people can relate to and latch onto so that they
• 9:39
  can refer you business or they feel like you are their real estate agent, the
• 9:43
  best out of the eight that they know.
• 9:46
  So I could sit here and tell you success story, success
• 9:48
  story, success story, right?
• 9:50
  36 out of 52 clients came from repeat.
• 9:53
  Client Referral 49 came from my sphere of influence.
• 9:57
  The truth is, is that it all starts with value.
• 9:59
  It all starts with consistency.
• 10:01
  It all starts with keeping in touch.
• 10:02
  You can be an extrovert, you can be an introvert, but this sphere of
• 10:06
  influence will absolutely help you find.
• 10:09
  The winners in the market because you know, maybe your niche disappeared.
• 10:13
  Maybe that cold calling, you know, tactic just dried up a little bit.
• 10:17
  Well, you have built a sphere of influence in that time
• 10:21
  that you can start to draw on.
• 10:23
  You can throw an event, you can kind of pour into those people you can
• 10:26
  keep an eye on 'cause you're friends with them on social media, hopefully.
• 10:29
  And you know, when they have that life change or whatever, you can be there as
• 10:33
  a resource when they raise their hand and say, Hey, I want to remodel my kitchen.
• 10:37
  Or, Hey, I need a new furnace.
• 10:38
  Be that resource so that when they do buy or sell or transact, you
• 10:43
  can be there to help them out.
• 10:45
  So that's a huge part of it is, you know, developing that
• 10:49
  sphere of influence from day one.
• 10:51
  So that when the market does change a little bit and maybe one pillar
• 10:54
  dries up, you can go back through and be like, okay, these 10 people
• 10:58
  are probably gonna make a move.
• 10:59
  And, you know, I probably wouldn't cold call them, right?
• 11:02
  So you, you go back to the, the well, and you know, maybe you call 'em, maybe
• 11:07
  you, you know, stop by their house, do a Popeye, whatever, make sure that you know,
• 11:11
  you're, you're on those terms with them.
• 11:12
  But you know, you reach out and text just checking in how you doing.
• 11:16
  And you would be shocked that if you have 10 people.
• 11:19
  That you've identified as people that may be ready to make a move.
• 11:22
  They might not make a move, but I guarantee you they know at least two or
• 11:25
  three people that are, and that one touch might just cause them to be like, Hey, my
• 11:32
  real estate agent just called me and you know, you were just talking about this.
• 11:35
  The other day, I, I gave 'em your number.
• 11:37
  Anything like that can absolutely get that next transaction.
• 11:40
  Get that ball rolling, and as you go, the leverage will continue and the
• 11:44
  repeat clients will just snowball because you're providing that top level service.
• 11:48
  You're checking in, you're showing them that you care.
• 11:51
  And you may never have to pick up another phone, a cold call again.
• 11:54
  So I hope that helped.
• 11:56
  Please, like, comment, subscribe, share the podcast, and if you
• 11:59
  need anything, please reach out.
• 12:00
  Game plan, call below.
• 12:01
  Would love to dive into your business and see how we can make it
• 12:05
  a winning, recipe for your success.
• 12:07
  We'll talk to you soon.
• 12:08
  Bye-bye.