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5 Things Realtors Must Do to Survive in 2022 · Massive Agent Podcast

0:00
SPEAKER_00: On this episode, we're going to break down the five things that realtors must do in 2022 to have any chance of success or growth.
0:15
SPEAKER_00: I'd like to buy houses.
0:16
SPEAKER_00: I'd like to sell houses.
0:30
SPEAKER_01: Here's your host, Dustin Brohm.
0:34
SPEAKER_00: What is up, everybody?
0:35
SPEAKER_00: Welcome to episode 210 of the Massive Agent Podcast.
0:38
SPEAKER_00: I am your host, Dustin Brohm.
0:40
SPEAKER_00: For those new to the show, I'm an agent in Salt Lake City, Utah, and um I'm a marketer who sells homes, really.
0:47
SPEAKER_00: I've I've a couple of years ago, a few years ago, I embraced the fact that I'm not I'm not a realtor who does marketing and learns about marketing um out of necessity.
0:57
SPEAKER_00: I'm a marketer who just happens to sell homes.
0:59
SPEAKER_00: And when you think of yourself that way, you become a much more effective marketer.
1:03
SPEAKER_00: And strangely, your business grows.
1:06
SPEAKER_00: You attract more clients, you're more profitable, and life is good.
1:09
SPEAKER_00: So I'd encourage you going into the next year, start thinking of yourself as a marketer first and what you do for a living second.
1:16
SPEAKER_00: You're a marketer who sells homes, you're a marketer who does loans, whatever it is.
1:22
SPEAKER_00: That little change of perspective can change everything, as well as starting to see yourself as an entrepreneur rather than someone who runs your own job.
1:30
SPEAKER_00: There's a lot of agents out there that are they're very transactional.
1:33
SPEAKER_00: And if they stopped working, if they stopped showing homes, they're done.
1:37
SPEAKER_00: They don't run a business.
1:38
SPEAKER_00: You own your own job.
1:40
SPEAKER_00: Now that's probably better than working for somebody else.
1:43
SPEAKER_00: Uh, that's why a lot of us got into this business.
1:45
SPEAKER_00: But I think a lot of us get in got into this business to have a business, you have to think of yourself as a business owner first.
1:53
SPEAKER_00: So there's a little bonus for you going into 2022.
1:56
SPEAKER_00: Uh, really excited for this episode.
1:57
SPEAKER_00: We we've done this for the last, this will be the third year we've done this.
2:01
SPEAKER_00: And uh the 2020 episode where we did the five things agents must know going into the year.
2:06
SPEAKER_00: Um, that's our second most listened to episode ever.
2:10
SPEAKER_00: And last year's 2021 episode um is top five.
2:14
SPEAKER_00: So these are obviously you guys like these.
2:17
SPEAKER_00: So here we are.
2:18
SPEAKER_00: We're gonna do the five things agents must do to grow in 2022.
2:23
SPEAKER_00: Some of these are not a surprise, some of them are gonna be new, some of them are reiterations of shit you should have been doing for the last few years, uh, but they're more important than ever.
2:34
SPEAKER_00: And so I will expand on each one.
2:36
SPEAKER_00: Uh, before we start, I just want to give a shout out one more time.
2:38
SPEAKER_00: Uh, we're doing our first ever live in-person massive agent event.
2:43
SPEAKER_00: It's a mastermind coaching training um program in person.
2:48
SPEAKER_00: And we're doing it in February in Utah.
2:50
SPEAKER_00: That sold out.
2:51
SPEAKER_00: So, you guys that uh that took action and um reserved one of the 20 spots, congratulations.
2:56
SPEAKER_00: I'm really looking forward to that.
2:57
SPEAKER_00: Um, I've had quite a few questions about you know, are you gonna be opening up more seats or do you know when you're gonna do with the next one?
3:03
SPEAKER_00: No, I don't.
3:05
SPEAKER_00: No idea.
3:06
SPEAKER_00: Uh, we're gonna do this first event first and see how it goes.
3:09
SPEAKER_00: Um, the demand was certainly there, so we'll see.
3:12
SPEAKER_00: We'll see what happens.
3:13
SPEAKER_00: But congrats to those that that took action and and got in.
3:17
SPEAKER_00: So, more about that later.
3:19
SPEAKER_00: All right.
3:20
SPEAKER_00: Um, so let's get into it right now, guys.
3:22
SPEAKER_00: So going into 2022, we're gonna have to do look, things the things keep accelerating, right?
3:29
SPEAKER_00: Trends are accelerating.
3:30
SPEAKER_00: How many trends happen and how fast they grow?
3:33
SPEAKER_00: It's accelerating.
3:34
SPEAKER_00: Like life is just getting super fast these days.
3:37
SPEAKER_00: I keep seeing memes all over the place that I agree with.
3:40
SPEAKER_00: It's like, you know, the last year felt like five years.
3:43
SPEAKER_00: Um, you know, they said it in a more funny way than that.
3:46
SPEAKER_00: That wasn't very funny, but you get the point.
3:48
SPEAKER_00: Like each year now feels like two years, three years, five years, all packed into one because so much shit is happening, and uh it's important to know.
3:58
SPEAKER_00: Like that I don't see that stopping, I don't see that slowing down, and all of a sudden life goes back to being sl you know slow like it was in 2018 or something.
4:07
SPEAKER_00: Do you see that happening?
4:08
SPEAKER_00: I mean, is that even realistic to think?
4:10
SPEAKER_00: Because of technology, because of the internet, because of social media, because of just everything happening in the world and our expectations, shit's just gonna keep going faster and faster.
4:21
SPEAKER_00: So hopefully you are not only keeping up, but you're staying ahead of the curve.
4:25
SPEAKER_00: And if you're listening to this episode right now, thank God, we're gonna help you stay ahead of the curve and not just playing catch up.
4:32
SPEAKER_00: There's a lot of you guys that are still not even caught up to what the majority of the successful realtors and loan officers in this industry are doing.
4:40
SPEAKER_00: And that sucks.
4:41
SPEAKER_00: But the good news is you can get caught up pretty quick if you just do some uh a few things.
4:46
SPEAKER_00: Five things to be specific.
4:48
SPEAKER_00: So number one, the number one, uh, these are not in any particular order of importance, but just five five things realtors must new.
4:57
SPEAKER_00: Wow, five things realtors must do or must know about to grow in 2022.
5:03
SPEAKER_00: So number one, I'm gonna start with the sexy one.
5:06
SPEAKER_00: You have to start learning about NFTs and cryptocurrency and blockchain.
5:11
SPEAKER_00: You can no longer have your head in the sand.
5:13
SPEAKER_00: Okay, the the metaverse, you've probably heard this term, the metaverse, and NFTs are being talked about all over the place.
5:18
SPEAKER_00: Um, a lot of it's horseshit.
5:20
SPEAKER_00: A lot of it's just like digital art that people have created, and they're like, let's sell this for a million dollars.
5:25
SPEAKER_00: And then they do.
5:26
SPEAKER_00: Um, NFTs are so much more than that.
5:28
SPEAKER_00: Okay, what they're being used for right now is not what they will be used for two years from now, 10 years from now.
5:35
SPEAKER_00: At least not only for those things.
5:37
SPEAKER_00: Like right now, it's it's mostly digital collectibles and art and stuff like that, which is still super amazing because it's just a different type of digital asset.
5:47
SPEAKER_00: Um, NFTs, Gary V's been talking about this for a couple years now, and and he's all in on NFTs.
5:54
SPEAKER_00: Like that's his whole message now is NFTs.
5:57
SPEAKER_00: I'm not even gonna tell you what NFT stands for because it doesn't matter.
6:01
SPEAKER_00: Okay, if I told you that NFT stands for non-fungible token, you'd be like, what the fuck does that even mean?
6:06
SPEAKER_00: Like that means nothing.
6:08
SPEAKER_00: So forget about it.
6:10
SPEAKER_00: It's just it's an NFT.
6:11
SPEAKER_00: So an NFT is like a digital asset, okay, and you use Ethereum, which is a a cryptocurrency, um, to purchase it on the blockchain, right?
6:21
SPEAKER_00: So basically, to if if you're still just like, I don't even understand blockchain or crypto, you're buying a digital asset.
6:28
SPEAKER_00: Okay, you're buying a digital asset.
6:30
SPEAKER_00: Now, the real power of NFTs, and look, I'm I'm not some NFT expert, I'm not Gary Vee.
6:35
SPEAKER_00: I don't claim to be, but I I'm certainly learning enough about it because I see this is going to play a major role in the world, in society, and in real estate.
6:44
SPEAKER_00: Um, so NFTs, where the hell was I?
6:49
SPEAKER_00: You use a cryptocurrency to purchase these NFTs, and then you own it.
6:53
SPEAKER_00: You are the sole owner of that.
6:55
SPEAKER_00: Maybe it's a let's say it's a piece of art or a digital piece of real estate.
7:01
SPEAKER_00: Okay, this is why it's so interesting.
7:03
SPEAKER_00: There's headlines all over the place about people buying property, real estate property.
7:09
SPEAKER_00: They're buying actual property in the metaverse, okay, a digital version of uh like Central Park.
7:15
SPEAKER_00: Like somebody's bought Central Park.
7:18
SPEAKER_00: Uh, people are buying uh Teton Village in Jackson Hole.
7:21
SPEAKER_00: They're they're buying like the most iconic properties in your town.
7:26
SPEAKER_00: Somebody's probably buying the digital version of in the metaverse, and some people are paying millions for it.
7:32
SPEAKER_00: Uh, so there's a trend there.
7:34
SPEAKER_00: That guys, there's some of you are probably already doing this.
7:38
SPEAKER_00: There will be digital real estate agents, okay, virtual metaverse real estate agents.
7:46
SPEAKER_00: Okay, this is this is interesting.
7:48
SPEAKER_00: Like it's going to change everything.
7:50
SPEAKER_00: And not only do you own that digital piece of property, but the smart contract that is built upon, okay.
7:58
SPEAKER_00: This is what makes NFT so powerful and why it's going to be so much more than it is today.
8:02
SPEAKER_00: I don't know what it's going to be, but I know it's going to be society changing, it's going to be world-changing.
8:08
SPEAKER_00: Uh, NFTs have this smart contract that they're built upon.
8:12
SPEAKER_00: It's kind of like an if-this then that contract.
8:14
SPEAKER_00: So if you guys have ever used the the if this then that app or Zapier, you know, like if this thing happens, then do this.
8:22
SPEAKER_00: The smart, if you buy a certain NFT, uh, let's use Gary V's, for example, with his V Friends collection, which when he when it first came out, I was like, uh they cost like one ether, which which was like 4,000 bucks at the time, or maybe it was only 3,000 at the time.
8:38
SPEAKER_00: I'm like, eh, I don't know about that.
8:40
SPEAKER_00: And now people are selling them for hundreds of thousands of dollars.
8:43
SPEAKER_00: Um, so I congratulations, Gary V on your V Friends NFT collection.
8:48
SPEAKER_00: And I understand he's coming out with another one, but let's use that one for example, because I think most people that follow Gary V at least have seen that he's launched his own NFTs.
8:58
SPEAKER_00: So when you buy that NFT, he's built into the smart contract that you actually get access to him.
9:05
SPEAKER_00: So not only access to him, maybe it's a Zoom call, maybe it's a live in-person meeting, maybe it's uh, you know, a FaceTime, maybe it's a podcast interview, whatever.
9:15
SPEAKER_00: Each contract says, hey, if you buy this, you also get these things.
9:19
SPEAKER_00: And it's built into the smart contract, and only the owner of it, only the owner has access to those things.
9:25
SPEAKER_00: And he's also used used them to be tickets to his upcoming um live event.
9:31
SPEAKER_00: I think it's gonna be called the VCON.
9:33
SPEAKER_00: And last I saw or heard it was gonna be in Minneapolis, I believe.
9:37
SPEAKER_00: I don't even remember when, sometime in 2022.
9:39
SPEAKER_00: But you have to, in order to get into it, you have to own one of his NFTs.
9:44
SPEAKER_00: So all of that is built in.
9:46
SPEAKER_00: So you can see now it's more than just owning a piece of art or owning a digital piece of real estate.
9:52
SPEAKER_00: It's also, you know, you can give access.
9:56
SPEAKER_00: Yeah, uh, there's so many different things you could do.
9:59
SPEAKER_00: Imagine the real estate implications where if you buy a certain property that gives you the rights to stay in it for three weeks a year, for example.
10:06
SPEAKER_00: So fractional ownership, timeshare type stuff, NFTs are gonna change the game.
10:12
SPEAKER_00: They're absolutely gonna change the game, and it all happens in a very secure, very transparent way through the blockchain, okay, through the technology that all of this is built on.
10:22
SPEAKER_00: So hopefully that description has helped you understand a little bit more about it if you're brand new to it.
10:28
SPEAKER_00: But here's the thing: you don't need to be an expert on NFTs in 2022, but you absolutely must start wrapping your head around what the hell they are, how they're used, how they're going to be used, and the implications within our industry and the world in general.
10:43
SPEAKER_00: You have to remove your head from your ass this year when it comes to crypto, blockchain, and NFTs.
10:49
SPEAKER_00: You have to.
10:51
SPEAKER_00: It's just happening too fast, it's not gonna go away, it's not a fad.
10:55
SPEAKER_00: Um, it's just not.
10:57
SPEAKER_00: Okay.
10:58
SPEAKER_00: So there you go.
10:59
SPEAKER_00: Number two, video.
11:01
SPEAKER_00: I say this every year.
11:03
SPEAKER_00: You guys need to do video.
11:04
SPEAKER_00: But this year, you need to do 10 times more video than you're doing.
11:08
SPEAKER_00: If you don't, you will not be found, you will not be seen, and therefore you cannot be hired by new people who don't know you yet.
11:15
SPEAKER_00: And if you aspire to go from 50 sales to 100, or 20 sales to 70, or or 100 sales to 500, whatever, you're gonna need a lot more people to hire you.
11:26
SPEAKER_00: And most of those people probably don't even know who you are yet.
11:29
SPEAKER_00: You have to get them to know you.
11:30
SPEAKER_00: So if you're not doing 10 times as much video as you're doing today, or that you did in 2021, remember, others are.
11:40
SPEAKER_00: Your competitors are, and it's not just your your competitors like other agents in your market, but Zillow, Redfin, Open Door, you know, Compass, whoever the hell else, it they're all doing these things too at a corporate scale.
11:53
SPEAKER_00: So they're putting out content to brand to get people aware of the brand name.
11:58
SPEAKER_00: You should probably be doing that too, just to keep up.
12:02
SPEAKER_00: Just to keep up.
12:03
SPEAKER_00: Now, the good news is they're trying to do this, these large companies and brands, they're trying to do it at a national scale.
12:09
SPEAKER_00: Okay.
12:10
SPEAKER_00: Very hard for Zillow to compete in your neighborhood.
12:13
SPEAKER_00: Okay, when you can put out a ton of content and 10 times more videos and helpful shit about a certain subdivision, a certain suburb, neighborhood, whatever, a certain area, Zillow cannot compete with that.
12:28
SPEAKER_00: They can only try to rank on Google for keywords related to that subdivision.
12:33
SPEAKER_00: All of your content, if you put it out on YouTube, put it out on Pinterest, your blog, in searchable places, it's going to dramatically overwhelm and hide Zillow's shit.
12:45
SPEAKER_00: So you can win at a local level against Zillow and all these big companies that are doing local SEO with content.
12:52
SPEAKER_00: Another reason why you need to do 10 times as much video, you need people to remember who you are and you need them to get to know you and make a connection with you.
13:01
SPEAKER_00: You've noticed how this last year I'm now doing all of my podcast episodes with video.
13:05
SPEAKER_00: Uh, they're all on YouTube now.
13:07
SPEAKER_00: You can watch every podcast episode from the last year and then some on YouTube.
13:12
SPEAKER_00: And it's because some people, you're you're able to make a personal connection with somebody by watching how they say things, by seeing me talk with my hands like a jackass.
13:22
SPEAKER_00: Like if you're watching the video, that's just how I talk.
13:25
SPEAKER_00: But you're also getting to know me because you're seeing the real me and not just hearing the real me.
13:31
SPEAKER_00: So let people in your neighborhood, let people in your community, let people in your target audience that you're trying to get to hire you, let them get to know you.
13:40
SPEAKER_00: Let them get to see who you are, how you say things, your mannerisms, all that shit.
13:46
SPEAKER_00: Video is how it's done, and you need to do 10 times more of it than you currently are.
13:51
SPEAKER_00: In December, uh, the first part of December, you guys that follow me on Instagram.
13:56
SPEAKER_00: Those of you who don't, what the hell?
13:58
SPEAKER_00: At Massive Agent on Instagram, go there.
14:01
SPEAKER_00: Like right now, you're probably on your phone, pull out your Instagram app, go to Massive Agent, and hit follow, please.
14:08
SPEAKER_00: Because starting December 1st, I've been doing, um, you guys have noticed, if you've been following me, a very concerted effort to put out better video content.
14:17
SPEAKER_00: I've been doing a reel every other day.
14:19
SPEAKER_00: I've been doing a post every other day.
14:22
SPEAKER_00: Um, I mean, I'm doing a post every day, but it's a reel every other day.
14:26
SPEAKER_00: And then uh like a photo or a text-based post um every other day as well.
14:31
SPEAKER_00: So that has dramatically grown how many people I reach on social in just a month.
14:36
SPEAKER_00: And I can imagine after three months and six months of me doing this continuously, Instagram is gonna show my content to more of the right people as it has time to learn.
14:45
SPEAKER_00: You guys can do that too at a local level, and hopefully you are.
14:49
SPEAKER_00: So, number two is do 10 times more video.
14:52
SPEAKER_00: Number three, you need to be doing email marketing.
14:56
SPEAKER_00: Do you send out any email newsletters?
14:58
SPEAKER_00: Do you send emails at all to your sphere of influence?
15:02
SPEAKER_00: Or I mean some of you guys don't even have drip campaigns to email and text the leads that you get.
15:08
SPEAKER_00: Some of you guys don't even get leads.
15:10
SPEAKER_00: You can see that there's some some of you guys have some catch-up, some catching up to do.
15:15
SPEAKER_00: But you have to be sending out emails.
15:17
SPEAKER_00: This has been a huge weak point for me personally within the massive agent brand is consistent emails.
15:22
SPEAKER_00: And I'm finally making a hire who is a better copywriter than me, who I can just say, hey, here's some things that I want to put out there.
15:30
SPEAKER_00: They can make it look pretty, add to it, and make sure that the email itself gets written up and sent out consistently, at least once a week.
15:39
SPEAKER_00: Minimum.
15:40
SPEAKER_00: Once a week, minimum.
15:42
SPEAKER_00: So that's something I'm personally going to do.
15:44
SPEAKER_00: Make sure that you get on the massive agent list.
15:46
SPEAKER_00: How the hell do you do that?
15:48
SPEAKER_00: Um, MassiveAtentSociety.com, scroll down somewhere.
15:51
SPEAKER_00: There's a place to opt in and get on our list.
15:54
SPEAKER_00: I obviously need a better way to get you guys to get on our email list.
15:58
SPEAKER_00: Soon I'll have a link in my Instagram bio that does that easily.
16:02
SPEAKER_00: Maybe by the time this episode comes out, I don't know.
16:04
SPEAKER_00: So check check the Instagram um Instagram link in my bio as well.
16:09
SPEAKER_00: But we're gonna be doing at least a weekly newsletter and then you know, helpful tips, helpful videos, training, bunch of stuff a few times a week.
16:18
SPEAKER_00: Okay, because people are still opening emails.
16:21
SPEAKER_00: And email, unlike social media, unlike your following on social, you actually own your email list.
16:27
SPEAKER_00: Okay, you own and can control your ability to reach those people.
16:31
SPEAKER_00: So I hope that you guys are building an email list of local consumers and actually sending stuff out to them so that they remember you.
16:39
SPEAKER_00: If they see you in their social feed and then they see a digital billboard or a banner in their baseball fields, outfield, or a postcard in their mailbox, a door hanger on their door, and then and then they get an email in their inbox, they think you're everywhere.
16:56
SPEAKER_00: They think you're the biggest, most, you know, most top-producing agent in town, and you're probably gonna get hired because they think you're credible.
17:04
SPEAKER_00: At least they're gonna give you a shot because they're like, oh my gosh, this must be one of the best agents in town, because I see them literally everywhere.
17:10
SPEAKER_00: If you're not showing up in their email inbox, you are fucking up.
17:13
SPEAKER_00: You absolutely are fucking up.
17:16
SPEAKER_00: Time to change that.
17:17
SPEAKER_00: Number number four, more content equals more exposure.
17:21
SPEAKER_00: Okay, this is kind of a uh diving a little deeper on number two, which was do 10 times more video.
17:27
SPEAKER_00: But guys, when you post something, that's that's a piece of content.
17:31
SPEAKER_00: Maybe it's a quick Instagram story, maybe it's just some a text-based post on Facebook where you're bitching about how Matrix Four is awful, like I did the other day.
17:40
SPEAKER_00: Matrix four is terrible.
17:42
SPEAKER_00: Uh, thank God I didn't go to the theaters to see it.
17:44
SPEAKER_00: My wife and I were like looking through HBO now and we're like, oh, mate, the new Matrix is on.
17:49
SPEAKER_00: Let's watch it.
17:50
SPEAKER_00: We got halfway through and it was so fucking awful.
17:53
SPEAKER_00: It was boring, it was weird, it was they were trying to be funny too, and it was just it didn't work for me at all.
18:00
SPEAKER_00: Like I remember the the original Matrix movies, especially one and two, were amazing.
18:04
SPEAKER_00: This one's not, so don't waste your time, anyways.
18:08
SPEAKER_00: Um, why the hell did I bring that up?
18:11
SPEAKER_00: Oh, yeah, I posted asking people like, did you think Matrix 4 was this shitty or was it just me?
18:17
SPEAKER_00: Even something as simple as simple as that is a piece of content.
18:21
SPEAKER_00: And content equals exposure, content equals eyeballs.
18:26
SPEAKER_00: So if content equals eyeballs, more content means more eyeballs.
18:31
SPEAKER_00: You need to be not just doing video, but getting posts out there so much more often.
18:36
SPEAKER_00: You need to be doing stories.
18:37
SPEAKER_00: And look, this doesn't have to take four hours a day to do.
18:40
SPEAKER_00: If you just have a quick little thought that comes to your brain, post it on Facebook, tweet it, um, take 10 seconds and just talk about it in your Instagram or Facebook story real fast.
18:50
SPEAKER_00: It doesn't take a lot of time to do, but it takes effort and you have to actually make it a priority.
18:56
SPEAKER_00: And if you do that and you do it consistently daily, you're gonna have so much more exposure in 2022 than you did in 2021.
19:04
SPEAKER_00: And naturally, naturally, just by having more people see you more often, you will get hired more often.
19:12
SPEAKER_00: You can, and the great thing, you fully control that.
19:16
SPEAKER_00: No one else controls it but you.
19:18
SPEAKER_00: You control whether or not you get more people to see you.
19:21
SPEAKER_00: There's all this bullshit out there that we can't control at all, like the economy, the housing market, interest rates, all this shit.
19:29
SPEAKER_00: We can't control any of that.
19:31
SPEAKER_00: We can't, but we can absolutely control do people see us?
19:36
SPEAKER_00: And how often do they see us?
19:38
SPEAKER_00: And where do they see us?
19:39
SPEAKER_00: So more content equals more exposure, get after it.
19:42
SPEAKER_00: Number five, retargeting your warm market with retargeted ads.
19:48
SPEAKER_00: Okay, your warm market, meaning people who already know you, also known as your sphere of influence.
19:54
SPEAKER_00: You I've been harping on this for years, and so many people don't do it.
19:59
SPEAKER_00: It's it's mind-boggling.
20:00
SPEAKER_00: Even even members of my team, they're like, oh, I still haven't done that yet.
20:04
SPEAKER_00: Because it takes a couple extra steps.
20:06
SPEAKER_00: Not 25 extra steps, it takes a two or three extra steps.
20:11
SPEAKER_00: So it's a little bit more effort.
20:13
SPEAKER_00: But you need to be showing up in the news feeds of the people who already know you, your sphere of influence.
20:20
SPEAKER_00: Okay, people in your neighborhood, your church groups, people you went to high school with, people you went to college with, any social groups, any any clubs you're a part of.
20:30
SPEAKER_00: Those people need to see you more often in their feed.
20:33
SPEAKER_00: And a great way to do that is to run retargeted ads to your network.
20:37
SPEAKER_00: Okay, so you can actually set it up to where uh a certain video or a certain post gets retargeted to somebody whenever they watch one of your videos on your Facebook profile or on your Instagram profile, or anyone that visits your Instagram profile, then they start seeing your ads.
20:53
SPEAKER_00: How cool is that?
20:54
SPEAKER_00: So it creates this funnel.
20:56
SPEAKER_00: And I think what holds so many of you back is okay, well, what do I show those people?
21:00
SPEAKER_00: Well, what would you show anybody?
21:02
SPEAKER_00: What type of content, what type of video, what type of post, what type of offering would you show somebody when they heard about you for the first time, and then what would you want them to hear about the second time?
21:15
SPEAKER_00: Maybe it's a tip, maybe it's you describing a part of the home buying process, maybe it's explaining how interest rates actually work and purchasing power.
21:25
SPEAKER_00: Maybe it's uh, you know, this new neighborhood, a new home builder came in and this new neighborhood's about to blow up, and a bunch of homes are about to come on the market.
21:32
SPEAKER_00: It's something like that.
21:33
SPEAKER_00: Maybe it has nothing to do with real estate at all.
21:35
SPEAKER_00: It's just you did some funny video that you think more people would want to see.
21:41
SPEAKER_00: Show that to people who already know you.
21:44
SPEAKER_00: They need to see you more often.
21:45
SPEAKER_00: And and just posting it that's a great way to do it, but posting with ad money behind it is how you get many, many, many, many, many more people to see you.
21:56
SPEAKER_00: So retarget people who already know you with content.
22:00
SPEAKER_00: On Facebook and Instagram.
22:01
SPEAKER_00: It's super easy with the Facebook Ads Manager.
22:04
SPEAKER_00: It just takes a little bit of time, a little bit of effort.
22:07
SPEAKER_00: And if you use a tool like Whitley, hopefully you do, uh, it makes it so much faster.
22:12
SPEAKER_00: You push, click a couple buttons, and boom, the retargeting is done for you.
22:15
SPEAKER_00: Yeah, Whitley's amazing.
22:16
SPEAKER_00: If you guys are hearing about it for the first time, go back to the most recent episode with Grant Wise.
22:21
SPEAKER_00: Just search for Massive Agent, Grant Wise, Massive Agent Podcast.com slash Whitley and check out the easy button for Facebook ads.
22:30
SPEAKER_00: It's freaking amazing.
22:32
SPEAKER_00: It's going to save you a shitload of time.
22:34
SPEAKER_00: I'm going to add a bonus one.
22:35
SPEAKER_00: I'm going to add a number six on here, even though the title of the show is five.
22:38
SPEAKER_00: But here's a bonus one.
22:40
SPEAKER_00: Outsource everything.
22:42
SPEAKER_00: Outsource everything.
22:43
SPEAKER_00: Okay.
22:44
SPEAKER_00: If you don't have to manually set up Facebook ads anymore, don't use a platform like Whitney, uh Whitley, click a couple buttons, and it just manages it for you.
22:54
SPEAKER_00: It does it all for you.
22:55
SPEAKER_00: It manages it.
22:56
SPEAKER_00: It updates your retargeting audiences automatically.
23:00
SPEAKER_00: Amazing.
23:01
SPEAKER_00: For a few hundred bucks a month.
23:02
SPEAKER_00: Like you can't hire somebody to do it for that.
23:04
SPEAKER_00: And first off, a person's much less robot reliable in this situation than a technology platform.
23:11
SPEAKER_00: So outsource everything.
23:13
SPEAKER_00: Stop putting up your signs.
23:14
SPEAKER_00: Stop putting up your keyboxes.
23:16
SPEAKER_00: Stop taking them down.
23:16
SPEAKER_00: Stop doing your goddamn paperwork in your files.
23:19
SPEAKER_00: Hire a transaction coordinator for the love of God.
23:23
SPEAKER_00: Outsource everything that isn't an income-producing activity.
23:26
SPEAKER_00: This includes mowing your lawn, fixing that shingle on your roof, shoveling your driveway, whatever.
23:34
SPEAKER_00: If you guys are spending an hour doing that stuff, that's an hour less that you could be posting on Facebook, doing an Instagram story, creating a reel, recording a podcast, whatever.
23:42
SPEAKER_00: You know, all the shit that you say you don't have time for.
23:44
SPEAKER_00: Yeah.
23:45
SPEAKER_00: It's because you're doing a bunch of non-money-making activities that you could hire someone else to do for 10 or 20 bucks an hour.
23:51
SPEAKER_00: Dumb.
23:52
SPEAKER_00: Dumb.
23:53
SPEAKER_00: But we all have this mental block that, you know.
23:56
SPEAKER_00: So hopefully with this bonus one number six, you get rid of that mental block, outsource everything that you personally don't need to do.
24:04
SPEAKER_00: You can't outsource, like if you want to go do a listing presentation, you can't outsource that.
24:09
SPEAKER_00: You have to go do it.
24:10
SPEAKER_00: Now you can absolutely get listing agents who go do it for you, but that's that's more of a you know a team structure.
24:17
SPEAKER_00: If you want to record a podcast episode, you can't hire someone to record it for you.
24:21
SPEAKER_00: You have to do it, right?
24:23
SPEAKER_00: But you can certainly outsource all the editing and every writing the show notes and publishing it and doing all the shit on the back end.
24:30
SPEAKER_00: That's what I do.
24:31
SPEAKER_00: I record it and then I hand it off.
24:33
SPEAKER_00: Saves me a bunch of time.
24:35
SPEAKER_00: So do that with everything, guys.
24:38
SPEAKER_00: Do that with everything.
24:40
SPEAKER_00: Um something that you should absolutely do here.
24:42
SPEAKER_00: Here's number seven.
24:43
SPEAKER_00: Shit, I'm just gonna give you bonuses.
24:46
SPEAKER_00: 2022 is gonna be a year of bonuses, like bonus income, bonus opportunities, bonus awesomeness, bonus happiness.
24:53
SPEAKER_00: So here's here's an extra one.
24:55
SPEAKER_00: Um follow-up boss.
24:58
SPEAKER_00: It it manages the scaling of your business.
25:01
SPEAKER_00: I don't know how I'm gonna be a little bit more blunt this time.
25:04
SPEAKER_00: Okay, follow-up boss, they've been a partner of ours for months, an amazing partner.
25:08
SPEAKER_00: Every agent on my team, every agent I'm connected with that sent me a message that says, Hey, thank you for you know telling me about follow-up boss.
25:16
SPEAKER_00: I'd heard about them for years, just never done it.
25:18
SPEAKER_00: But because of the 30-day free trial that they give to you guys, they tried it finally.
25:22
SPEAKER_00: And they're like, I didn't understand what I was missing.
25:25
SPEAKER_00: I just didn't get it.
25:26
SPEAKER_00: I thought it was just another CRM and that looked nicer.
25:30
SPEAKER_00: Well, that's the understatement of the century.
25:32
SPEAKER_00: They they I've been thanked dozens and dozens of times by you guys who have taken the 30-day free trial of Follow Up Boss and and realized, holy shit, I need this platform because it's so much more than a CRM, so much more than drip campaigns.
25:46
SPEAKER_00: It helps you manage and scale the growth of your business.
25:50
SPEAKER_00: Okay, so that there's a hack right there.
25:52
SPEAKER_00: Outsourcing a bunch of bullshit and having a platform do it like Follow Up Boss.
25:56
SPEAKER_00: Go try it out.
25:57
SPEAKER_00: 30 days for free, massive agentpodcast.com slash follow up boss, massive agentpodcast.com slash follow up boss, 30-day free trial, no credit card required, which is freaking amazing.
26:10
SPEAKER_00: I love when places do that.
26:11
SPEAKER_00: Um, check it out.
26:13
SPEAKER_00: Check it out, use it, and that tool right there may be worth its weight and goal to help you go from whatever your goal was, whatever your production was this last year, and even more than more than production, what your income was last year to whatever you want it to be this next year.
26:30
SPEAKER_00: It can be as simple as that.
26:32
SPEAKER_00: So, guys, thank you so much for listening.
26:34
SPEAKER_00: I hope you have an incredible, incredible 2022.
26:36
SPEAKER_00: This, of course, is the very last episode of 2021, and we'll be back next week.
26:41
SPEAKER_00: Um, I believe we have an interview set up for next week, which will be cool.
26:44
SPEAKER_00: We're gonna be doing more interviews next year, this coming year, 2022.
26:49
SPEAKER_00: Um, so that's cool.
26:51
SPEAKER_00: And right now I'm ending the recording at 1111.
26:53
SPEAKER_00: Fantastic.
26:54
SPEAKER_00: Guys, happy new year, merry Christmas, happy holidays.
26:59
SPEAKER_00: I I appreciate you guys very, very much.
27:01
SPEAKER_00: And I just want to say this everyone that listened to the last episode where I talked about my dad, how he passed away a couple weeks ago.
27:08
SPEAKER_00: Uh, those of you guys, some some of you that I know, and some of you that I don't even know, that we've never spoken before, that have sent me thoughtful messages of support and love after my dad passed, I cannot thank you enough.
27:20
SPEAKER_00: Did you have any idea how impactful that is?
27:24
SPEAKER_00: Like how how heavy it is that people that I don't know would would take time out of their day to say thinking about you or hang in there or I'm sorry to hear this or whatever.
27:36
SPEAKER_00: I appreciate it so much.
27:38
SPEAKER_00: You guys are absolutely fucking incredible, and you're good people.
27:43
SPEAKER_00: I I think something that I know about this audience, you guys are good, decent people.
27:49
SPEAKER_00: And I'll say this too.
27:51
SPEAKER_00: I think a lot of you guys don't give yourself nearly as much credit, uh, or you're not giving yourself you're underselling yourself to yourself.
28:00
SPEAKER_00: You are capable of so much more.
28:03
SPEAKER_00: If you if you're trying to go from 30 sales to 50, why aren't you trying to go to 150?
28:08
SPEAKER_00: It double your goals.
28:09
SPEAKER_00: And if you come up short, okay, you're still much further ahead than if you had a small goal.
28:14
SPEAKER_00: It's because you are underselling yourself to yourself.
28:18
SPEAKER_00: You are so much smarter, you are so much more capable than you believe you are.
28:23
SPEAKER_00: I know that because I speak to a lot of you guys on a regular basis, you guys that are on my team, you guys are absolutely powerful, powerful people in business and life.
28:34
SPEAKER_00: And I am grateful to know you and to be connected with you.
28:37
SPEAKER_00: So thank you guys so much.
28:38
SPEAKER_00: Happy New Year to you in 2022.
28:41
SPEAKER_00: Take care of the city.