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Transcript

Scale or Fail: Breaking Down the Realtor's Secrets to Massive Growth! · The Real Estate Agent Playbook

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  You know how in sports, sometimes you're throwing a curve ball.
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  Well, I'm going to throw you a curve ball today and I'm going to tell you
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  that the secret to scaling your real estate business is not getting more
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  leads, not getting more conversations.
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  Stay tuned.
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  We'll dive in.
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  What's up guys?
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  Jeremy Kane, real estate agent playbook.
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  I am so happy you are here today.
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  Thank you for joining me today.
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  We're going to dive into all things scaling your business,
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  even in this tight market.
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  But first, please like comment, subscribe.
• 0:32
  If you are interested in.
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  Booking a call with me about anything at all in your real estate business.
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  The Realtor Game Plan call link is below.
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  I would love to sit down and make a game plan and help you win every
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  single day at the game of real estate.
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  So let's get into this one.
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  This is something that absolutely drives me bananas.
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  And we're talking about this market pulling back and,
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  you know, all of this stuff.
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  And the conversation is always about how can I get more.
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  deals, right?
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  How can I find that next client?
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  And it becomes very transactional.
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  The truth is, is that in a harder market, we do have to dial into caring.
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  I get it, right?
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  Survival is just a natural piece of our, of our environment, but we have to
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  make money and we have to do all this.
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  totally understand.
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  However, if you are thinking about how you can get the next transaction instead of
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  how you can create the next relationship, that is a shift that needs to be made.
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  And here's why, right?
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  That next transaction will lead to one transaction.
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  It's a dead end road.
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  Right.
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  You're, you're so focused on the transaction.
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  You're getting it done.
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  You're here.
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  You lose the chance for the relationship, right?
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  Maybe you say, yeah, you know, you, this is a great place to buy and maybe it's
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  not, or maybe, you know, you're just so focused on getting that transaction
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  so that you can pay your bills.
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  Totally understand.
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  There are other options as far as that goes.
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  And maybe we should talk about spending money habits over the last three
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  years when it's been really good.
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  However, if you're dialed in on that next transaction, that next client
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  and not focusing on the relationships that you frame along the way, you're
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  going to be way behind because every relationship in this business should turn
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  into 10 new relationships, not 10 new transactions, but 10 new relationships.
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  If you're scaling at a, you know, one.
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  Relationship to 10, you will absolutely never have to worry about prospecting
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  or, or doing anything again because you're serving those relationships.
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  So it should be, how can I help this market?
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  How can I help these people in this time?
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  Either understand why it is a good time to buy or maybe prepare for
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  when it is a good time to buy, right?
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  Be a resource.
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  What are we talking about?
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  We're just saying, Oh, interest rates are high, but it's still an okay time to buy.
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  Why?
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  Why is it a good time to buy?
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  Because.
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  Use the word because.
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  I was at a training yesterday.
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  Because is such a powerful word.
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  It is a great time to buy for you because you are paying rent.
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  Here's what rent is doing.
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  You're actually paying your landlord's mortgage down or you're just paying
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  money into your landlord's bank account if they do not have a mortgage.
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  Right?
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  That is helping them get Further ahead and bridge the gap between
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  you and them well, maybe that is time to buy or you know Hey, I'm not
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  sure what my job's gonna do, right?
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  I you know don't want to be locked into a mortgage because then it affects much
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  more than you know My rent to my landlord or you know I'm staying with my parents
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  for free right now or whatever that may be although maybe uncomfortable It may be the
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  right thing for that person at the time.
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  And you don't know that if you're so focused on getting to that transaction.
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  Instead of building that relationship, understanding where the value will come.
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  And trust me, it's pretty cool when, you know, down the road in 10 months,
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  no matter what the market, they're like, Hey, Jeremy, we talked about it.
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  I signed my lease.
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  I did all the things we talked about.
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  We've stayed in touch.
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  Now it's time to buy a home, right?
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  So you're just stacking future.
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  You know, deals or transactions by building a relationship with people
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  along the way and then those people will Immediately attract right?
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  RAS system.
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  We all know about that.
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  They're gonna attract everything there what they're focusing on so they're
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  gonna have conversations with other people who are Looking to buy or maybe
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  do the same thing and all of a sudden by the time you've done a transaction
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  with that client Maybe you've done two transactions for somebody that they
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  referred to you Maybe they were a little further along, and so the relationship
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  is really what we need to focus on, and we need to focus on it from a place of
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  what we can give them, not what they can give us by way of purchasing a home.
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  So, when we're really scaling it down, we need to make sure that we
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  are doing everything we possibly can in order to scale up, right?
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  It goes back to that first conversation, that first, you know, Aura you put out.
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  , and, and once we do that, we're trading literally 10 bill for
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  a hundred dollar bill, right?
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  Building that relationship, understanding what we can do.
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  And this is the way to scale.
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  There's no scaling in one transaction at a time.
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  Limping along one transaction at a time.
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  Okay, close those two.
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  Now I need to go find two more.
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  No, I Took those people on a journey and they're gonna bring me two or three or
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  five or ten more and then I need to go Build some more relationships, right?
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  And if you continue to build relationships, you will eventually
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  see the scaling effect in your real estate business Now the next thing
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  we're gonna talk about is tech, right?
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  I love talking about tech on this channel as you know This one we're going to
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  talk a little bit differently, right?
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  So your, your relationships, they need to be dumped into a CRM.
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  They need to be managed, right?
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  If you're building these relationships, especially if people are like,
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  Hey, I just don't have the means.
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  I cannot afford that higher interest rate.
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  You know, obviously I know homes will be more whatever.
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  We need to make sure that those things are noted in their journey as
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  part of the CRM that we use so that you can constantly go back to that.
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  Because if we're building 10, 15, 20, a hundred relationships
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  a month, it's going to be hard to remember every single conversation.
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  The CRM can be the house for that, right?
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  Your phone rings, they pop up.
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  You can pull them up on your CRM and see what, you know, where
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  you left the conversation off.
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  Cause the last thing you want to do is say the same thing and have the
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  same conversation and waste that time.
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  You must protect your time by keeping track of every single conversation
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  and relationship you have.
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  Myself, I'm very good at remembering, you know, especially when we get
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  into it, kind of where we left off.
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  However, I still use a CRM.
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  So that tech is absolutely.
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  Key to success, right?
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  And I'm going to tell you right now, all the other tech stuff you can leave
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  behind CRM, cell phone, computer.
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  If you're struggling, if you're one of those something shiny things where
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  you're trying to pull all this different technology and you're trying to You
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  know, do all these home tours and you're trying to do all this video
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  editing and all of that stuff, all of that stuff can be outsourced, right?
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  And it's probably, if you outsource it, it's probably going to look way better.
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  If a professional is helping you do it, then you trying to do the video
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  editing and you doing, All the things.
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  And so that kind of goes back to the brand conversation, which, you
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  know, we had in a previous video.
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  So let's kind of dive in here.
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  CRMs definitely get that going.
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  Now what happens right now, the market shifts and all of a sudden people
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  are like, I need to find more leads.
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  I need to build another pillar.
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  I need to do this.
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  That's all well and good.
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  Make sure that you're doing it within your brand.
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  Right.
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  I will tell you right now.
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  That, you know, there's so much stuff in the technological world that
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  you can spend a shit ton of money on that's going to serve you zero.
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  So make sure that it fits, right?
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  Is it part of the CRM?
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  Is it part of those relationships?
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  Is it helping us get to where we're going to get to?
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  Right?
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  The next part of tech is we probably need to be on social media
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  where the people are that we're building relationships with, right?
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  Let them see and be reminded of your day to day, make sure they're doing
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  all of those, you know, reminded of all of those things, not only through the
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  relationship, but that connection really helps too and helps you stay top of mind.
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  That's why social media is so powerful.
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  Now with the CRM automations come and you know, it happens mistakes will be
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  made here I promise but mistakes are better and actually conversation starters
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  as For instance just this last week.
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  I saw that one of my clients Wasn't labeled as a closed seller.
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  She had closed a transaction in December of 2020, I think.
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  so it was a ways back.
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  Right.
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  And I just saw it and I was like, Oh, I'll just label her a seller.
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  Well, my automations, once someone gets labeled a seller, sends the
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  congratulations, we closed email.
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  Right.
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  And obviously she wasn't set up for the email and her profile didn't have all the
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  different things in there that filled in.
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  So she sent me a funny notes.
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  Good friend of mine.
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  Wasn't a big deal.
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  She's like, Oh, thank you so much.
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  Right.
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  And it was just because that automation, so mistakes will happen
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  and understand that those automations once they're in, it's so much easier
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  if you stay up on the game, right?
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  If I would have had her dialed in at that time as a close client, she
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  would have gotten that email and everything would have been okay.
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  I think she did.
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  But regardless, like if, you know, changing CRMs and things like that, be
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  careful of your automations because if you're going back through and you're
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  like, okay, this, you know, just updating it, there may be systems on the other
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  side that are automatically sending off.
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  So make sure we're turning those off, but mistakes will be made.
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  Right.
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  I had a conversation with her.
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  She didn't like say, Hey, I want to buy another house or anything, but
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  it was cool to connect with her and just say, yeah, sorry, updating CRM
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  user error on the technological side.
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  But that's something to really make sure, you know, because once it's
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  automated, You can't be so, you know, flippant and just adding and subtracting
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  when it feels good because if you're doing it right and you're having
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  these campaigns go out specifically for specific parts of a life or a
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  transaction, then you have to understand that that might throw a curveball.
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  So.
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  Full exposure.
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  I totally did that and, it's, it turned out okay, but I wouldn't recommend,
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  you know, getting behind on your CRM once you get into it, because once
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  you start it, you should work in it.
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  Tasks should be in there.
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  It should be your lifeline every day.
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  When you open up your computer, boom, what's in my CRM.
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  Let's go.
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  The next thing that's most important for scaling is taking care of yourself.
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  You must have.
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  A balance of personal and professional life.
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  This starts with anything you want.
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  I've been doing, calendar audits for some of my agents in my downline.
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  Been life changing for some of them.
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  Because I just recently had this epiphany where I was like,
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  Okay, I can't do it all anymore.
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  I'm running three or four businesses.
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  I have to figure it out.
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  So I, I switched over to the digital calendar, the Google calendar.
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  And I started living by it.
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  Right?
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  And once you start living by it, then you, you're like, okay, great.
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  And then I was living by my calendar.
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  I didn't have my kids in my calendar.
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  Right?
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  I do everything I can for my family.
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  All the things I do.
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  This, this video for my family.
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  Everything is for my family, but they didn't have any
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  real estate in my calendar.
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  Right.
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  And so you have to put that in there and it has to be obviously Depending on
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  where you're at in your business and how much money you need to make and what your
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  financial setup is with your family Like totally understand but they need to have
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  some time in there because that's why we're doing this Right, my good buddy and
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  partner Louie Galt always says he didn't get in real estate to get divorced Right.
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  Absolutely.
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  Your family needs to take priority in your calendar, block off the time, right?
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  Block off some time, not all the time.
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  Right.
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  So then it needs to be your business and you need to make
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  sure that stuff's in there.
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  So what we go through in that calendar audit is just like, okay,
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  like what's most important to you?
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  What are your standing meetings?
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  And we can talk about that in a different video.
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  In fact, next week, we're going to dive into it.
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  Pretty intensely, but make sure that you have that balance.
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  And if you live by your calendar and it's all business, then your
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  whole life is going to be business.
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  And then all of a sudden you're going to be a slave to your business.
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  You're not going to be happy because you're not fulfilling your why and
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  why you do this, you know, as far as supporting your family and spending time
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  with your family and all the things.
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  Remember all those realtors that get into real estate for flexible schedules, right?
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  If we're not focusing on that, we're not dedicating and committing to the
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  calendar, then we're going to struggle.
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  So make sure you have that balance because you can get burnout like that in this
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  industry and that's not what I want.
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  So again, if you want to book a call about, you know, your calendar
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  audit, realtor game plan call below.
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  Be happy to dive into that, but that's all I got for you guys today.
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  I hope this helps you understand that scaling your business isn't about leads.
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  It's about getting you right, getting your business in line,
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  setting it up for success, and this is such a great time to do that.
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  As transactions are down, we might have a little more time, especially heading into
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  the winter months, to really dial this in.
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  Because if we dial it in and we get the systems and processes going, scaling,
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  when, when the interest rates drop and when things change will absolutely be
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  much easier because it's all system oriented, boom, plug them into the system.
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  This is what we do.
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  Everyone gets this, everyone gets this and we're good to go.
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  So I hope that helps.
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  I hope that helps you get organized.
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  And I think that.
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  You know, when we think about scaling, it's just about more and more and
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  more and more in, but it's not about getting ourselves ready for
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  more and more and more in, right?
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  If we're ready to go and we have everything in place, then it'll
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  automatically scale, right?
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  One relationship equals ten relationships.
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  Then we're set up, we're ready to go when the floodgates open.
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  We're going to not only be benefiting from the market change, but we're
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  also going to be benefiting from the relationships that we've built,
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  managed and nurtured along the way.
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  So please like comment, subscribe, share the show, and book a call with me.
• 14:31
  Let's do a calendar audit and let's get you where you need to be.
• 14:34
  Let's go.