Latest / The Real Estate Agent Playbook / No Ads, No Problem: 3 Ways to Grow Your Business Organically

Transcript

No Ads, No Problem: 3 Ways to Grow Your Business Organically · The Real Estate Agent Playbook

• 0:00
  are you tired of paying for leads
• 0:02
  or switching brokerages
• 0:04
  or doing all the things in order to get these
• 0:07
  so called leads well
• 0:08
  the truth is all leads
• 0:10
  are generated from some sort of paid ad source
• 0:13
  and usually involve someone clicking on something and
• 0:16
  you know being taken down a rabbit hole
• 0:18
  so by the time you get them
• 0:19
  they're extremely hard to convert
• 0:21
  it is extremely time consuming
• 0:24
  and truly it's not the best use of your time
• 0:26
  so we're gonna talk about three
• 0:27
  ways that I've organically built my business
• 0:29
  so
• 0:29
  I wanna share with you that if you implement this year
• 0:32
  right away you can have an absolutely amazing year
• 0:35
  so stay tuned
• 0:41
  what's up guys Jeremy Kane
• 0:42
  the real estate agent playbook
• 0:44
  super excited for this coming year
• 0:46
  we're gonna totally revamp the content calendar
• 0:49
  we will have one collaboration every single week
• 0:52
  it'll be available both on YouTube and the podcast
• 0:55
  and then I will have one video
• 0:57
  uh the talking head style video that we've been doing
• 1:00
  that will be related to that collaboration
• 1:02
  as we discuss all things growing your business
• 1:04
  organically scaling your business
• 1:07
  and getting your time freedom back
• 1:09
  as this industry absolutely takes so much of that
• 1:13
  but first we need to absolutely crush it
• 1:14
  and help you have your best year
• 1:17
  your best week your best month you can have
• 1:19
  so if you're interested in that
• 1:21
  and you're new to the channel
• 1:23
  please subscribe below
• 1:24
  share the podcast with your favorite realtor
• 1:27
  but it's all about helping you get a win
• 1:28
  today in the game of real state
• 1:30
  so let's roll okay
• 1:31
  so first and foremost
• 1:33
  we must leverage our social proof
• 1:35
  and this must start with people who know like
• 1:37
  and trust you certainly if you're a new agent
• 1:40
  it's people within your sphere people teachers
• 1:43
  and people that have trusted you
• 1:44
  even go around meeting industry partners
• 1:47
  allowing them to provide testimonials
• 1:49
  and things for you about your character and
• 1:52
  and how you operate the truth is
• 1:54
  most people care that they can have their trust in you
• 1:58
  they know exactly that
• 1:59
  they're going to be taken care of over selling 400
• 2:02
  500 homes like some of us have done
• 2:05
  and so when we start this as a new agent
• 2:08
  the social proof is extremely important right
• 2:11
  going through the trials and tribulations of class
• 2:14
  what are you doing to
• 2:16
  jump head first into this industry
• 2:18
  this is something that you need to capture
• 2:20
  you need to talk to people
• 2:21
  it's best if it's coming from a third party
• 2:23
  so you meet with a lender talk story
• 2:25
  talk about what's going on and then you say hey
• 2:28
  would you mind you know
• 2:29
  doing a testimonial for me on my business page
• 2:31
  just trying to get it going
• 2:33
  character references carry a ton of weight
• 2:35
  and we overlook them because we're so scared
• 2:38
  for people to find out that we're new to the industry
• 2:41
  if you're a seasoned agent
• 2:43
  this is a little bit easier
• 2:45
  not as hard of a task industry partners that you've had
• 2:48
  you should be getting three four
• 2:49
  five testimonials from people every single transaction
• 2:54
  right and obviously
• 2:55
  if it's the same inspector in the same lender
• 2:56
  and so on which we typically get into those
• 2:59
  you know cycles
• 3:00
  that's fine but everybody that comes in the transaction
• 3:03
  ask him to do a quick testimonial for you
• 3:05
  it's not gonna hurt it's gonna build social proof
• 3:08
  there will be professional social proof
• 3:10
  there will be you know
• 3:11
  citizen social proof and client social proof
• 3:14
  and this is how you build an entire platform
• 3:17
  based on what people are searching
• 3:19
  so Zillow reviews Google reviews
• 3:21
  wherever you are finding
• 3:23
  your clients are searching for you
• 3:25
  that's where I would certainly send those reviews
• 3:28
  and it's just a quick ask right
• 3:31
  understand how much income you are generating by those
• 3:35
  referrals that you're sending out
• 3:37
  within a transaction ask those people
• 3:39
  make sure you're taking care of
• 3:40
  great care of your clients
• 3:41
  and provide that social proof to the next client
• 3:45
  people are going to be googling you
• 3:47
  people even
• 3:47
  that
• 3:48
  are getting a referral from their brother or sister
• 3:50
  they Google me and they see the reviews
• 3:52
  and they absolutely you know
• 3:54
  have that next level of trust right
• 3:57
  and so if you can find and provide that social proof
• 4:01
  to your new clients that's the key
• 4:03
  but the secret is past clients
• 4:05
  or past conversations
• 4:07
  or past relationships is where you build this up
• 4:09
  and don't feel like you know
• 4:11
  you can't do it if it's somebody that's maybe renting
• 4:14
  that you're helping out through the conversation
• 4:16
  you don't have to ask for a testimonial
• 4:19
  only at the end of a transaction
• 4:21
  anytime you have an interaction
• 4:22
  when you're first starting out
• 4:24
  especially with those professionals in the industry
• 4:27
  ask them to provide a testimonial for your character
• 4:29
  please don't ask them to lie
• 4:31
  saying they bought 14 houses from you
• 4:33
  or anything like that
• 4:34
  but just a character reference if that's all that it is
• 4:37
  right
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  or what's their experience been like so far or whatever
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  it doesn't have to be you know
• 4:41
  this person's never sold the house
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  but they're amazing
• 4:44
  it's just this person sat down with me
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  had a conversation showed
• 4:49
  you know that they care
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  they're extremely knowledgeable
• 4:52
  and when I'm ready to buy a house
• 4:53
  I will certainly use Jeremy or whoever it is
• 4:56
  very simple stuff that you can do
• 4:59
  now
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  people always ask me what platforms to collect these on
• 5:02
  it's pretty simple
• 5:02
  it's the ones that people are going to
• 5:04
  the ones that you're utilizing
• 5:06
  I utilize my Facebook page
• 5:07
  I utilize my Google Business page
• 5:10
  whatever you you know
• 5:11
  kind of utilize that's great
• 5:13
  keep in mind what the consumer might be searching
• 5:16
  Google's pretty uh
• 5:17
  pretty fair place to start
• 5:19
  if you ask me the Google
• 5:21
  my business setup is a little bit
• 5:23
  you know Cumber some get through it
• 5:26
  continue trying continue pushing
• 5:28
  because once you have that profile set up
• 5:30
  it's an absolute game changer
• 5:32
  and then next utilize those social areas
• 5:35
  to demonstrate your knowledge of the industry right
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  first time home buyer tips
• 5:39
  all of these things granted
• 5:41
  that gets a little bit boring
• 5:42
  I know people that just
• 5:44
  every time they're out doing a real state task
• 5:46
  they just take a quick video
• 5:47
  a quick scans and this is what I'm doing today
• 5:49
  showing people that you're working
• 5:51
  reminding them that you're in the industry
• 5:53
  social media is the new snail mail right
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  so if you're staying top of mind
• 5:56
  and you're popping up in the feed
• 5:58
  doing something
• 5:58
  that's not just the same thing every single day
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  they will start to correlate that
• 6:03
  then they'll kind of see your journey
• 6:04
  they'll follow your journey
• 6:05
  they'll see your success
• 6:07
  and they'll be completely locked in
• 6:08
  and when the time comes or when somebody says hey
• 6:11
  do you know a real estate agent
• 6:12
  you will be top of mind
• 6:13
  and they will absolutely reciprocate
• 6:17
  um for you providing all of that value
• 6:19
  the educational content
• 6:20
  and the social content that you're putting up
• 6:22
  and the bottom line is
• 6:23
  the more people see the social proof
• 6:26
  the more they'll immediately trust you
• 6:28
  I'm a huge proponent of video
• 6:29
  as you know
• 6:30
  this helps me a ton in my production business
• 6:33
  because they see my knowledge
• 6:36
  they see my face
• 6:37
  they feel like I'm talking to them through this camera
• 6:40
  just like you feel like right now
• 6:42
  and this really helps solidify the relationship
• 6:45
  if videos not your thing at least the educational value
• 6:48
  creating valuable shareable content is absolutely huge
• 6:52
  because they will start to build trust for you
• 6:55
  maybe even before they reach out
• 6:57
  super important
• 6:59
  next I would say consistency is key
• 7:01
  find your niche right
• 7:04
  when I started doing video in 2020
• 7:07
  after seven years in the industry
• 7:08
  it was super uncomfortable
• 7:10
  but I started why Invest Wednesday
• 7:11
  I go live every single Wednesday
• 7:14
  talk about something within the market
• 7:15
  I was extremely knowledgeable about the market
• 7:18
  because I utilize my industry partners to learn
• 7:20
  exactly why the market wasn't crashing
• 7:22
  why we are on this continued up tick
• 7:24
  then you know education
• 7:26
  providing education
• 7:27
  what had I done while I bought a house when I was 19
• 7:30
  and I started with why Invest Wednesday
• 7:32
  that's why it's called that
• 7:33
  cause I was gonna help people do what I did
• 7:35
  why did I invest in a home at 19
• 7:37
  and what did it mean for me as I was 35
• 7:39
  40 years old
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  is absolutely powerful cause I've been there however
• 7:44
  some people don't have that story
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  they don't have the luxury of buying their first house
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  when they were 19 but you can absolutely
• 7:50
  find a place or a time where you are
• 7:53
  even if you're renting right
• 7:55
  this is you know why renting doesn't work
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  this is where I'm at this is what I'm doing
• 8:00
  this is my plan
• 8:01
  who wants to come along for the journey with me
• 8:03
  who wants to you know
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  make sure that they're in a home in two years
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  like why not build that talk about your journey
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  be honest and upfront
• 8:11
  because just because you're running a house
• 8:12
  doesn't mean you don't know how to represent someone
• 8:14
  that is ready to buy a house
• 8:15
  but there's a lot of people just like you
• 8:18
  that you can help push forward
• 8:20
  we are most you know
• 8:22
  qualified to help the person we were three years ago
• 8:25
  so if you're thinking about it as a renter
• 8:28
  you're most qualified to help the person
• 8:29
  that you were three years ago
• 8:31
  if you build that strategy out
• 8:33
  and you build all that content
• 8:34
  people start to buy in and follow along and journey
• 8:37
  and then two years you buy a house
• 8:39
  well
• 8:39
  then you're you're able to help yourself two years ago
• 8:42
  right then get to where you have gotten to
• 8:44
  and so that's super important to kind of do that
• 8:47
  but it's important to be consistent right
• 8:49
  it's it's not just you know
• 8:51
  I see realtors do this a lot
• 8:52
  they their confidence levels low
• 8:54
  so they're like oh
• 8:55
  I wanna focus on first time homebuyers
• 8:57
  but then you know year in year out
• 8:59
  maybe they get a couple sales under the belt
• 9:01
  they're like
• 9:01
  I don't wanna help first time home buyers anymore
• 9:03
  I don't think that's the right strategy in fact
• 9:05
  my favorite after 500 deals in
• 9:08
  is helping those first time home buyers
• 9:10
  go through the process why is that
• 9:13
  because first time homebuyers become
• 9:14
  first time home sellers and second time homebuyers
• 9:17
  where you get two 2 commission checks right there
• 9:19
  so whatever you do just be consistent right
• 9:23
  and continue to you know advance and continue to help
• 9:26
  but don't forget where you came from
• 9:28
  because that content strategy will be a lucrative
• 9:32
  referral building generation
• 9:34
  lead generation machine as you go
• 9:36
  if you stay consistent
• 9:38
  consistency is the key start with
• 9:40
  you know things that you understand
• 9:42
  places where you're at and just build on it right
• 9:44
  if you're consistent here
• 9:46
  you can add another platform
• 9:47
  you can add another lead generation system
• 9:49
  but above all else
• 9:51
  be consistent if you're going to post
• 9:54
  you know market update every month
• 9:55
  do it every month on the same day
• 9:57
  if you're gonna go live every week
• 9:58
  do it on you know
• 10:00
  the same day every single week
• 10:02
  develop consistency so your audience starts to
• 10:04
  understand where you're going to be
• 10:06
  and you know now if they're like
• 10:08
  oh it's Wednesday
• 10:08
  Jeremy's gonna have his video out today
• 10:10
  and they start to look for it right
• 10:12
  and they watch it
• 10:13
  and they engage and they do all the things so
• 10:17
  above all else start somewhere
• 10:19
  doesn't have to be a full blown marketing plan
• 10:22
  but just start somewhere
• 10:23
  be consistent and give it a chance to bear fruit
• 10:26
  instead of so many agents
• 10:27
  they're like okay
• 10:28
  I wanna start with new home tours
• 10:30
  you do three new home tours on YouTube
• 10:32
  you don't get any traction and you're like
• 10:33
  it's out the window well
• 10:35
  that fourth home tour might have been
• 10:36
  the one that goes viral you never know
• 10:38
  so be consistent you know
• 10:41
  stick to the process
• 10:42
  build the process out in a way that is
• 10:45
  you know
• 10:45
  meaningful to you so that you're part of the story
• 10:48
  right you're part of it
• 10:49
  and you can help people do exactly what you were
• 10:52
  you know
• 10:53
  what you did along the process and have that documented
• 10:57
  and then you can rinse and repeat
• 10:58
  how amazing is that if you get to that point
• 11:01
  you be like hey
• 11:01
  I was here and they're like
• 11:02
  oh no you weren't
• 11:03
  you have four houses be like
• 11:04
  no I was
• 11:06
  because I don't have content
• 11:07
  because I wasn't even gonna be in real state
• 11:09
  YouTube wasn't a thing when I was 19
• 11:11
  well maybe it was
• 11:12
  I don't know but I don't have that
• 11:15
  you know social proof
• 11:16
  so you watching this video
• 11:18
  take us along on your journey
• 11:20
  tell us your story and be upfront and honest about it
• 11:23
  and that's the best way
• 11:24
  because authenticity is the No. 1 way
• 11:27
  people are gonna connect with you
• 11:28
  so build a plan start somewhere
• 11:31
  be consistent be relentlessly consistent
• 11:34
  and then
• 11:35
  once you feel like you're gaining momentum there
• 11:37
  maybe you can add another thing
• 11:38
  but continue to be consistent on the first thing
• 11:41
  what will consistency do
• 11:42
  your audience will see you as a go to expert
• 11:45
  in all things and they will constantly
• 11:48
  you know continue to ask you questions and engage
• 11:50
  and you can reach out to them and you can engage back
• 11:53
  and you can start DMS and start asking them questions
• 11:56
  and see how you can be of assistance to them
• 11:58
  and all the things and that's where it explodes
• 12:01
  I recently was able to go to the Rose Bowl and my dad
• 12:03
  unfortunately got sick and couldn't make it
• 12:06
  but the last piece of this is absolutely huge
• 12:09
  you must network intentionally
• 12:11
  when I was at the Rose Bowl
• 12:13
  I was in Burbank California on New Year's Eve by myself
• 12:16
  I had my scarlet and grey cause I'm a huge Buckeyes fan
• 12:20
  and I was able to you know
• 12:22
  go to a bar go to dinner
• 12:23
  hang out I did see a couple of my real estate friends
• 12:26
  shout out to Shank Carvallo
• 12:27
  if you're in the Bay Area in San Francisco
• 12:31
  please you know
• 12:32
  reach out to me I would love to
• 12:33
  you know connect you with Shane
• 12:34
  he's an amazing agent out there
• 12:36
  but I I met with some people that I knew Shane so on
• 12:39
  we had lunch he had dinner plans
• 12:41
  so he went so I was in Burbank
• 12:42
  California all by myself right
• 12:45
  I put on my Buckeye stuff
• 12:46
  I tried to find as many Buckeyes fans as I could
• 12:49
  but in the process just within the process
• 12:51
  I probably met 30 or 40 people individually um
• 12:56
  but within that
• 12:57
  I met a developer who's right here in Lakewood who has
• 13:00
  you know
• 13:01
  development projects going on and houses to sell
• 13:04
  and then uh
• 13:05
  then later that night I was
• 13:07
  I was at the hotel bar and I met this uh
• 13:10
  football coach from Pennsylvania
• 13:12
  well
• 13:12
  his cousin happened to be the chief organizing officer
• 13:15
  the financial officer for the Rose Bowl
• 13:17
  someone that was involved in planning and fundraising
• 13:19
  and you know
• 13:20
  the financial side of the Rose Bowl game itself
• 13:23
  I was able to meet that gentleman while I was out there
• 13:26
  right I tell people that story and I like
• 13:28
  of course you did Jeremy
• 13:29
  you just network your way through every
• 13:31
  you know awkward situation
• 13:33
  great situation and networking as an agent is huge
• 13:37
  right because if you can connect people to people
• 13:41
  I spend the majority of my day
• 13:43
  connecting people
• 13:44
  who aren't even involved in a real state transaction
• 13:46
  to other people
• 13:47
  who need something other than real estate right
• 13:50
  I do this because I'm in conversations
• 13:52
  I'm talking to people I'm networking
• 13:54
  but then right
• 13:54
  when they say that they need something that I know
• 13:57
  you know I have a resource for
• 13:59
  if I can make that connection to them right away
• 14:02
  on the spot
• 14:03
  not only does the person that I'm referring
• 14:05
  take notice and start to think okay
• 14:08
  Jeremy real estate you know
• 14:09
  when I hear the word real estate
• 14:10
  I'm just gonna make a connection to Jeremy right
• 14:13
  but the person that is in need of the help
• 14:16
  I'm connecting them to someone that can help them out
• 14:19
  and they absolutely take heat of that
• 14:21
  and they notice that and when they need real estate
• 14:23
  they're gonna come to me
• 14:24
  or when they need something around
• 14:26
  surrounding real estate they're coming to me
• 14:27
  but also everybody that they talk to
• 14:29
  and that they network along their journey
• 14:31
  they're also gonna be like oh
• 14:32
  you need real estate well
• 14:33
  Jeremy connected me to someone that you know
• 14:35
  place my my dad and you know
• 14:38
  old folks home
• 14:38
  and really helped us with financial side
• 14:40
  because right when I said that
• 14:41
  he connected me to Carrie
• 14:43
  and she absolutely crushed it right
• 14:45
  so networking is an art but intentionally networking
• 14:48
  helping other people find connections to a resource
• 14:51
  and turn helping that resource build their business
• 14:55
  is an unreplaceable skill that you need to have
• 14:58
  as an agent that makes it 100% more fulfilling right
• 15:03
  if I have people that are like
• 15:04
  Jeremy Carey
• 15:05
  save me so much time and energy and all this
• 15:08
  like that's a feeling to me
• 15:09
  I'm actually helping people
• 15:10
  the reason that we get in this business is to help
• 15:12
  people not to help people buy and sell
• 15:14
  homes or help people build wealth
• 15:16
  I wanna help people any way I can
• 15:19
  because I know in the givers game
• 15:21
  that's coming back to me and so that's a strategy
• 15:24
  in networking is absolutely the key
• 15:27
  so I tell new agents meet as many industry
• 15:30
  and community partners as you can
• 15:32
  and go out there
• 15:32
  and make as many connections as you possibly can
• 15:35
  if you get the chance to make a connection between a
• 15:37
  B and C out here in your a
• 15:39
  make that B and C connection all day
• 15:41
  and it'll absolutely come back to your business
• 15:44
  so as you connect all it does is expand your reach
• 15:47
  all it does is you know give people opportunities
• 15:50
  if you're consistent on the social media
• 15:52
  they say hey check out Jeremy's content or you know
• 15:55
  maybe
• 15:55
  you're even making the connections on social media
• 15:57
  this just helps you build
• 15:59
  a brand that everybody wants to talk about
• 16:02
  and everybody wants to refer to
• 16:04
  and as you know
• 16:06
  as an agent who works almost 100% by referrals
• 16:10
  from agents from colleagues
• 16:12
  from friends from people I've known since high school
• 16:14
  parents all the things
• 16:15
  this is the key
• 16:16
  is networking and being a resource to others
• 16:20
  so there you have it a pretty simple strategy
• 16:22
  you do have to get out and have conversations
• 16:24
  even if you're an introvert
• 16:25
  you can have one to one conversations
• 16:27
  you don't need to have you know
• 16:28
  group conversations and if you know
• 16:30
  being in LA on the night
• 16:32
  on New Year's Eve is completely scary to you
• 16:35
  you don't have to go to those you know extremes
• 16:38
  but connecting people is the key right
• 16:40
  so start with leveraging your social proof
• 16:43
  get those you know testimonials
• 16:45
  uh get that
• 16:46
  you know feedback provide that education
• 16:48
  be relentlessly consistent
• 16:50
  and all that you do
• 16:51
  and your conversations and all that you say
• 16:54
  if you say you're gonna do something
• 16:55
  please do it and then network intentionally
• 16:58
  and make those connections on the periphery
• 17:00
  because those connections will absolutely provide you
• 17:03
  two different points of contact
• 17:05
  to their entire sphere of influence
• 17:07
  so this is something that's absolutely key
• 17:09
  if you would like to talk about it
• 17:10
  you have a realtor game plan call below
• 17:13
  I will be relaunching my course here
• 17:15
  come the end of February
• 17:17
  and I can't wait to share that with you
• 17:18
  if you're interested in chatting more
• 17:20
  please comment below reach out on IG
• 17:23
  the re agent playbook I'm always here to help
• 17:25
  and would love to help you
• 17:26
  get a win today in the game of real estate
• 17:28
  share the podcast
• 17:29
  like the YouTube video and we'll see you next time