Latest / The Real Estate Agent Playbook / The Wolfpack Way: Turning Your Passion Into a Lead Machine | Taylor Bunney

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The Wolfpack Way: Turning Your Passion Into a Lead Machine | Taylor Bunney · The Real Estate Agent Playbook

0:00
what's up guys
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we have another edition of The Wolfpack Way Today
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I have my business partner and good friend
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Taylor Bunny on the episode
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and she has an amazing
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track record of a business
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over the last 10 to 15 years
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in real estate but we're going to dial in on a specific
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piece of her story that I can't wait to share
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because I talk about this so much in the courses
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and all of my content and she has absolutely dialed in
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on
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building an entire business through her Crossfit gym
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she has other lead sources and pillars
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she kind of does it all single mom
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all the things but Taylor
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welcome to the show how you doing today
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hi I'm good
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how are you I'm good what
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um so while you're here
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definitely like comment subscribe
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but we're gonna get right into it
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and Taylor uh
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we're gonna focus really on your Crossfit gym
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and how you've basically taken that from
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something that you do right
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some somewhere you go often
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to an entire business strategy
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from events and all the things
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so tell us a little bit about
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you know how you found that place
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and what kind of your immediate uh
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needs were when you first walked into the Crossfit gym
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versus what they are now yeah
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um so it was kind of funny
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it was during Covid um
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I grew up in the north Denver area right
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so I know a lot of these people already um
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but during Covid gyms were closed
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I did not wanna wear a mask in the gym
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and two of my friends from high school
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who also own a Crossfit gym
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um started just working out in their garage
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so they kept inviting me over to work out
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and I never wanted to try Crossfit
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because it scared the crap out of me
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and um
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finally I was like you know what fine
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I'll do it right
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like they just kept asking me to go
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and I quickly fell in love with it
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and we went from working out in their garage to
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you know gyms reopening
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and just being a part of that community
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that was already built um
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and there are other great
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realtors that do work out in that gym
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but I think
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because it's something I became so passionate about
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it was really easy for me to start marketing myself
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there if that makes sense right now
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I mean I would assume
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because actually
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one of the deals that we did originally
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when we first met
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was somebody within that Crossfit community
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now I don't know if it was just from before
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if it was one of those guys you were working out with
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the owner was it nice
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and so that's um
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that's kind of come full circle
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so you're already in that community
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you're already serving those
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because that was well before 2020
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and you're going there but you're going there
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to work out right
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and talk a little bit about your mindset and
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you know it's definitely not like hey
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I'm going to the gym to get clients
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so tell me a little bit about how
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how you started to become the real estate agent of
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of the gym or the box as they call it
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I think you Crossfit is that right
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I mean yeah
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um well
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like when I got into real estate
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I was doing a lot of open houses
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and I was trying to find different groups of people
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not realtors that I could like
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groups to join where I could get leads right
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and just become like
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the realtor that everybody goes to and
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you know I tried like mom groups when Drake was little
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and that just wasn't really my thing
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um and
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you know when I started at Keller Williams
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we talked about that a lot like where can you go join
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where you can find clients
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and nothing ever stuck out to me and I
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I feel like
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I'd hear horror stories from people who would like
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start doing random things at their church
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but it wasn't something they were passionate about
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or they would join these other volunteer groups
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and they hated what they were doing
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and so of course you're not gonna get clients
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because you're just not excited to be there um
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and then just I mean
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it organically just started to grow
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you know people would talk to me and oh you're
3:59
you're so and so you sold so and so their house right
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or I would show up at random class times
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just because it fit my schedule that way um
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and people would be like hey
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by the way after the class is done
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I had a few questions for you about my HOA
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or about my loan or hey
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you know
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and even people that didn't use me have reached
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you know they've used me as a resource
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and I always tell people like
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it's okay you know
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it's okay if you're not working with me
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I'm so happy to give you advice
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and
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the referrals have just snowballed from those people
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um and sponsoring events there has been huge too right
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because I I already want to be there
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what's it's easy
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and then if I'm bringing in like
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swag or goodie bags for a competition
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I just simply bring in the things that I would want
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right and so
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I mean that's a huge piece of it right
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because the easy you know
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example is church right
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you can see
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the realtors that go to church to build business
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and that typically is not the idea
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it's not all right and people can write your right
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you're you're going to
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you know
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stay in shape to get jacked to do all the things right
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some community all the things
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and then naturally as you kind of build through that
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then people start to reach out right
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everybody loves to ask realtors how the market is right
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that's that's everyone's favorite question
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so obviously as you go and then
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you know you spoke a little bit to this
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the events right
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talk a little bit about that and kind of what that
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that does so you're not
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you know
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I would assume that when you're doing your workouts
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I've seen some of the intensity of those workouts
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um
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you're not talking about real state
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no right
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so it's not like you're going to the gym
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to be that person
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that talks to more people than weights
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they touch
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right so
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tell me a little bit about how that strategy
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has kind of snowballed
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how you've gotten into that partnership
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how you're like oh yeah
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we're gonna sponsor this event
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we're gonna sponsor this event
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and what it looks like when you do
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sponsor those events yeah
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so they do um
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like two big competitions a year
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I sponsored one of them and it's actually the biggest
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um Crossfit competition in the state
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so that's a really good one to get in front of people
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and it's definitely been trial and error as far as
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you know staying in touch with people afterwards
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um
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but the way I look at my events when I do them now is
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I'm not necessarily sponsoring these events
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to get business I'm sponsoring these events simply as a
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thank you for being so loyal to me
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so like the one that we're doing
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it's usually July I think it's September this year
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battle of the boxes
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it's $5,000 to be the premium sponsor
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and I have always been like
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man that's just such an expense
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but then
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when I look back at my business from the previous year
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and I'm like this is the least I can do
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you know and I
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my name is on all the t shirts
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um I have a big banner that hangs
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in the gym that has my name on it
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and I customize that banner
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so it has some Crossfit stuff on it too
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um and it says like
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proud member and sponsor of Crossfit Mob
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and everybody that not everybody
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but typically
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if you do a video of yourself working out in the gym
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it just so happens that my banner is right behind you
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and I can sponsor space right
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and I have had I mean
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I just
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I helped volunteer to competition a few weeks ago
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and I had somebody come up and introduce himself to me
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and he was like I don't know you
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but I feel like I know you
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because your name is on all of my t shirts
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and I was like that's just
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it's funny you know
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and then I also I volunteered
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it was like a 10 hour day
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and I didn't think anything of it
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and then later that later that week
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I had one of the people that competed reach out
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to me
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because he and his wife want to buy their first home
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um and as far as swag goes
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like I make a swag bag for all of the competitors
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and it doesn't have to be expensive
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I mean I'll get on Amazon and buy a bulk of um
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I can post pictures
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I can post links or whatever you wanna see
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but like these mesh bags
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and inside of them I put ibuprofen
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a protein bar
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liquid IV and then just like a print out of who I am
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okay
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and are you the only sponsor that does that
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or is that just an addition to what they get
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when they register
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there's a multitude of things
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yeah there's different sponsors
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I'm the only real estate agent that sponsors
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okay and you mention like the biggest competition
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the state
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have you expanded outside of your specific gym
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with that sponsorship I have not
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not yet all you better
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you guess you just have to run your own competition
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cause the premium sponsors not getting us there
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no but that's uh
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that's really cool
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and I think obviously when you start to think about it
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when you build a business
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there's I mean $5,000
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but it's also a write off um
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for advertising
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all the things for not tax professionals over here
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but um
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there's definitely opportunities for that
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and as you you kind of go like what would you say
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I mean the amount of return on each
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year as you grow because ultimately
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as you're saying you're building a brand right
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you're just making this a part of your brand
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who you are you're there your banners in the pictures
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you're doing the things and so how many I mean
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from Year 1 to now I mean
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it feels like every time we talked it's like
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yep somebody called me from the gym
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they're gonna sell by um you know
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how many transactions you think originally
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you kind of gained from it
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and then now on an annual basis
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what do you what do you think that looks like
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probably 10 a year 10 a year it's pretty good right
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and I think I mean give or take right right
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so we're an average of 10 a year usually by cell right
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and at at that spot I mean
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what's the average price point
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where you're looking hyper local
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700,000 right so the return on investment
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if you do the quick math is it's pretty amazing
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especially as you add up so um
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as we kind of continue and in kind of that mindset um
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and that's that's directly people at the gym right
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are you counting like when someone buys a house
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and then the next week they're like
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hey you need to call Taylor
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and they have nothing to do with the gym
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or is that
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that's just me thinking about the people that are there
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and making and because I want to be there anyway
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right I'm meeting people all of the time
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um
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there's people that come in to watch their kids compete
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or their grandkids or just their friends
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I do a raffle as well
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and we can talk a little bit about that
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um but yeah
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I mean I just
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I meet so many people doing that
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and there have been people that have reached out
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years later
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that I don't even remember seeing their face
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and I've also like I've sponsored that competition
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and then just had my lender stand behind my table
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my raffle table so that I can compete too
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then you go beat them
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so you beat them in the competition
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and then you get business from them
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which once
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once just once perfect
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so um
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and I mean ultimately
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here's the deal it's a hyper local opportunity
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it's somewhere you're going 2
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3 hopefully five times a week
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I don't know how many Crossfit workouts
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supposed to do a week but
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cause clearly I don't that's not my gig
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um but you're there
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you're working out you're present
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I mean when people
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do you mention the raffle
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so we can talk a little bit about that
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when people do you know
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sign up for the raffle
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what's that look like on your follow up
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is it constant you know emails
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do you do a ton of that do you do drip emails
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or what's that look like
11:59
let's talk about the raffle process
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from beginning to end I guess okay
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well you might have
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you might have some pointers for me on this one um
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I have a QR code sign up
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where people have to fill out a form
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and then a few days later
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I'll just go through
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and draw random numbers out of a hat
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and do a video to send out to tell them that they won
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and then they have to meet with me in person
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to pick up their gift
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um I've also done this was a fun one I did
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I can't remember what the prize was
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but it was whoever could get the biggest
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the largest amount of burpees in a minute
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they won a prize and that was fun
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because it drew people over to my table
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not only
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you know to sign up
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but everybody wanted to know what was going on
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I really wants to show off yeah
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and I and I right
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and I wanna do something like that again this year
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but I wanna make it more fun like something
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I haven't thought that up yet
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but right so they do that
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they get the competition
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the in person meeting and then what
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where are those names now Taylor
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one of my seven CRPs
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and what is again
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they do get my newsletter and I'm not gonna lie
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people do unsubscribe not too often
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I think I think my unsubscribe rates pretty low
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but and it's just
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it should be my monthly marketing email
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um it's probably bi monthly
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but it's just like a market update
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and then I do like
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I advertise my Crossfit gym in there
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every few months as well like if they wanna come in for
13:29
if people wanna come in for free classes again
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because I wanna help that business grow
13:34
because they help me right
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so here's the deal it's
13:37
what she's saying is it's not super consistent
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and it's not super spammy
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but she's meeting them in person
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and she's retaining them yeah right
13:45
and 10 deals a year from running a
13:50
you know thing
13:50
and then doing a bimonthly or whatever newsletter
13:54
as she's extremely busy
13:57
because she's serving those 10 people
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but also because
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it's not really about the spammy follow up email
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that's not where people are coming from
14:06
as we kind of progress through this
14:09
it's pretty incredible that
14:10
that amount of production is coming from that
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that relevance and presence at the gym
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and so I think that that's that's pretty cool
14:22
now we're kind of gonna round this off
14:24
but let's finish up with um
14:27
the fact that you mention your lender
14:31
yeah right
14:32
that's one of your industry partners
14:35
but I happen to know you use HVAC people from the gym
14:39
you use photographers
14:41
talk a little bit about that strategy
14:43
and how that's helped grow your business
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outside of just transaction by transaction
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um as far as like sponsorships go
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or just the relationships in general
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and general just relationships from the gym
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um I mean it's
14:56
it's been huge not only for my business
14:58
but my personal life as well
15:00
I think we put a lot of pressure on ourselves
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like a big one is the photography
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um like we go to
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you know a website or we see some
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some big media website
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and we book appointments with them
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and it feels so formal my photographer
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who I adore and I've got a few different media
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people that I do like but like Scott particularly
15:21
he goes to the gym I have a relationship with him
15:24
where we see each other dying on the floor
15:26
and then we also see each other when I'm dressed up
15:28
to do videos and photo shoots
15:29
and it just feels so much more relaxed
15:32
um and we can really just sit there and like
15:35
I'll see him at a Crossfit workout
15:36
and we'll chat for 5 minutes about
15:38
you know hey
15:39
this is something I have in my head
15:41
let's talk about it later
15:41
he'll come back to me with an email later like hey
15:43
just wanted to follow up on everything that
15:45
you said today and to be honest
15:46
half the time I'm like thank God you paid attention
15:48
because I don't know what came out of my mouth
15:51
you know um
15:52
and then you post on social media and it's funny in
15:55
it goes crazy and people love it
15:57
the blue part um
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it just it works and then when it's people you trust
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like I've got a home inspector at my gym that I trust
16:04
I've got an HVAC person flooring person
16:07
um a few different banks or lenders that I work with
16:10
and you just like like I trust them
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like
16:12
I know if I hand my client their contact information
16:16
that they're not gonna get taken advantage of
16:18
and that they're not gonna get ghosted
16:21
because that person has to see me right
16:23
and if you're making that introduction
16:25
you wanna make sure that whatever they're asking for is
16:27
huge yeah
16:29
and as an agent
16:31
certainly a flooring contractor doesn't come into play
16:35
typically in a transaction
16:37
however if someone says
16:39
hey Taylor
16:40
we're thinking about Sonner House in two or three years
16:43
you know do you have a floor contractor
16:45
yeah that guy doing pull UPS right over there
16:47
and then it's more of a family right
16:49
so a community that was already established
16:53
took interest started working out during Covid
16:55
doing those things moved into
16:58
you know starting to go to the gym
17:00
being a member doing that
17:02
moved into sponsorships
17:03
now it's moved into essentially your
17:05
you're a figurehead for that community right right
17:09
so that's that's exactly the case
17:11
and it's blocks away from your house
17:14
it's you know
17:15
local to you
17:16
so unlike me who's driving hundreds of miles a day
17:20
it seems like sometimes you're fairly
17:22
local with that one pillar of your business
17:25
and so that's really a
17:26
testament to kind of your personality
17:29
you're connecting all those things
17:31
and so then it's all the sudden
17:33
you're connecting people that don't even need real
17:35
estate
17:36
and all the sudden everyone needs to talk to you
17:38
every single day you're you know
17:40
you're at the gym about one thing or another
17:42
and I know we we talked a little bit about that
17:44
and some overwhelm that comes um
17:46
from that but it's I mean
17:48
it's a masterful job
17:50
usually that's not different like a normal gym
17:53
but yeah what is overwhelm
17:56
like when you're on a treadmill or a stair supper
17:58
or just walking around and people have
18:01
people don't realize that
18:02
even though we're real estate agents
18:04
and we don't have set schedules
18:06
that we're so busy
18:07
so typically when you and I are walking into a gym
18:10
we have 45 minutes or an hour
18:11
so I think that crossfits just made it like
18:14
you have to be doing this
18:15
and you have to give it everything right now
18:17
but that's going in really quick to being so busy
18:19
that's one thing that I really like about that is
18:21
I'm gonna I'm gonna go there and work out anyway
18:24
I know that we have a certain amount of time
18:26
and that's the same thing for other groups
18:27
depending on what people are interested in
18:28
but if you could you don't have to meet contractors
18:32
coffee and spend an hour of your day doing that
18:34
once a week you
18:35
don't have to meet people to put in your phone
18:37
that you trust
18:38
and give them an hour of your time all the time
18:40
because we don't have time for it
18:41
so you can find those people
18:44
just being
18:45
established in something that you actually care about
18:48
right somewhere where you're already going yeah
18:50
turning something that you already do you
18:52
you wanna work out you wanna stay in shape
18:54
you wanna be healthy
18:55
and you've turned it into a business generating machine
18:59
for very limited costs you know
19:02
especially up front and then you grew it right
19:05
and you became you know
19:07
basically a administrator of a community
19:11
without even kind of knowing it
19:13
and you're already there
19:13
you're working out and you're prospecting right
19:17
I know how it works like hey
19:19
hey Taylor
19:20
I want to talk about real estate
19:21
great call me after text me
19:24
book in my calendar whatever
19:26
it's not like okay
19:27
I need to reach out to this person
19:29
and see if they're interested
19:31
it's I'm already doing this
19:32
I'm already where I'm at and I'm gonna turn it into
19:36
you know a massive pillar business
19:38
so really incredible what you've done
19:40
and thanks for kind of sharing that um information
19:44
now this is not all Taylor does right
19:47
she's she's she
19:49
she grabs that other pillar
19:50
and she goes to build this other community
19:52
in this other community and all the things
19:54
and so um
19:55
it's pretty incredible to watch on social media
19:57
so Taylor where uh
19:58
where can people kind of follow you and
20:01
and just kind of see what your
20:02
what your style is I'm doing um
20:05
they can find me on Instagram at Taylor Bunny b U N
20:08
N E
20:09
y period realtor is my
20:13
my answer yeah
20:13
and we'll link it below but um yeah
20:16
and I guess for any agent that's watching this new
20:19
or looking to
20:21
get into something that is a little more natural
20:23
for them um
20:24
what's kind of the first
20:26
thing that you would suggest that they do
20:28
write down what you do every day for a week
20:32
and figure out where you're spending most of your time
20:34
perfect and then start there
20:37
yeah if anybody needs help with ideas
20:39
or like how they can get involved
20:41
and happy to help too absolutely incredible
20:44
and really cool to see you build your business
20:46
organically there's no paid Zillow lead
20:48
there's no paid anything one of the top producers
20:51
every single year that I've known her um
20:54
and doing it pretty much uh
20:56
solo which is awesome
20:57
so thanks so much for hopping on Taylor and uh
21:01
go follow her and check it out
21:03
cause it's pretty awesome
21:04
and it's 100% the best way to build business
21:07
it is like comment subscribe
21:09
follow Taylor we'll see you next time