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Why Agents DO NOT Need A New Lead Source · Massive Agent Podcast

• 0:00
  SPEAKER_00: Most agents do not have a lead gen problem.
• 0:02
  SPEAKER_00: They have an awareness problem.
• 0:04
  SPEAKER_00: Okay.
• 0:04
  SPEAKER_00: You're out here chasing new lead sources when the gold mine is actually already in your business.
• 0:10
  SPEAKER_00: Before you throw more money at ads or some shiny new lead platform or whatever, let's talk about why the smartest move that you could make right now is actually doubling down on what's working in your business.
• 0:21
  SPEAKER_00: And here's how to find out exactly what that is.
• 0:24
  SPEAKER_01: The Massive Agent Podcast.
• 0:27
  SPEAKER_01: We lead generation tips and strategies to give you more leads and sell more homes.
• 0:32
  SPEAKER_00: I love to buy houses.
• 0:33
  SPEAKER_00: I like to sell houses.
• 0:35
  SPEAKER_01: Takes brass balls to sell it.
• 0:37
  SPEAKER_01: Wait a minute.
• 0:39
  SPEAKER_01: Leads a week.
• 0:40
  SPEAKER_01: You're a week.
• 0:41
  SPEAKER_01: I've had better.
• 0:43
  SPEAKER_01: Oh, have I got your attention now?
• 0:46
  SPEAKER_01: Here's your host, Dustin Brome.
• 0:50
  SPEAKER_00: What is up, guys?
• 0:51
  SPEAKER_00: Welcome to episode 381 of the Massive Agent Podcast.
• 0:55
  SPEAKER_00: I am your host, Dustin Brome, here in Salt Lake City, Utah.
• 0:59
  SPEAKER_00: And I've got a short and sweet episode for you that uh I mean, I'm saying something that you you may be like, what the hell?
• 1:06
  SPEAKER_00: You don't need another lead source.
• 1:09
  SPEAKER_00: 98% of agents do not need another lead source.
• 1:13
  SPEAKER_00: You already have lead sources that work great, but you don't know that they're working.
• 1:18
  SPEAKER_00: So we're gonna fix that today.
• 1:19
  SPEAKER_00: Okay, you have an awareness problem.
• 1:21
  SPEAKER_00: You don't need more strategies, you don't need more stuff to spread yourself thin.
• 1:25
  SPEAKER_00: You need more awareness around what's working.
• 1:28
  SPEAKER_00: So let's figure out what is working right now inside your business.
• 1:33
  SPEAKER_00: I want you to focus on this concept of doubling down on what's working.
• 1:37
  SPEAKER_00: Okay, so if you don't know what that is yet, fine, I'm gonna show you exactly how to find it and how to figure it out.
• 1:42
  SPEAKER_00: But doubling down on what's working is infinitely better than adding something else that I mean, maybe it works, but you don't need 17 things that work.
• 1:51
  SPEAKER_00: You need one or two or three.
• 1:53
  SPEAKER_00: So if think of this, if 70% of your business came from referrals or repeat clients, then why are you spending 70% of your time and your your marketing spend and your budget on Zillow?
• 2:07
  SPEAKER_00: Well, like I don't understand why people do that when the sure the Zillow leads may be working, but only 30% of your income is coming from that.
• 2:17
  SPEAKER_00: So you have to have some awareness of where your money is coming from.
• 2:21
  SPEAKER_00: So stop, please, stop chasing chasing the shiny new object, the new lead source, the new platform, the new, the new fancy ad when you already have some you already have proven lead sources inside your business.
• 2:36
  SPEAKER_00: How do I know?
• 2:37
  SPEAKER_00: Well, have you ever sold a house before?
• 2:39
  SPEAKER_00: If you've sold the house before, look back at your last five or ten closings.
• 2:44
  SPEAKER_00: Where did they come from?
• 2:47
  SPEAKER_00: This is simple.
• 2:48
  SPEAKER_00: Where did your last 10 deals come from?
• 2:50
  SPEAKER_00: Like seriously, I want you to do homework.
• 2:52
  SPEAKER_00: I want you to write down where your last 10 deals come from.
• 2:56
  SPEAKER_00: Oh, the Smiths family and the Johnson's and the Williams, like they came from here, and this is a referral or this was a lead.
• 3:02
  SPEAKER_00: Where did they come from?
• 3:03
  SPEAKER_00: When you have it all written down, you can see the trends.
• 3:06
  SPEAKER_00: Maybe a couple of them were for online leads or social media, some of them were referrals.
• 3:10
  SPEAKER_00: But if you see that that six or seven out of ten are coming from referrals, then don't you think it makes more sense to work on getting more referrals?
• 3:19
  SPEAKER_00: That's working for you.
• 3:20
  SPEAKER_00: So how can you then get more of them?
• 3:23
  SPEAKER_00: Double down on what's already working.
• 3:24
  SPEAKER_00: Let's talk about those referrals because most of the time, even though I work with a lot of agents that get a ton of business from social, they get business from ads, they have other lead sources.
• 3:35
  SPEAKER_00: Referrals and your sphere of influence is still number one for most people.
• 3:40
  SPEAKER_00: For the vast majority of agents, your SOI, your sphere of influence, and the referrals you get from them are number one.
• 3:48
  SPEAKER_00: So that's great.
• 3:49
  SPEAKER_00: Referrals are the highest ROI lead that you can get.
• 3:53
  SPEAKER_00: That the highest ROI you get is from referrals because you're not paying for them.
• 3:58
  SPEAKER_00: So referral-based business doesn't just happen, unfortunately.
• 4:01
  SPEAKER_00: It doesn't just like appear and uh you know, you have to make it happen.
• 4:07
  SPEAKER_00: So the referrals that you've gotten in the past, you did something to cultivate them, to cause them to happen.
• 4:13
  SPEAKER_00: Okay, so referral-based business doesn't just happen.
• 4:16
  SPEAKER_00: You have to build systems and c you have to build the systems that cultivate referrals, client events, even boring stuff like handwritten cards.
• 4:25
  SPEAKER_00: I mean, that stuff's powerful and it works.
• 4:28
  SPEAKER_00: Personal follow-up, VIP programs.
• 4:32
  SPEAKER_00: I mean, if you if you just make it a point, make a decision to make referral generation.
• 4:38
  SPEAKER_00: Not lead generation's great.
• 4:41
  SPEAKER_00: We're gonna do that.
• 4:42
  SPEAKER_00: But referral generation should be one of your goals as well.
• 4:47
  SPEAKER_00: If you can make, if you could be intentional about making referral generation a part of your marketing strategy, then and you've already shown in the past that you're getting a bunch of your deals from referrals.
• 4:57
  SPEAKER_00: I already know you are because most agents are.
• 5:00
  SPEAKER_00: Doesn't it make sense to spend a lot more time doing the things that's gonna get you referrals?
• 5:04
  SPEAKER_00: And by the way, putting out consistent content on social media, especially the personal stuff, like in your stories, that the people that you already know who already follow you, they already like you, your your clients that you've transacted uh, excuse me, your clients that you've transacted with in the past, you're you're friends with them on Facebook, they follow you on Instagram, you follow them back.
• 5:24
  SPEAKER_00: And when you put out content, they see it.
• 5:27
  SPEAKER_00: And if it's good stuff and it's building your authority and you're teaching them stuff, that's that's cultivating referrals behind the scenes because they see it and they're like, oh, you know what?
• 5:35
  SPEAKER_00: Yep, I just remembered about Jennifer.
• 5:37
  SPEAKER_00: She did it great for us a year and a half ago when she listed our house.
• 5:40
  SPEAKER_00: Oh, uh, my cousin, they need to sell their house.
• 5:43
  SPEAKER_00: I'm gonna I'm gonna hook them up.
• 5:45
  SPEAKER_00: It's because they saw your content and then they were reminded that you exist.
• 5:49
  SPEAKER_00: So social works to to cultivate referrals.
• 5:56
  SPEAKER_00: So does the other stuff, the client events, the VIP stuff.
• 6:00
  SPEAKER_00: So I want you to think about this.
• 6:02
  SPEAKER_00: Your time and dollars are limited.
• 6:04
  SPEAKER_00: So doesn't it make sense to spend them where your best deals come from?
• 6:09
  SPEAKER_00: Yes.
• 6:10
  SPEAKER_00: Okay, spoiler alert.
• 6:12
  SPEAKER_00: The answer is yes.
• 6:12
  SPEAKER_00: Yeah, the correct answer is yes here.
• 6:14
  SPEAKER_00: So it doesn't make any sense to be spreading yourself thir thin across eight or ten or twelve different lead sources, and each one's like maybe producing a couple here or there.
• 6:25
  SPEAKER_00: That makes no sense.
• 6:27
  SPEAKER_00: Focus breeds freedom, and efficiency comes from saying no to things that don't produce great results.
• 6:36
  SPEAKER_00: So think about what what it like what in your business are you spending way more money or effort on that's really not producing for you, and then what are you not spending nearly as much time and effort doing and and money doing that you should?
• 6:52
  SPEAKER_00: Efficiency comes from saying no to the things that don't produce produce results, which frees up your time and your money and your effort and your focus on the stuff that does move the needle.
• 7:03
  SPEAKER_00: This is why I say you don't need another lead source, you need to focus on the lead sources that are already freaking working.
• 7:10
  SPEAKER_00: And I know this is as agents, sometimes we need someone to shake us.
• 7:14
  SPEAKER_00: And so this is me shaking you, uh saying, like, stop, stop seeking the platform, the lead source, the referral program, like stop it.
• 7:23
  SPEAKER_00: What's already working?
• 7:25
  SPEAKER_00: How can we pour gas on the fire?
• 7:27
  SPEAKER_00: How can we take the fire that's already burning and turn it into a freaking bonfire?
• 7:31
  SPEAKER_00: And it's not by throwing 75 other things at it, okay?
• 7:36
  SPEAKER_00: Systemize what's working so that it works without you.
• 7:39
  SPEAKER_00: So once you know what's working inside your business, what where are the deals coming from, what's working, where is the where's the real ROI happening in your marketing efforts?
• 7:50
  SPEAKER_00: Then you can build a workflow around it.
• 7:52
  SPEAKER_00: Okay, so you can use your CRM to track referrals, for example, uh, and the source of those referrals, like what cultivated them, like what was that ignition point for the referral?
• 8:02
  SPEAKER_00: You can automate follow-ups, you can hire someone to help manage your client care program.
• 8:07
  SPEAKER_00: You look, scaling comes from repeatability and not just randomness.
• 8:13
  SPEAKER_00: I'll say that again.
• 8:14
  SPEAKER_00: Scaling comes from repeatability and not randomness.
• 8:16
  SPEAKER_00: And so often when we're we're always seeking some new thing and some new tool and some new uh program or this to join or that that new program to pay monthly for, you're realizing that you're spreading yourself all over the damn place when if you just took all that money on all that new stuff and just put it on uh client appreciation events, for example.
• 8:41
  SPEAKER_00: And and look, and I'm not saying that that is the solution for you, but for some of you it is.
• 8:45
  SPEAKER_00: You just have to be aware enough to know, like, I I'm not in your business.
• 8:49
  SPEAKER_00: So you have to you have to be self-aware enough to notice if that's what moves the needle for you.
• 8:55
  SPEAKER_00: If client appreciation events move the needle, why wouldn't you do more of them?
• 9:00
  SPEAKER_00: Why wouldn't you make them bigger and more often?
• 9:02
  SPEAKER_00: Right?
• 9:03
  SPEAKER_00: It makes so much sense.
• 9:04
  SPEAKER_00: But yet we're like, well, I need to use this, and I hear about this program over here, and what about this CRM that has that push button thing to get leads and blah, blah, blah.
• 9:11
  SPEAKER_00: I love that stuff too.
• 9:14
  SPEAKER_00: But what I love more is sales and income and revenue.
• 9:19
  SPEAKER_00: That's what matters more.
• 9:20
  SPEAKER_00: So if you if you just double down on the shit that's working first, I'm not saying you should never venture out into new new lead sources.
• 9:28
  SPEAKER_00: I'm not saying never.
• 9:29
  SPEAKER_00: I just mean right now.
• 9:30
  SPEAKER_00: You don't need something extra.
• 9:33
  SPEAKER_00: So the goal is not just more deals, it's repeatable deals with less effort.
• 9:39
  SPEAKER_00: You know, I'm big on leverage.
• 9:41
  SPEAKER_00: I love teaching agents how to build leverage, to bake leverage into your business, into your into your daily work.
• 9:50
  SPEAKER_00: Leverage this is why I love social media content so much.
• 9:53
  SPEAKER_00: You could spend five minutes doing a video, and that same that five minutes you spent, you could reach 40 people with the video or 40,000 or 400,000.
• 10:03
  SPEAKER_00: Like that's extreme leverage.
• 10:04
  SPEAKER_00: This it took five minutes and it could potentially reach tens of thousands or hundreds of thousands of the right people, potentially.
• 10:11
  SPEAKER_00: That's leverage.
• 10:12
  SPEAKER_00: Uh so you can do that also in your marketing and uh and just what you're spending your your money on to cultivate business.
• 10:21
  SPEAKER_00: The goal is not just more deals, it's repeatable deals with less effort.
• 10:24
  SPEAKER_00: So you're building a business, you're not chasing uh you're not you're not chasing uh check after check.
• 10:32
  SPEAKER_00: Okay.
• 10:33
  SPEAKER_00: Yes, you may be able to get a deal here and a deal there, but you want if you could get them all from one source and just have that have that like fire hose just like just coming like crazy.
• 10:44
  SPEAKER_00: Uh that sounded weird, but you know what I mean.
• 10:46
  SPEAKER_00: The fire hose of deals is just coming from all one source.
• 10:50
  SPEAKER_00: That's better than a bunch of little teeny hoses, you know, sprinkling a little a little bit of water.
• 10:56
  SPEAKER_00: You want the one big freaking fire hose, or and then get that dialed in, and then you can work on the second one, okay?
• 11:01
  SPEAKER_00: I'm not saying that you can only do one ever for the rest of your career.
• 11:06
  SPEAKER_00: Just focus until you dial it in.
• 11:10
  SPEAKER_00: The mind look, this mindset shift changes everything.
• 11:14
  SPEAKER_00: When you I want you to think effortless scalability, okay, not this hustle-fueled chaos crap that that so many agents are obsessed with, the shiny object, like, oh, I need this, or I heard I heard this thing works for some people, so I'm gonna do that, and I'm gonna pay$150 a month.
• 11:32
  SPEAKER_00: And this this thing over here is$3,500 a month, and it works for so-and-so, so I'm gonna do that too.
• 11:36
  SPEAKER_00: And I heard that that if I do letters and then door knocking, and then and pretty soon you're just spread too thin.
• 11:44
  SPEAKER_00: And deals are trickling in because that's the way that that's supposed to work when you're spread so thin.
• 11:52
  SPEAKER_00: You do not need another lead source, you need to pour gas on the fire that you already have burning.
• 12:00
  SPEAKER_00: But it starts with being aware enough to even aware enough to notice the fire.
• 12:06
  SPEAKER_00: You have to look inside at what's working.
• 12:09
  SPEAKER_00: So I challenge you.
• 12:10
  SPEAKER_00: This is your homework.
• 12:11
  SPEAKER_00: Go write down or look at the last 10 to 15 deals that you've closed.
• 12:16
  SPEAKER_00: Hey, let's just do 10.
• 12:17
  SPEAKER_00: Let's make it a nice 10.
• 12:19
  SPEAKER_00: The last 10 deals you closed, where did they come from?
• 12:24
  SPEAKER_00: So it just literally write down uh the last, like, here's the last 10 deals.
• 12:28
  SPEAKER_00: So print them off, and then it's right out next to it, where the hell they came from.
• 12:32
  SPEAKER_00: Did they find you on social?
• 12:33
  SPEAKER_00: Was it a referral from a from a past client?
• 12:36
  SPEAKER_00: You know, you know what I mean by past.
• 12:37
  SPEAKER_00: I I hate the term past client because it it makes it sound like they're no longer a client.
• 12:42
  SPEAKER_00: Someone that you sold a house to previously, right?
• 12:45
  SPEAKER_00: They're a client for life, but you get my point.
• 12:48
  SPEAKER_00: Did they come from that?
• 12:49
  SPEAKER_00: Uh was it an online lead?
• 12:51
  SPEAKER_00: Was it a zill?
• 12:52
  SPEAKER_00: Like, where did they come from?
• 12:54
  SPEAKER_00: And once you list all 10, you're gonna notice there's some things in common.
• 12:58
  SPEAKER_00: Well, what's the overwhelming trend?
• 13:00
  SPEAKER_00: Wherever whatever that overwhelming trend is, that's where you should spend more time and more money.
• 13:06
  SPEAKER_00: That's it.
• 13:07
  SPEAKER_00: This is not rocket science.
• 13:09
  SPEAKER_00: So before you go add something new, because you heard it works really well for so-and-so, because so-and-so gets 60 leads a week doing X, Y, or Z, and I'm not doubting they do.
• 13:19
  SPEAKER_00: That's fantastic.
• 13:22
  SPEAKER_00: Just go look at what's working for you, pour gas on it.
• 13:26
  SPEAKER_00: You already have a fire burning.
• 13:27
  SPEAKER_00: If you're selling houses, you have a fire burning.
• 13:30
  SPEAKER_00: Find out what's fueling it and pour more of that on it.
• 13:34
  SPEAKER_00: Simple as that.
• 13:36
  SPEAKER_00: You do not need another lead source, you need focus, and you need awareness.
• 13:41
  SPEAKER_00: That's it.
• 13:42
  SPEAKER_00: I don't I don't even know what else to say.
• 13:44
  SPEAKER_00: So, wrapping it up for the week.
• 13:46
  SPEAKER_00: Uh gotta give a shout out to our partners, Keeping Current Matters.
• 13:49
  SPEAKER_00: Be the advisor that your clients trust with Keeping Current Matters.
• 13:53
  SPEAKER_00: KCM gives you easy to understand market insights, ready to share graphics, scripts to keep you looking like a pro, to keep you knowledgeable and looking and acting like an actual advisor, which is like that's why people would hire you in the first place, is because you're you're giving them good advice that they're not getting elsewhere.
• 14:12
  SPEAKER_00: You can try KCM for free right now over at trykm.com slash BAM.
• 14:19
  SPEAKER_00: And speaking of BAM, level up your business with BAMX courses masterminds, uh, an incredible network of ambitious agents pushing you higher.
• 14:28
  SPEAKER_00: They just moved their entire platform over onto school.
• 14:31
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• 14:36
  SPEAKER_00: They have they have scripts that they come out with new scripts and business plans and post ideas um all the time on a regular basis.
• 14:45
  SPEAKER_00: The the last drop that I saw in the BAMX platform on school, I was like, okay, that's some really good shit.
• 14:50
  SPEAKER_00: So go check it out.
• 14:51
  SPEAKER_00: Massive agentssociety.com slash BAMX.
• 14:55
  SPEAKER_00: If you're if you're not regularly using BAM, not just on social, but now BAM.com as your source of information, I don't know what you're doing.
• 15:06
  SPEAKER_00: I I think BAM is the greatest, most powerful media company in real estate.
• 15:11
  SPEAKER_00: It is by far the most powerful media company in real estate.
• 15:14
  SPEAKER_00: I am partners with them for a reason, and I'm a big believer in in BAM.
• 15:19
  SPEAKER_00: Whenever I'm looking for, like if I wanted if I if I want to know what's happening in the industry, what's happening in marketing, and I want to do like a green screen video, I always my first stop is nowbam.com to see what's going on.
• 15:32
  SPEAKER_00: Incredible.
• 15:32
  SPEAKER_00: Thank you, BAM.
• 15:33
  SPEAKER_00: Thank you, keeping Current Matters for supporting the show.
• 15:36
  SPEAKER_00: I will see you next week with another great episode.
• 15:38
  SPEAKER_00: And in the meantime, do your damn homework, list out your last 10 deals and where they came from, find out what is fueling your closings, and pour more of that on the fire.
• 15:49
  SPEAKER_00: I'll see you guys next week.