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One Trait That Separates Agents Who WIN From Agents Who Quit · Massive Agent Podcast

• 0:00
  SPEAKER_00: There's one main personality trait that dictates if you will succeed or fail as a real estate agent.
• 0:05
  SPEAKER_00: I've worked with thousands of agents over the years, thousands of agents in my network right now, and the one thing that I see in common for agents who are absolutely crushing it is this one thing.
• 0:15
  SPEAKER_00: Let's jump into it.
• 0:17
  SPEAKER_00: The massive agent podcast.
• 0:25
  SPEAKER_00: I love to buy houses.
• 0:26
  SPEAKER_00: I like to sell houses.
• 0:30
  SPEAKER_00: Wait a minute.
• 0:31
  SPEAKER_00: Leads a week.
• 0:33
  SPEAKER_00: You a week.
• 0:34
  SPEAKER_00: I've had better.
• 0:36
  SPEAKER_00: Oh, have I got your attention now?
• 0:39
  SPEAKER_00: Here's your host, Dustin Brome.
• 0:44
  SPEAKER_00: What is up, guys?
• 0:45
  SPEAKER_00: Welcome to episode 443 of the Massive Agent Podcast.
• 0:48
  SPEAKER_00: I am your host, Dustin Brome in Salt Lake City, Utah.
• 0:52
  SPEAKER_00: And I'm warning you right now, I'll be stepping on toes today, but it's I'm coming from a place of love, right?
• 0:59
  SPEAKER_00: In order to stop your bad behavior, you first have to be aware of it.
• 1:04
  SPEAKER_00: And I'm seeing a lot of just weak, weak childish shit happening amongst agents in our industry right now.
• 1:12
  SPEAKER_00: And I'm sick of it.
• 1:13
  SPEAKER_00: It's also the one thing that's holding you back from massive success, from doubling, tripling, 10xing your sales as an agent, 10xing your profitability as an agent.
• 1:24
  SPEAKER_00: And it all comes down to this one thing whether you have this trait or you don't.
• 1:28
  SPEAKER_00: And by the way, it's not something you're born with.
• 1:30
  SPEAKER_00: This isn't a trait that you're born with.
• 1:32
  SPEAKER_00: And like, you know, if you're not born with it, you're screwed.
• 1:34
  SPEAKER_00: No, no, this is something you can absolutely develop and cultivate and build upon for yourself.
• 1:38
  SPEAKER_00: It's something that you have to act on.
• 1:40
  SPEAKER_00: So having this trait is a choice.
• 1:44
  SPEAKER_00: And what I'm talking about, of course, is are you able to be resourceful when you don't know what to do next?
• 1:50
  SPEAKER_00: I've seen probably thousands of agents at this point absolutely thrive in this industry.
• 1:56
  SPEAKER_00: They they go from here and they explode and they're selling 10 times more homes.
• 2:00
  SPEAKER_00: They build a business, they build a team, they step out of production, they start investing.
• 2:05
  SPEAKER_00: They all have this one trait in common.
• 2:07
  SPEAKER_00: They are resourceful when they don't know what to do next.
• 2:10
  SPEAKER_00: And I'm going to explain exactly how to be resourceful and what to do in the modern world when you are stuck and you don't know what to do next.
• 2:17
  SPEAKER_00: I've also, unfortunately, seen thousands and thousands of agents who don't make it.
• 2:23
  SPEAKER_00: They don't, they don't uh, they're not long for this, for this industry because they lack the resourcefulness to go out and figure shit out when they're stuck.
• 2:36
  SPEAKER_00: So, and look, I I get it, guys.
• 2:39
  SPEAKER_00: It's a tough freaking time to be a real estate agent.
• 2:42
  SPEAKER_00: The market's tough, interest rates are tough, all this economic headwinds, AI is changing the game and making things different.
• 2:50
  SPEAKER_00: I'm not going to say better or worse.
• 2:51
  SPEAKER_00: It's better in a lot of ways.
• 2:52
  SPEAKER_00: There's some things that uh for some of you will become worse, unfortunately.
• 2:56
  SPEAKER_00: I think overall AI is a net positive for humanity, let alone our industry.
• 3:01
  SPEAKER_00: Uh doesn't mean it's great for everything in all ways, but there's just a lot of excuses happening right now for why agents can't win.
• 3:10
  SPEAKER_00: Uh actually, let me why agents don't win.
• 3:14
  SPEAKER_00: And when here's what happens.
• 3:17
  SPEAKER_00: All right, if you are in a situation, you're like, damn it, I don't have any clients.
• 3:21
  SPEAKER_00: Uh, what do I do?
• 3:22
  SPEAKER_00: How do I get business?
• 3:23
  SPEAKER_00: Well, what I see far too many agents doing, and this is not a new thing, by the way.
• 3:27
  SPEAKER_00: I I I've been in this industry for 16 years.
• 3:30
  SPEAKER_00: I used to be this agent in the beginning until uh, well, okay, I'm getting ahead of myself here.
• 3:35
  SPEAKER_00: I know what it's like to be stuck and frustrated and not really know what to do next.
• 3:40
  SPEAKER_00: But I'm telling you right now, as a spoiler alert, in 2026, not knowing what to do next is a bullshit excuse.
• 3:47
  SPEAKER_00: It is an absolute bullshit excuse.
• 3:49
  SPEAKER_00: It just means that you lack the willingness to be resourceful.
• 3:55
  SPEAKER_00: You lack the willingness to do what it takes to figure out the next step.
• 4:01
  SPEAKER_00: Before the internet, I understand maybe it was a little bit tougher because you're like, oh shit, I better just go knock on doors, I better make cold calls, I better go no do whatever, better go chat people up with my name tag on, hoping to drum up some real estate business or do open houses.
• 4:16
  SPEAKER_00: Like those were the the that's how you grew your business back in the day.
• 4:18
  SPEAKER_00: Like, what else are you gonna do?
• 4:19
  SPEAKER_00: You know, it was all relationships and which is still still true today.
• 4:24
  SPEAKER_00: But now there's all these paid lead programs through Meta, through Google, ChatGPT now has an ad platform, Hulu has an ad platform.
• 4:35
  SPEAKER_00: Like there's there's an infinite number of places that if you have a budget, you can run ads and get massive exposure.
• 4:40
  SPEAKER_00: If you don't have a budget, then effort is required.
• 4:44
  SPEAKER_00: But we live in a 2026 world, right?
• 4:46
  SPEAKER_00: Maybe you're listening to this in 27, I don't know.
• 4:48
  SPEAKER_00: But here's what I do know we're not going back to the way things were technology-wise.
• 4:53
  SPEAKER_00: We're like right now, technology is the dumbest that it will ever be.
• 4:57
  SPEAKER_00: AI is the least capable today than it ever will be in the future.
• 5:01
  SPEAKER_00: So in today's world, if you're stuck and you don't have any business, if you just sit there and you kind of twiddle your thumbs or bounce around from thing to thing, you kind of deserve what's coming next.
• 5:13
  SPEAKER_00: I'm sorry, you kind of deserve what's happen what comes next.
• 5:16
  SPEAKER_00: If you fail, it's because you were not resourceful enough to figure the shit out.
• 5:20
  SPEAKER_00: So here's what that means.
• 5:22
  SPEAKER_00: The most modern thing you could do is tell your Claude or chat or Gemini or whatever you're using what the outcome is that you want.
• 5:31
  SPEAKER_00: They most of most people that I see use AI just like a fancy Google, and you're treating it just like Google.
• 5:38
  SPEAKER_00: Instead, you go to Claude and say, here's my struggle, here's my problem, fix it.
• 5:44
  SPEAKER_00: Based on everything you know about me and my business and where I'm at currently and my goals, here's like I'm stuck, help me get out of it.
• 5:54
  SPEAKER_00: What do I do next?
• 5:55
  SPEAKER_00: And AI will guide you through it.
• 5:58
  SPEAKER_00: Now you have to take massive freaking action.
• 6:01
  SPEAKER_00: It's not like AI is gonna give you this magical link that you click and all of a sudden there's 12 listing appointments on your calendar.
• 6:07
  SPEAKER_00: There's effort required in anything.
• 6:09
  SPEAKER_00: But look, if you if you fail as an agent, if you allow yourself to fail as an agent, you're gonna have to go put in a shitload of effort elsewhere, whether you're a teller at Bank of America, you're bagging groceries at the local Kroger or whatever the hell.
• 6:23
  SPEAKER_00: If you're gonna go be a painter, a handyman, uh a YouTuber, like a shitload of effort is required in anything you do.
• 6:32
  SPEAKER_00: And even if you're broke and unemployed, it's still a bunch of effort.
• 6:37
  SPEAKER_00: That's really hard too.
• 6:39
  SPEAKER_00: So no matter what, you're gonna have to put in a shitload of effort and it's going to be hard.
• 6:43
  SPEAKER_00: But we have more resources available to us today.
• 6:47
  SPEAKER_00: And I'm just talking about the technology now.
• 6:49
  SPEAKER_00: I'm gonna get to the real unlock here in a second.
• 6:52
  SPEAKER_00: We have more technology available today that if you just have the wherewithal to say, here's what I'm struggling with, here's my problem, or here's the outcome that I desire.
• 7:04
  SPEAKER_00: And I don't know how to get there.
• 7:05
  SPEAKER_00: You don't even need to say that, but just, hey, here's the outcome that I want.
• 7:08
  SPEAKER_00: How do I do it?
• 7:09
  SPEAKER_00: And it will guide you through it.
• 7:11
  SPEAKER_00: It will get you there.
• 7:12
  SPEAKER_00: At least it'll get you a hell of a lot further than you are today, just twiddling your thumbs.
• 7:16
  SPEAKER_00: So when I see agents, they're like, uh, you know, I don't have any business, I don't really know what to do.
• 7:20
  SPEAKER_00: How do you not know what to do in 2026?
• 7:22
  SPEAKER_00: That just means you're being lazy.
• 7:25
  SPEAKER_00: That means you're just sitting there on your thumb and you're not doing the things that have been proven to move the needle for a real estate agent with lead jet.
• 7:33
  SPEAKER_00: At a minimum, do an open house today, and then another one tomorrow, another one the next day.
• 7:38
  SPEAKER_00: Do an open house every damn day until you get business.
• 7:42
  SPEAKER_00: Like that's not even a technology thing.
• 7:44
  SPEAKER_00: If you're not willing to do that, that just means you're not willing to do what it takes to reach success, which means you don't deserve to be a successful agent.
• 7:54
  SPEAKER_00: If you don't do the things that make you a successful agent, you will not be.
• 7:59
  SPEAKER_00: So then you will have to leave the industry and go do something else, but you're gonna have the same battle there, won't you?
• 8:05
  SPEAKER_00: You're probably gonna run into the same headwinds.
• 8:06
  SPEAKER_00: Oh shit, this takes effort.
• 8:08
  SPEAKER_00: This is hard.
• 8:09
  SPEAKER_00: How do you respond when it gets hard?
• 8:11
  SPEAKER_00: How do you respond when you get stuck?
• 8:13
  SPEAKER_00: So at a minimum, you go to Claude or ChatGPT and say, here's what I'm struggling with.
• 8:18
  SPEAKER_00: Here's the result I want.
• 8:20
  SPEAKER_00: What do I do?
• 8:21
  SPEAKER_00: And then what it tells you to do, I mean, don't just blindly follow it, but it's gonna be, you know, 80, 85% pretty good stuff.
• 8:29
  SPEAKER_00: You got to take action.
• 8:30
  SPEAKER_00: You got to do that shit.
• 8:31
  SPEAKER_00: Let's put technology aside for a second.
• 8:34
  SPEAKER_00: If you know, if you're an agent, you're burned out, and you just have so much business going on.
• 8:40
  SPEAKER_00: Now, by the way, this is happening.
• 8:42
  SPEAKER_00: So if you're an agent, like there's not enough deals to go around bullshit.
• 8:45
  SPEAKER_00: I'm working with agents right now in the society, in the Instagram listing blitz group, in my real network, who have so much business that the problem is now how do they handle it all?
• 8:57
  SPEAKER_00: How do they juggle all the business that they have?
• 8:59
  SPEAKER_00: So don't give me this bullshit that there's not enough business to go around.
• 9:03
  SPEAKER_00: You just haven't done the work required to get busy enough.
• 9:05
  SPEAKER_00: But then once you get to a certain place, that also becomes a problem, right?
• 9:10
  SPEAKER_00: Like it's it's a good problem to be too busy.
• 9:13
  SPEAKER_00: It's also a problem.
• 9:14
  SPEAKER_00: So now, what do I do?
• 9:16
  SPEAKER_00: How do I do this?
• 9:17
  SPEAKER_00: Because I'm not, I can't work 24 hours a day.
• 9:19
  SPEAKER_00: It's not an option.
• 9:20
  SPEAKER_00: So, how do you systemize the business?
• 9:22
  SPEAKER_00: How do you start outsourcing?
• 9:24
  SPEAKER_00: How do you create leverage so that others are doing work on your behalf, on the behalf of your company?
• 9:29
  SPEAKER_00: Well, first off, if and look, I know what most of you say in this situation.
• 9:34
  SPEAKER_00: I've never built a team before, I don't know what to do.
• 9:36
  SPEAKER_00: I've never built a business before, I don't know what to do.
• 9:39
  SPEAKER_00: Neither has anyone who's ever done it.
• 9:41
  SPEAKER_00: So the next step, technology aside, right?
• 9:46
  SPEAKER_00: There's the obvious AI guidance, which is just sitting right in front of your damn face.
• 9:50
  SPEAKER_00: It costs you nothing.
• 9:51
  SPEAKER_00: Maybe it's 20 bucks a month for your Claude Pro.
• 9:53
  SPEAKER_00: I don't know.
• 9:54
  SPEAKER_00: Maybe 200 a month if you're doing Claude Cowork.
• 9:58
  SPEAKER_00: By the way, how insane that we have so much power at our fingertips for 20 bucks a month or even a couple hundred bucks a month.
• 10:05
  SPEAKER_00: It's it's mind-boggling.
• 10:06
  SPEAKER_00: That aside, what you do when you say, I'm so busy, I'm so overwhelmed, what do I do?
• 10:12
  SPEAKER_00: is you realize this is not a unique problem to you.
• 10:14
  SPEAKER_00: You are not the first agent.
• 10:16
  SPEAKER_00: You are not the first agent to get so busy that you didn't know what to do next.
• 10:22
  SPEAKER_00: And you had to figure out how to handle and manage all of that business.
• 10:26
  SPEAKER_00: It's been done before.
• 10:28
  SPEAKER_00: It's been figured out before.
• 10:29
  SPEAKER_00: So then the next frickin' step is to go find the people who have figured it out already.
• 10:35
  SPEAKER_00: And either first off, just ask them for help.
• 10:39
  SPEAKER_00: How did you, hey, Johnny, how did you accomplish this?
• 10:42
  SPEAKER_00: Hey, Sally, how did you get past this?
• 10:45
  SPEAKER_00: How did you figure out this?
• 10:46
  SPEAKER_00: What was the first hire you made?
• 10:49
  SPEAKER_00: Well, if you're not willing to ask someone who's already figured it out for some help, again, you're you're not willing to do what's required to win.
• 11:00
  SPEAKER_00: So you're so you won't.
• 11:02
  SPEAKER_00: So you won't win.
• 11:04
  SPEAKER_00: You've got to be around the people who have already figured the shit out that you're trying to do because you are not re-invent you're the wheel's already been been invented.
• 11:13
  SPEAKER_00: You're not inventing some blockbuster drug.
• 11:15
  SPEAKER_00: You're not coming up with some invention that the world's never seen before.
• 11:19
  SPEAKER_00: You're building a real estate business, which has been done successfully tens of thousands, if not hundreds of thousands of times.
• 11:25
  SPEAKER_00: So you just need to be around those people.
• 11:28
  SPEAKER_00: Ask them for help.
• 11:29
  SPEAKER_00: If they have a course, take their damn course, join their mastermind, join their network if they're at a cloud-based model like EXP or Real or one of these others, and you can partner with them so that they become a business partner of yours.
• 11:43
  SPEAKER_00: Do that.
• 11:43
  SPEAKER_00: Like, guys, the cloud-based model gets so much shit from people who don't understand it.
• 11:48
  SPEAKER_00: And I get it because amateurs, myself included in the early days, honestly, have done it all wrong and we've turned people off to the cloud-based model.
• 11:58
  SPEAKER_00: Because we're like, oh, that's icky.
• 11:59
  SPEAKER_00: I don't want to be recruited.
• 12:00
  SPEAKER_00: They just want to make money off me and you know, downline, blah, blah, blah.
• 12:03
  SPEAKER_00: That's all fine.
• 12:05
  SPEAKER_00: It's actually not fine.
• 12:07
  SPEAKER_00: What you're missing is when you join the network.
• 12:11
  SPEAKER_00: I mean, I'll just use me for example.
• 12:12
  SPEAKER_00: Okay.
• 12:13
  SPEAKER_00: If someone comes to me, they say, hey, I want to build a brand.
• 12:16
  SPEAKER_00: I want to start a podcast.
• 12:18
  SPEAKER_00: I want to build a brand.
• 12:18
  SPEAKER_00: I want to get out of production.
• 12:20
  SPEAKER_00: I want to build a business.
• 12:21
  SPEAKER_00: Well, if they join my network, now what happens?
• 12:25
  SPEAKER_00: They just created alignment where now I'm financially incentivized to help them accomplish those goals.
• 12:31
  SPEAKER_00: So everything that I have, my entire playbook, my blueprint, my expertise, my network of others is now at their disposal just by partnering and it costs you nothing.
• 12:42
  SPEAKER_00: Like if you, if you're like, hey, I want to partner with you at Real, it costs you nothing.
• 12:47
  SPEAKER_00: Like you just have to join the brokerage and pick me as your sponsor, right?
• 12:50
  SPEAKER_00: And not just me, but like in general.
• 12:52
  SPEAKER_00: That is the power of the cloud-based model, is you're able to align with people that are a step or two or five ahead of you, who now you can make a business partner.
• 13:02
  SPEAKER_00: You can financially align with them.
• 13:05
  SPEAKER_00: What an amazing hack.
• 13:07
  SPEAKER_00: Now, if you're not joining their network, that's fine.
• 13:09
  SPEAKER_00: Listen to their podcasts.
• 13:10
  SPEAKER_00: If they're, if they have a podcast episode, a course, an event that they're speaking at, be around those people as often as possible so you can hear how they did what they did.
• 13:20
  SPEAKER_00: Simple as that.
• 13:20
  SPEAKER_00: Like this is not this is not a complex thing.
• 13:23
  SPEAKER_00: Now you may have to get out of your comfort zone once in a while to do this.
• 13:27
  SPEAKER_00: Cool.
• 13:30
  SPEAKER_00: But being being successful, building a business takes being uncomfortable a lot.
• 13:37
  SPEAKER_00: I heard Andy Forsella say this, and I I obviously have not built a multi-billion dollar nutrition company like he has, first form.
• 13:45
  SPEAKER_00: But what I resonated with when he said, well, I resonated with when he said, if I had known how hard it was going to be and how long it was going to take, I never would have done this.
• 13:54
  SPEAKER_00: And I think most entrepreneurs can feel that and can kind of understand that.
• 13:58
  SPEAKER_00: Like if I would have known in the beginning just how long it would take and how much freaking time and effort it would take, and how much uh, you know, being uncomfortable it would take, a lot of us would not have signed up for this.
• 14:09
  SPEAKER_00: But we did, and we're in it, and we're now better for it.
• 14:13
  SPEAKER_00: We're now stronger for it.
• 14:15
  SPEAKER_00: So please, if you are in a place where you're stuck and you don't know what to do next, go find someone who's already done it, ask them how they frickin' did it.
• 14:24
  SPEAKER_00: And if you're not willing to do that, then you're not going to win because you are not doing the shit that leads to winning.
• 14:30
  SPEAKER_00: You don't deserve to win if you don't do the stuff that leads to winning.
• 14:34
  SPEAKER_00: I'm sorry, if you don't do what winners do, then you by default do what?
• 14:38
  SPEAKER_00: You fill in the blanks.
• 14:41
  SPEAKER_00: Ask AI, I'm stuck, how do I do this?
• 14:44
  SPEAKER_00: Here's the result that I want.
• 14:45
  SPEAKER_00: Get me there.
• 14:47
  SPEAKER_00: Ask someone who's already done it.
• 14:51
  SPEAKER_00: This is not difficult.
• 14:52
  SPEAKER_00: Take a course, join a mastermind, partner with somebody that you look up to that has a business model that you aspire to have, that's figured out what you're trying to accomplish, partner with them, get around them, listen to their stuff, go to their talks when they speak at events.
• 15:05
  SPEAKER_00: This is not a difficult concept.
• 15:09
  SPEAKER_00: What's difficult is you in the moment realizing, you know what?
• 15:15
  SPEAKER_00: If it okay, I'm about to use a very cliche cliche.
• 15:19
  SPEAKER_00: If it is to be, it's up to me.
• 15:21
  SPEAKER_00: I usually I just kind of like because you hear that all the time.
• 15:26
  SPEAKER_00: How true is that though?
• 15:27
  SPEAKER_00: Like no one else is gonna do it for you.
• 15:29
  SPEAKER_00: I'm not gonna do it for you.
• 15:31
  SPEAKER_00: Now, if you're part of my coaching group, if you're in my network, I will do it with you.
• 15:36
  SPEAKER_00: I will hold your hand and I will, I will do it with you.
• 15:39
  SPEAKER_00: But no one's going to do anything for you.
• 15:41
  SPEAKER_00: You have to do it.
• 15:42
  SPEAKER_00: And if you're stuck, no one knows you're stuck unless you raise your hand and say, Hey, I'm stuck, I need help.
• 15:46
  SPEAKER_00: Hey, hey, you, I am stuck here.
• 15:50
  SPEAKER_00: I see you figure that out.
• 15:52
  SPEAKER_00: What do I do next?
• 15:54
  SPEAKER_00: And the key is once you get the answer, once you get the response, which they will give you, you have to freaking do it.
• 16:04
  SPEAKER_00: Guys, this is there really is this is this is as simple as it gets.
• 16:09
  SPEAKER_00: I'm not saying it's easy, but this is as simple as it gets.
• 16:12
  SPEAKER_00: Agents who win in this industry, agents who build a big, successful, profitable real estate sales business, all have one trait in common, and that's they are resourceful and they don't let not knowing stop them.
• 16:27
  SPEAKER_00: They figure that shit out.
• 16:30
  SPEAKER_00: If you want to be successful, you need to become one of those agents.
• 16:33
  SPEAKER_00: Thank you for listening.
• 16:34
  SPEAKER_00: I'll see you guys next week.
• 16:35
  SPEAKER_00: Share this episode with anyone who needs to hear it.
• 16:38
  SPEAKER_00: It's a little tough love this week, but damn it, it's important.
• 16:42
  SPEAKER_00: Appreciate you listening.
• 16:43
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• 16:49
  SPEAKER_00: When so these podcast platforms are weird.
• 16:52
  SPEAKER_00: It's not like social media, but they use reviews and uh, you know, and listening history to determine when they're gonna share podcasts with new people.
• 17:02
  SPEAKER_00: So help me reach a broader audience of agents because this is a message more agents need.
• 17:07
  SPEAKER_00: Every agent needs to hear this, but I can't reach them all.
• 17:10
  SPEAKER_00: I need your help.
• 17:10
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• 17:14
  SPEAKER_00: Help us reach more agents, leave a review if you have not yet on Apple or Spotify or wherever you listen.
• 17:19
  SPEAKER_00: Thank you so much.
• 17:20
  SPEAKER_00: I'll be back next week with another episode.
• 17:22
  SPEAKER_00: Take care.