Latest / The Real Estate Agent Playbook / Welcome to Separation Season: life-changing mindset shift in my real estate business

Transcript

Welcome to Separation Season: life-changing mindset shift in my real estate business · The Real Estate Agent Playbook

• 0:00
  Let me be the first to tell you that this one thing in my mindset going into
• 0:05
  the month of December specifically.
• 0:07
  Has absolutely changed my business because before I was soft and I was the
• 0:13
  traditional average of all the agents.
• 0:15
  And now I've changed that mindset, completely changed my
• 0:18
  trajectory, my career, my family's financial future and everything.
• 0:22
  And this was before Ed and I let.
• 0:24
  Coined the term separation season.
• 0:26
  We're gonna go to all that and more next.
• 0:33
  What's up guys?
• 0:33
  Jeremy Kane real estate agent playbook exp realty here This is something that
• 0:39
  and my let gave me clarity to that.
• 0:42
  I had realized and already made the adjustment and shift so we're
• 0:46
  gonna dive into that but if you are in a season where You know, maybe
• 0:50
  you're feeling a little bit down.
• 0:52
  Maybe you're stressed out about the commission lawsuits.
• 0:54
  Maybe you're stressed out about, you know, the market being down 40 percent or 70%.
• 0:58
  If you're a lender now is a time to really dial it in.
• 1:01
  If you would like to book a call with me, I do calendar audits, and this is
• 1:06
  a massive help to our goal setting.
• 1:09
  There's so much business planning out there.
• 1:11
  But, if you would like a calendar out of it, book a game plan call
• 1:14
  with me below and we can dive in.
• 1:16
  But first, listen to this, and it'll tell you a little bit about
• 1:19
  my mindset and how I changed my real estate business for forever.
• 1:22
  So, here we are, two or three, four years into the business, I
• 1:26
  made 100, 000, I was top ten at my brokerage of over a thousand agents.
• 1:30
  And everything was good.
• 1:31
  I literally bragged about taking the entire month of December off.
• 1:35
  What did that mean to me, taking the month of December off?
• 1:39
  Was something completely different and something that I didn't really
• 1:43
  fully understand at the time.
• 1:45
  I loved it.
• 1:45
  I was spending time with my family, I was doing things, I was going
• 1:48
  out with my friends, hanging out.
• 1:50
  It was a great time for connection, but it was a terrible time for my business.
• 1:53
  Because what I didn't realize is that taking that month off...
• 1:57
  Not only made me in the year, not so well, I did some goal setting and some
• 2:02
  other stuff there, business planning as, as everyone's doing these days.
• 2:06
  And then that was it.
• 2:08
  But also in real estate, per the nature of our contract alone, a
• 2:12
  30 day, 60 day close, it takes a long time to get momentum.
• 2:15
  So what I was doing is halting my momentum.
• 2:18
  In that time frame and certainly there are less homes on the market There
• 2:22
  are less people transacting during the holidays because people don't want
• 2:25
  to move especially in denver and the weather however, that does not mean
• 2:29
  that business cannot go on and you cannot improve and grow And so that was
• 2:34
  my mindset early on and it was great.
• 2:37
  I had some great times.
• 2:38
  I'm not saying You know, this is a time where you completely dismiss all the
• 2:41
  family activities and all the parties and all the things But, taking this approach
• 2:46
  absolutely changed my financial trajectory forever, so I want to share that with you.
• 2:50
  So let's go back to Ed Milet and talk about, you know, the season of separation.
• 2:56
  He calls it separation season.
• 2:58
  He talks about, you know, how hard it is, say for a professional athlete
• 3:03
  or a professional business person, to level up and catch someone, right?
• 3:07
  If everyone's running the race and everyone's continuing to run at the same
• 3:11
  pace and doing the same thing, There is very little time to, for the person
• 3:16
  that's not, you know, in the game as long, or, you know, maybe the rookie, to
• 3:20
  catch up to, you know, the professional, or the person that's been doing it,
• 3:24
  that's kind of leading the show, that top agent, whatever that might be for you.
• 3:28
  And so, by nature, what happens is, you know, if this person slows down, oh,
• 3:35
  it's the holidays, oh, we have family parties, oh, we have all these events,
• 3:38
  we have to go look at Christmas lights, we have to go to, you know, these
• 3:41
  church events, or whatever that may be.
• 3:44
  And, we slow down, and if the person up here is slowing down, and you
• 3:50
  slow down, that gap is not decreased.
• 3:54
  However, if this person slows down and you keep running at your normal pace, you
• 3:59
  have the opportunity to make up ground, and it may not be all the ground at once.
• 4:03
  But, separation season after separation season, stacking upon stacking, is
• 4:08
  absolutely what Ed Mylet is talking about here, and it's absolutely game changing.
• 4:12
  I actually was just working out the other day, and this podcast, it's from
• 4:16
  a couple years ago, came up on my...
• 4:19
  My feed and I just listened to it, right?
• 4:21
  It was november 24th.
• 4:23
  It didn't have the year I thought it might be new but then as I listened to it,
• 4:26
  there was covid references and things like that in there And so i'm listening to it.
• 4:30
  One thing he said is christmas is a holiday.
• 4:33
  It's not a holiday week or a holiday month New year's is a holiday.
• 4:37
  It's not a holiday month.
• 4:37
  It's not a holiday week and if we can make that small adjustment
• 4:43
  Most people treat the holidays from Thanksgiving to New Year's as the
• 4:47
  holla 45 days or whatever it is, right?
• 4:50
  Sometimes it's 40.
• 4:51
  Sometimes it's 35, whatever it might be.
• 4:53
  So understand that that's the first concept about what we're trying to do
• 4:58
  here is we're trying to gain ground because naturally people will slow down.
• 5:02
  You will be in the 1 percent minority if you Don't slow down.
• 5:06
  You do the things to change your business that you absolutely need to do.
• 5:10
  And it might not be transacting as a real estate agent.
• 5:12
  It might be dialing in that system and process, dialing in accounting,
• 5:16
  dialing in some marketing, dialing in some advertising.
• 5:19
  But, taking that into account, especially in your business, is absolutely key.
• 5:24
  So let's talk a little bit about this and I kind of mentioned it in the intro
• 5:29
  is this business planning thing I've had people doing business planning
• 5:32
  since October 15th of this year posting about it doing all the things Starting
• 5:37
  24 out with a bang like let's go.
• 5:39
  We're ready to go.
• 5:41
  Certainly business planning and preparing is key But, as I said last month, if
• 5:46
  you're business planning on November 1st, and that's your main focus and you've
• 5:50
  completely shifted your focus, you're not giving your 2023 business plan one
• 5:55
  sixth of the attention it deserves with November and December being outlined.
• 6:00
  And so as people continue to do these business plans, let's be real, it doesn't
• 6:03
  take two months to do a business plan.
• 6:05
  Right.
• 6:05
  It takes a short amount of time business plans.
• 6:07
  Certainly it can take a day or two or five, whatever that is, but it
• 6:12
  needs to be focused time and we can't forget that we still have 60 days
• 6:17
  from November 1st to December 31st, that we can actually make gains.
• 6:21
  And so.
• 6:23
  This is how I know people are slowing down.
• 6:25
  They're shutting it down by nature.
• 6:27
  When you do a business plan for the next year and you don't put it away
• 6:30
  and you're not disciplined, which I'm not as disciplined as I should be.
• 6:34
  I'm sure most people aren't.
• 6:35
  If you don't just put that away, put it in a desk drawer and dial in your focus back
• 6:39
  to your 2023 goals and what you can do to close out the year strong, you are doing
• 6:44
  yourself and your business a disservice.
• 6:46
  And so as we roll here, some basic things that you can do.
• 6:50
  To make sure that you are separating during separation season.
• 6:53
  First things first, health and fitness.
• 6:55
  This is huge.
• 6:56
  Obviously the goodies, the treats, the pies, the candy, all of the
• 7:00
  things, the weird schedules, the, the events, the parties.
• 7:04
  This is a perfect time for you just to say, ah.
• 7:06
  Whatever, like I'm going to go off the wagon and I'm going to be off the wagon
• 7:10
  and I can't make it up because it was so bad that I'm just going to, you know,
• 7:14
  start focusing on my New Year's resolution and on January 1st, I'll turn it back off.
• 7:19
  This is absolutely something that affects your business, your personal, your family.
• 7:23
  Everything is your health, your weight, your activity level.
• 7:27
  And how you're, you know, what you're putting into your body.
• 7:30
  So, maybe this holiday season, you're doing it a little bit more.
• 7:34
  I know a big thing that I do is, if I'm gonna go to a party, I
• 7:38
  know I might indulge a little bit.
• 7:39
  I'm gonna earn it, right?
• 7:40
  I'm gonna work out, I'm gonna bookend the workouts on those two days.
• 7:44
  Morning, and then the next day, I'm gonna have a really good workout
• 7:47
  to say, Okay, well, you did it, now you're, you better make up that ground.
• 7:51
  Because, you know, otherwise it just snowballs, right?
• 7:54
  And that's when we slow down.
• 7:55
  And so, Fitness and health is absolutely a key to making sure that
• 8:00
  your mindset and your focus is in play because it has such an effect.
• 8:04
  What you put in your body has such an effect on the output.
• 8:07
  The next is separation moments with your family.
• 8:10
  Maybe this Christmas you're going to make it a, you know, a point to eat dinner at
• 8:14
  the dinner table seven days a week, right?
• 8:16
  Maybe, maybe you're going to make it a point to get back to church.
• 8:19
  Maybe you're going to make it a point to get out and volunteer and expose
• 8:23
  your family to helping some homeless people or whatever that may be.
• 8:26
  Doing something a little bit different, but taking advantage, being fully
• 8:30
  present in those moments allow you to not be like, Oh, it's family time.
• 8:34
  Well, family time shouldn't consist of you sitting on the couch watching
• 8:37
  football on your phone the entire time.
• 8:39
  I'm the first culprit, right?
• 8:40
  That's me.
• 8:41
  Like, okay, yeah, we're hanging out.
• 8:43
  Are we engaging?
• 8:44
  Are we talking about it?
• 8:45
  You know, are we, are we having conversation that doesn't involve
• 8:49
  these technological things that we've surrounded ourselves with?
• 8:52
  Absolutely key.
• 8:53
  So dial in those Harlem moments, for your family.
• 8:57
  And this will help you a lot as you continue to pour in and separate
• 9:02
  in your business, as well as your family life, what you can do in this
• 9:07
  month and why it can be so special.
• 9:09
  Right?
• 9:09
  If it's just another Christmas.
• 9:11
  Oh, Dad did the same thing last Christmas.
• 9:14
  He, you know, ate a bunch of food, fell asleep on the couch,
• 9:17
  you know, watching football and didn't talk to me the entire day.
• 9:20
  He watched me open presents, took some pictures, posted them
• 9:22
  on Instagram and that's all.
• 9:24
  Right.
• 9:24
  Do something a little bit different this holiday season that will separate
• 9:28
  that's with intentionality, right?
• 9:31
  Because then we're doing something to make this holiday memorable
• 9:34
  and separating that gap as well.
• 9:37
  And we all know that when we have those strong outside relationships or
• 9:41
  inside relationships with our family.
• 9:43
  That are our mental clarity and our focus and our energy towards our business can be
• 9:48
  more direct and absolutely make a change.
• 9:52
  Next one is Friday afternoons from one to five is absolutely the
• 9:55
  time where most people clock out.
• 9:56
  It's happy hour.
• 9:57
  It's all the things.
• 9:58
  Certainly some people have happy hours, especially realtors,
• 10:01
  more than more than that.
• 10:02
  But.
• 10:03
  That last half of the day on Friday is a day where you can absolutely
• 10:07
  separate and this is year round, right?
• 10:10
  So maybe, you know, you're just hearing this, maybe it's not December when
• 10:13
  you're listening to this video or podcast and you're like, okay, this
• 10:16
  is, you know, I can still implement.
• 10:19
  I'm telling you right now, the gap can be spread Friday through Sunday.
• 10:23
  Getting some work hours in, clearly some time to spend with family and things if
• 10:26
  your kids are in school and activities.
• 10:28
  But you can separate from Friday at 1 p.
• 10:31
  m.
• 10:32
  to Sunday at 5 p.
• 10:33
  m.
• 10:33
  I guarantee it and so that's you know a little one if you're not watching this You
• 10:38
  know as it was released in December And if you have any comments on that definitely
• 10:42
  if you have a time where you feel like you're separating yourself comment below
• 10:46
  I'd be happy to hear your comments And go back and forth, as you know, both on
• 10:50
  the back and forth, as you know, both on the podcast and the, the YouTube
• 10:53
  side, we try and build this community.
• 10:56
  So if you're listening on the podcast, go find the, the video and we can maybe
• 10:59
  check into what's going on, as far as building that community as well.
• 11:03
  So comment below how you're separating.
• 11:05
  The next thing you can do to separate is make yourself uncomfortable.
• 11:08
  Do something that maybe the former you is a little uncomfortable with, right?
• 11:13
  And at the end of the day, this is something that you can absolutely do.
• 11:17
  And ultimately, sure, we started because we wanted to shorten the gap.
• 11:21
  But after we have that target and we're like, we want to catch
• 11:24
  that person, we don't need to be watching what they're doing, right?
• 11:27
  We can assume that they're going to be...
• 11:29
  Pulling back a little bit and we're sprinting full throttle.
• 11:32
  So if you know, if that's the case, then we're just looking at you.
• 11:36
  What can you do to separate?
• 11:37
  I'm 39 years old.
• 11:38
  What can I do?
• 11:39
  What have I done to separate 39 year old from 38 year old Jeremy?
• 11:44
  And that's exactly what you need to do.
• 11:46
  In doing something uncomfortable, right?
• 11:48
  Maybe it's having one more conversation.
• 11:50
  Maybe it's, you know, talking to a stranger, right?
• 11:53
  75 hard thing.
• 11:54
  Have a real, legitimate conversation with people in your community.
• 11:57
  Who knows what business and what, you know, great things that can
• 12:02
  come from that one conversation.
• 12:04
  But more importantly, how are you doing to separate?
• 12:07
  How are you doing?
• 12:09
  What are you doing to separate yourself from the previous you?
• 12:11
  Because we're ultimately in competition with ourselves, although there
• 12:15
  are those, you know, top producing agents we want to catch for sure.
• 12:18
  So do one thing that makes you uncomfortable.
• 12:20
  What easier way to do this than during holiday parties, right?
• 12:24
  That one person who's in the corner who's maybe a little awkward, doesn't
• 12:27
  really know a lot of people there.
• 12:28
  Go bring them in.
• 12:29
  Instead of just, you know, going to the crowd that you usually
• 12:31
  do, your buddies or whatever.
• 12:34
  Be more holistic, be aware, because what better way to build your
• 12:38
  communication skills as a business owner than to have conversations with
• 12:41
  people that you normally wouldn't have conversations with, right?
• 12:44
  And certainly, don't do it just to get a new deal, or just to do this, but
• 12:49
  do it to sharpen your communication skills, because ultimately, if you
• 12:53
  have the best communication skills, you're going to also be gaining.
• 12:56
  Gaining ground on the top producing agents because the comfort, once you get in
• 13:00
  comfort, it's really hard to kind of re engage and get going and roll that way.
• 13:05
  The next thing and one thing I want to point out is, a lot of
• 13:08
  agents spend their entire budget gifting and client stuff right now.
• 13:12
  Right?
• 13:13
  During the holiday season.
• 13:14
  If that is you, okay, that's fine.
• 13:17
  I would challenge you to maybe separate it, maybe do a smaller gift or a touch.
• 13:21
  I'm not saying don't have a holiday touch, but do something outside of the ordinary.
• 13:25
  Right?
• 13:25
  Do something that's customized.
• 13:26
  Don't do the big group email that says, Happy Holidays, that every
• 13:30
  single lender sends out that you just have a different logo on the
• 13:33
  bottom and it's the same message.
• 13:35
  Right?
• 13:35
  Make sure that you're not doing things that are not authentic because it's
• 13:40
  the authentic you that people want to transact and do business with.
• 13:43
  And so make sure that you're doing that.
• 13:45
  If you do the Christmas messages, maybe do a voice text, maybe do a
• 13:48
  video memo, make it personal, right?
• 13:51
  It may take a little bit longer, but it's going to go a lot further.
• 13:54
  A lot of times we just...
• 13:56
  As real estate agents, we're like, oh, I got to get that message out.
• 13:58
  Check that box, said everyone, happy Christmas, merry Christmas, whatever.
• 14:02
  That's not what we need to be doing.
• 14:04
  If you are sending out these unique, you know, text messages or unique
• 14:08
  video messages or voice messages, maybe do it on the 22nd or maybe do
• 14:13
  it between Christmas and New Year's.
• 14:15
  Because people are Gonna mostly do 24th and 25th and, and New Year's Day.
• 14:20
  And so if you're scheduling that, obviously I would imagine most
• 14:23
  of us aren't doing video texts or sending our email in our emails
• 14:26
  on Christmas, we shouldn't be.
• 14:28
  We should take some time with family and get those holiday moments rolling.
• 14:32
  But if you do it just on a different time, right?
• 14:36
  It's very, very.
• 14:38
  Smart to spread your spread the wealth out and do it.
• 14:42
  Not when everyone else is okay So do something a little bit differently we
• 14:46
  talked about this with birthdays, you know, st Patrick's Day or an oddball
• 14:50
  oddball holiday is a great time to you know Take some of that budget and
• 14:54
  put it towards that because it's an additional touch at a time that they're
• 14:57
  not getting bombarded Not saying don't send Christmas cards, not saying don't
• 15:01
  wish people Merry Christmas, Happy New Year, Happy Hanukkah, whatever it is.
• 15:05
  But make sure that you're not just one of the crowd because the whole point of
• 15:09
  this marketing and branding thing is to stand out and be a little bit different.
• 15:13
  And so I want to talk a little bit about, you know, that original
• 15:16
  story taking December off.
• 15:18
  Last night I had a conversation with my daughter, she's in competitive
• 15:21
  gymnastics, if you don't know.
• 15:23
  And she, you know, was at a practice, right?
• 15:26
  And I felt like she was just kind of going through the motions.
• 15:28
  She's had her competition, she's done with that.
• 15:31
  She has tryouts coming up in, you know, six practices.
• 15:34
  And it's just kind of like, okay, going through the motions.
• 15:36
  Am I going to level up or not?
• 15:38
  And she's at a crossroads, right?
• 15:39
  She's at a place where she can go a competitive route
• 15:42
  or a less competitive route.
• 15:44
  Oddly enough, at eight years old, once you kind of go on one of those paths,
• 15:47
  you're kind of on them as long as you're working hard on the competitive one, cause
• 15:51
  they can bump you off to the other side.
• 15:53
  And so she was doing that and I was just talking to her about
• 15:56
  these little opportunities, right?
• 15:58
  You have six practices until tryouts, right?
• 16:02
  And she was doing stations and she was with her buddy.
• 16:04
  And she just wasn't as dialed in, right?
• 16:06
  She wasn't doing it, and I, I was, you know, for an 8 year old to
• 16:10
  have a conversation with me, as a competitive coach, as you guys know.
• 16:14
  It was, I was, you know, upset.
• 16:16
  I was like, look, you're not taking advantage.
• 16:18
  You haven't made level 3, which is the next level.
• 16:21
  You haven't made that yet.
• 16:22
  And, you know, you're losing.
• 16:25
  You, sure, you have the social, that's great.
• 16:27
  I want you to have fun.
• 16:28
  And if you don't want to go on this competitive road, that's okay.
• 16:31
  But, I know that come, January 4th, when we get the news, whether you
• 16:36
  made it or not, if you didn't make it, you're going to be frustrated.
• 16:39
  And you're going to look back at this time and this opportunity that you
• 16:42
  had, you know, sharpen your skills, you know, show the coaches, your
• 16:46
  work ethic, show coaches that may not be on the gym floor coaching you.
• 16:50
  Now, maybe your future coach is standing next to a parent.
• 16:54
  Oh, by the way, that's a parent you were talking to and messing around
• 16:57
  with not getting your pull ups in.
• 16:59
  And so I had this conversation and it rings true to the real estate business.
• 17:03
  is, you know exactly what you have to do.
• 17:06
  You don't want to be that person that's looking back, you know, at
• 17:09
  this time in 2024, like, oh man, I wish I would have done this.
• 17:14
  Right?
• 17:14
  This December is going to be different.
• 17:16
  Right now is the time for you to make massive gains.
• 17:19
  I am completely revamping...
• 17:21
  My entire strategy going forward, I have to get better at my accounting practices.
• 17:26
  I have to get better at my systems and processes, and I'm using this
• 17:29
  time to absolutely do that while continuing to serve the few clients
• 17:33
  that I have that are in the pipeline and that are under contract.
• 17:36
  But it's a massive time for you to dial in to your business right now in the present.
• 17:41
  Now I'm going to do this in 2024.
• 17:43
  It's, these are going to be implemented.
• 17:45
  I'm going to work on them.
• 17:46
  I'm going to spend some time on them and they're going to start today.
• 17:50
  And if I change my mindset and how I operate today, things will get better.
• 17:54
  And so that's, that's really it.
• 17:56
  And ultimately at my let ends his podcast with talking about little inches and in
• 18:01
  sport, it's the game of inches, right?
• 18:03
  You've heard it.
• 18:04
  It's cliche, but you cannot, you know, throw a Hail Mary.
• 18:08
  just to win based on skill and whatever.
• 18:11
  Sure, it happens by luck every once in a while, but we don't want it to be luck.
• 18:15
  It's the little inches that you can gain over the next 30 days, 31 days, that will
• 18:20
  absolutely get you a little bit closer to the competition, make you a little bit
• 18:25
  better person than you were one year ago.
• 18:28
  These little inches will...
• 18:30
  Pay dividends in the end, right?
• 18:32
  It's that power of one more that also Ed Milet talks about that one more rep Maybe
• 18:37
  you're gonna do one more set of you know, arm workouts Maybe you're gonna do one
• 18:41
  more set of you know, you're gonna run one more lap You're gonna do all these
• 18:45
  things just one inch at a time and by the time you look up and you actually check
• 18:51
  in on that that competition you will have made up so much ground because you didn't
• 18:56
  slow down you kept in momentum and And you gained inch by inch and you chipped
• 19:01
  away at that, that gap as much as you can.
• 19:04
  So I hope this helps.
• 19:06
  If you like what I said, please like comment, subscribe, share the podcast
• 19:09
  with your favorite real estate agent.
• 19:11
  And we'll talk to you guys soon.