Latest / The Real Estate Agent Playbook / The Path to Success: Unveiling Real Estate Agent Systems for Repeat & Referral!

Transcript

The Path to Success: Unveiling Real Estate Agent Systems for Repeat & Referral! · The Real Estate Agent Playbook

• 0:00
  89% of buyers when surveyed after closing say they would use their real
• 0:04
  estate agent on their next transaction.
• 0:06
  The problem is only 27% actually use the same agent to sell their home that they
• 0:11
  used previously to purchase their home.
• 0:14
  So this is something that I want to break down, and I'm gonna unlock my
• 0:17
  keys to success on retaining clients and building lifetime relationships
• 0:22
  through systems and processes.
• 0:23
  Let's go.
• 0:29
  What's up guys?
• 0:29
  Jeremy Kane Real Estate Agent Playbook.
• 0:31
  Really excited for this one is, this is my bread and butter.
• 0:34
  If you are interested in my very free spear building, 12 week accelerator,
• 0:38
  please comment 12 week accelerator below and I'll be sure to get that to you.
• 0:43
  Working on getting the engagement up.
• 0:44
  Obviously if you're listening on podcasts, you can reach out to me on the various
• 0:48
  forms in the description, below.
• 0:50
  But while you're here, please like, comment, subscribe,
• 0:52
  listening on the podcast.
• 0:54
  Please share this with your favorite real estate agent.
• 0:56
  We're working to grow that community, so a five star review would be absolutely.
• 1:01
  Cherished, if you're willing to do that.
• 1:03
  Okay, let's talk about this one.
• 1:05
  As you guys know, sphere of influence and sphere development is absolutely great.
• 1:08
  52 transactions in 2021 and 36 of them were repeat client
• 1:13
  or repeat client referrals.
• 1:14
  So how did I do it?
• 1:16
  A lot of agents ask me this and it, it all starts with, you know,
• 1:20
  leading with value on the front end, open communication, and so on.
• 1:24
  So let's start breaking it down.
• 1:26
  First things first is everyone wants to have a unique experience.
• 1:30
  So it is your job to create an absolutely unique and you know, kind of
• 1:35
  forgettable experience for your client because you want it to be so smooth
• 1:40
  that they don't have that one thing.
• 1:42
  They're like, oh man, I remember when I had to get that one thing to the
• 1:45
  underwriter and I just couldn't get it.
• 1:46
  So you want to be there, as you know, a guiding light.
• 1:49
  Obviously there's a lot of things that clients have to do, some of which
• 1:53
  are maybe annoying or uncomfortable.
• 1:55
  But you wanna make sure you're there to assist.
• 1:58
  Hey, call this person at this bank.
• 2:00
  I've, they've helped me before.
• 2:01
  And just make their experience absolutely forgettable, I guess, and in a way that
• 2:08
  there's nothing that was a pain point that sticks out when they're talking about it.
• 2:12
  Absolutely smooth process as best as you can.
• 2:16
  And this starts with communication, definitely giving, some.
• 2:20
  Some, you know, pieces that you know are absolutely needed.
• 2:24
  For instance, you wanna, you know, you go under contract, Hey, we need
• 2:28
  to schedule the inspection, deliver earnest money and start getting the
• 2:31
  lender updated information, right?
• 2:33
  Don't give them too much upfront and always, you know, be ahead, right?
• 2:38
  You want to have them understand what a title commitment is.
• 2:41
  You know, in our market, before they get it, you want 'em, them to understand what
• 2:46
  the lender's going to do with the loan estimate, you know, before they get it.
• 2:50
  So you want to have a few things at a time with specific benchmarks.
• 2:55
  If you're interested more about my client journey and transaction, definitely
• 2:58
  check out this video right here.
• 3:00
  But it's, it's all about their experience.
• 3:04
  They could be finding their forever home.
• 3:06
  They could be.
• 3:06
  Buying their first home, they could be buying an investment property.
• 3:10
  The truth is, is that their experience will dictate if they're willing to
• 3:14
  refer their friends to you and grow your business, and again, use you as you know,
• 3:21
  going out the you know, next transaction.
• 3:23
  And so that's something that you really want to take into consideration.
• 3:26
  If they're willing to use you the next transaction, you
• 3:29
  continue to stay top of mind.
• 3:31
  They're also going to refer other clients to you.
• 3:34
  You know the timeframe where, you know, while they're happy
• 3:37
  in their home, so that's.
• 3:39
  Number one, unique experience.
• 3:41
  Make sure you're leading with value, customer service first.
• 3:44
  All the obvious things.
• 3:46
  But sometimes we forget, you know, because we do this every day, you
• 3:50
  know the steps in the process and explaining them and giving them heads up.
• 3:54
  Because the worst thing you want to do is have 'em call you and say, Hey, what?
• 3:57
  What the heck is this?
• 3:58
  I don't know, because that kind of has doubt creeping in their
• 4:02
  mind and they're less likely.
• 4:03
  To, shout your praises from the rooftops.
• 4:06
  Okay, so we've done it.
• 4:08
  They've had an absolutely great experience from lead all the way through their home
• 4:11
  search or sale, to the closing table.
• 4:15
  Now, what this is where most agents drop the ball, they, they give a closing
• 4:19
  gift, somewhat of a ceremonial goodbye.
• 4:22
  For some agents, and this is where a lot of things fall off, you've.
• 4:27
  Just laid the foundation for your relationship by, you
• 4:30
  know, doing your job right?
• 4:32
  You've done nothing, you know, out of the ordinary, exceptional, maybe you have,
• 4:37
  but you know, it's really just to get the transaction across the table, right?
• 4:41
  Whether, you know, oh, the seller walked away with a washer and dryer.
• 4:45
  Let me, let me just fit that bill.
• 4:47
  It's in the back of the moving truck.
• 4:48
  We're making it as, as seamless as possible for them, right?
• 4:52
  But now, Now's your real opportunity, and now is where you separate yourself.
• 4:56
  What are you doing in the days and weeks and months after the closing?
• 5:01
  Are you moving on to the next transaction, the next shiny thing,
• 5:05
  the next person that's gonna be a paycheck, or do you keep.
• 5:08
  Your previous clients in connection, invite them to events, do subtle things
• 5:13
  that will help maybe send them birthday cards or, you know, the obvious things.
• 5:17
  I always send, you know, at the three week mark I say, Hey, here's
• 5:21
  for the bumps and dings throughout the, you know, process of moving,
• 5:25
  you know, $25 Home Depot gift card.
• 5:27
  Would love to hear how your house, you know, is treating you guys,
• 5:30
  or something along those lines.
• 5:32
  And so then you have that.
• 5:34
  But then you need to understand that you are the expert in
• 5:38
  the real estate market, right?
• 5:39
  And the more information you give them, the more referrals you give
• 5:42
  them for contractors, the more you know different steps of the way
• 5:47
  that you can connect with them.
• 5:48
  Hey, it's almost winner.
• 5:49
  Let's blow your sprinklers out.
• 5:51
  I actually have a landscaper in town, 15% off for all my clients
• 5:54
  just mentioned this keyword.
• 5:56
  You know, something like that that helps them understand, okay, Jeremy's
• 6:00
  in it for the long haul, but on the back end, you're also, you know, helping
• 6:04
  other businesses build their business.
• 6:06
  Your key referral partners, you know, if they're getting business and
• 6:10
  you're building them, as I've talked about so much with industry partner
• 6:13
  relationships on this channel, just another opportunity to create a connection
• 6:17
  and the more connections you create.
• 6:19
  And the more problems of your past clients you can solve with
• 6:23
  ease, the better it will be.
• 6:25
  So I touched a little bit on my strategy.
• 6:27
  Let's talk about this strategy post-close.
• 6:30
  Right moving day, I have the closing gift.
• 6:32
  I send an email that, you know, kind of is a play on words about
• 6:36
  this is the closing, but it's just the beginning of our relationship.
• 6:39
  So I send that out and then I mean it, I, I execute on it.
• 6:43
  So, closing gift, if they're moving right away.
• 6:45
  I also do moving day pizza where, you know, they fill out a form.
• 6:49
  We get that pizza delivered.
• 6:50
  They don't have to think about it.
• 6:51
  They don't have to do anything.
• 6:53
  Be careful because if you're promising pizza and then you forget to order
• 6:56
  it, it's a problem to make sure you have admin staff or yourself really
• 7:00
  on the ball with that, because that's a negative if that happens.
• 7:03
  But then it's a three day post-closing call.
• 7:05
  I, I actually make this a post possession call because in our modern market, you
• 7:10
  know, usually there's, you know, it's very, When you move in and all of that.
• 7:15
  So you don't wanna close and have possession in a month and be like,
• 7:17
  Hey, how's, how's the closing?
• 7:19
  Right?
• 7:19
  You don't wanna talk about that.
• 7:20
  So three days post possession, I call and say, Hey, how was the move?
• 7:24
  Is there anything I can do?
• 7:25
  Anything you need?
• 7:26
  Any surprises, things like that.
• 7:28
  Touch base.
• 7:29
  Okay.
• 7:30
  Then about two weeks I send that gift card that I mentioned before,
• 7:33
  out 25 bucks to a hardware store.
• 7:35
  Hey, these for the dents and dings along the way.
• 7:37
  The move hope things are going well.
• 7:40
  About three weeks I call and just say, Hey, how's it going now
• 7:43
  that you got your stuff moved in?
• 7:44
  Hopefully somewhat unpacked, you know, what do you think
• 7:47
  of the house, you know, so on.
• 7:49
  And then again, at three months, I, I make that call and just
• 7:52
  kind of touch base how you doing?
• 7:54
  How are the neighbors, you know, is there anything I can do for you?
• 7:57
  So on, and that's kind of where that transaction kind of goes away, right?
• 8:02
  I don't want to call them every two months and say, Hey, how's the house?
• 8:05
  Hey, how's the house?
• 8:06
  And you know, even throughout that three week call, maybe sometimes you
• 8:10
  say, Hey, You know, how is Johnny's, how Johnny's, you know, baseball
• 8:15
  tournament turnout or whatever.
• 8:16
  So you wanna, you wanna maybe have some sort of life, some Ford,
• 8:20
  family, occupation, recreation, dream conversations in there too.
• 8:24
  Not just always about the house, but within these three calls, three
• 8:27
  days, three weeks, three months.
• 8:29
  You definitely can talk about the house and the move and, and those things.
• 8:33
  And then, After that, we kind of, okay, that's what it is.
• 8:37
  Maybe invite 'em to any client events you have, make sure they're in your sphere.
• 8:40
  I have a weekly email newsletter that I send out.
• 8:43
  I do a live, video on Facebook every week, every Wednesday.
• 8:47
  So they're getting my stuff.
• 8:48
  They're kind of staying top of mind.
• 8:50
  I do eight mailers a year.
• 8:52
  So they're, they're in that sequence.
• 8:54
  They get a home bot update on their purchase, you know, on their
• 8:57
  home value every single month.
• 8:59
  And so there's subtle reminders along the way.
• 9:01
  My next real, you know, personal touch on the home anniversary,
• 9:05
  I send a, you know, four pack of crumble cookies, about 25 bucks.
• 9:09
  Hey, you know, thinking about you, can you believe it's been a year?
• 9:12
  Can you believe it's been two, et cetera?
• 9:14
  And then I try and follow that up with an annual review.
• 9:17
  Which is, you know, a, a financial review of the asset of the home,
• 9:22
  which is typically the biggest asset that anyone purchases.
• 9:26
  You wanna hear about that?
• 9:27
  Check out this video right here on annual reviews.
• 9:31
  So once that's done, that's my secret.
• 9:33
  And then I continue to do the home averse every year, once they're
• 9:36
  a year out of purchasing a home.
• 9:38
  Then I definitely am like, okay, let's go.
• 9:41
  Like, you know, that's, it's just kind of the flow.
• 9:44
  Now.
• 9:44
  They're in my weekly emails.
• 9:46
  They're doing that.
• 9:46
  They come to the event I.
• 9:48
  And they're more in the general sphere of influence, back and forth there.
• 9:52
  No more personalized gifts as we go.
• 9:54
  I do try and get birthdays, anniversaries, and kiddos birthdays,
• 9:58
  and send them, you know, just a nice birthday card with a $5 gift card to
• 10:01
  Starbucks or, or the kiddos ice cream.
• 10:03
  And then that's really it.
• 10:05
  And you stay, stay top of mind.
• 10:06
  You do those annual reviews every year with the crumble cookies every
• 10:09
  year, and you continue to do that.
• 10:11
  You'll be shocked at how many referrals you will get once you kind of.
• 10:15
  You know, move back, but consistently just stay top of mind, top of mind.
• 10:19
  Marketing is everything.
• 10:20
  So this is exactly the strategy I use that helps me close over 50% of my deals for
• 10:27
  repeat client or repeat client referrals.
• 10:29
  And it works right?
• 10:31
  You, you gotta get a C R M.
• 10:32
  You gotta stay organized, you know, as you grow and as you grow.
• 10:36
  Maybe an assistant comes into play and they kind of manage this on the backend.
• 10:39
  Gifting and unique gifting is absolutely something that will separate you.
• 10:43
  I know that oftentimes, you know, I've talked before is when I get
• 10:48
  a client, I give 'em a dammit doll because it's gonna be stressful.
• 10:50
  Kind of a joke.
• 10:52
  I.
• 10:52
  That is often talked about for years and years down the road because people
• 10:56
  just think it's, you know, witty and funny, matches my sense of humor and
• 11:00
  so, so it kind of converts there.
• 11:02
  But make something unique of yours.
• 11:05
  Just make these touchpoints and then as you go, you'd maybe say,
• 11:08
  Jeremy, I'm newer agent, I don't have the budget to do X, Y, Z.
• 11:12
  You know, just keep it.
• 11:13
  But even the touch, pick up the phone.
• 11:15
  Right next time, maybe text, hit them with different modalities as long as they're,
• 11:20
  you know, okay with it, or they're hip to the text messaging or whatever.
• 11:23
  And, you know, make sure that you're, you're just doing
• 11:26
  everything you possibly can.
• 11:27
  Document everything.
• 11:28
  Create a C R m, as you go early on.
• 11:32
  Because if you get used to using the c r m, you'll absolutely master,
• 11:35
  you know, the system and process that this, this goes along with.
• 11:39
  So, I hope this one helped you.
• 11:40
  Please, like, comment, subscribe again.
• 11:42
  Free accelerator.
• 11:44
  Just comment below as I said before, and I will send that to you personally
• 11:49
  and you can see kind of how I built my sphere of influence and, and the
• 11:53
  different things that that I do.
• 11:54
  As always, please share on the podcast and if you're interested in talking more
• 11:58
  about partnership and you know, maybe a more one-on-one partnership as far as
• 12:03
  joining myself at the Wolfpack at exp, please go to re agent wolfpack.com.
• 12:07
  We'll check you later.
• 12:08
  Thank you so much for tuning in.
• 12:09
  Bye-bye.