Latest / The Real Estate Agent Playbook / How a 22-Year-Old Agent Closed 70 Deals in 12 Months (Online Lead Systems)

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How a 22-Year-Old Agent Closed 70 Deals in 12 Months (Online Lead Systems) · The Real Estate Agent Playbook

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we have the young the mighty Landon bar on uh
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the channel
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thanks so much for joining me on the Wolf Pack way
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Landon how you doing today
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hey very good
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very good thank you so much for uh
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just giving me the opportunity to come on the channel
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and share a little bit about uh
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what we do yeah man well
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you know us Ohio boys
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we stick together um
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so excited to uh
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to dive in so first and foremost
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we don't want to focus this all on your youth
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but getting into the business at 18
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one of the biggest things that people tell me is that
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I'm young I don't have a sphere
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none of my friends are ready to buy
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so talk a little bit about how you overcame
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maybe some limiting beliefs
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based on your age and your youth
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and kind of what that looks like today
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having closed you know 60
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70 80 deals in your first
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you know 10
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11 months here at EXP at the age of 22
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yeah so being 22 years old now
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I think
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it's a little bit different than the typical agent
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so when I first joined and still this day
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when I meet a client at a house
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they look at me and they ask me
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one of the first things they ask me is how old are you
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or they ask me you know
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or tell me you look like you're 15
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so that's something that happens quite a bit
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um
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but going into it I Learned that
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you know being young can be a weakness
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but on the other end of it
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it can show if I do a good job
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that I like to hustle and I like to help my clients
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so when I got licensed um
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I knew right at the get go
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that I needed to know everything about properties
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and I needed to understand that um
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you know since I'm young
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I can't be dumb
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so I Learned everything when it came to properties
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um and then as well
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um I built my business on online leads
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so I honestly
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don't have a lot of friends that are buying houses yet
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we're just not at that age
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so I went right into the online lead route
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and I Learned everything I could with online leads
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okay so
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you looked at something
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that could be perceived as a weakness
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and you changed it so
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you talked about learning everything about a house
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and selling in the process
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so give me a couple things that you did
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kind of in your day to day
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that allowed you to learn everything
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you needed to know so
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you had the knowledge to kind of impress
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those people
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that were a little bit concerned about that
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so it kind of taps into my story with my old brokerage
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cause that's where I was prior
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and something he taught me was basically
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um go inside
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the house and learn everything you possibly can
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go to inspections if that's possible and
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and be there and take notes and learn um
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you can learn things about properties
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on simple platforms like YouTube
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um as well as with other agents so um
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I wanted to learn everything I could
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so that I would be qualified to show my clients
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properties
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so whether that's learning different types of flooring
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luxury vinyl plank cabinetry countertops
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the types of homes the style of roof
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all of these items on a home you need to understand
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you know what they are
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and then you also need to understand
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the pros and cons of everything so
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you know heat sources
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um your style of home is very important
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especially here in Ohio um
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especially cause it gets very right so
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um really
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just diving into all details
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and all things real estate is a very important part
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when it comes to starting
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and that's what I did yeah
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and
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and talk to me a little bit about inspections because
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you know the
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the rebuttal to that is well
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I don't have any inspections
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did you attend other agents
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I know your dad's in the business similar to my
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my dad um
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how did you go to
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as many inspections as you possibly could
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there's inspections happening all the time um
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there's
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100 different ways that you could figure that out
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you can call other agents and say hey
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I'm new I just would
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like
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to have the opportunity to tag along and inspection
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and just learn um
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your current brokerage there's deals going on
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where you can tap in and go to the inspection um
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and then make sure that you're able to um
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also look at a report and understand everything
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in that report so my father was also an agent
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but we actually got started at the same time
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a lot of us a lot of people think that he was an agent
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you know a long time prior to me
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but we got started the same time
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and we both did that together
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we tagged along at as many inspections as we could
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just to learn what was going on
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because at the beginning when you get licensed um
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I think it's just very
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important to understand as much as you can
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yep I think that that's
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that's huge and so as we transition
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obviously you gained all the knowledge and all of that
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how did you turn that into instant credibility
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you know
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in person when you're talking to these clients and
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and so on did you have some
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some go to scripts
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or how did you show that credibility
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yeah so yeah
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I mean go ahead
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I Learned that when it comes to a showing
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don't just say hi my name is Landon
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nice to meet you feel free to walk through the home
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and let me know what you think
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I don't do that
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I was taught to lead from the very beginning
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when you get the phone call to the showing
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to the closing so I like to lead
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I open the door I like to see what I
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you know tell them what I think
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show them the flooring show them the types of um
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cabinetry and things of that nature in the home
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and let them know the pros and cons
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so as soon as I walk in that door with them
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I'm kind of leading everything
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mm hmm
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and you know
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obviously with with the flooring and
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and with all of the features of the home
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I mean what do you do when
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when it's complete you know
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when it's run down and it's
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it's rough
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cause I know you've sold some lower price point homes
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and and how do you kind of
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transfer that information
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that you Learned about the home
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into opportunity for your clients
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right so this is where I
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I think I really build the most trust
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because I'm meeting clients that I don't know
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so I enjoy
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sometimes
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when the property isn't in the best condition
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because I can point out to my clients
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the issues that I see and they instantly trust me
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because why would a salesman tell me
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you know this is not good or
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you know at the end of showings
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a lot of times I tell them I wouldn't buy this house
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um so I think when you meet a client for the
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first time or even somebody you already know um
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when you have the skill set
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and you know everything in a property
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what's good and what's bad
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point out the bad
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and that's gonna build a lot of trust
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so that's one of the common things I do
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is I point out the good
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but I also point out the bad yeah
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so it's almost like you're not selling it
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you're you're selling them
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the experience of not being frustrated when haha
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you know right
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I I never walk into a showing and think to myself OK
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I'm I'm a salesman or I'm gonna close on this house
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I don't do that
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that's not my mindset when I'm at a showing
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my mindset is I want to maintain the relationship
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and I want to help them find
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a house that fits their needs
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so my mindset is never that
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I'm gonna close on a house with them
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I don't even plan on it really it just kind of flows
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yep and I think that that's
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that's a huge thing is
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a lot of people equate this business to a sales
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business and really
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it's a client relationship management business and um
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the ability to point out things right
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because with every you know negative in the house
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there's obviously sweat equity and you know
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appreciation gains that kind of come with it
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so depending on who you're dealing with
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if they are a little bit handy or whatever
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they can save a lot of money and
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you know do things on their own
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so the fact that you're kind of going through it
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you're attacking it
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you're kind of building building a list of
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you know things before the inspection right
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and people are always like well
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let the inspectors do that
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and I'm like well
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I wanna make sure you know
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that before my client spends
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500 to 1,000 dollars on an inspection
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that there's not something obvious
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that would be a deal breaker
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so um
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that that makes a lot of sense and it
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it definitely tracks um
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as you go so as we kind of transition
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somebody walks in
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it's an online lead and they just ask you how old they
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how old you are what is your response to that
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and kind of
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how do you turn the tide into this more value driven
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conversation yeah
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is that when I'm in the home or whatever
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I mean sure
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what the first thing
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a lot of times they only ask me that when I'm actually
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when I first meet them in the home
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and I just pull
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I pull up and I speak with them and I shake their hand
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I just tell them I'm 22 years old
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and I'm from this area
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and I think that gives them credibility
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they're a little concerned at first
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and I've had a lot of clients at
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at closing tell me we were not sure
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you know you were 22 years old
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we were not sure at first when we first met you
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but by the time I uh am done with the showing um
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I think I earn respect by um
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giving them a showcase of my knowledge and what I know
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yeah um
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even the other day somebody said
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how old are you at the end of the showing
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and I told them I was 22 and they said wow
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you're doing a great job you're 22
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I can tell you know a lot
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so I'm not boasting
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my accomplishments or anything like that
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if you have the skill set
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and you've been in enough homes
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you will be able to show that client that
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it doesn't really matter what age you are
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as long as you can give them uh
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what they need in a good service
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yep and I think that's
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that's super important
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because you're already meeting them right
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usually for these online leads
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it's because they want to see a house
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you're meeting them at the house
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you're kind of moving forward with the
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you know at least a relationship for that one showing
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and you don't hide behind it right
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you you just you just say it hey
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I'm Landon I'm 22 years old
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like let's let's check out this house
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this is what I know about it
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so you're leading with value
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and you're kind of using that as a way to demonstrate
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like how far you've come right
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because 22 years old you should
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you know be just finishing up college
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or maybe on your fourth or fifth or sixth year
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and you're you know
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three and a half years into a career already
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and so that's incredible
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so as the online leads start to come in and you know
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I asked you this question the other day
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but of of your
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you know transactions you've completed this year
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give me a slight percentage of online leads versus
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you know sphere or
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you know past client honestly
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um this year
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I'm around 70 deals
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and I'd say 70% are from online leads okay
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so we're talking 70% of 70 transactions
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it's pretty incredible um
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so obviously you've taken things from
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from those and gone there
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so of the 70% kind of what are your
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your main online lead sources
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because you know
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I know there are some free mixed in
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pay at closed and so on what are what yeah
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so a lot of people do different online lead sources
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um what I figured out
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and what works for me is what I'm
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sticking to at this time because it works
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so I do Zillow I do Redfin Realtor
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Com um
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I'm now a Veterans United partner and I do Upnest
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which is um a selling platform
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a listing platform of realtor.com
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so I do all of those um
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like upnest Redfin
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those are pay on the back end
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mm hmm um
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and then Zillow and realtor.com
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I also pay for buying leads upfront
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okay and so Zillow
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you're on the Premiere Agent program
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not the flex program
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which is an important delineation for sure
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um and of like
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of the 70% how many are Zillow and realtor
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com like pay ahead and how many are the pay at close
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I would say 30 30
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35% are Zillow another 50 15
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20% are realtor com and then um
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I guess the rest would be
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you know pay at closing
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all right so I mean
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35 transactions
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average price points 100 to 200,000 usually yeah
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um in your area
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but you're still doing 35 deals with pay at closing
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you know lead generation and so on
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but now now that we've kind of narrowed that down
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just I just wanted to make the point that it's not just
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Zillow it's not just pay up front
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half of his deals are coming from
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you know pay at closing sources
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which are absolutely free once you sign up
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so let's let's talk about what the online lead
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in general looks like
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and let's just focus on the buy side for now
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sure so when you get an online lead
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whether it's Zillow Realtor
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com or you know Redfin
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what are your kind of processes there
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yeah so first of all
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you have to have a goal
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you have to know what your whole plan is
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from start to finish
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and so when I was at the Zillow Flex team
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I Learned a lot and I Learned a lot of the data
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and the data is
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that your first goal should be to set an appointment
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that's it so when I'm on the phone with the lead
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I say hey
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this is Landon Bar with the XP Realty
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I see you're looking at 1
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2 3 main street
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when would you like to see it
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okay um
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and then hopefully I can set an appointment from there
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but usually that's not always the case so um
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if if not my goal is to uh
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kind of take care of that lead from the start
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you don't want to let that lead go dry
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even for a day or two because by that time
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the chances of you getting a hold of that lead again
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are slim to none so nurture it
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form the relationship off of the bat
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try to get the appointment but if not um
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make sure you're following up and
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and understanding how you can help them okay
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so um
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a lot of times these people are just looking right
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these are some come in as nurture leads
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which if you don't know what a nurture lead is
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that's where it just comes in
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where it has their name and a phone number
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and that's all you have um
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some calls primarily with Zillow
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you have a live connection call
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so that gets connected to you
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and you're on the phone with them directly um
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if it's a nurture
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you have to make sure that you text them quite a bit
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um at least 7 times in a week
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and I think a lot of people don't understand
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how much you have to text an online lead
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to actually make it convert
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um but the gold is in the follow up
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and you've heard that 100,000 times
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but it's the truth so setting the appointment
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or I'm starting to nurture them right off the rip
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and taking care of myself
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a year down the road when they buy
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so that's the first step
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do you want me to kind of go through the rest of the
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process you're going through what next
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so if I haven't gotten an appointment
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my goal is to get an appointment
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how do I do that
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I have to figure out what they're looking for
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and what their time frame is
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if I know what they're looking for
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I'm going to be sending them houses right
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so that's a one of the main things I do
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is I make sure I know what my clients are looking for
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and I send them houses
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if there's not a house that is on the market
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um what I'll do is I will text them
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hey uh
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James Smith this is Lana Barth
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XP Realty just scanned the market today
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and just wanted to let you know
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I'm looking for you
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but I haven't seen any houses in your criteria
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um that way they know that I'm still looking for them
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and we're keeping that relationship um strong
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and then the other way is
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let's say that it's kind of a lead
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I don't know exactly what they're looking for
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but I will send them a house
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and then from there I will see hey
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what do you like
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or what do you not like about the house
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and that way
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they know that we're kind of just building a rapport
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and I'm working on figuring out what they want
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yeah so yeah
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so when you when you're talking to someone and you know
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obviously these leads the buyers
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especially the website based
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Redfin and Zillow and realtor.com
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they're looking at a house
16:36
haha right
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that's that's how they found your
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your contact information
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clicked on your mug shot and decided
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you know hey
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we want more information on this house
16:46
that's kind of how those leads come in right
16:47
so being able to you know
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get them into the home what happens if you know
16:54
talk about your process
16:55
because I know it's good is if they're like yeah
16:58
let's go see that house how do you then make sure
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that's not just a one hit wonder
17:05
you're going to see the house cause they're lucky Lou
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how do you then
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kind of turn that into a nurture situation
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if they're agreeable
17:12
because I think that's part of that
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people don't like fully grasp is like okay yeah
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they they're clicking on a button
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they click my name cause they wanna see the house
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I take them to see the house and then what right
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how do you not allow them to continue
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to repeat that process as you
17:29
you know meet them at the first house
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yeah you have to impress them at the first showing
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and you have to let them know
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that you can show them any house on the market
17:38
a lot of people think that you just call the listing
17:40
agent on a listing
17:42
and you can just kind of realtor hop
17:45
so I like to let them know
17:47
that I can show them any property on the market
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because that's a huge misconception
17:52
that buyers don't know
17:54
and then also at the end of my showing
17:57
I always say this because it's gonna help me
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learn exactly what they're looking for
18:03
I always say hey
18:05
on a scale of 1 to 10 10 being this is the perfect home
18:09
you know you love this home
18:10
you're ready to put an offer on this home today
18:13
where would you rank this home
18:15
let's say they say 6 okay great
18:18
what would make it a ten
18:20
that way they're gonna give me
18:22
um what they're looking for hey
18:23
maybe we need a first floor bedroom
18:25
hey maybe we want a first
18:27
you know we want a ranch and then okay
18:29
we're gonna not look at any more two story homes
18:32
yeah um
18:32
so I think just doing a good job at the showing
18:36
making them understand the process
18:39
making them want to stick with you
18:40
and letting them know that you are looking
18:43
for something for them yeah
18:45
so from there
18:47
I'm usually able to maintain that relationship
18:50
and I don't think um
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many clients um realtor hop after they meet me yeah
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and so talk a little bit about that
18:59
like kind of future pacing them
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when you say you're looking for houses
19:03
or you're sending them
19:04
do you set them up on an internal search
19:06
so you get their search
19:08
or do you just set them up on an external search and
19:10
and set them free yeah
19:12
so you know a lot of Realtors
19:15
will put them into a system where it'll
19:17
automatically give them uh
19:19
houses in their criteria and that's great
19:21
that's cool um
19:23
but what I Learned is
19:24
I think there's a lot more success just doing the work
19:27
finding them houses
19:29
and sending it to their text message
19:31
or however you're gonna do it
19:32
I personally just send them the house
19:34
link to their text message
19:36
I think it kind of builds more of a rapport
19:38
and let's be honest you know
19:40
I sell a lot of houses I can do it
19:42
most realtors can set
19:45
aside a little bit of time to send their clients homes
19:48
yeah um
19:49
so that's what I do personally
19:51
I think at least on the front end
19:53
especially like once they've looked at some homes and
19:55
you know maybe the automations can help but I mean
19:59
I will tell you that
20:01
when I'm talking to clients and things like that
20:03
you know I ask them
20:04
you know how was your realtor whatever oh
20:07
I found the house is almost one of the first things
20:09
always out of there they didn't do anything
20:11
I found all the houses and sent them to them
20:14
yeah and they
20:15
you know that's where realtors just unlock doors
20:18
kind of comes from so the fact that you're
20:20
you're doing that as you go forward
20:24
handpicking some of the houses
20:25
allows you to make it not super obvious when you just
20:29
you know or a one off when you just send them one house
20:33
yeah right
20:34
and so I think that rebuilds a ton of rapport
20:38
and go from there so now my question
20:41
having sold 70 homes
20:42
what specific systems do you put in place
20:45
like do you use a CRM and campaigns
20:48
or how do you keep track of
20:50
you know
20:51
the people that maybe you showed a house to and
20:54
you know it didn't work out the first time
20:57
yeah so
20:58
there's a ton of different ways to incorporate
21:01
your personal CRM I would say
21:03
do what works for you and be consistent in it
21:06
of course I have a CRM
21:08
I think you have to have a CRM
21:10
if you're a high performing agent
21:12
so in my CRM I try to keep it super simple
21:17
I have clients that just hit
21:19
I put them on nurture
21:20
a lot of times if it's a lead that
21:23
you know was not responsive um
21:26
but if it's a client that is looking at houses
21:29
I put them on warm
21:31
okay so I either do nurture or warm
21:33
I keep it super simple
21:35
and then I look in my warm sheet every day and I see I
21:39
and I scan the market
21:40
and I see if there's any houses on the market
21:42
that would match my CRM in the warm section
21:46
mm hmm and and that's what I do every day
21:48
now in my CRM I also have um
21:51
like a drip campaign almost where I'm emailing
21:54
you know my clients that are on a nurture platform
21:58
you know once a month and things of that nature
22:01
but for the most part
22:02
I try to simplify it pretty quickly into nurturing
22:06
warm and then my warm clients
22:08
I'm looking for homes yep okay
22:11
so he's
22:12
you just have the list you're using your CRM manually
22:15
like it doesn't
22:16
maybe the automated campaign of once a month
22:19
keeping in touch that's that's certainly
22:21
you know top of mind kind of stuff
22:24
but obviously
22:25
if you're everybody that's in warm that's looking
22:27
you're like okay boom
22:28
here's some houses um
22:30
in general like especially with these
22:33
you know internet leads
22:34
you're serving certain zip codes for those leads right
22:37
so I'd imagine you're looking at the market
22:39
and you see one house
22:40
and you might send that to a couple people yeah
22:43
um so outside of that CRM um
22:45
what other systems do you incorporate
22:47
or is it just pretty much the getting on to the
22:51
the online lead platforms and kind of learning those
22:54
those as you go using their system a little bit yeah
22:57
I mean honestly
22:58
a lot of what I do is just with that CRM
23:01
and I send them to homes I keep it pretty simple
23:03
that's what's been working for me
23:05
in the future I might get a little fancier um
23:08
but at that at this time
23:09
that is just what I do
23:12
absolutely and so as say
23:16
you know say they're in the warm
23:17
and they just kind of fall off
23:19
and those kind of things are you doing anything special
23:22
or do you have one small tip that
23:24
that you utilize to kind of identify
23:27
because I would imagine throughout this process
23:29
especially with online leads
23:31
of course everyone's like excited
23:32
they wanna see that house
23:33
maybe they see another one
23:35
but then they start to to filter out
23:37
at what point do you kind of
23:39
what's a tip that you take from that
23:41
as far as getting them pre approved
23:43
or pushing them to the lender
23:44
what what
23:45
at what point do you yeah
23:46
so really qualify them things
23:48
things happen all the time right
23:50
we're in real estate um
23:52
if they
23:52
decide that they're not gonna be looking anymore
23:54
something like that I will put them back in the nurture
23:57
and I still look at my nurture all the time um
24:01
but when it comes to the pre approval process um
24:05
I always learn to give them one free lunch
24:07
and I think that's worked really well for me
24:09
so like I was saying earlier
24:11
we're trying to get an appointment
24:12
we're trying to meet the client um
24:15
and then from there I'll show them one home
24:17
and then I will try to get them pre approved
24:20
and usually I do the pre approval talk
24:22
at the end of the showing as well so um
24:25
sometimes they're pre approved
24:26
but a lot of times they're not
24:29
you know um
24:30
and
24:30
and then we're gonna weed out a lot of people from that
24:32
pre approval process
24:34
I think a lot of people don't understand
24:36
how low conversion online leads can be
24:40
I think the average is like 2%
24:43
but it's possible to be a lot higher
24:46
when I was at the Zillow Flex brokerage
24:48
I was at 15% which is
24:50
it was the number one in the state of Ohio
24:53
in online conversion so the leads can be good
24:56
but you almost have to
24:58
think in your head that every lead that you get
25:01
they're gonna buy a house
25:03
you can't you can't be negative and think that oh
25:06
this is you know crap
25:07
you have to almost brainwash yourself
25:09
and think each lead you know is going to buy a house
25:12
and I think that works yep
25:15
and I mean what
25:16
would you say your conversion rates now
25:17
over all of the platforms
25:19
I know it's not in one place
25:20
but if you could estimate what that looks like
25:22
probably 10% yeah
25:25
so you're maintaining 10%
25:26
which is way above the average
25:28
obviously the No. 1 new agent
25:30
at a brokerage of 80 to 90,000 agents um
25:34
in your first year here closing 70 transactions is
25:37
is pretty incredible so as you can see
25:39
he's moving forward
25:40
but now he's gaining all of this experience
25:43
and when he's talking about
25:45
you know his general sphere still not buying homes
25:48
right um
25:50
then we're still continuing this
25:53
this nurture
25:53
and you and I have talked a little bit about this
25:56
as far as you know
25:57
developing a system for your past clients and
25:59
and that kind of stuff
26:00
have you dove into that or brainstorm that
26:03
and how you think that will look in your simple
26:06
simplicity kind of state so yeah
26:09
I think you made me realize that
26:11
a lot of gold is also in my
26:14
you know my past clientele so um
26:18
what I'm doing now
26:19
and even what you told me a few weeks ago
26:22
was do annual real estate consultations
26:25
I've never thought of that um
26:27
so I've already incorporated into my business
26:30
where I've met a couple past clients and um
26:33
1 1 the other day
26:34
I just met her at her house and I just kind of uh
26:37
maintain that relationship
26:39
and her son's looking for a house
26:41
so I I think like you said
26:43
when you have that past business or a sphere
26:46
it's very good to maintain that
26:48
with an annual real estate consultation
26:51
and I think how you explained it was
26:53
a lot of people are meeting with their financial
26:56
advisors quarterly
26:57
why wouldn't you meet with a realtor once a year
27:00
just to speak about your biggest asset
27:02
so that's one thing I've incorporated right away
27:05
I do Christmas cards as well
27:07
and a lot of times I'll do a random text
27:10
and I'll just say hey
27:11
how's the house or you know
27:13
I'll just ask them if there's anything
27:14
I can do for them so yeah
27:16
I think making those connections for sure is is key
27:20
and again like when I'm doing annual reviews
27:23
some people still are like
27:24
oh you know
27:25
we're not selling you know
27:26
whatever because they're so
27:28
the client is so used to just the shotgun CMA
27:31
like here's your value now
27:33
they can hop on any internet
27:34
real estate site and figure out an estimated
27:37
value of their home and so being able to you know
27:41
get in those conversations always leads
27:44
I get more referrals from those meetings
27:47
as you will too
27:48
then you know actually selling that house
27:51
haha cause it's true
27:52
especially in our market right now
27:54
I don't wanna sell a house for 2 years
27:56
that I helped someone buy
27:57
cause that means something went poorly in their
28:00
their life or experience so right um
28:04
that's a key piece of that and to develop referrals
28:07
but you're also just providing value
28:09
and for somebody who has at least 100 hundred and 50
28:13
200 past clients already at the age that you're at
28:17
like
28:17
this is an absolutely massive piece of the business
28:20
because everybody kind of runs in the similar packs
28:24
right if you get a first time home buyer
28:26
it's likely that they have a few first time home buyer
28:29
friends right
28:30
that are maybe not to that point or you get a
28:33
a move up by our starting families
28:34
well families hang out with families and
28:36
and as as families grow
28:38
we need bigger houses so really cool uh
28:41
piece there and I'm excited to see kind of how that
28:44
continues to grow because if you turn
28:46
each one of those 200 deals into one
28:49
or two or five referrals over the life of your career
28:54
you know eventually when your sphere is ready
28:56
you won't have to be on those online
28:59
yeah hundred percent so
29:01
so that's really cool so um
29:04
as as you know
29:06
somebody who's
29:06
who's made it who's wrote the book at this point um
29:10
what is one thing that maybe was your aha
29:14
moment with converting these online leads
29:17
that new agents might not figure out
29:19
without the volume that you've done
29:22
yeah so I listened to my mentors
29:24
and I applied it to my business
29:26
and at first I didn't know if it was true or not
29:29
but I think following up with clients
29:32
once I started to realize
29:34
maybe six months in from getting consistent leads
29:38
I realized holy cow
29:40
what they were telling me was right
29:42
but then also on top of that
29:45
and I think this is one of the most important things
29:48
is just making relationships
29:51
my old broker uh
29:52
he taught us
29:54
just focus on making long lasting relationships
29:58
and the money will follow
30:00
and that is what happened
30:01
so you know
30:03
like you said earlier I don't think
30:06
you know we're salesman
30:07
I think we're in the industry to make relationships
30:10
and help people and I've been able to help honestly
30:15
hundreds of people already find their home
30:18
and they've had amazing stories
30:20
so I think helping people and
30:22
and building those relationships
30:24
is probably the most important thing
30:28
yep and I think that removes the salesy piece right
30:31
that you I don't see myself as a salesman
30:34
in fact I've been quoted several times to say
30:36
I've never sold a house right
30:38
it's it's all about the relationship
30:40
matching the needs and you know
30:43
coming through for for the desires of the client
30:45
whatever those look like and
30:47
you know the house is
30:48
the house there are dime a dozen
30:51
we can find
30:51
a house that's not gonna disappear off the market
30:54
you know quickly now
30:56
but even when it was disappearing
30:57
the next one would come up shortly thereafter
30:59
and so I think really dialing down
31:02
that relationship without the sales piece
31:04
and not having you know
31:05
to to make that next sale to
31:07
to be on the you know
31:08
put food on the table is a huge advantage
31:11
and I think sometimes early on
31:14
especially like we get that lead
31:16
and it's almost like
31:16
we have to trick them or convince them
31:18
right to buy a home
31:20
where if you operate from abundance
31:23
that one person may never buy a house
31:25
but the five to 10 other people that
31:27
that they're running with may right
31:29
and so if they can have a really good experience
31:31
and you're there and you do the extra work for them
31:33
even though maybe it doesn't come through
31:36
honestly is a thing and so a lot of people say
31:39
you know they have to be pre approved
31:41
they have to be this they have to be that
31:43
like if I get the chance to be in conversation
31:46
and in flow with somebody who is
31:51
you know
31:52
wanting to buy a house
31:53
and then something doesn't work out
31:55
people are like well
31:55
that's a waste of time no
31:57
it's not because I'm focused on the relationship right
31:59
and so talk about how you know
32:02
you've turned one of your clients into most
32:05
who's that one like
32:06
golden client that has given you multiple referrals
32:11
um do you have a story like that
32:12
or do you have anyone that you can think of that's like
32:15
that's that's an A plus
32:17
you know client in my book
32:19
yeah I think there's several
32:20
and I've had several clients that um
32:24
have helped me sell multiple properties of theirs
32:29
and I think all of that just builds from
32:33
having that trust and not having
32:36
like you said
32:37
being desperate for a sale right off of the gecko
32:41
and having patience and just understanding that
32:44
you know if you maintain that relationship
32:47
ultimately they're going to buy something
32:49
and it will be through you
32:51
if you just maintain that relationship
32:53
and have some patience
32:55
mission breath is just a terrible thing
32:58
it's just a terrible thing
32:59
so I've had I've actually had several clients
33:02
where they referred me to their family
33:04
and their aunts and uncles and um
33:07
I've had several showings where I met them
33:10
I didn't require pre approval
33:12
and they never bought a house from me
33:14
but their aunt or uncle did
33:16
yep so
33:17
I think just always
33:19
carrying yourself with that honesty and
33:23
and just building a proper relationship with them will
33:26
uh give you plenty of referrals in the future
33:30
yeah and I think it's all perspective right
33:33
if you show a house to somebody
33:34
that doesn't ever end up buying well
33:38
you already said right here
33:39
like your No.
33:41
1 path to success was learning everything
33:43
about the house
33:43
getting the experience about showing a house
33:46
and all of that at the very least
33:48
if the relationship goes nowhere at the start
33:51
off the jump
33:54
then you at least gain that experience
33:56
and you can take that experience to somewhere else
33:59
right or I could have shown that better or whatever
34:02
and it boggles my mind that young agents
34:05
who typically have not young
34:07
but newer agents who typically
34:09
have a little bit more time on their hands
34:11
unless they're working a part time job
34:13
which is a whole other conversation
34:15
do not like practice
34:18
and get experience
34:21
using the tools that we have to use every day right
34:25
setting up a showing running through the MLS
34:27
knowing how the MLS works
34:29
lock boxes how to show a house appliances
34:32
cabinetry flooring
34:34
all of those things combined
34:36
you can get experience just from having a conversation
34:39
right
34:40
and if you say something that sounds dumb or stupid
34:44
and we've all said it where we're like
34:45
well I just blew that one right
34:48
I had this opportunity and I just went for it
34:51
and that's not what they wanted right
34:53
they weren't picking up what I was putting down
34:54
and so um
34:56
talk about that talk about how
34:58
you know every
34:59
every instance
35:00
and every mistake or non closing relationship is
35:06
has transitioned into you know
35:08
something more for your business
35:09
even if it's not a closed transaction
35:11
yeah that's great
35:12
cause you hear about all of my wins
35:14
right but there's a lot of losses on the back end
35:17
there's a lot of rejections and a lot of nos
35:19
but and you've heard this a lot too
35:21
but every no is gonna lead to a yes
35:24
and so I've Learned
35:26
I've had so many different situations with showings
35:30
and phone calls and cold calls
35:33
where it didn't work or something wasn't right
35:36
or I wasn't educated on the matter
35:39
but I made sure that after that
35:41
I tweaked it or I improved that
35:43
and so there's
35:44
there's so many different things that can go wrong
35:47
but that
35:48
I think you should just take that as a learning lesson
35:51
and just learn from that
35:53
and don't make that mistake again
35:55
so I think that's absolutely right
35:58
and a lot of agents that are winning a lot
36:01
I think they're also losing a lot
36:03
but they're making they're making those tweaks yeah
36:07
I mean you gotta get the reps right
36:09
I think as humans
36:11
we think we're all so different and even as agents
36:13
we think oh
36:13
we're we're all different
36:15
we're all bringing the same
36:16
but I mean
36:17
you can attest to this in the online lead world
36:20
I mean
36:20
how many real different conversations have you had
36:24
right there's probably 10 base conversations
36:27
that you just have over and over and over again
36:30
and it's not because you're like just a script robot
36:34
it's because people say the same things right
36:37
they say the same things when they meet you
36:39
like you said you've developed a
36:41
you know kind of move on script for you know oh
36:46
you're young how old are you right
36:49
like boom
36:49
let's go I'm 22
36:51
like let's go inside notice it's not I'm 22
36:55
I'm the No. 1 new agent at this brokerage
36:57
I'm doing this I'm doing that
36:58
because you mentioned it's not about your accolades
37:01
it's about the actual knowledge
37:02
because they don't care how many homes you sold
37:04
granted it comes into play and it probably shows
37:08
um but as we
37:09
we kind of move
37:11
move forward and talk about the brokerage
37:13
and the opportunities now
37:14
because now
37:15
you're starting to get into a little bit more outreach
37:18
with agents and wanting to partner with agents
37:21
which you are able to co sponsor with Landon and myself
37:24
actually you don't even have to co sponsor
37:25
because Landon is my organization
37:28
so you can sponsor under Landon
37:29
and have access to both of us
37:31
if you do you can book a call on our agent
37:33
Wolf pack.com or you can uh
37:36
reach out to Landon on on that
37:37
but just make sure you mention this interview
37:40
um so I make sure you get connected with Landon
37:42
um but with that said
37:44
the transition from a more traditional brokerage
37:46
over to EXP why do you think at your age especially
37:50
it's such a valuable place to grow your business
37:54
well
37:54
I think EXP is one of the fastest growing brokerages
37:57
you know out there
37:59
there's a lot of training that young agents can have
38:03
I think there's 40 hours of training on EXP a week
38:07
but then we also in our Wolf Pack
38:10
Carbon Collective community have Monday
38:12
Wednesday Friday training
38:14
and so there's a ton of information that you can um
38:17
access and implant yourself to
38:19
that will help you grow faster than other brokerages
38:23
and and all of these agents that are in our community
38:27
they want to grow and they want to help each other and
38:31
um that's that's a super important factor is because
38:35
you know my old brokerage uh
38:38
the problem with that is you
38:40
you know
38:40
people don't really want to help each other as much
38:42
there's a withholding of information
38:45
because what benefit do I have of sharing my wins
38:50
with my competition whereas with EXP Realty
38:54
we all win
38:55
we all wanna help each other and we all wanna grow
38:58
so it's a perfect um
39:00
perfect opportunity to start and learn how to grow
39:04
yep and I think the geographic restriction
39:06
is a huge part of that now
39:08
it's not like within our family
39:09
we wouldn't you know
39:10
work together and help each other grow
39:12
with the competition you know in our specific market
39:15
but myself being in Colorado
39:17
you being in Ohio you know there's no haha
39:20
I'll tell you how whatever you know
39:22
and and the way it's set up is is different
39:24
we all can win together
39:25
but I think the geographical restriction of the Ma
39:30
you know break and mortar office
39:32
leads to some of that kind of angst and so on so um
39:37
as we kind of wrap up if you had to start over tomorrow
39:41
you're 20 let's say 21 years old right
39:44
so last year if you had to start over
39:45
what would your first 30 days look like
39:48
uh where would you go
39:49
talk a little bit about what you would subscribe to um
39:52
as far as some of those pay at lead closings
39:54
yeah so first 30 days
39:56
I would be doing what I did at the start
39:59
I would access online lead platforms
40:03
because those are leads that you can access
40:06
and those are people that are looking at homes
40:08
so I would plug myself into Zillow
40:11
realtor.com
40:12
Redfin and then any other outside referral platform
40:17
if you don't have a lot of money at the start
40:20
I would do a a program like Redfin for example
40:24
or Upnest
40:25
where you pay out of your commission on the back end
40:28
just so you can have these conversations
40:31
meet these people and get in the home
40:33
so I would plug myself into that
40:35
I would be consistent every single day
40:39
um
40:39
that's also something that a lot of agents aren't doing
40:42
is they're not being as consistent as they need to be
40:45
and they're looking at all the shiny objects
40:48
instead of focusing on a couple solid routes
40:51
so I'd be focusing on online leads
40:54
and then I would be meeting local professionals
40:57
whether that's in inspectors uh
41:00
you know service providers contractors
41:02
lenders
41:03
and I would be trying to have as many conversations
41:06
as I possibly could have because at the end of the day
41:09
a lot of people ask other realtors
41:11
how many conversations are you having a day
41:13
and they say you know maybe one and that's a problem
41:17
so I would be having as many conversations
41:19
as I possibly could have and I would be
41:22
trying to grow that online lead platform
41:25
because I think that's one of the fastest
41:28
ways to grow a business as a new agent
41:31
so that's what I would do yeah
41:33
and I think those conversations boil down to education
41:36
or lead generation right
41:37
I always say leads are just data points
41:40
if it's not a conversation
41:41
it's not gonna take you anywhere
41:42
so having as many conversations as possible
41:45
and at first it might be three conversations
41:47
with people in the industry right
41:49
that you're you're working at getting in front of
41:51
but you're taking that knowledge
41:53
and so that when you do have
41:55
the conversations with others
41:57
you can kind of
41:58
you know go from there and and get to that point um
42:01
so what um separates young agents who win fast
42:07
from those who kind of stall out
42:09
and maybe give up and and give back back into
42:12
you know the working world or kind of give up on
42:15
on the dream of being their own boss
42:18
I've seen it a lot already and they just
42:22
they have so many different ideas
42:23
but they don't execute it you know
42:26
and once again
42:27
they're looking at all these shiny objects
42:29
but they don't put their head down
42:31
focus on a couple of platforms that work
42:33
and stick with it
42:35
they don't give it enough time either
42:37
they might give it a month
42:39
a month's probably not long enough
42:42
you need to stay consistent and find an avenue
42:46
find a niche that works for you
42:48
and don't stop doing it so that's
42:51
that's a huge issue
42:53
that I see with a lot of new agents
42:55
is that they
42:56
they only give it a month or something of that nature
42:58
and then they go on to the next thing
42:59
and then they go on to the next thing
43:01
and I think that's the worst thing you could do yeah
43:05
I think there is definitely a lack of execution right
43:08
because no matter where you're at
43:09
you have realtor boards
43:10
you have people that are providing education
43:12
but we go to these big conferences
43:14
or we go to these trainings and these seminars
43:17
but we we fail to execute we fail to plug in right
43:21
people pay hundreds of dollars to go to conferences
43:23
and things like that and they try and take it all in
43:26
they try and implement everything
43:28
where every single day if you take one thing
43:31
and implement it into what you're already doing
43:34
I think that's absolutely massive
43:36
so developing that habit stack like Landon mentioned
43:40
getting into a CRM and every single warm lead right
43:43
every single person he's been in a home with he's
43:47
he's just making sure he's touching base with them
43:49
with a piece of value like he said
43:52
he come they come to him from
43:54
you know looking at homes
43:56
so they wanna find a home right
43:59
so we have the ability to understand that
44:02
see maybe a deal coming on or whatever
44:05
and sending that home to them personally
44:07
in a different format than just an auto email right
44:10
if they can unsubscribe from the email
44:13
maybe we're not you know
44:15
doing our our due diligence on the front end
44:17
now once you get down the road and you need that system
44:20
and you can use your website
44:21
or you can use your MLS
44:22
and you can kind of keep an eye on the back end
44:25
yes that's
44:26
that's all great and it will work
44:28
and I'm sure Landon will get to a point where
44:30
he needs some of that assistance
44:32
but as for now he's doing 70 80
44:35
90 deals in a year and he still has time to send
44:38
send his clients handpicked properties
44:41
which you know
44:42
is a testament to the execution
44:44
so Landon thanks so much for popping on
44:47
you're amazing tremendous success
44:50
well uh
44:52
well spoken about your trajectory
44:55
and kind of the simplicity of what you've done right
44:58
everybody can do exactly what you do
45:00
get education
45:01
plug into some online lead systems that work uh
45:05
create you know
45:06
pillars and focus on those
45:08
but where can people follow you
45:10
where can people find you if they have any questions
45:12
yeah um
45:13
find me on Facebook Instagram
45:15
YouTube my name is Landon Bar
45:17
and you can find me there and reach out
45:20
alright northwest really just northern Ohio
45:23
the yeah
45:23
there's a decent amount of uh
45:26
real estate over there so Landon
45:28
thanks so much please reach out to Landon
45:30
connect with him and uh
45:32
follow along for his journey cause it's certainly uh
45:34
only just beginning