Latest / Massive Agent Podcast / From New Agent to CEO w/ Jonathan Campbell

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From New Agent to CEO w/ Jonathan Campbell · Massive Agent Podcast

• 0:00
  SPEAKER_01: We're sitting down with the number five team leader in the entire country.
• 0:04
  SPEAKER_01: The John Campbell team, they're the number five team on the latest real trends list.
• 0:07
  SPEAKER_01: They sell about 2,000 homes every year.
• 0:10
  SPEAKER_01: They have 20-something agents, just incredible numbers from this team.
• 0:13
  SPEAKER_01: And Jonathan Campbell's sitting down with us to share how he went from a brand new licensed solo agent to leading one of the most productive teams in the entire country.
• 0:24
  SPEAKER_00: The Massive Agent Podcast.
• 0:31
  SPEAKER_01: I love to buy houses.
• 0:32
  SPEAKER_01: I like to sell houses.
• 0:36
  SPEAKER_00: Wait a minute.
• 0:38
  SPEAKER_00: Leads a week.
• 0:40
  SPEAKER_00: I've said better.
• 0:42
  SPEAKER_00: Oh have I got your attention now?
• 0:45
  SPEAKER_00: Here's your host, Dustin Brome.
• 0:50
  SPEAKER_01: What is up, guys?
• 0:51
  SPEAKER_01: Welcome to episode 341 of the Massive Agent Podcast.
• 0:54
  SPEAKER_01: I am your host, Dustin Brome, here in Salt Lake City, Utah.
• 0:57
  SPEAKER_01: Speaking of Salt Lake City, well, we're doing the Team Builder Summit here next month, August 7th and 8th in downtown Salt Lake City.
• 1:06
  SPEAKER_01: And one of the speakers, one of the trainers, is Jonathan Campbell.
• 1:09
  SPEAKER_01: Who's Jonathan Campbell?
• 1:11
  SPEAKER_01: Well, he happens to run the number five team in America, right?
• 1:16
  SPEAKER_01: They're selling about 2,000 houses every year.
• 1:18
  SPEAKER_01: They have just over 20 agents, insane production per agent if you break that down.
• 1:23
  SPEAKER_01: I mean, he says it's anywhere from like 65 to 80 something deals per agent on the team, is what they're averaging.
• 1:30
  SPEAKER_01: Their top agent, I think he, what did he say?
• 1:32
  SPEAKER_01: You'll hear it later in the episode.
• 1:33
  SPEAKER_01: Like 140, 170 sales, their top team agent does.
• 1:37
  SPEAKER_01: Incredible.
• 1:38
  SPEAKER_01: And he's going to be breaking down how he's built this.
• 1:41
  SPEAKER_01: And what did he do to start?
• 1:42
  SPEAKER_01: What did he do next?
• 1:43
  SPEAKER_01: Who are the first hires you should make as a team leader?
• 1:47
  SPEAKER_01: And what's cool is he's going to be at our Ignite Team Builder Summit in Salt Lake City.
• 1:52
  SPEAKER_01: So I have a little bit of a bone to pick with you.
• 1:55
  SPEAKER_01: See, I the reason that I chose to do a team builder summit for our first real large live event, it's actually quite small, but our first live event here that wasn't tied to my team or the Massive Agent Society.
• 2:08
  SPEAKER_01: Like this is open to anyone in the industry.
• 2:11
  SPEAKER_01: If you're a team leader or want to be, this is for you.
• 2:14
  SPEAKER_01: And I have a bone to pick with you because you say you want to build a team.
• 2:17
  SPEAKER_01: You say that you're so busy and you need to scale, you need to build a business and that you want to, yet you still haven't invested in a ticket.
• 2:25
  SPEAKER_01: You still haven't invested your time, you still haven't made the decision that, oh my gosh, if the number five team leader in the country, which after today's conversation, you're going to realize why you want to be in the same damn room with this guy for two straight days, why the number one team leader in Utah, the Perry Group, why he's going to be there.
• 2:43
  SPEAKER_01: Neil Dingra.
• 2:45
  SPEAKER_01: You guys all know Neil Dingra.
• 2:46
  SPEAKER_01: Neil Holm has been on the show a few times.
• 2:48
  SPEAKER_01: He does the forward event in Vegas that I'm going to next week with Gary V and who else?
• 2:53
  SPEAKER_01: Well, Gary V and a bunch of other people.
• 2:56
  SPEAKER_01: One of the best events of the year.
• 2:57
  SPEAKER_01: He's going to Neil is going to be talking about team building.
• 3:00
  SPEAKER_01: Paige Steckling, Utah Real Estate Page, she's going to be speaking at this event and so many other great high-powered team leaders.
• 3:07
  SPEAKER_01: If you want to accelerate, if you want to actually build a team or build a business of some kind in this industry, the fastest way to do it with the least mistakes is to get in a room with people who have done it and absorb everything you possibly can from them.
• 3:22
  SPEAKER_01: And you can do that for anywhere from$500 to$1,500 for a ticket.
• 3:28
  SPEAKER_01: And you're not.
• 3:29
  SPEAKER_01: For some reason, you're not, oh, it's inconvenient.
• 3:31
  SPEAKER_01: Well, you know what's you know what else is inconvenient?
• 3:33
  SPEAKER_01: Not building the thing that you've been telling yourself for years that you're going to build.
• 3:37
  SPEAKER_01: So I'm pushing back on you who are on the fence and you're making excuses because those excuses are popping up, knowing that if you just take action and do the thing and get in this room and go to this team builder summit, you'll actually be on the track to building something big.
• 3:54
  SPEAKER_01: And some of you, it freaks you out.
• 3:57
  SPEAKER_01: Do it anyways.
• 3:58
  SPEAKER_01: Ignite slc.com is where you get tickets.
• 4:01
  SPEAKER_01: It's going to show you the full price.
• 4:03
  SPEAKER_01: And I'm going to give you a little hack here.
• 4:05
  SPEAKER_01: If it's going to show you the full price of the tickets, put in promo code early, and you're going to get half off.
• 4:11
  SPEAKER_01: This actually expired, but I'm bringing this 50% off deal back because I want to pack the room with as many of you as possible.
• 4:18
  SPEAKER_01: August 7th and 8th, downtown Salt Lake, ignite slc.com and use promo code early.
• 4:26
  SPEAKER_01: Let's jump into it here with Jonathan Campbell.
• 4:27
  SPEAKER_01: So you can see one of the speakers who's going to be at this event both days.
• 4:31
  SPEAKER_01: They're going to be at the VIP dinner.
• 4:32
  SPEAKER_01: If you can, if you can afford the VIP, if you can grab that, it's going to be one of the best investments you've ever made in your business ever.
• 4:41
  SPEAKER_01: I can promise you that.
• 4:42
  SPEAKER_01: I'm putting this event together the way that it's done with the people that are going to be there intentionally because I know who you are, I know where you're at, I know what you're trying to do, and I know what you need.
• 4:53
  SPEAKER_01: You just have to take that first step and get yourself a ticket and be there.
• 4:58
  SPEAKER_01: So let's jump into it with Jonathan Campbell.
• 5:00
  SPEAKER_01: So Jonathan started like the rest of us as a solo agent.
• 5:04
  SPEAKER_01: He started out young.
• 5:05
  SPEAKER_01: You're going to hear he did not go to college.
• 5:07
  SPEAKER_01: He got into real estate pretty quickly.
• 5:08
  SPEAKER_01: And he's going to share with you exactly what he did to start getting a shitload of business very, very quickly.
• 5:14
  SPEAKER_01: And I asked him, does that still work today?
• 5:17
  SPEAKER_01: Does it still work in 2024?
• 5:18
  SPEAKER_01: He says, absolutely.
• 5:20
  SPEAKER_01: His team still absolutely crushes the strategy that he's going to share with you right now.
• 5:25
  SPEAKER_01: He's going to share when he does it, how he does it, uh, the details around it.
• 5:29
  SPEAKER_01: The only question is, are you going to do it?
• 5:32
  SPEAKER_01: It's that simple.
• 5:33
  SPEAKER_01: It's are you going to do it or not?
• 5:36
  SPEAKER_01: Because he's going to give you the little literal roadmap and share how he went from a solo agent to the CEO of one of the top five teams in the whole freaking country.
• 5:46
  SPEAKER_01: Jonathan is also one of the best human beings you'll ever meet.
• 5:48
  SPEAKER_01: He's an open book.
• 5:49
  SPEAKER_01: You can ask him anything.
• 5:51
  SPEAKER_01: I recommend you follow him if you don't already.
• 5:53
  SPEAKER_01: Add him on Instagram.
• 5:55
  SPEAKER_01: I'm going to add the links to his socials in the show notes if you're listening to the podcast.
• 6:00
  SPEAKER_01: If you are watching on YouTube, show notes.
• 6:03
  SPEAKER_01: As well as a link to ignite slc.com where you can get your tickets for half off to the Ignite Team Builder Summit next month in downtown Salt Lake.
• 6:14
  SPEAKER_01: Again, I've had so many conversations with you, and I know what you're wanting to do, and I know what I'm seeing is that you it's just talk.
• 6:28
  SPEAKER_01: But some of you that are going to be there, that that move mountains to make it possible, that figure shit out in order to be there at Ignite, you'll find that it was the best movie you've ever made in your in your career.
• 6:40
  SPEAKER_01: I promise you that.
• 6:42
  SPEAKER_01: Let's get into it with Jonathan, one of our main speakers and trainers at Ignite, and stay to the end because he's Jonathan's going to share with you what the biggest hack for him was, what the biggest unlock, because he he's his career took time, right?
• 6:56
  SPEAKER_01: He's going to share at the end what his biggest hack was.
• 6:59
  SPEAKER_01: What what was the thing that accelerated it all, that made it all happen so much faster, that removed speed bumps, removed friction, eliminated mistakes?
• 7:08
  SPEAKER_01: Because look, you guys can all go figure out how to build a team.
• 7:11
  SPEAKER_01: You're going to figure out the wrong way.
• 7:12
  SPEAKER_01: You're going to just like Edison inventing the light bulb, you're going to figure out a thousand ways it doesn't work.
• 7:17
  SPEAKER_01: Well, what if you could just figure out the way that it does?
• 7:20
  SPEAKER_01: Right?
• 7:22
  SPEAKER_01: Get ready to take notes with Jonathan Campbell, leader of the John Campbell team with Real Broker right now.
• 7:28
  SPEAKER_01: All right, guys, I'm here with John Campbell, the leader of the number five team in the country, the John Campbell team.
• 7:36
  SPEAKER_01: So you're in Pennsylvania and New Jersey, is that right?
• 7:40
  SPEAKER_01: Yeah, well, uh several.
• 7:41
  SPEAKER_02: So Pennsylvania, New Jersey, Florida, Georgia, um, and Dabble in North Carolina.
• 7:45
  SPEAKER_02: Awesome, awesome.
• 7:46
  SPEAKER_02: Jonathan, welcome to the Massive Agent Podcast, man.
• 7:49
  SPEAKER_02: So good to have you here.
• 7:50
  SPEAKER_02: Hey, thank you.
• 7:51
  SPEAKER_02: I've known you for uh now a few years, and uh no, appreciate you, Dustin.
• 7:57
  SPEAKER_02: And uh yeah, hopefully we can get up some golf soon.
• 8:00
  SPEAKER_02: I I know you've been really taking up some golf, and uh I'm obsessed.
• 8:03
  SPEAKER_02: Yeah, looking forward to getting out of the links with you again.
• 8:04
  SPEAKER_01: Yeah, for sure.
• 8:05
  SPEAKER_01: I'm I'm unhealthily obsessed, but uh it's it's fun.
• 8:09
  SPEAKER_01: Yeah, so I remember you and I were we were at an an event in Florida, we were golfing, you, me, Clayton Gitts, and was there anyone else?
• 8:18
  SPEAKER_01: I can't remember, but yeah, you you took a three of us, yeah.
• 8:21
  SPEAKER_01: Yeah, it was the three of us.
• 8:22
  SPEAKER_01: You you took a break for a whole or two to do a team meeting, and you're talking about uh your CRM and how by switching from one to another you're gonna do like an extra 50 transactions a year or something.
• 8:32
  SPEAKER_01: And you were just you were running this high-powered team from the golf course, and I thought that was first off, I respected it and I thought it was cool, and just hearing how high level you guys were, uh, it really made me respect you at a whole other level.
• 8:44
  SPEAKER_01: And so it's really it's cool to come full circle now, have you on the show to dive deep on how you've built literally the number five team in the country, which is insane.
• 8:54
  SPEAKER_01: Congratulations.
• 8:55
  SPEAKER_01: Um Thank you, thank you.
• 8:56
  SPEAKER_01: Because I think most agents listening to the show are in a period of growth and scaling where some of them are just trying to get their business off the ground from day one.
• 9:06
  SPEAKER_01: Some of them are doing great business, but they're trying to get to another level.
• 9:10
  SPEAKER_01: They're trying to do enough production to start leveraging and building a team.
• 9:15
  SPEAKER_01: Everyone wants, everyone listening wants to grow.
• 9:18
  SPEAKER_01: So you've been in business for what I think we figured out about 17 and a half years, right?
• 9:23
  SPEAKER_02: Yeah.
• 9:24
  SPEAKER_02: Uh looking back at that, I'm like, whoa.
• 9:26
  SPEAKER_02: Right.
• 9:27
  SPEAKER_02: But yeah, I got into real estate in 2007.
• 9:29
  SPEAKER_01: And did you join a team right away?
• 9:32
  SPEAKER_01: Or, you know, what did that look like when you first got your license?
• 9:36
  SPEAKER_02: Yeah, so when I first got my license, um, I was with a company called Keller Williams.
• 9:40
  SPEAKER_02: I'll just tell all the companies.
• 9:41
  SPEAKER_02: And then uh so I joined uh Keller Williams uh in 2007.
• 9:45
  SPEAKER_02: I was 19 years old, so uh I actually got my real estate license uh my senior year in high school uh when I was 18.
• 9:52
  SPEAKER_02: What?
• 9:52
  SPEAKER_02: And um it was interesting.
• 9:54
  SPEAKER_02: I was taking night classes uh to just get my real estate license.
• 9:57
  SPEAKER_02: Uh I I wanted to not actually be an agent, I was an investor.
• 10:01
  SPEAKER_02: Um, so I bought my first uh house and I was house hacking.
• 10:05
  SPEAKER_02: Um, so I was just literally uh fixing and flipping properties.
• 10:08
  SPEAKER_02: And um, what I was doing was I uh bought my first house when I was 18, and uh I got my license and then I took a year off and I was like, what am I gonna do with a license?
• 10:19
  SPEAKER_02: But I that's what I thought I needed.
• 10:20
  SPEAKER_02: I thought I needed a real estate license to do real estate investing, and I learned quickly that you didn't need it.
• 10:26
  SPEAKER_02: Right.
• 10:27
  SPEAKER_02: So um market crashed, as we all know, in in 08-09.
• 10:32
  SPEAKER_02: But I was a I was an independent agent just flipping houses.
• 10:35
  SPEAKER_02: Um and so I think I sold 11 houses my first year.
• 10:39
  SPEAKER_02: Nothing, nothing crazy.
• 10:40
  SPEAKER_02: Um, funny thing is I I kept that whatever they call it, 1099 or W2 or W9 or whatever they they send you.
• 10:47
  SPEAKER_02: Yeah, um, I have to frame it um because uh I made like maybe$13,000 or$14,000 that year in real estate commissions.
• 10:54
  SPEAKER_02: Uh wasn't much, but um it was very humbling, but I was flipping houses and I was perfectly fine with that.
• 11:01
  SPEAKER_02: Um but the problem was is that uh I was selling houses, making very good amount of money, market crashed, and it was uh oh from there.
• 11:11
  SPEAKER_02: Like, what do I do?
• 11:13
  SPEAKER_02: Um, so I moved back, and my parents love my parents.
• 11:16
  SPEAKER_02: Uh hopefully they listen to this in the future.
• 11:19
  SPEAKER_02: But um I did not want to stay there, so I had to figure something out.
• 11:23
  SPEAKER_02: Like, um, so that's when I got in real estate sales, like actual sales.
• 11:27
  SPEAKER_01: Incredible.
• 11:28
  SPEAKER_01: Okay, so you get your license at 18.
• 11:31
  SPEAKER_01: First off, you pissed me off because when I was 18, all I was all I cared about was who could we find to buy us beer that night?
• 11:38
  SPEAKER_01: And you know, where can I get a 20 bag of weed?
• 11:41
  SPEAKER_01: Like that's and and which girls were we gonna hopefully you know find while cruising State Street or something like that.
• 11:46
  SPEAKER_01: Like typical 18-year-old crowd, you're getting your license and flipping houses.
• 11:50
  SPEAKER_01: So uh kudos to you.
• 11:53
  SPEAKER_01: So so what did you do?
• 11:54
  SPEAKER_01: Like as you transition into being like a traditional realtor and not just the the uh investor, you know, how did that journey take off?
• 12:02
  SPEAKER_01: Like, did you did you join a team or what did that look like?
• 12:05
  SPEAKER_02: I did.
• 12:05
  SPEAKER_02: Yeah, so I joined a team.
• 12:07
  SPEAKER_02: Um so I joined a team and I was a buyer's agent.
• 12:09
  SPEAKER_02: Um, so uh in the real estate world, you consider that like the lowest of lows, even though I know very good friends that are buyers' agents that just crush it.
• 12:18
  SPEAKER_02: Um yeah, I joined a team and I was I was a buyer's agent.
• 12:21
  SPEAKER_02: Um and what that taught me was how to actually just like run on appointments.
• 12:27
  SPEAKER_02: So keep in mind, I mean, yes, I knew real estate, I knew how to invest in properties, I knew how to flip properties.
• 12:32
  SPEAKER_02: It was not the right time at that point um because I was just young and dumb and didn't know how to exit some deals.
• 12:37
  SPEAKER_02: Um I just didn't know how to get out of that mess.
• 12:39
  SPEAKER_02: So, but I knew how to sell.
• 12:41
  SPEAKER_02: And so what I learned was just repetition after repetition.
• 12:44
  SPEAKER_02: I learned how to host open houses.
• 12:46
  SPEAKER_02: I was like the open house king.
• 12:48
  SPEAKER_02: So one of the things I learned as a buyer's agent on a team was reach out to all the listing agents and borrow their listings, and that's all I did.
• 12:59
  SPEAKER_02: I would just borrow listings all day long, and I wasn't in the office that much.
• 13:03
  SPEAKER_02: Like I'm the guiltiest of it now, uh, still this day.
• 13:07
  SPEAKER_02: I'm not a prospector.
• 13:08
  SPEAKER_02: I'm not gonna get on the phone, I'm not gonna like prospect, I'm not gonna do a lot of that stuff.
• 13:12
  SPEAKER_02: I know that's against every other real estate coach's stuff, but I just wasn't a prospector.
• 13:19
  SPEAKER_02: Um, like I wasn't jumping on the phone for three or four hours a day.
• 13:22
  SPEAKER_02: So what I would do is I would go to I would create open houses.
• 13:25
  SPEAKER_02: So I was like, all right, how do I find motivated home buyers and sellers?
• 13:30
  SPEAKER_02: The great thing is in in 2008, 2009, there was a lot of inventory.
• 13:33
  SPEAKER_02: There were there was a ton of houses on the market.
• 13:35
  SPEAKER_02: So what I would do is I didn't know how to get listings, didn't know any of that.
• 13:39
  SPEAKER_02: So what I would do is I just borrow people's listings.
• 13:41
  SPEAKER_02: I knew how to put out a lot of signs.
• 13:43
  SPEAKER_02: So I was like, all right, if I put out all these signs, people are gonna think I'm busy.
• 13:47
  SPEAKER_02: And then I use the open houses as my actual office.
• 13:51
  SPEAKER_02: So what I would do is I would just post up, I'd check my emails, I'd do all that.
• 13:56
  SPEAKER_02: Um, I wasn't advanced enough yet to do door knocking or anything like that that I've learned.
• 14:01
  SPEAKER_02: But all I would do is just put out a bunch of signs, didn't even advertise a thing because I wasn't on social media or anything.
• 14:07
  SPEAKER_02: Um, and I would just boom, open house, here I am, signs everywhere, and people would walk in the door.
• 14:14
  SPEAKER_02: Um, and uh there was nothing better than just having conversation after conversation.
• 14:19
  SPEAKER_02: I did this every day, like literally every single day.
• 14:22
  SPEAKER_02: I would host an open house.
• 14:23
  SPEAKER_02: I mean, it built me up to about 30 to 40 home sales a year, um, like consistently that I was doing just off of open houses.
• 14:30
  SPEAKER_01: And you were mainly picking up buyers, was that your main goal?
• 14:34
  SPEAKER_02: Both buyers, sellers, people that needed to to what we call it, trade up to your to your home, um, to your next home.
• 14:41
  SPEAKER_02: So what we would do is I'd just pick up everything at that point.
• 14:44
  SPEAKER_01: So I've I've been hearing this a lot lately.
• 14:47
  SPEAKER_01: So, first off, open houses, still a good strategy in 2024.
• 14:52
  SPEAKER_01: 100%.
• 14:52
  SPEAKER_01: Okay.
• 14:53
  SPEAKER_01: Uh, I've heard this thousand percent.
• 14:55
  SPEAKER_01: I I it's one of my favorites.
• 14:56
  SPEAKER_01: I love that.
• 14:57
  SPEAKER_01: Um, I think what most agents do is they'll put up a few signs, like four, five, six signs, and I've heard huge top producers saying, put up 50.
• 15:06
  SPEAKER_01: Like it oh, yeah, is that what you're saying?
• 15:09
  SPEAKER_01: Like put up a ridiculous, like an obscene amount of signs all over the place.
• 15:13
  SPEAKER_02: Yeah.
• 15:13
  SPEAKER_02: So I have a team now, obviously, and what I teach them is the ultimate open house.
• 15:17
  SPEAKER_02: I don't know what we call it, open open house strategy.
• 15:20
  SPEAKER_02: And uh the biggest thing is, and and I've ripped this off of Tom Ferry, Kyle Whistle, all sorts of guys that I've been in contact with.
• 15:26
  SPEAKER_02: Um, but then you just tweak things.
• 15:28
  SPEAKER_02: But um, what we've done is uh we've taken open houses and put out a ton of signs.
• 15:33
  SPEAKER_02: One, people don't ignore signs, like they're like, oh, so-and-so is super busy.
• 15:38
  SPEAKER_02: Jonathan's really busy right now.
• 15:40
  SPEAKER_02: Like, what's going on?
• 15:41
  SPEAKER_02: Oh, there's an open house, let's go see it.
• 15:43
  SPEAKER_02: I don't care if they're looky-loose or anything like that.
• 15:45
  SPEAKER_02: I just want contacts.
• 15:46
  SPEAKER_02: And um, I always told tell people, because I always hear like, oh, you gotta bake cookies, you gotta make the house smell good.
• 15:53
  SPEAKER_02: Um, I need to make a t-shirt of this.
• 15:55
  SPEAKER_02: I always wanted to say, like, contacts over cookies.
• 15:58
  SPEAKER_02: Like, if I walk into your open house and it smells wonderful, and like you're not out there hustling, door knocking, and putting out a bunch of signs, you only have one sign on there, you're just doing it wrong.
• 16:09
  SPEAKER_02: Like, you need to maximize the amount of contacts that you're gonna have by just making it look like you are the dominant agent in your market.
• 16:18
  SPEAKER_02: Like, if you have 50 signs out there all over the neighborhood, they're like, Who is this guy?
• 16:22
  SPEAKER_02: And if you do that every single day, the neighbor's gonna be like, Who is this guy?
• 16:27
  SPEAKER_02: Who is this person?
• 16:28
  SPEAKER_02: Like, they are super, you're gonna look like the busiest agent in the world, even though they might not even be your own listings.
• 16:34
  SPEAKER_02: Like, you might be borrowing somebody else's listings.
• 16:36
  SPEAKER_02: Um, but you you need to make it look like you're super busy.
• 16:41
  SPEAKER_01: We all we see that in our own lives, right?
• 16:43
  SPEAKER_01: Like, I I've been in this industry for uh 13 and a half years.
• 16:47
  SPEAKER_01: When I see another open house with a ton of signs, I think, well, that that must be a big deal.
• 16:52
  SPEAKER_01: There must be something special about it.
• 16:54
  SPEAKER_01: That must be like that must be the one to see.
• 16:56
  SPEAKER_01: And when you see a bunch of balloons, like those big giant balloons that go like you know 50 feet up or whatever, like it when you when you're just highly visible, people notice.
• 17:06
  SPEAKER_01: And when they notice, they can't help but like be drawn to it.
• 17:10
  SPEAKER_01: So there's so much wisdom in just that alone.
• 17:12
  SPEAKER_01: So that's that's that's interesting.
• 17:14
  SPEAKER_02: Well, I and I tell agents all the time, because especially if you're a new agent and or experienced agent, sometimes you run into these like little ruts of stuff.
• 17:21
  SPEAKER_02: Like you're like, what am I gonna do to create some business today?
• 17:26
  SPEAKER_02: And I tell people, and I learned this from like a Tony Robbins episode, I think, like you just need to get into like physical action.
• 17:33
  SPEAKER_02: And again, I like I told you in the beginning, I'm not a cold caller, I'm not gonna like pick up the phone and dial.
• 17:41
  SPEAKER_02: I mean, there again, there's a lot of people that say that I'm gonna go stick a bunch of signs in the yard and I'm gonna get into like physical motion and destroy open houses across the area.
• 17:53
  SPEAKER_02: So I've challenged several agents on my own team that I'm like, hey, like, how do you they always come to me like, oh Jonathan, how do you how are you gonna get business in the beginning?
• 18:02
  SPEAKER_02: All right, we're gonna run 30 open houses in 30 days, and that's what we're gonna do.
• 18:05
  SPEAKER_02: And they're like, How are you gonna do that?
• 18:08
  SPEAKER_02: Like, I thought open houses are only on Sundays.
• 18:10
  SPEAKER_02: No, uh, you can run two on a Sunday, you can run two on a Saturday.
• 18:14
  SPEAKER_02: Um, yeah, your weekends are gonna suck probably, but just think of what can happen from that uh in the future.
• 18:20
  SPEAKER_02: Um, yes, weekends uh are good, weekdays are even good in the evening, lunch breaks, I mean everything.
• 18:26
  SPEAKER_02: So um just put yourself into just massive action with that.
• 18:32
  SPEAKER_01: Such gold.
• 18:33
  SPEAKER_01: Um I and I love how you said you get into physical action, like you're actually moving and going somewhere to do something, not just like I'm gonna post something today and then you know take a two-hour lunch break.
• 18:45
  SPEAKER_01: You're too many people rely on that.
• 18:47
  SPEAKER_02: Um too many people they rely, they rely on stuff to come to them.
• 18:51
  SPEAKER_02: And I'm like, it's not gonna come to you.
• 18:53
  SPEAKER_02: And I just had uh we just had our team meeting, I have my team meeting every single uh Tuesday morning, and uh what happened was I'm like, hey, like there's some crazy stuff in the election.
• 19:01
  SPEAKER_02: There's some cra like I don't care what side you're on.
• 19:04
  SPEAKER_02: I said, there's crazy stuff in our market right now.
• 19:06
  SPEAKER_02: I said the only way to get out of your funk, your clients' funk, all of that, like, no, you don't need to post on social media.
• 19:12
  SPEAKER_02: You should, because especially at an open house, you can say, hey, I'm at 123 Main Street, stop on by.
• 19:17
  SPEAKER_02: Um, anything you need in real estate, I'm here.
• 19:19
  SPEAKER_02: Um, there's so many different things you could do on that.
• 19:21
  SPEAKER_02: Um, you can just even tour a home.
• 19:23
  SPEAKER_02: You can walk the home, you can send the tour.
• 19:26
  SPEAKER_02: Um, there's so many things you can do off of one open house.
• 19:29
  SPEAKER_02: Um, you can create content off of it, you can give market updates while you're at that house.
• 19:33
  SPEAKER_02: You can just give a simple home tour, like, hey, look at this home on 123 Main Street.
• 19:37
  SPEAKER_02: Um, it looks great.
• 19:38
  SPEAKER_02: Hey neighbors, um, who do you know moving in this area?
• 19:41
  SPEAKER_02: Um door knock.
• 19:42
  SPEAKER_02: I mean, there's so many different things you can do off of one simple open house.
• 19:46
  SPEAKER_02: And the crazy thing is, in too many people overthink this, it doesn't even have to be your listing.
• 19:51
  SPEAKER_02: Right.
• 19:51
  SPEAKER_02: Like, way too many people are like, I have zero listings.
• 19:54
  SPEAKER_02: This sucks.
• 19:55
  SPEAKER_02: I can't do an open house strategy.
• 19:56
  SPEAKER_02: It's like, no, get over yourself.
• 19:57
  SPEAKER_02: Let's go.
• 19:58
  SPEAKER_02: Like, let's talk to somebody in your office.
• 19:59
  SPEAKER_02: And if there's nobody in your office, well, go find another office.
• 20:03
  SPEAKER_02: Like we got to get some houses here.
• 20:05
  SPEAKER_01: I think this will be really eye-opening for a lot of people because I know the perception out there from agents that want to start a team, looking at these other high-powered teams like yours, they're like, they must spend six figures a month on Zillow.
• 20:18
  SPEAKER_01: Right?
• 20:18
  SPEAKER_01: And and I think they think that's the only way to do it.
• 20:21
  SPEAKER_01: That is a way.
• 20:22
  SPEAKER_01: I Zillow spend is$2,500 a month.
• 20:25
  SPEAKER_01: So you guys are doing about 2,000 deals a year and you're only spending$2,500 a month on Zillow.
• 20:30
  SPEAKER_01: Like that's that's crazy.
• 20:33
  SPEAKER_01: That's correct.
• 20:34
  SPEAKER_02: Yeah, it's a small fraction of our business.
• 20:36
  SPEAKER_01: Interesting.
• 20:36
  SPEAKER_02: And the only reason I'm keeping it is because I'm actually getting ROI on it.
• 20:40
  SPEAKER_02: And that's like my CEO brain kicking in.
• 20:42
  SPEAKER_01: I love it.
• 20:43
  SPEAKER_01: I I love it.
• 20:44
  SPEAKER_01: That yeah, I think a lot of agents are gonna be surprised to hear that.
• 20:47
  SPEAKER_01: Uh so as you're doing open houses earlier in your career, and and I love how you're challenging the fact that you can do them on a Tuesday afternoon, right?
• 20:57
  SPEAKER_01: It doesn't just have to be Saturday and Sunday.
• 20:59
  SPEAKER_01: And I've heard other big The only day we've we've learned is Mondays suck.
• 21:03
  SPEAKER_02: They they suck.
• 21:03
  SPEAKER_02: Interesting.
• 21:04
  SPEAKER_02: Don't hold an open house on a Monday.
• 21:05
  SPEAKER_01: Yeah, we've we run the data, we run a lot of open houses.
• 21:08
  SPEAKER_01: Okay, fair enough.
• 21:09
  SPEAKER_01: So as that starts to get you some traction, you know, um, where'd you go from there?
• 21:16
  SPEAKER_02: Yeah, um, so then you start to learn leverage.
• 21:18
  SPEAKER_02: Um, so really what you need to do is it's like, all right, I'm I'm running all this.
• 21:23
  SPEAKER_02: It's like, what sucks up my day?
• 21:26
  SPEAKER_02: How do I actually like get a hold of people?
• 21:28
  SPEAKER_02: How do I do this?
• 21:29
  SPEAKER_02: So for for me, it's a transaction coordinator all day long.
• 21:33
  SPEAKER_02: I mean, what you need is you see you need somebody to handle your paperwork.
• 21:37
  SPEAKER_02: Um, there's nothing worse.
• 21:39
  SPEAKER_02: Like, I'm in go mode.
• 21:40
  SPEAKER_02: Like, I want to like I want to shake people's hands, I want to meet new people on the street, I want to bang on doors, I want to like host open houses, I want to like like just get out there.
• 21:51
  SPEAKER_02: Um, there is nothing worse than going into an agreement of sale and then making sure all my boxes are checked, everything.
• 22:00
  SPEAKER_02: Things signed.
• 22:01
  SPEAKER_02: Um, I need to e-sign this.
• 22:03
  SPEAKER_02: So go get a transaction creator.
• 22:05
  SPEAKER_01: Yeah.
• 22:06
  SPEAKER_02: Have them take that off your plate.
• 22:07
  SPEAKER_02: It's cheap, like literally cheap.
• 22:09
  SPEAKER_02: And you only have to pay them hourly.
• 22:11
  SPEAKER_02: You just pay them per transaction.
• 22:13
  SPEAKER_01: I think it's amazing.
• 22:14
  SPEAKER_01: Yeah.
• 22:15
  SPEAKER_01: When I first hired a TC, it taught me what leverage felt like.
• 22:20
  SPEAKER_01: And so it's almost like uh it's almost like bumpers, you know, when when you're bowling, which I may still need from time to time.
• 22:28
  SPEAKER_01: It's like it's like here's how to hire somebody in like the easiest way possible.
• 22:33
  SPEAKER_01: Like, like you said, you pay when it closes per transaction, and it teaches you what it's like to have an employee, for lack of a better term.
• 22:43
  SPEAKER_01: And then you're like, oh, well, okay, I like outsourcing these things.
• 22:46
  SPEAKER_01: What else can I take off my plate and who can I give it to?
• 22:49
  SPEAKER_01: And then you're looking for that person.
• 22:51
  SPEAKER_01: So super powerful.
• 22:53
  SPEAKER_01: Um, and it's funny, I I know you're at real now, I've been at real for almost five months.
• 22:58
  SPEAKER_01: I've heard some of our agents say that the the real app has been so um it makes transaction management so simple that they're getting rid of their TCs.
• 23:06
  SPEAKER_01: And I'm like, I don't just because it's easy and you can do it yourself, I don't necessarily think that's the best move, but they're doing it.
• 23:14
  SPEAKER_01: So you're saying first hire transaction coordinator, then what?
• 23:20
  SPEAKER_02: Uh yeah, from there you just have to analyze.
• 23:22
  SPEAKER_02: It's like, all right, are you generating enough leads?
• 23:25
  SPEAKER_02: Uh so that's one of the biggest things to me.
• 23:27
  SPEAKER_02: It's like, are you generating enough leads?
• 23:29
  SPEAKER_02: So, like for me, I have a listing manager.
• 23:32
  SPEAKER_02: That listing manager then actually like they go out, I mean, they they enter everything in the MLS.
• 23:37
  SPEAKER_02: So again, I don't want to touch anything in the MLS.
• 23:40
  SPEAKER_02: I don't want to learn like entering all of that, like just getting all of that in there.
• 23:46
  SPEAKER_02: And most uh most photographers nowadays know how to do that.
• 23:50
  SPEAKER_02: So they know how to like take your photos, then enter them into the MLS.
• 23:53
  SPEAKER_02: A lot of them do.
• 23:54
  SPEAKER_02: Um, so that would be my next thing is like if if you're starting to generate listings, well, one, don't take the photos yourself, go hide, go outsource that.
• 24:02
  SPEAKER_02: There's plenty of photographers out there, but you got to find that person that can start to enter that stuff into the MLS so that you don't have to do that on a consistent basis.
• 24:12
  SPEAKER_02: Um, if you're not generating at least two listings, uh like two listings a week, don't do that.
• 24:19
  SPEAKER_02: Um it's just you're not ready for it, um, and you're not gonna be able to justify that cost.
• 24:26
  SPEAKER_01: Do you think that agents start start team building too soon?
• 24:31
  SPEAKER_01: Do you think that they just don't have the the leads or the the business flow yet?
• 24:35
  SPEAKER_01: 100%.
• 24:36
  SPEAKER_02: Yeah.
• 24:36
  SPEAKER_02: So the most most people that I talk to, it's not the transaction coordinator, it's not um it's not the admin part.
• 24:44
  SPEAKER_02: Most people uh think that they're busy, but they're really not that busy for a team yet.
• 24:51
  SPEAKER_02: Um that's what I find more times than not, that they don't have enough lead flow.
• 24:57
  SPEAKER_02: Like when I show somebody my database, um, they usually like like their jaw drops because when I organize it by like uh so we use follow boss, it's it's an incredible CRM.
• 25:08
  SPEAKER_02: So when I organize my CRM as like activity from most recent um to like least recent, um they see it's like two minutes, three minutes, seven minutes, nine minutes, like forty some minutes, and I'll have like 50 people on page one in within a 24-hour period that are active on our website looking at things.
• 25:33
  SPEAKER_02: They've engaged in an email recently.
• 25:36
  SPEAKER_02: Um, those are warmer prospects, they're not like like slam dunks, but those are much warmer people that are actively engaged.
• 25:45
  SPEAKER_02: Most people don't have that.
• 25:46
  SPEAKER_02: Um most people think that they're ready to like hire an ISA or something like that.
• 25:51
  SPEAKER_02: But I when I look at their database, I'm like, no, you're not.
• 25:53
  SPEAKER_02: Like just make those phone calls.
• 25:56
  SPEAKER_02: Make those phone calls.
• 25:57
  SPEAKER_02: When you have 50 of these every single day, then you need to outsource that because you you can't keep up with the amount of calls and emails and texts that you need to send out while running on appointments.
• 26:09
  SPEAKER_02: Like, if you're not in at least like one to two appointments a day, don't start uh don't start building a team.
• 26:16
  SPEAKER_01: I I think that's great advice.
• 26:18
  SPEAKER_01: And it's not what everyone's gonna want to hear because you know, starting a team is sexy and it's like you know, you have this feeling that like you know you're growing and you're building.
• 26:26
  SPEAKER_01: I think you're absolutely right.
• 26:27
  SPEAKER_01: I see people do it too soon, and then they hire one person.
• 26:30
  SPEAKER_01: That one person stays for three months, then they leave, all that stuff goes right back onto the team leader's plate.
• 26:36
  SPEAKER_01: Do you recommend?
• 26:37
  SPEAKER_01: I've heard other team leaders say, never hire just one agent.
• 26:41
  SPEAKER_01: When you're ready, hire three.
• 26:43
  SPEAKER_01: Oh, yeah.
• 26:45
  SPEAKER_02: Yeah, uh it's always good with that because then uh one competition just starts to breed, um, especially when you hire the right person.
• 26:52
  SPEAKER_02: Um, and then the second thing is is that um everybody's gonna be different.
• 26:57
  SPEAKER_02: Not only that, they're not gonna be available 24-7, seven days a week.
• 27:00
  SPEAKER_02: Like everybody has different schedules, so you you definitely wanna have different ones, like other agents, buyers' agents, things like that.
• 27:09
  SPEAKER_01: That makes sense.
• 27:10
  SPEAKER_01: Uh that makes sense.
• 27:11
  SPEAKER_01: So all right.
• 27:13
  SPEAKER_02: When but if you're not generating listings, don't hire a buyer's agent.
• 27:18
  SPEAKER_02: If not, you and I hate to talk like like you're a Zillow employee, but you literally are like an employee of that platform.
• 27:26
  SPEAKER_02: Like, no, it's either if you're doing all that spend, like run on the appointments.
• 27:31
  SPEAKER_02: Um, if you have that much spend, um, then it's like, all right, yeah, get a couple agents and then go go crush it.
• 27:38
  SPEAKER_02: Um, but I just see see people scale way, way, way too quickly when they're not generating listing leads on their on their own.
• 27:44
  SPEAKER_01: Interesting.
• 27:45
  SPEAKER_01: Okay.
• 27:45
  SPEAKER_01: Well, what are some of the other mistakes you see aspiring team leaders making?
• 27:51
  SPEAKER_02: Um, they overspend.
• 27:53
  SPEAKER_02: They they they way overspend.
• 27:55
  SPEAKER_02: So what ends up happening is they they're like, all right, yeah, I have all these portals and and I'm paying all this money and I have the leads, and it's like, great.
• 28:04
  SPEAKER_02: Well, um, how like what's your foundational follow-up?
• 28:07
  SPEAKER_02: Like, what are you actually doing to convert those?
• 28:09
  SPEAKER_02: Do you know your agent's conversion percentage?
• 28:12
  SPEAKER_02: Do you know what's actually happening?
• 28:14
  SPEAKER_02: Are you actually going on appointments with them to shadow them?
• 28:18
  SPEAKER_02: Um, are you seeing what's happening in the field with that?
• 28:21
  SPEAKER_02: Are you role-playing with them daily?
• 28:23
  SPEAKER_02: Um, there's a lot, like you start, you shift from like, yeah, you are the appointment person and you were running on the appointments, to like, are you teaching them everything that you know in your heart to run on those appointments and are you checking in on it?
• 28:39
  SPEAKER_02: A lot of times what they'll do is they'll hire an agent and they'll say, Yeah, uh, they rely on like some simple some simple onboarding.
• 28:46
  SPEAKER_02: Oh, they know what they're doing.
• 28:47
  SPEAKER_02: And they might check in with them in the beginning, but it starts to fade away.
• 28:52
  SPEAKER_02: It starts to fade away.
• 28:53
  SPEAKER_02: And as soon as you start to fade away with some of that stuff, it you you're you're like, all right, what's happening?
• 28:58
  SPEAKER_02: Like, why is not as much money coming in than is going out?
• 29:03
  SPEAKER_02: Um, I just see that way too often.
• 29:05
  SPEAKER_02: That that makes sense.
• 29:06
  SPEAKER_02: And they're always playing catch-up, right?
• 29:08
  SPEAKER_02: Always playing catch up.
• 29:09
  SPEAKER_01: So how do you how many agents are on your team right now?
• 29:13
  SPEAKER_01: It's 20 something, right?
• 29:15
  SPEAKER_01: Yeah, it's like 27, 28-ish, somewhere in that range.
• 29:18
  SPEAKER_01: So something that you've obviously done very well, and other teams your size do well, is you you make the team sticky.
• 29:27
  SPEAKER_01: Like you you bring great agents in and then you keep them.
• 29:31
  SPEAKER_01: So what should an aspiring team leader start to wrap their head around now, even before they make that effort, to to make the culture attractive and like to retain people so that you're not just like, oh, I got this person, I trained them for a month, they're good, and then all of a sudden they fade away.
• 29:48
  SPEAKER_01: Like, how do you keep the whole thing sticky?
• 29:52
  SPEAKER_02: Yeah, so one thing I want to just correct you on your language there is we don't bring agents in.
• 29:57
  SPEAKER_02: Um, so it kind of sounds crazy, but uh our best hires are people from outside the industry.
• 30:04
  SPEAKER_02: So what I will do is I won't even like hire real estate agents.
• 30:08
  SPEAKER_02: And this is gonna be very controversial, but I'm just gonna say it.
• 30:13
  SPEAKER_02: Um, to me, most failed real estate agents are going to be continuously failed real estate agents.
• 30:21
  SPEAKER_02: Um, typically they don't have that, like we call it the dog in you, like they don't have that dog in you.
• 30:27
  SPEAKER_02: Um, and what happens is is that um they're failing because they don't want to do that open house.
• 30:36
  SPEAKER_02: They don't want to like they're not coachable, they're not coachable and they don't have that drive.
• 30:40
  SPEAKER_02: And so what I do is I I usually will go outside the industry and I'll find those people.
• 30:47
  SPEAKER_02: Like I'll go find that, like, hey, I'm at a restaurant, and that restaurant worker is like just super happy.
• 30:54
  SPEAKER_02: Um, they're they're they're they're giving you really good customer service and they're just always smiling, they're always like, hey, what can we do here?
• 31:02
  SPEAKER_02: And it's like, hey, have you ever thought of like doing something else than like what's your goal?
• 31:08
  SPEAKER_02: And um a lot of times those those guys will turn into some of the best, best agents that I have.
• 31:13
  SPEAKER_02: I think 90% of my team is from outside the real estate industry.
• 31:17
  SPEAKER_02: Um, they they just come in and they're super hungry, they're super happy, and they're super coachable.
• 31:22
  SPEAKER_02: And if you can find those three things in somebody, um, and you have the right systems already in place, like the foundation that that we've built, then they will crush it.
• 31:33
  SPEAKER_02: Absolutely crush it.
• 31:35
  SPEAKER_02: And not only that, that they have such big competition between each other that um like they all just want to succeed at a high level.
• 31:43
  SPEAKER_02: Yet, um, like we have a new agent litter this morning, and she's like, Hey, um, I just got uh five BACs buyer agency contracts this week.
• 31:52
  SPEAKER_02: I just put four homes under contract, I'm super busy.
• 31:55
  SPEAKER_02: But at one of my open houses, somebody came and she's a buyer's agent on our team.
• 31:59
  SPEAKER_02: She was like, uh, somebody came in at one of my open houses and they want to list their home.
• 32:03
  SPEAKER_02: She goes, I kind of know how to do it, but I would really like and two of my agents are like, Yeah, come shadow me this week.
• 32:10
  SPEAKER_02: Like, let's go.
• 32:10
  SPEAKER_02: Um, and so it's like that culture of like, yeah, they're gonna compete like hell against each other, yet they're gonna give their shirt off their back to help them.
• 32:19
  SPEAKER_01: Man, that's that's such gold right there.
• 32:21
  SPEAKER_01: So you're not you're just looking for talent and then turning them into real estate agents, you know, through your system.
• 32:28
  SPEAKER_02: Yeah, so so I've yeah, I've taken like flower salespeople from FTD and turned them into monster real estate agents.
• 32:36
  SPEAKER_02: Um, I've taken a guy from Lowe's that was uh like a window replacement salesperson.
• 32:42
  SPEAKER_02: Um my one agent, uh Kelsey, she was a tobacco salesperson.
• 32:46
  SPEAKER_02: Um, like like they they all come from different ways of I I can't even name like an agent agent.
• 32:53
  SPEAKER_02: One guy he he was a manager at a restaurant, um, literally.
• 32:56
  SPEAKER_02: Um so yes, they've all come from different ways of life.
• 33:00
  SPEAKER_02: Um, one of the ads I run is it's not for a real estate agent because real estate agents look for real estate agent ads.
• 33:06
  SPEAKER_02: I don't want a real estate agent.
• 33:08
  SPEAKER_02: I know this is against a lot of people's belief, but um uh they they do that.
• 33:13
  SPEAKER_02: I run a sales manager ad.
• 33:15
  SPEAKER_02: So I'll run like, hey, I'm looking for a top sales manager, like just killer in sales, and uh, I'll just hype up this whole manager role.
• 33:24
  SPEAKER_02: And then what I'll do is I'll get into the interview and I'll say I'll just pivot right away to like, hey, like you're just not manager type.
• 33:32
  SPEAKER_02: Let's um because most good sales agents they don't know what the next step is, so they're looking for like a manager role.
• 33:39
  SPEAKER_02: So, like a good car sales guy as an example, he doesn't know where to go next.
• 33:44
  SPEAKER_02: So he's like, all right, let me just dabble and like look up sales manager, and uh sometimes I get those guys.
• 33:50
  SPEAKER_02: Uh another one is um media sales reps.
• 33:53
  SPEAKER_02: I crush it.
• 33:54
  SPEAKER_02: Like I'll just run an ad for a media sales rep, and you get lots of people inquiring about media sales rep.
• 34:01
  SPEAKER_02: And then you always just preface it with like, hey, have you ever thought about like selling selling homes?
• 34:06
  SPEAKER_02: I mean, we've got the system.
• 34:08
  SPEAKER_02: Let me show you how you can get your license and and make an easy six figures.
• 34:12
  SPEAKER_02: And so we just walk them down that path, but it allows me to get into a whole different different type of agent that I can attract.
• 34:21
  SPEAKER_01: That really is yeah, that that's not the norm.
• 34:24
  SPEAKER_01: Like that's the first time.
• 34:26
  SPEAKER_01: No, that's not that's not the first time I've heard that, but I haven't heard it um I haven't heard that much emphasis put on finding talent and bringing them into the industry.
• 34:37
  SPEAKER_01: Uh that's super interesting.
• 34:39
  SPEAKER_01: Like, I think that that's a big one.
• 34:41
  SPEAKER_01: So would you something that I've really respected about your team is you're not this mega team of 150 agents, right?
• 34:48
  SPEAKER_01: There's plenty of teams out there with 100, 200, 300 plus agents.
• 34:52
  SPEAKER_01: You have 20 something, but you're aren't you averaging about a hundred sales per agent, roughly?
• 34:59
  SPEAKER_02: Yeah, so per agent is about 60, 80.
• 35:02
  SPEAKER_02: Um our new construction stuff takes uh takes a little bit higher uh with that, because um an agent can handle a lot more new construction than than most of your agents can.
• 35:11
  SPEAKER_02: Um so that's just the relationships that we formed over the years.
• 35:14
  SPEAKER_02: Um, but yeah, our average sales agent will sell about 60 homes a year.
• 35:18
  SPEAKER_02: Um, my top agent would sell about 142 homes.
• 35:21
  SPEAKER_02: Um unbelievable.
• 35:22
  SPEAKER_02: And those are resales.
• 35:24
  SPEAKER_01: So would you attribute some of that to the system of finding great talent, bringing them in so that they don't have the bad habits, they don't have the uh that they haven't made their mind up that this industry is so hard and that you know 20 sales a year is good.
• 35:38
  SPEAKER_01: Yeah.
• 35:40
  SPEAKER_02: And the funny thing is when when my team sees new talent, because I'm telling you, when you get talent, like they recognize talent.
• 35:47
  SPEAKER_02: Um, and it's interesting, it it starts to put pressure on the rest of them because they remember that day of like them coming into the system, and what they're like, uh they're like, all right, yeah, this person's learning the system, and they're gonna do everything by the book.
• 36:03
  SPEAKER_02: And what happens is sometimes it challenges the rest of the agents.
• 36:06
  SPEAKER_02: They're like, all right, why is this guy or gal like just crushing it?
• 36:10
  SPEAKER_02: And it's like then they realize, oh, it's because they're really following the system.
• 36:15
  SPEAKER_02: Um, they're not trying to create their own little nuances.
• 36:18
  SPEAKER_02: And I'm not saying that creativity is a bad thing, um, but sometimes people get in a comfort zone and uh it's a gut check at that point of like, all right, no, this this guy is coming in like hot fire and is just just put four or five like like I just promoted a new listing agent.
• 36:34
  SPEAKER_02: Like we don't we don't bring in an agent and you're like, all right, here you're a listing agent right away.
• 36:38
  SPEAKER_02: Nope.
• 36:38
  SPEAKER_02: Like you're gonna be a buyer's agent and we're gonna teach you everything and you're gonna learn everything because you need to have deal experience.
• 36:44
  SPEAKER_02: Like none of them have deal experience, so they need to understand deal experience because a listing size is completely different.
• 36:50
  SPEAKER_02: And my one listing agent, uh, over the last two weeks, I think yeah, he's gotten seven out of the last eight appointments.
• 36:56
  SPEAKER_02: So his conversion rate is through the roof right now.
• 36:59
  SPEAKER_02: And uh and the other agents are noticing that, and they're like, All right, what do we need to do?
• 37:04
  SPEAKER_02: Like, let's let's let's get this guy.
• 37:07
  SPEAKER_01: This this sounds like the most important thing you do, right, is how you how you hire.
• 37:12
  SPEAKER_01: Uh, because it it it seems like it fuels everything else and and it just snowballs in the right direction.
• 37:19
  SPEAKER_01: Because so if you're not an agent and you come into it, like you don't you may be doing you know um six deals a month right off the bat and have like four appointments a day or whatever those crazy numbers are, but if you're an experienced agent, that may just be not even possible for you.
• 37:36
  SPEAKER_01: Like you made your mind up years ago that that's just too hard.
• 37:39
  SPEAKER_01: Somebody coming in, they don't know that like they may think they suck, they may think that they're underachieving, right?
• 37:44
  SPEAKER_02: That's all it is that they don't know, they don't know.
• 37:47
  SPEAKER_02: So so one of the things that shocks a lot of people is like on a buyer agency contract, we'll charge a five percent buyer agency uh uh uh fee.
• 37:55
  SPEAKER_02: And people, other agents are like, How do you how do you do that?
• 37:59
  SPEAKER_02: Why would you do that?
• 38:00
  SPEAKER_02: Well, a new agent from outside the industry doesn't know any different, right?
• 38:04
  SPEAKER_02: And it's automatic to them.
• 38:07
  SPEAKER_02: And so they just go through the system, they they they know that they they know all the disclosures, they know um how to pitch it.
• 38:14
  SPEAKER_02: They and it's not even a pitch, like they're just asking at the end of the day, and then they're just showing value.
• 38:19
  SPEAKER_02: Um, and a lot of agents, they they lost that touch.
• 38:23
  SPEAKER_02: They they've gotten just too comfortable in whatever they got comfortable in, and they just they they lose it.
• 38:29
  SPEAKER_02: And and that's why uh again, I'm not here to bash our own industry, but a lot of times, like if you're a failed agent, it's be it's because you can't get over that mindset of like, no, this is the way it needs to be done.
• 38:41
  SPEAKER_01: Perfect example.
• 38:42
  SPEAKER_01: And you we're gonna dive deep into this 5% fee thing because I know that that's breaking brains right now.
• 38:49
  SPEAKER_01: Some people are like, wait a minute, uh commission's going down.
• 38:51
  SPEAKER_01: What the hell are you talking about, 5%?
• 38:53
  SPEAKER_01: And and their brains are about to explode.
• 38:55
  SPEAKER_01: It just illustrates what a mental game real estate is.
• 39:00
  SPEAKER_01: Uh, once you learn the business, once you know how to write offers and how to structure things, how well you do is it's a mindset thing, obviously.
• 39:09
  SPEAKER_01: And and so I see agents all the time looking for tactics, and they're like, well, if you just give me the ad to run or just tell me you know what to post on social media or do this and do that, they think that's gonna get them from 20 sales to 100.
• 39:22
  SPEAKER_01: It's not, they don't believe they can.
• 39:24
  SPEAKER_01: Like it's just a mindset thing, right?
• 39:27
  SPEAKER_01: Correct.
• 39:28
  SPEAKER_02: Correct.
• 39:29
  SPEAKER_02: Yeah, um, so one one of the things, like especially with mindset, um, I see it too often, and and we're all guilty of this.
• 39:36
  SPEAKER_02: I mean, myself included.
• 39:37
  SPEAKER_02: I mean, you get into funks, you get into whatever.
• 39:39
  SPEAKER_02: Um, what happens with with with mindset is is you have too many people in your ear.
• 39:45
  SPEAKER_02: And and and again, that's why I always tell people like, get over your mindset type of stuff and get into action.
• 39:52
  SPEAKER_02: Um, like, yes, post that, but don't post that, whatever that person told you to post, and just wait.
• 40:00
  SPEAKER_02: Like, don't do that.
• 40:02
  SPEAKER_02: I am the guiltiest one, and you already know this, like, like, and we were talking before this this podcast of like I'm the worst at social media, like posting, like posting.
• 40:11
  SPEAKER_02: But you go into my DMs, I am a savage.
• 40:15
  SPEAKER_02: Like, I will DM people, I will, I think that's how I first like got your phone number actually, is through DMs.
• 40:22
  SPEAKER_02: Um, like I will DM people, I will reach out to them.
• 40:25
  SPEAKER_02: Like, you'd be surprised who you can get a hold of um through simple DMs.
• 40:30
  SPEAKER_02: Um, but uh too many people they they just won't take direct action.
• 40:34
  SPEAKER_01: Yeah, I I think you're a thousand percent right.
• 40:37
  SPEAKER_01: There's so many directions I want to take this right now.
• 40:39
  SPEAKER_01: There's so many thoughts that I've had and things that you've said that make me want to dive deeper.
• 40:43
  SPEAKER_01: But I think with the timing of where we're at right now, the NAR settlement, all these agents freaking out that commission's be gonna be going down, some of them think they're not even gonna get paid, and then you're saying that you charge 5% uh as a buyer's agent.
• 40:58
  SPEAKER_01: Will you dive deeper on how you're able to do that, what the buyer gets in return for that, for that fee, and how do you coach and train agents to get that?
• 41:10
  SPEAKER_02: Yeah, it's value.
• 41:12
  SPEAKER_02: That's it.
• 41:12
  SPEAKER_02: Like it's if you can show value, you're going to get more money.
• 41:18
  SPEAKER_02: Like, I don't care what anybody else tells you.
• 41:20
  SPEAKER_02: Um, that's all the game is.
• 41:23
  SPEAKER_02: So, too many agents, all they do is they open up a door.
• 41:27
  SPEAKER_02: So I'll give you a very simple example.
• 41:29
  SPEAKER_02: Um, somebody calls you up from Zillow and it's like, hey, I want to go see one, two, three Main Street.
• 41:33
  SPEAKER_02: Okay, no problem.
• 41:34
  SPEAKER_02: Let's go see one, two, three Main Street.
• 41:36
  SPEAKER_02: Um, are you available tonight at six o'clock?
• 41:39
  SPEAKER_02: Yep, I'm available at six o'clock tonight.
• 41:41
  SPEAKER_02: All right, great.
• 41:41
  SPEAKER_02: Um, cool.
• 41:42
  SPEAKER_02: You go out to the property, you open up the door, you say, All right, hey, go look around.
• 41:46
  SPEAKER_02: Um, if you have any questions, let me know.
• 41:49
  SPEAKER_02: Um, they go look around, they're like, All right, yeah, thank you.
• 41:51
  SPEAKER_02: Um, I'm not really uh interested in this property.
• 41:55
  SPEAKER_02: Um, and then in some agents they say, okay, no problem.
• 41:59
  SPEAKER_02: Um, what are you looking for?
• 42:00
  SPEAKER_02: Some agents don't even ask that, but um, some agents are just like, all right, what are you looking for?
• 42:04
  SPEAKER_02: Like, well, we're looking for like a two-bedroom, three-bath home, blah, blah, blah, blah.
• 42:09
  SPEAKER_02: Okay, well, I'm gonna go back and I'm gonna start to look for properties and I'm gonna send you something.
• 42:15
  SPEAKER_02: And that's the end of the conversation.
• 42:17
  SPEAKER_02: And it's like, cool, you're now one of 50 people that are sending them properties.
• 42:23
  SPEAKER_02: Cool, they don't need you for that.
• 42:25
  SPEAKER_02: That's why they came to Zillow and and yeah, like I'm not gonna compete with Zillow.
• 42:30
  SPEAKER_02: So like I don't even have an you can go to my website, you're I don't even have an IDX feed on my website, and people are thinking I'm insane.
• 42:36
  SPEAKER_02: But it's like, well, I'm not gonna compete with Zillow, so I'm not gonna waste my time on that.
• 42:40
  SPEAKER_02: Um, so uh it it's it's interesting to see the mindset instead of just flipping the script saying, well, when uh as soon as you set, yes, set the appointment first because you want the appointment, but it's like then you just say, Hey, has anybody ever walked you through the home buying process at all?
• 42:57
  SPEAKER_02: And most people's answer is no.
• 43:00
  SPEAKER_02: Okay, well, great.
• 43:02
  SPEAKER_02: Um, what we're gonna do is we're gonna tour this home, and what I'm gonna do is I'm gonna set you up and we're gonna sit down after that that uh tour, and we're I'm gonna walk you through the whole entire home buying process, and I'm gonna get you in touch with some off-market properties that I have access to, and I'm gonna get you uh in front of our uh actual lender so we can talk all the different types.
• 43:20
  SPEAKER_02: If you start to walk somebody through an actual process, you're gonna get them to pay you.
• 43:26
  SPEAKER_02: Um you're gonna get that to pay you.
• 43:28
  SPEAKER_02: Um and yes, we have unique things like our elite preferred buyer program where they actually pay us money up front, um, and then we get them access to a free home inspection, free home warranty, um, access to off-market deals.
• 43:38
  SPEAKER_02: So there's things that that we'll give them.
• 43:40
  SPEAKER_02: Um, but we also want to see money and skin in the game because we know that that person's gonna transact right away.
• 43:47
  SPEAKER_02: So um there's there's unique things that that we build in there, but um at the end of the day, you need to walk somebody through a process and you need to surprise them.
• 43:56
  SPEAKER_02: So I'll give you one easy tip on surprise.
• 44:00
  SPEAKER_02: Somebody.
• 44:00
  SPEAKER_02: So even if you're really bad, like you don't have a presentation, you don't have a buyer presentation, you don't have anything to walk them through.
• 44:06
  SPEAKER_02: I'll give everybody on this call one tip is have we call it an emergency property.
• 44:12
  SPEAKER_02: Have an emergency property.
• 44:14
  SPEAKER_02: Too many agents, they just see what's in front of them and they just execute on what's in front of them, but they don't ever like think outside the box.
• 44:22
  SPEAKER_02: They don't think of what else is there.
• 44:24
  SPEAKER_02: So one simple tip is all right, hey, I want to go see 123 Main Street.
• 44:27
  SPEAKER_02: Well, you know it's a three-bedroom, two-bath home in whatever area.
• 44:31
  SPEAKER_02: Well, go find another property that's three bedrooms, two baths in that exact area or an area nearby.
• 44:38
  SPEAKER_02: And when that person is like, yeah, I like this house or I don't like this house, or hey, on a scale of one to ten, ten, meaning that we're dropping everything, we're gonna write off for today.
• 44:47
  SPEAKER_02: One being we're out of here, we we gotta like run.
• 44:50
  SPEAKER_02: Um, where would you rate this property?
• 44:51
  SPEAKER_02: If they say like a six or a seven, it's like, okay, what do you like about this property most?
• 44:55
  SPEAKER_02: What do you like about this property least?
• 44:56
  SPEAKER_02: Um, by the way, I have another property, it's five minutes from here.
• 45:00
  SPEAKER_02: I don't care if it's 15 minutes away, 20 minutes away, it's five minutes from here.
• 45:04
  SPEAKER_02: Let's jump in the car, let's go over to it.
• 45:06
  SPEAKER_02: I have it ready, and we can go see the property right now.
• 45:09
  SPEAKER_02: Most people will be like, yes, let's go do that.
• 45:11
  SPEAKER_02: Um, if they're like, no, I really gotta get back to lunch.
• 45:14
  SPEAKER_02: Um, I just took time off of work, no problem.
• 45:16
  SPEAKER_02: Um, would tonight work for you?
• 45:18
  SPEAKER_02: Um, because you need to put perspective in somebody's head, and um, they're gonna remember that.
• 45:23
  SPEAKER_02: They're gonna remember you as the agent.
• 45:24
  SPEAKER_02: You're not a door opener, like you actually did work.
• 45:27
  SPEAKER_02: And I I see it too often in this industry and just agents in general, they won't put in that extra work.
• 45:33
  SPEAKER_02: And sometimes it's not, they won't put in the work, sometimes they just don't know, and nobody's taught them how to like go find an emergency property.
• 45:39
  SPEAKER_02: So that's why I'm here to help you guys out.
• 45:41
  SPEAKER_01: Well said.
• 45:42
  SPEAKER_01: Well said.
• 45:43
  SPEAKER_01: So in this uh, you know, elite platinum, you know, ultra mega, you know, buyer agent program or whatever, whatever you call it.
• 45:51
  SPEAKER_01: Elite preferred buyer program.
• 45:54
  SPEAKER_01: Uh, I imagine every once in a while someone's like, uh, no, I heard on the news that you know I should only be paying 2% or 3%, and they they and they decline.
• 46:03
  SPEAKER_01: How do you handle those situations?
• 46:05
  SPEAKER_01: That's fine.
• 46:07
  SPEAKER_01: Do they just go hire somebody else or do you still work with them somehow?
• 46:11
  SPEAKER_02: Oh, so right now, yeah, we we work with, I mean, uh, right now we work with them.
• 46:16
  SPEAKER_02: Um, and the only reason I say right now is because yes, you rely on the MLS with some of that commission.
• 46:21
  SPEAKER_02: Um, I mean the MLS commission is not gonna go completely away.
• 46:24
  SPEAKER_02: Um, so what you need to do is like you can still have people pay you.
• 46:28
  SPEAKER_02: Um the seller can still pay you as well.
• 46:31
  SPEAKER_02: Um, so you can still do all of that.
• 46:33
  SPEAKER_02: Um some people though, uh yeah, they just don't know.
• 46:37
  SPEAKER_02: Again, you gotta walk them through that process.
• 46:39
  SPEAKER_02: When you walk somebody through the process, 90% of them they're like, Yep, let's let's do whatever we gotta do.
• 46:44
  SPEAKER_02: Because you walk them through an actual process.
• 46:46
  SPEAKER_02: Um, when you don't, you you kind of are throwing it up in the air.
• 46:51
  SPEAKER_02: Um now, if they're an absolute jerk and they're like, nope, I'm not signing anything, I'm not doing anything, I just need you to open up the door.
• 46:59
  SPEAKER_02: Do I want to work with that person?
• 47:01
  SPEAKER_02: Hell no.
• 47:03
  SPEAKER_02: So, like I I have enough business, I can choose to like who I work with.
• 47:09
  SPEAKER_02: Um, so at that point, I'm just like, no, okay, cool, like lose my number.
• 47:13
  SPEAKER_02: Yeah, I'll tell them that, but right, you get the idea.
• 47:16
  SPEAKER_01: But you're thinking it.
• 47:17
  SPEAKER_02: Yeah.
• 47:18
  SPEAKER_02: 100%.
• 47:20
  SPEAKER_01: I think that's that should be a big unlock for a lot of agents, is you aren't forced into any agency relationship with anybody.
• 47:27
  SPEAKER_01: Like, if if someone's not a good fit for you, don't work with them, right?
• 47:31
  SPEAKER_01: Politely tell them you're not a good fit.
• 47:34
  SPEAKER_01: You don't think that you'd be the best uh to help them accomplish A, B, or C and go send them to somebody else.
• 47:39
  SPEAKER_01: Like, you know, uh there's nothing wrong with that.
• 47:42
  SPEAKER_02: It's amazing sometimes.
• 47:43
  SPEAKER_02: No, it's it's amazing sometimes when somebody gives you like I call it the unicorn, like like they're giving you the most insane criteria.
• 47:50
  SPEAKER_02: They're like, hey, I want like a gold toilet for under$100,000.
• 47:56
  SPEAKER_02: And it's like, yeah, that doesn't exist.
• 47:58
  SPEAKER_02: But I don't say like it doesn't exist.
• 48:00
  SPEAKER_02: What I do is I show them.
• 48:02
  SPEAKER_02: So I say, all right, um, just out of curiosity, what's your plan B?
• 48:06
  SPEAKER_02: I don't have a plan B.
• 48:08
  SPEAKER_02: Okay.
• 48:09
  SPEAKER_02: So what I do is I'll open up my laptop right in front of them.
• 48:12
  SPEAKER_02: I don't care if I'm at a showing or wherever, and I'll go on the MLS and I'll say, okay, I'm taking our criteria right now.
• 48:19
  SPEAKER_02: I'm putting it in active.
• 48:21
  SPEAKER_02: And now we're in a low inventory market still up here in Pennsylvania.
• 48:24
  SPEAKER_02: Um, so that's normal, to be honest, even with good criteria, it's it's pretty normal to not have any inventory.
• 48:29
  SPEAKER_02: But what a lot of agents do is they don't, one, they don't know how to navigate the MLS very well, um, especially in front of clients.
• 48:35
  SPEAKER_02: Like that could be scary to some people.
• 48:37
  SPEAKER_02: That's why you gotta just know your shit.
• 48:39
  SPEAKER_02: Um, so what you do is you open up the MLS and you say, all right, well, there's nothing available, understandable.
• 48:43
  SPEAKER_02: Then you go under contract.
• 48:45
  SPEAKER_02: There's nothing under contract.
• 48:46
  SPEAKER_02: Then you go and sold and settled.
• 48:48
  SPEAKER_02: I'll put that sucker back like two years.
• 48:49
  SPEAKER_02: Okay, there's been nothing that's sold and settled in the last two years.
• 48:52
  SPEAKER_02: Um, okay, there's been nothing that's been withdrawn or expired or even coming soon.
• 48:57
  SPEAKER_02: Um, what do you want me to do with this criteria, just out of curiosity, um, without a plan B?
• 49:02
  SPEAKER_02: And most people don't know how to answer that.
• 49:04
  SPEAKER_02: And it's because it doesn't exist.
• 49:06
  SPEAKER_02: So, and it won't exist because there's been no history of it.
• 49:09
  SPEAKER_02: And I get it, some people argue like on the super luxury stuff that it might exist, but you cool, like, go find it then.
• 49:17
  SPEAKER_02: Um, but that just if it doesn't exist like that, you have to have we call the come to Jesus moment.
• 49:22
  SPEAKER_02: Like, come to Jesus with them.
• 49:24
  SPEAKER_02: Like, no, this is not the way it is.
• 49:27
  SPEAKER_02: Um, and if they can't get over that, then yeah, I'm not working with them because what are you working for?
• 49:33
  SPEAKER_01: Right.
• 49:33
  SPEAKER_01: Uh, if they're that unrealistic and they're they're so determined to stay unrealistic, like you're never gonna serve them, like you can't help them.
• 49:42
  SPEAKER_01: There is no success possible there, so let them go find that with somebody else.
• 49:48
  SPEAKER_01: Yeah.
• 49:49
  SPEAKER_01: Something you said earlier.
• 49:51
  SPEAKER_01: Well, I made a note of this because I I think it's an important point, and I hear this quite a bit.
• 49:56
  SPEAKER_01: Uh, and it speaks to this being a mental game.
• 49:59
  SPEAKER_01: When you were new in this industry, right?
• 50:01
  SPEAKER_01: You were 19, 20 years old, you know, doing these open houses, right?
• 50:06
  SPEAKER_01: How I hear this all the time.
• 50:08
  SPEAKER_01: I'm too young, right?
• 50:10
  SPEAKER_01: I'm too young.
• 50:11
  SPEAKER_01: Who's gonna hire somebody this young?
• 50:12
  SPEAKER_01: I'm too inexperienced, blah, blah, blah.
• 50:14
  SPEAKER_01: How did you overcome that thinking back then?
• 50:16
  SPEAKER_02: Yeah, it's a great question.
• 50:17
  SPEAKER_02: Um, I did experience that actually.
• 50:19
  SPEAKER_02: Um, like being like, oh, kid, they call they call me kid a lot.
• 50:23
  SPEAKER_02: They probably still do.
• 50:25
  SPEAKER_02: And uh uh funny thing is, if you go to my LinkedIn profile, because somebody actually brought this up the other day, um, my picture has not been updated since that time.
• 50:35
  SPEAKER_02: Oh my god.
• 50:36
  SPEAKER_02: And I was like, whoa, look at this guy.
• 50:38
  SPEAKER_01: It's like the male version of the the the glamour shots, you know, the agent photos that are 20 years old.
• 50:43
  SPEAKER_02: Oh yeah, dude.
• 50:43
  SPEAKER_02: Like I look like Harry Potter, like just stepped out.
• 50:47
  SPEAKER_02: I I don't know what it is.
• 50:48
  SPEAKER_02: But um what's interesting to me though is uh so and and the other thing is and my cell phone here, uh I I looked up on my phone, so Audible, I'm I'm a huge reader.
• 50:59
  SPEAKER_02: Uh high school and and and everything, I was not a reader.
• 51:03
  SPEAKER_02: Like the you asked me to write a book report.
• 51:06
  SPEAKER_02: I was definitely looking at the cliff notes.
• 51:08
  SPEAKER_02: Um, I was definitely only writing book reports on Treasure Island because I think that's the only book I actually read in high school.
• 51:14
  SPEAKER_02: Um, and I just knew it.
• 51:16
  SPEAKER_02: Um I hate it.
• 51:17
  SPEAKER_02: I hated reading.
• 51:18
  SPEAKER_02: Um when I got into business, um, I realized that um I was really interested in the books.
• 51:25
  SPEAKER_02: I don't know why, but I was.
• 51:26
  SPEAKER_02: So I read a ton of sales books, and it's funny to look at my Audible account.
• 51:30
  SPEAKER_02: I think I have like two, close to two, like it's like 180 books in my Audible account.
• 51:35
  SPEAKER_02: And um, it was funny to see the progression of like my oldest books in there um were all very sales related, mindset related to like now that I read like crazy stuff, but um all that stuff in the beginning was all sales conversion, all like how to talk to people, how to like literally I read a book called The Game, and this is gonna be another controversial thing.
• 51:57
  SPEAKER_02: Um, but it's about pickup artists, um, and and it's called the game, and it's about pickup artists that go into nightclubs and pick up girls.
• 52:04
  SPEAKER_02: And the funny thing is that book helped build so much confidence in being able to just go door knock, go walk into open houses, like just talk to people.
• 52:15
  SPEAKER_02: Um, so it's like you don't need to seek out like real estate books, like go find things that'll get you in that right mindset.
• 52:22
  SPEAKER_02: So that book actually really got me into that mindset where like I'm I'm a natural introvert, and that's probably why I'm really bad at social media, like posting, is I'm a natural introvert, yet um that that book completely changed the way I just did things, um with just swagger.
• 52:39
  SPEAKER_02: Um so it's just funny seeing uh me transform uh as a kid.
• 52:44
  SPEAKER_02: And and what I learned is like if you can learn a system and a process and just put simple sales tactics into it, you will destroy the competition.
• 52:54
  SPEAKER_01: That's such an out-of-the-box.
• 52:55
  SPEAKER_02: Like a simple one?
• 52:56
  SPEAKER_01: Yeah.
• 52:56
  SPEAKER_02: I I have to give you one simple one.
• 52:58
  SPEAKER_02: It's called ARP.
• 52:59
  SPEAKER_02: Uh and and Chris Smith, who wrote the conversion code, um uh, one of the best books I think in real estate.
• 53:06
  SPEAKER_02: Just don't read chapters one and two.
• 53:08
  SPEAKER_02: He'll hate that I say that, or sections one and two, because it's all about social media, it's so outdated at this point.
• 53:13
  SPEAKER_02: But his third section is all about conversion.
• 53:17
  SPEAKER_02: And he he teaches this concept called ARPing.
• 53:20
  SPEAKER_02: Acknowledge, respond, and pivot.
• 53:21
  SPEAKER_02: And if you watch a like the debate on the presidential debate, they are masters at this where you acknowledge somebody's question, you respond gratefully about it, but then you pivot right away into another question.
• 53:34
  SPEAKER_02: So too many people are like they get caught up on on objections and things, and and and they're like, well, like how do you run a system when somebody asks me a question?
• 53:44
  SPEAKER_02: Well, you ARP around it.
• 53:45
  SPEAKER_02: So, like, if if somebody, if I walk into a listing apartment, like, all right, what are you charging commission?
• 53:49
  SPEAKER_02: Oh, that's a great question.
• 53:50
  SPEAKER_02: What I'm gonna do is um uh I'm gonna I'm gonna go over that in my presentation, but just out of curiosity, where are you moving to next?
• 53:57
  SPEAKER_02: And you get them to pivot and you get them to go right off that.
• 54:00
  SPEAKER_02: So those are the little tactics that I learned.
• 54:04
  SPEAKER_02: And when Chris Smith wrote that book, the conversion code, it wasn't for direct real estate agents.
• 54:09
  SPEAKER_02: It was actually, again, it's a sales book, and it and it was for mortgage officers, actually.
• 54:13
  SPEAKER_02: Um because he was the number one quick and loan mortgage officer in the country.
• 54:17
  SPEAKER_02: And uh, and what I learned was is that you can learn a lot of things from outside the industry and then just implement them to within the industry at a very young age.
• 54:27
  SPEAKER_02: Incredible.
• 54:28
  SPEAKER_01: Well, it's funny when you mentioned the presidential debates because some of them skip the A and the R and they just jump right to the P and they just talk about whatever the hell they want to talk about.
• 54:36
  SPEAKER_01: They don't even acknowledge, right?
• 54:38
  SPEAKER_01: Exactly.
• 54:38
  SPEAKER_01: Respect, but ridiculous.
• 54:41
  SPEAKER_01: Uh uh awesome.
• 54:43
  SPEAKER_01: Uh and and I really like the out-of-the-box book recommendation for like becoming a pickup artist, which which helped you with door knocking and just communication in general.
• 54:52
  SPEAKER_01: It's a communication skill.
• 54:55
  SPEAKER_01: Yeah.
• 54:55
  SPEAKER_02: It is.
• 54:56
  SPEAKER_02: I love that.
• 54:57
  SPEAKER_02: It is.
• 54:57
  SPEAKER_02: Um, yeah, you have to.
• 54:59
  SPEAKER_02: Um so like now, I I love watching YouTube and and just podcasts now.
• 55:04
  SPEAKER_02: I didn't really have podcasts back then.
• 55:06
  SPEAKER_02: Um, but yeah, it's it's simple stuff like that that you just need to get outside the box thinking.
• 55:12
  SPEAKER_01: So in the few minutes we have left, would you what would you do differently?
• 55:18
  SPEAKER_01: So in this journey from new agent to now CEO of one of the top teams in the country, what would you do differently along the way?
• 55:26
  SPEAKER_02: Yeah, it's a great question.
• 55:27
  SPEAKER_02: Um one thing that always sticks out to me uh right away is um I've had a lot of good influences in my life, um, like a lot of good influences.
• 55:35
  SPEAKER_02: Um and one thing I never did in the beginning, which I learned towards not the end, because this is definitely not the end, um, but more recent, is asking for more help quicker.
• 55:50
  SPEAKER_02: Um I was young and dumb and very ego-driven.
• 55:55
  SPEAKER_02: And so I didn't know how to properly ask for help.
• 56:00
  SPEAKER_02: Now, since I've asked for help and I continuously ask for help, and I'm asking for help actively right now through my DMs.
• 56:07
  SPEAKER_02: Like I'm literally talking to some very high-level people um right through my DMs.
• 56:12
  SPEAKER_02: Um and literally they wrote, Do you need help with that?
• 56:17
  SPEAKER_02: And I said, Yep.
• 56:20
  SPEAKER_02: And uh to me, it's uh it's asking for help.
• 56:25
  SPEAKER_02: Um, and too many agents they want to try to figure it out.
• 56:29
  SPEAKER_02: It's like, no, like go find that that agent in in your market that's crushing it, and just go ask for help.
• 56:37
  SPEAKER_02: Um, I I felt bad because I'm not the best at like attending like MLS dinners and like the local real estate board stuff.
• 56:45
  SPEAKER_02: I'm just not the best at that.
• 56:46
  SPEAKER_02: And uh I went, I I attended one the one time, and they were like, Oh, you're you're you're Jonathan Campbell.
• 56:53
  SPEAKER_02: I said, Yes, and they they just asked me, they were like, and they're from another brokerage, and I won't I won't name that name at all, but um, they were like, uh how how did you how do you sell my so many houses?
• 57:04
  SPEAKER_02: And I said, open houses, like run open houses.
• 57:08
  SPEAKER_02: And she goes, How do you run an open house?
• 57:11
  SPEAKER_02: And I was like, oh no.
• 57:12
  SPEAKER_02: Um and then I realized like uh I did I just had a bigger mission in life that I just wanted to help everybody, like everybody with that.
• 57:20
  SPEAKER_02: Of like, um there's a lack, a huge lack of training in in a lot of places, and uh, if I can just be the light to somebody with that, um that's all I can do.
• 57:30
  SPEAKER_02: That's all I can do.
• 57:31
  SPEAKER_01: Well, I'm I'm so grateful that you're gonna be speaking at and training at there at our Ignite Team Builder Summit in Salt Lake, August 7th and 8th.
• 57:39
  SPEAKER_01: Uh I'm pumped.
• 57:40
  SPEAKER_01: So am I, man.
• 57:41
  SPEAKER_01: So am I.
• 57:42
  SPEAKER_01: I mean, what a great opportunity for people who have more questions or just want to be around others that are winning at a higher level, that are further down the path.
• 57:51
  SPEAKER_01: Uh what role have masterminds and events, conferences, and stuff like that played in your growth journey?
• 57:57
  SPEAKER_02: Everything.
• 57:58
  SPEAKER_02: Everything.
• 57:58
  SPEAKER_02: Well, I mean, one part of my story I never told you, and you might have caught it just because of my age and how I transitioned to everything.
• 58:04
  SPEAKER_02: I never went to college.
• 58:05
  SPEAKER_02: Like I got in high school or I got my real estate license when I was in high school, and um I've learned everything through mentors, um, which I didn't have in the beginning, but it was books, podcasts, YouTube, and just I know a guy that he calls it getting in the room.
• 58:24
  SPEAKER_02: And that's what I was a master at was actually getting in the room that I felt very uncomfortable with.
• 58:30
  SPEAKER_02: And one one thing that one person taught me was um, how do you you need to start to ask good questions?
• 58:36
  SPEAKER_02: And sometimes a lot of people at masterminds, and this is one one hack I've learned at masterminds, is um don't ask surface level questions, like ask your question.
• 58:46
  SPEAKER_02: Too many people just sit in the back or even sit in the front and they're afraid to raise their hand, they're afraid to like go into QA.
• 58:53
  SPEAKER_02: No, like ask that question.
• 58:56
  SPEAKER_02: That person will remember you.
• 58:58
  SPEAKER_02: Um, even if it's the simplest question, like just ask it.
• 59:01
  SPEAKER_02: Um, I've been in your shoes before.
• 59:03
  SPEAKER_02: I mean, I was 19 when I got into real estate.
• 59:05
  SPEAKER_02: I mean, you you I've been in your shoes probably.
• 59:09
  SPEAKER_02: Um, and so just ask that question.
• 59:12
  SPEAKER_02: I mean, that's what's allowed me to literally give Gary V a hug and like like just like people that I've looked up to my entire career.
• 59:20
  SPEAKER_02: Um, just because like I read the book Crush It and I was like, man, this guy gets it.
• 59:26
  SPEAKER_02: Like, I was trying to figure out things when I was 19, like, what am I gonna do with my life?
• 59:30
  SPEAKER_02: What is what's gonna happen here?
• 59:31
  SPEAKER_02: Um, I'm not going to college, and uh just to hear guys like that and then be able to like take selfies with them and and give them a hug and and do all that, but that's because I put myself in that mastermind, made an investment, and some people are like, Well, and I heard this from one of my mentors, um, that masterminds are expensive, it's expensive to travel there, and I always put perspective in people's people's heads.
• 59:54
  SPEAKER_02: I'm like, just think of your kid, or maybe you are that kid that went to college and you're spending, I don't know what a college cost now, what sixty, seventy, eighty thousand dollars a year.
• 1:00:04
  SPEAKER_02: Um, and yet you're willing to spend that kind of money, or not willing, like go into it, you're willing to spend that kind of money on something you don't even know if you're gonna use in the future.
• 1:00:17
  SPEAKER_02: Like you don't even know if that's gonna be your career.
• 1:00:19
  SPEAKER_02: Um, and I'm not gonna go down that rabbit hole.
• 1:00:22
  SPEAKER_02: Yet you're not willing to spend a couple grand to get in the room with people you know can help you fast forward things, get you into a better position.
• 1:00:33
  SPEAKER_02: And if you just take one nugget or at least get like my Instagram or my Facebook or my whatever and DM me, like we all want to help you.
• 1:00:42
  SPEAKER_02: Like, like that that that's what we want to do behind the scenes.
• 1:00:45
  SPEAKER_02: So just get in that room.
• 1:00:47
  SPEAKER_02: Um last mastermind I went to was in Austin, Texas a couple months ago, and it felt really humbling.
• 1:00:53
  SPEAKER_02: Um, because I'm I'm a very humble guy, but um, unless you read the game, then you'll become a beast.
• 1:00:59
  SPEAKER_02: But um, you uh uh a guy came up to me and he goes, you know what?
• 1:01:04
  SPEAKER_02: I was about to re I was ready to quit real estate, and what you said on stage really resonated with me, and I'm gonna get back to work.
• 1:01:12
  SPEAKER_02: And that was so humbling to me, like it blew my mind.
• 1:01:17
  SPEAKER_02: So, and that's the first time I ever talked on stage, to be honest, was a couple months ago.
• 1:01:20
  SPEAKER_02: I've never spoken on a stage like that, like a keynote.
• 1:01:24
  SPEAKER_02: And uh, like it blew my mind, and I was like, man, I get a rush out of this.
• 1:01:28
  SPEAKER_02: And so that's what you have to realize is that when you go to these masterminds, we're here to help you.
• 1:01:32
  SPEAKER_02: Like, we're not just here to push an agenda, um, we're here to help you.
• 1:01:36
  SPEAKER_02: Like, I don't want to hire from outside the real estate industry.
• 1:01:40
  SPEAKER_02: I want to hire from within it.
• 1:01:41
  SPEAKER_02: I want to see that driven person, I want to help that person uh get to the next level, figure it out, because that's what people have done for me.
• 1:01:50
  SPEAKER_02: And that's what I'm gonna pass on.
• 1:01:52
  SPEAKER_02: So, yeah, get to Utah.
• 1:01:53
  SPEAKER_01: Yes, so well said, man.
• 1:01:55
  SPEAKER_01: And I'm I'm just grateful that you're gonna be there in August at our Team Builder Summit.
• 1:01:59
  SPEAKER_01: You're gonna be in the room, and I hope that if you're listening, you'll get your ass in the room as well.
• 1:02:04
  SPEAKER_01: Jonathan Campbell, Michael Perry runs the number one team in Utah.
• 1:02:07
  SPEAKER_01: They're gonna do a thousand transactions this year.
• 1:02:09
  SPEAKER_01: Neil Dingra, Paige Steckling, myself, and others.
• 1:02:12
  SPEAKER_01: So, Jonathan, uh, we could talk for hours and hours and hours and hours because you you're just a wealth of numbers.
• 1:02:19
  SPEAKER_01: But uh we're not.
• 1:02:20
  SPEAKER_01: We're gonna wrap it up.
• 1:02:21
  SPEAKER_01: So if you want more of Jonathan, get your ass to ignite.
• 1:02:24
  SPEAKER_01: Igniteslc.com, get your ticket, ASAP while they still exist.
• 1:02:28
  SPEAKER_01: Jonathan, thanks so much, man.
• 1:02:30
  SPEAKER_01: Appreciate you being on the show.
• 1:02:31
  SPEAKER_01: We'll have to do part two sometime.
• 1:02:33
  SPEAKER_01: Heck yeah, man.
• 1:02:34
  SPEAKER_02: And also, because of the presidential debate, we have to compare our uh our our golf handicaps um in Utah while we're there too.
• 1:02:42
  SPEAKER_01: So well, dude, it's not gonna take much to beat me.
• 1:02:44
  SPEAKER_01: So supposedly I'm a 16.8 handicap.
• 1:02:48
  SPEAKER_01: I I but it's accurate.
• 1:02:50
  SPEAKER_01: Like even when I shank, like I freaking hookfuck it into the into the woods on the left.
• 1:02:55
  SPEAKER_01: Um, I still count it and I do a drop shot and all that.
• 1:02:58
  SPEAKER_01: So I don't know.
• 1:02:59
  SPEAKER_01: Well I think you you beat me last time though, didn't you?
• 1:03:02
  SPEAKER_01: In Florida?
• 1:03:03
  SPEAKER_01: Oh, you you probably got me now.
• 1:03:04
  SPEAKER_02: You probably got me.
• 1:03:05
  SPEAKER_01: Well, you well, you took a hole or two off to you know sell 50 more homes that year with your team.
• 1:03:10
  SPEAKER_01: So I totally, totally understand it.
• 1:03:13
  SPEAKER_01: Dude, Jonathan, uh really appreciate this.
• 1:03:16
  SPEAKER_01: Thank you so much.
• 1:03:16
  SPEAKER_01: Excited to see you next month in Utah.
• 1:03:19
  SPEAKER_02: See in Utah.
• 1:03:20
  SPEAKER_01: I could talk to him for hours, and we're gonna have Jonathan back for part two.
• 1:03:23
  SPEAKER_01: The next chance that you'll get to talk with him is at our Ignite Team Builder Summit in Salt Lake City, August 7th and 8th.
• 1:03:31
  SPEAKER_01: Make sure that when you grab your ticket, that you get half off, right?
• 1:03:34
  SPEAKER_01: Save yourself 50%.
• 1:03:36
  SPEAKER_01: It sucks for me, but it's great for you.
• 1:03:38
  SPEAKER_01: Use code Early.
• 1:03:40
  SPEAKER_01: We extended the Early Bird special.
• 1:03:42
  SPEAKER_01: Um, make sure that you jump on that quickly.
• 1:03:45
  SPEAKER_01: So we normally do these rapid fire questions with our with our guests, but I wanted to squeeze every last bit we could out of him.
• 1:03:52
  SPEAKER_01: So we just skipped the rapid fire.
• 1:03:54
  SPEAKER_01: And I wanted to get as much out as possible.
• 1:03:56
  SPEAKER_01: So next time when we have Jonathan back for part two, we'll do the rapid fire questions.
• 1:04:01
  SPEAKER_01: Um, attention agents in Columbus, Ohio.
• 1:04:04
  SPEAKER_01: If you're an agent in Columbus, Ohio, I am coming to town July 18th.
• 1:04:09
  SPEAKER_01: We're gonna be at the Wedgewood Country Club.
• 1:04:12
  SPEAKER_01: And um, you know, I realized I started promoting this event that I'm doing.
• 1:04:16
  SPEAKER_01: Uh I'm gonna be coming to speak.
• 1:04:18
  SPEAKER_01: We're gonna be diving deep on how to get leads, how to get business, how to grow your business in this current 2024 high interest rate post-NER settlement world.
• 1:04:28
  SPEAKER_01: And um, if you're anywhere near Columbus, be there.
• 1:04:31
  SPEAKER_01: But I realized I don't have the link uh in front of me.
• 1:04:34
  SPEAKER_01: So uh if you if you are in Columbus, go to the show notes or if you're watching on YouTube, click into the description and I'll have a link to get tickets to this event that we're doing because I don't have it handy right now.
• 1:04:46
  SPEAKER_01: But Columbus, July 18th.
• 1:04:48
  SPEAKER_01: Let me triple check that.
• 1:04:50
  SPEAKER_01: July 18th, that is a Thursday.
• 1:04:54
  SPEAKER_01: I'll be in Powell, Ohio at the Wedgewood Country Club.
• 1:04:58
  SPEAKER_01: I hope to see you there.
• 1:04:59
  SPEAKER_01: There's so many great agents in Columbus.
• 1:05:01
  SPEAKER_01: Last time I was there in November, I made I met dozens and dozens of the most incredible agents that I've ever met.
• 1:05:07
  SPEAKER_01: And I hope that you're there again, because uh what a great time.
• 1:05:10
  SPEAKER_01: Now you were you're here because you want tools to grow your business, right?
• 1:05:16
  SPEAKER_01: And I think to a certain level, you you trust my trust my um what's the word?
• 1:05:22
  SPEAKER_01: My recommendations, right?
• 1:05:23
  SPEAKER_01: I've I've seen good shit, I've seen bad shit, I know what works, I know what doesn't.
• 1:05:27
  SPEAKER_01: And when you we look at these top producers, whether they're solo, just super high-powered solo producers or team leaders or some sort of like um, you know, business owner in real estate, they're all leveraging the wisdom of others, right?
• 1:05:42
  SPEAKER_01: We can't be economists, we can't be housing experts and agents all at the same time.
• 1:05:47
  SPEAKER_01: So the best agents, the smartest agents, we just hire the keeping current matters team.
• 1:05:53
  SPEAKER_01: We just use KCM, right?
• 1:05:54
  SPEAKER_01: Keeping Current Matters is the tool you need in your tool belt.
• 1:05:57
  SPEAKER_01: They tell you what to post, they tell you why, like what does whatever you're posting, what does it mean?
• 1:06:03
  SPEAKER_01: So you can talk about it in one-on-one conversations with your clients.
• 1:06:06
  SPEAKER_01: Go to trykcm.com slash bam to try it out for free today and find out why so many of the top producers in our industry are already using keeping her matters, and you're gonna realize you should be too.
• 1:06:19
  SPEAKER_01: Trykcm.com slash bam, try them out today.
• 1:06:23
  SPEAKER_01: And speaking of BAM, because we are a partner of the of the BAM network, now bam.com, their BAM X community.
• 1:06:31
  SPEAKER_01: I the agents that I talk to that have joined the BAMX community thought that they were joining for one thing, right?
• 1:06:37
  SPEAKER_01: They thought that they were joining for the the courses and the events and all of that, but they stay for the referrals, they stay for the networking, they stay for the access, they stay for uh the information, and they all say what an incredible investment.
• 1:06:50
  SPEAKER_01: So go to nowbam.com, join BAMX, and when you do, save some money, get yourself a discount, use code MASTIVE at checkout, you will save yourself some money off the annual uh membership of BAMX.
• 1:07:03
  SPEAKER_01: Thank you so much for listening.
• 1:07:04
  SPEAKER_01: If you're in Columbus, I hope to see you July 18th.
• 1:07:07
  SPEAKER_01: Make sure you click into the into the show notes for the link to that.
• 1:07:11
  SPEAKER_01: And then, last call, ignite SLC, the Team Builder Summit.
• 1:07:15
  SPEAKER_01: Jonathan Campbell, our guest today, will be there.
• 1:07:18
  SPEAKER_01: You can actually have dinner with us and pick his brain as much as you possibly can for the entire two days.
• 1:07:25
  SPEAKER_01: Um ignite slc.com, use code early to stay 50%.
• 1:07:30
  SPEAKER_01: I will see you guys there in Salt Lake.
• 1:07:32
  SPEAKER_01: Cannot freaking wait for you.
• 1:07:34
  SPEAKER_01: So excited for you.
• 1:07:35
  SPEAKER_01: Thanks for listening this week.
• 1:07:36
  SPEAKER_01: I'll see you next time.