Latest / Massive Agent Podcast / How Realtors Can Set Themselves Up to WIN!

Transcript

How Realtors Can Set Themselves Up to WIN! · Massive Agent Podcast

• 0:00
  SPEAKER_00: To be honest, I'm not really sure how to start this episode out or even what I'm really gonna say today because I had a phone call this morning that is all I can think about.
• 0:08
  SPEAKER_00: I'm gonna tell you about that right now.
• 0:11
  SPEAKER_01: The massive agent podcast with lead generation tips and strategies to give you more leads and sell more homes.
• 0:19
  SPEAKER_00: I love to buy houses, I like to sell houses.
• 0:24
  SPEAKER_01: Wait a minute.
• 0:25
  SPEAKER_01: Leads a week.
• 0:28
  SPEAKER_01: I've had better.
• 0:30
  SPEAKER_01: Oh am I got your attention now?
• 0:33
  SPEAKER_01: Here's your host, Dustin Brom.
• 0:37
  SPEAKER_00: What is up, guys?
• 0:38
  SPEAKER_00: Welcome to episode 343 of the Massive Agent Podcast.
• 0:42
  SPEAKER_00: I'm your host, Dustin Brome, here in Salt Lake City, Utah.
• 0:46
  SPEAKER_00: And I had a phone call this morning that uh on one hand it pissed me off, but it also made me completely just crumple up what I was gonna talk about on the podcast this week because I think it's so important.
• 1:00
  SPEAKER_00: And um and I'm kind of fired up about it.
• 1:02
  SPEAKER_00: And and and to be honest with you, I'm I I don't know what I'm gonna say on this episode.
• 1:09
  SPEAKER_00: Uh I don't know, I I have no outline.
• 1:12
  SPEAKER_00: Um, I am just completely shooting from the hip, um, you know, off the cuff here.
• 1:18
  SPEAKER_00: And um I've had an emotional week, an emotional weekend.
• 1:23
  SPEAKER_00: Since um last week, I was so let's see, last weekend, I was in Las Vegas for Neil Dingra's forward event.
• 1:32
  SPEAKER_00: Absolutely phenomenal event, as usual.
• 1:36
  SPEAKER_00: And an hour or so before it ended, um you know, I I learned that someone took a shot at President Trump, and he came within a millimeter or so from losing his life.
• 1:50
  SPEAKER_00: And um man, that it opened such a can of emotions for me.
• 2:00
  SPEAKER_00: And and I'll and I'll try to I'll try to explain what that means, but I'm gonna start with this phone call that I had this morning.
• 2:10
  SPEAKER_00: So I I was talking with an agent, um, an agent who is getting her license um over on the East Coast somewhere, and and to her credit, she's asking so many incredible questions, making sure that the brokerage she chooses is right, the people that she's connected to, her support system, the resources she has is on point.
• 2:32
  SPEAKER_00: And I I told her this numerous times, like she is so far ahead of where I was when I got into real estate.
• 2:40
  SPEAKER_00: I got into real estate because I read Rich Dad, Poor Dad, and I thought I was gonna be an investor, right?
• 2:46
  SPEAKER_00: I I thought I was gonna be a wholesaler and a flipper, and you know, it was gonna be so easy and I was gonna make 50 grand a weekend flipping houses.
• 2:53
  SPEAKER_00: And then my my broker, or sorry, the an investor locally that I looked up to was a broker, and and I was like, hey, you know, I need some advice.
• 3:03
  SPEAKER_00: And he's like, well, it would help you as a new investor, or yeah, as a new investor, to get your license.
• 3:08
  SPEAKER_00: It'll help you to sell your own houses and MLS access and all that stuff, right?
• 3:12
  SPEAKER_00: So I'm like, okay, so I joined his brokerage.
• 3:14
  SPEAKER_00: I didn't know anything about anything.
• 3:17
  SPEAKER_00: I got referred a client, I got referred a buyer, and I was helping them buy a short sale.
• 3:22
  SPEAKER_00: This is back in 2011 when short sales were freaking everywhere.
• 3:26
  SPEAKER_00: Like that was the inventory with short sales and REOs.
• 3:29
  SPEAKER_00: For you kids out there, REO means real estate owned by the bank, right?
• 3:33
  SPEAKER_00: Bank owned properties.
• 3:34
  SPEAKER_00: You drive through a neighborhood, and rather than listing signs up everywhere, of course you'd see some of those, but really you'd see white flyers or yellow flyers, um, or notices rather, taped up in the front windows.
• 3:49
  SPEAKER_00: Those were short sales of bank owned properties.
• 3:51
  SPEAKER_00: Very different market.
• 3:53
  SPEAKER_00: So I didn't know shit about anything.
• 3:56
  SPEAKER_00: I uh I didn't have any goals, I didn't have any idea what I should expect.
• 4:00
  SPEAKER_00: I just knew people make money in real estate.
• 4:03
  SPEAKER_00: I've heard lots of successful people make their fortunes in real estate, so I'm gonna do it too.
• 4:10
  SPEAKER_00: And and so this this agent I was talking to, she's so opposite.
• 4:14
  SPEAKER_00: Like she she knows exactly what she's trying to do.
• 4:17
  SPEAKER_00: She has goals, she's asking very intelligent questions.
• 4:20
  SPEAKER_00: And it's something she said that absolutely set me off.
• 4:24
  SPEAKER_00: Like it, yeah, it pissed me off on one hand, but it it's also it inspired me to hit record today because she was asking me, she's like, Hey, you know, what do you think my goals should be for the first year?
• 4:38
  SPEAKER_00: And I was like, What do I think your goals are?
• 4:43
  SPEAKER_00: And so I'm like, Well, what do you mean?
• 4:45
  SPEAKER_00: And and she she's like, Well, I want to make sure that I'm not setting them too high.
• 4:48
  SPEAKER_00: I'm not, I want to make sure that they're not setting them too low.
• 4:51
  SPEAKER_00: And, you know, I just want to make sure that I have a good idea of what I should expect for myself for the first year.
• 4:55
  SPEAKER_00: I'm like, okay, that sounds reasonable, right?
• 4:57
  SPEAKER_00: Okay.
• 4:58
  SPEAKER_00: So I just asked, Well, why don't you tell me what your goals are?
• 5:01
  SPEAKER_00: And then I'll tell you whether or not I think they're reasonable.
• 5:04
  SPEAKER_00: And and here's why I did that.
• 5:07
  SPEAKER_00: I didn't want to tell her something.
• 5:09
  SPEAKER_00: I didn't want to say your goal should be two homes a month or you know,$100,000 or whatever, and then have that be less than what she was thinking and and crush her spirits, right?
• 5:19
  SPEAKER_00: Or set expectations that are artificially low.
• 5:22
  SPEAKER_00: I mean, we all know agents that get into this business and they sell 30, 40, 50, 70 homes their first year.
• 5:28
  SPEAKER_00: Matt Kane, he's been on this podcast three or four times now.
• 5:31
  SPEAKER_00: One of my partners at Real Broker, one of the most incredible operators of a team that I've seen, he sold 40 homes his first year as a full-time firefighter.
• 5:41
  SPEAKER_00: As a full-time firefighter, he sold 40 homes.
• 5:44
  SPEAKER_00: So I was I was kind of taken back by this question.
• 5:49
  SPEAKER_00: What should my goals be in my first year?
• 5:51
  SPEAKER_00: And so I said, Well, why don't you tell me what your goals are?
• 5:55
  SPEAKER_00: And she told me.
• 5:56
  SPEAKER_00: And and I just said, Yep, sounds great.
• 6:00
  SPEAKER_00: And and she's like, Oh, I was worried that they were too high.
• 6:03
  SPEAKER_00: And I was, and then so I said, Look, let me tell you about so and so.
• 6:07
  SPEAKER_00: And I told her about Matt Kane.
• 6:09
  SPEAKER_00: Let me tell you about so and so.
• 6:10
  SPEAKER_00: And I told her about a few other people that had it that had uh achieved results much higher than what she had set for herself.
• 6:17
  SPEAKER_00: And and she said, Well, I was watching these YouTube videos and I was doing this research, and they said that you know, one home a month or two homes a month is a pretty good goal for your first year.
• 6:27
  SPEAKER_00: And I was like, it just it fucking pissed me off.
• 6:31
  SPEAKER_00: Like, why are we her goals should be hers?
• 6:36
  SPEAKER_00: That's why I didn't I wanted her to tell me what she wanted to do, and and then I supported it, and then I started to build her up and telling her, you know what, that's actually too low.
• 6:49
  SPEAKER_00: In my first year, I didn't have any goals.
• 6:52
  SPEAKER_00: I think I was just trying to earn a paycheck, right?
• 6:55
  SPEAKER_00: I just wanted to get some closings, and my first paycheck was like, I've got to look this up.
• 7:00
  SPEAKER_00: It was between like$1,100 and$1,500.
• 7:02
  SPEAKER_00: That was my first check after splits and and it was a short sale, uh, all that stuff.
• 7:09
  SPEAKER_00: So I think I hit my goal, my first year, because I didn't freaking have one, right?
• 7:15
  SPEAKER_00: I I hit my goal, and that's a problem.
• 7:17
  SPEAKER_00: What if she sets the bar so damn low that she actually hits it?
• 7:22
  SPEAKER_00: And I didn't want that to happen.
• 7:24
  SPEAKER_00: And um so in having this conversation with her, I I told her, look, do not ever let anyone tell you what your goal should be and what is reasonable for you.
• 7:37
  SPEAKER_00: If you want to sell a hundred houses your first year, you bet your ass it's possible.
• 7:43
  SPEAKER_00: It's not easy, right?
• 7:45
  SPEAKER_00: You're gonna have to really bust your ass.
• 7:48
  SPEAKER_00: You're gonna have to work harder than you've ever done before, you're gonna have to think outside the box, you're gonna have to invest time and money, but it's possible, right?
• 7:57
  SPEAKER_00: If you can sell 50 homes in a year, why can't you sell 100, right?
• 8:00
  SPEAKER_00: It's possible.
• 8:01
  SPEAKER_00: And I know that it's been done before.
• 8:05
  SPEAKER_00: So why are we telling how could I have felt good about telling her that that's not a reasonable goal?
• 8:15
  SPEAKER_00: So my job was to support her and build her up, and actually to make her feel like she had set the bar too low while setting expectations that even though things are possible, she's gonna have to, she's gonna go through frustration, she's gonna go through periods of wanting to quit, and then she gets up and does it again.
• 8:34
  SPEAKER_00: Getting frustrated again, getting pissed off, getting stuck, getting back up, doing it again.
• 8:39
  SPEAKER_00: Keep taking a step forward.
• 8:40
  SPEAKER_00: That's the path.
• 8:42
  SPEAKER_00: And so I set expectations, but said I told her, You absolutely can do that.
• 8:49
  SPEAKER_00: It's reasonable, it's been done before.
• 8:51
  SPEAKER_00: Why can't you?
• 8:52
  SPEAKER_00: And I think she walked away from the conversation empowered.
• 8:56
  SPEAKER_00: And I left the conversation thinking about how she said, Well, these YouTube videos told me that it should be this, that.
• 9:03
  SPEAKER_00: I remember when I first got my license, I got um I came home to my wife.
• 9:09
  SPEAKER_00: Let's see, were we married at the time?
• 9:11
  SPEAKER_00: No, we were just dating at the time, actually.
• 9:14
  SPEAKER_00: But um, I think we were living together.
• 9:16
  SPEAKER_00: And and she's like, So how many houses did you sell today?
• 9:20
  SPEAKER_00: And I'm like, Well, a babe, apparently it doesn't work that way.
• 9:24
  SPEAKER_00: Um, but I didn't know better.
• 9:26
  SPEAKER_00: Like, we hear stories of agents.
• 9:27
  SPEAKER_00: I've heard stories of agents that they don't have anyone else's bullshit telling them that they should only you know achieve a certain level.
• 9:37
  SPEAKER_00: And so they just start knocking out of the park and they're selling, you know, multiple homes a month, every month, and then pretty soon 10 homes a month, and they just start selling a shitload of houses because they don't know any better.
• 9:47
  SPEAKER_00: They weren't told that that's not possible.
• 9:50
  SPEAKER_00: So what these limitations that we allow to be put on our goals and dreams is just bullshit.
• 10:02
  SPEAKER_00: And so I'll I'll tie this in with some of my thoughts and takeaways about the attempted assassination assassination of our president.
• 10:16
  SPEAKER_00: And hear me, hear me loud when I hear me loud and clear.
• 10:21
  SPEAKER_00: This is not a political statement.
• 10:24
  SPEAKER_00: Stop it.
• 10:26
  SPEAKER_00: We're not doing that shit anymore.
• 10:28
  SPEAKER_00: We're not playing that.
• 10:29
  SPEAKER_00: I'm gonna talk about a human being, I'm gonna talk about our country, and we happen to have two, we happen to have a current leader and a former leader that may be the next leader.
• 10:41
  SPEAKER_00: They have different ideas, different opinions.
• 10:44
  SPEAKER_00: I I like one of them more than the other.
• 10:47
  SPEAKER_00: None of that's relevant, right?
• 10:49
  SPEAKER_00: So I'm gonna tell you this emotional experience that I went through over the weekend and how I believe it relates to the story that I just told you about that agent and setting goals and more importantly, setting expectations.
• 11:05
  SPEAKER_00: And hope I'm considering just hitting pause, deleting this shit, and starting all over.
• 11:12
  SPEAKER_00: Because I don't I don't even know if I'm making any sense or if I'm going to make any sense, but you know what?
• 11:16
  SPEAKER_00: I'm I'm just gonna trust that the right words will come out because I'm just gonna speak from the heart here.
• 11:25
  SPEAKER_00: So I'm in my hotel room, right?
• 11:27
  SPEAKER_00: I I was taking a break, right?
• 11:30
  SPEAKER_00: I don't know why.
• 11:31
  SPEAKER_00: Like we there was um there was a break.
• 11:33
  SPEAKER_00: There was another speaker left at this forward event, and during that break, I went back to my room.
• 11:38
  SPEAKER_00: I don't even know why I went back to my room, but um I was grabbing something or dropping something.
• 11:44
  SPEAKER_00: I I went to get something, I didn't need it, but I was just like, well, I'm gonna run to the room real quick and then I'll come back for the last speaker.
• 11:49
  SPEAKER_00: And I open up my phone and um and I I see I see the photo, right?
• 11:55
  SPEAKER_00: And I'm like, what the hell is this?
• 11:58
  SPEAKER_00: And then I watched the video, and I watched it from the beginning, and I watched uh President Trump almost lose his life, and I was absolutely in shock.
• 12:11
  SPEAKER_00: I felt fear, I felt anger, I felt confusion, like how in 2024 is that even possible that someone could get that close to do that shit?
• 12:22
  SPEAKER_00: Anger, fear, confusion, um, a lot of fear actually, because I'm I'm like, what does what what's what's next?
• 12:31
  SPEAKER_00: Like what does this mean for our country?
• 12:33
  SPEAKER_00: Right?
• 12:34
  SPEAKER_00: Like it oh what's happening here?
• 12:37
  SPEAKER_00: And then when he got up, I got even more angry because I'm I'm like, why are why is he not whisked into the car already?
• 12:48
  SPEAKER_00: Like, why is he there standing exposed?
• 12:51
  SPEAKER_00: Like I was getting pissed off at the the lack of protection.
• 12:55
  SPEAKER_00: But then he says, wait, wait, and then he pumps his fist and says, fight, fight, fight.
• 13:00
  SPEAKER_00: I fucking lost it.
• 13:03
  SPEAKER_00: I can't explain it, but I absolutely fucking lost it.
• 13:07
  SPEAKER_00: I was I was crying hysterically in my hotel room by myself.
• 13:17
  SPEAKER_00: And uh I think it was because I felt relief.
• 13:21
  SPEAKER_00: I I think it was a it was a huge amount of relief, and um because I'm like had he been killed, we would potentially be in a civil war, right, in this country.
• 13:35
  SPEAKER_00: Like I can't even imagine.
• 13:38
  SPEAKER_00: So I felt this huge weight of relief.
• 13:40
  SPEAKER_00: Um but I also felt pride, and I'm I'm telling you, and I've spoken to a lot of people that that had a similar experience, but something hit me emotionally when I saw that simple um what do we call it?
• 14:04
  SPEAKER_00: A simple act of leadership of courage and strength.
• 14:08
  SPEAKER_00: That's what it was.
• 14:10
  SPEAKER_00: Obviously, it was strength.
• 14:12
  SPEAKER_00: This man had just been shot, right?
• 14:14
  SPEAKER_00: It it hit his ear.
• 14:16
  SPEAKER_00: Um, and he wanted to make sure everyone knows, knew he was okay.
• 14:21
  SPEAKER_00: He wanted to exhibit strength, and you know that that he was just reacting.
• 14:26
  SPEAKER_00: Like that's it's it's not like he's a premeditated, you know, sitting there like, hmm, what would what would pull the best in this moment?
• 14:32
  SPEAKER_00: Like he was just shot, he stood up, his first gut reaction, he's not even thinking consciously, is to show a sign of leadership and strength.
• 14:42
  SPEAKER_00: And I think what I recognized in that was how starved we are in this country and in this society for strength and leadership.
• 14:52
  SPEAKER_00: Starved for it, especially in politics.
• 14:58
  SPEAKER_00: Especially in politics.
• 15:00
  SPEAKER_00: And then to see it with when you zoom out and look at the entire situation and the gravity of it and how close we were to absolute disaster and chaos.
• 15:15
  SPEAKER_00: To see that show of strength.
• 15:20
  SPEAKER_00: It oh man, it um I felt hope and I resonated with that strength and leadership because I I don't think I realized how much we it's been missing.
• 15:39
  SPEAKER_00: And um and it's all of those emotions all at once just like just came out.
• 15:46
  SPEAKER_00: And and after after I was done crying hysterically alone in my hotel room, um I called my wife, you know, I to talked to her about it, and um we talked through it.
• 15:57
  SPEAKER_00: We decided to um, you know, she asked, well, do we do we tell the kids?
• 16:02
  SPEAKER_00: And we decided absolutely.
• 16:05
  SPEAKER_00: So when I got home the next day, we talked to the kids, we showed them the video, we explained that you know there's there's bad people in the world that want bad things, and they don't want America to be what it should be.
• 16:18
  SPEAKER_00: And um I I even I showed my daughter the video of the the three Secret Service women um I know I obviously I didn't get into the fact uh I I certainly didn't say well to my six and a half-year-old daughter, well, she couldn't properly holster her weapon.
• 16:43
  SPEAKER_00: Like I didn't get into all that crap.
• 16:45
  SPEAKER_00: I was like, look, there's three women who are tasked with protecting one of the most important people on the planet.
• 16:51
  SPEAKER_00: How cool is that, right?
• 16:53
  SPEAKER_00: And I wanted to show her how cool that was that there were women in that position.
• 16:58
  SPEAKER_00: Um, that's all that mattered.
• 17:00
  SPEAKER_00: And so we we showed, trust me, I know what you're thinking, I know what you're saying, but as a parent, all that matters is I wanted her to see what's possible for her.
• 17:13
  SPEAKER_00: Anyhow, um, as I've had time to unpack this, I've and I think about when I first saw the video, I'm thinking about why did I get so emotional?
• 17:25
  SPEAKER_00: And um I started to relate it to business and life, and and I'm I'm thinking, we're we're so starved for leadership and strength.
• 17:34
  SPEAKER_00: And when I saw President Trump display it with everything that had just happened, it it deeply touched me, and obviously, it's deeply touched and inspired the entire country.
• 17:49
  SPEAKER_00: There's more flags being flown lately than I've seen in a long ass time.
• 17:52
  SPEAKER_00: It's really cool.
• 17:54
  SPEAKER_00: Just some of the posts you see, people who hated him that now are like, wait a minute, um, what?
• 18:00
  SPEAKER_00: And and now they're they're seeing him as a human being.
• 18:04
  SPEAKER_00: Um, anyways, I started to think about this in the context of business and life.
• 18:13
  SPEAKER_00: And if we're so starved for leadership and strength, and we have that reaction, that visceral reaction, when we see it from others, what if we show that type of strength and leadership to our freaking selves?
• 18:32
  SPEAKER_00: I think we ourselves are so starved for more strength and more leadership and more courage within ourselves that what if we what if we're sh what if we're able to show that to ourselves more often?
• 18:52
  SPEAKER_00: How um how much more happy and fulfilled will we will we be?
• 18:59
  SPEAKER_00: How much more will we be able to achieve?
• 19:04
  SPEAKER_00: How much what bigger impact could we make on our communities and others if we show to ourselves leadership and strength, and we become an image of that, an exhibit of that, a display of that for others as well.
• 19:23
  SPEAKER_00: It's it's just powerful shit.
• 19:26
  SPEAKER_00: There is such an opportunity for you to step up and be a leader, to be strong in your community, and to show that confidence and strength in your marketing, in your social media posts, right, in your one-on-one listing presentations.
• 19:49
  SPEAKER_00: I think we get so worried about or so um focused on what um on what could go wrong, what has gone wrong, what if this goes wrong, um, well, I should be further ahead, you know that fuck all of that.
• 20:09
  SPEAKER_00: Right?
• 20:10
  SPEAKER_00: I look, and I do that shit too.
• 20:13
  SPEAKER_00: I absolutely do that shit too.
• 20:15
  SPEAKER_00: I have to snap myself out of funks regularly, right?
• 20:19
  SPEAKER_00: Because I like today I was putting out fires, fires that should should not have popped up.
• 20:26
  SPEAKER_00: They are massive inconveniences in my life, roadblocks in my life that I am saying I'm not letting that be a roadblock, and I'm jumping the fuck over it.
• 20:34
  SPEAKER_00: It's a pain in my ass, but I'm doing it anyways.
• 20:38
  SPEAKER_00: I still have to give myself pep talks.
• 20:43
  SPEAKER_00: I have to remind myself of why I'm doing what I'm doing, who benefits when I do what I do, what that means to them, what that means for me and my family, how important it is for me not to let adversity stop me and slow me down, and how that makes me feel.
• 21:02
  SPEAKER_00: So, what an opportunity there is.
• 21:09
  SPEAKER_00: It it just became so crystal clear to me that anyone who can exhibit strength and leadership will stand out and be noticed in a very positive way, and and people will gravitate towards you probably more than ever before.
• 21:27
  SPEAKER_00: Because there's we're so starved for it in this industry, in this country, in in your communities, we need more strong leaders.
• 21:39
  SPEAKER_00: What an opportunity to be that.
• 21:45
  SPEAKER_00: Thank you for listening today.
• 21:47
  SPEAKER_00: And I I hope any of that made any sense at all to anybody.
• 21:55
  SPEAKER_00: Obviously, I didn't have notes today.
• 21:58
  SPEAKER_00: No outline, no nothing.
• 22:00
  SPEAKER_00: But fuck it.
• 22:01
  SPEAKER_00: Um that's how I felt.
• 22:03
  SPEAKER_00: It's been quite a four or five day period.
• 22:07
  SPEAKER_00: I'm leaving for uh, well, when you hear this, I will when this episode comes out, I'll be in Columbus, Ohio for uh a speaking event I'm doing there up in uh Powell, Powell, Ohio, just north of Columbus a little bit.
• 22:21
  SPEAKER_00: Um I'm staying in Dublin, Ohio.
• 22:24
  SPEAKER_00: Um I don't know why I felt the need to say that, but just a crazy time right now.
• 22:33
  SPEAKER_00: But in crazy, tumultuous, uncertain times, there's some insane opportunity for growth, for leadership, for really taking big leaps forward.
• 22:47
  SPEAKER_00: I feel like we have the chance to, as a country right now, as a society, and individually, we have that chance as well.
• 22:58
  SPEAKER_00: Please take this shit seriously.
• 23:03
  SPEAKER_00: Thank you for listening.
• 23:04
  SPEAKER_00: Please share this episode with someone, anyone, who needs to frickin' hear it.
• 23:10
  SPEAKER_00: Alright?
• 23:12
  SPEAKER_00: Um, I I don't even know how I'm gonna market or title this episode.
• 23:15
  SPEAKER_00: I have no idea.
• 23:16
  SPEAKER_00: I have no idea.
• 23:17
  SPEAKER_00: I'll figure that shit out.
• 23:18
  SPEAKER_00: And when you s when you see this episode, obviously I will have figured it out.
• 23:23
  SPEAKER_00: But uh Yeah.
• 23:27
  SPEAKER_00: Thank you.
• 23:29
  SPEAKER_00: I appreciate all of you.
• 23:31
  SPEAKER_00: I appreciate your pay with uh thank you all.
• 23:39
  SPEAKER_00: See you guys next week on the Maps Data podcast.
• 23:41
  SPEAKER_00: Take care.