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Real Estate Agent Mastery: Unveiling Transaction Systems! · The Real Estate Agent Playbook

• 0:01
  As agents, we talk so much about getting leads and turning 'em into clients, and
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  then we talk about maybe nurturing past clients and getting those referrals.
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  I will tell you that the number one place where you need to focus your attention
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  as a newer agent is in transaction.
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  This is where the most, you know, memories are made.
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  This is where you'll get the testimonials.
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  This is how you can really scale your business.
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  And if you're doing a great job on lead conversion, they're having
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  a bad experience in transaction, they're gonna remember that part.
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  If you're doing a great job on.
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  You know, the back end of it.
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  And they're like, well, but when we're actually selling homes and you
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  weren't, you know, throwing barbecues and parties, then you know there's
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  gonna be that indecision and that's gonna lead to lack of future referral
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  business and repeat client business.
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  So stay tuned right now.
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  I'm gonna tell you in transaction the most important piece of your
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  business and how you can manage that client journey all day long.
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  Let's go.
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  What's up guys?
• 0:57
  Jeremy Kane, real Estate Agent Playbook.
• 0:59
  Super excited to dive into this one.
• 1:01
  As you know, I provide white glove service to all of my clients as well as agents.
• 1:05
  So if you're interested in partnering with me and getting kind of this energy
• 1:09
  and this kind of training, you know, getting your hands dirty, really helping
• 1:13
  you build the business, that's great.
• 1:15
  I would love to chat with you anytime our agent, Wolfpack.
• 1:17
  Let's really have this conversation because yeah, it might mean changing
• 1:21
  brokerages, but if it's about you, I.
• 1:23
  Let's have the conversation.
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  I would love to take your business from A to C as quickly as possible,
• 1:29
  so as always, like, comment, subscribe, please share the podcast.
• 1:33
  I am growing that community, so a, a, you know, review would
• 1:36
  be absolutely appreciated, but let me know what I can do.
• 1:39
  Comment, give me some stuff so that I can help answer the
• 1:43
  questions and future content.
• 1:44
  Alright, so let's get into it.
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  First things first.
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  In transaction communication is absolutely the key.
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  You have to educate, you have to communicate.
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  When things are great, you have to communicate when things are bad,
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  typically we just like to communicate when things are good and we kind of shy
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  away from those harder conversations when things aren't going so well.
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  So make sure that that communication absolutely does it in transaction.
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  I have a template email that kind of goes through.
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  You know what the next couple things they need to worry about is then
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  once we hit a certain milestone, the next few, the next few, right?
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  That comes from George Bryant.
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  He talks about, you know, when you're into this journey and the client
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  journey, you don't want to, you know, have him in the zone of doubt, right?
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  Okay, we just did the inspection.
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  What's next?
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  Or, okay, we're under contract now what?
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  Right?
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  So he likes to shrink that.
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  Boom, we're under contract.
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  A minute later they get an email saying, you know, this is
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  where the earnest money goes.
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  This is where you should schedule your inspection.
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  This is what you need to get to the lender.
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  Boom.
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  Three things, right?
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  So you don't want that zone of doubt to be like, oh, I wonder
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  where the earnest money's delivered.
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  I wonder when my agent's gonna, you know?
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  And as you go, that zone of doubt grows.
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  So that's something to definitely consider next.
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  Don't drown them in the journey, right?
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  I don't say, Hey, we're under contract.
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  Here's the next thing that's gonna go on the next 30 days
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  while we're under contract.
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  2, 3, 4 things at a time is max.
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  Give them those quick to-dos, get it done, and move forward.
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  Right?
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  And the next is the inverse journey, right?
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  Once they've signed a contract, once they're under contract on a home,
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  they already know all about you.
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  They don't need to know about your inspection negotiation skills.
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  They don't need to know really anything else about you because
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  you're putting that all on socials and doing it all on your marketing
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  anyways, so make it all about them.
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  Right.
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  Flip the script.
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  What's this look like for you?
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  Oh, you know, maybe this person doesn't have an email account, so how are we
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  gonna take that templated email that kind of goes through the three steps
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  that's educational and bring it to them?
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  Right?
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  So change it.
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  They can't, they don't have to fit in your box.
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  You have to fit in theirs.
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  So make sure that you're focused on that, especially, you know, as you go
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  under contract in those big milestones.
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  Next is, you know, stay relational and think about bigger picture.
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  Right.
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  I've been there.
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  It's a $200 part.
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  It's a $200 service.
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  It's a $200 this, right?
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  So, you know, say they're at inspection, there's a leaky faucet.
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  Okay.
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  The, the buyer's stuck on doing it.
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  The seller's like, I don't need to do that.
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  I'll just go back on the market and get more money.
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  Anyways, you as the agent has to be like, okay, you know, we could try fixing
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  this through Home Depot or you know, I can get a quote for you, whatever.
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  But if that sticking point, I've had sticking points as low as $50.
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  Right.
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  Well step in as an agent and be like, I'll cover that, right?
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  If it's that important to you to get to the next transaction,
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  you think it's a good, good buy.
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  If you, if it's that important to you to close it, step up, open your pocketbook.
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  50 bucks could save you, you know, a ton of time on showing new homes and whatever.
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  Now, make sure that it's a good buy and it's not, you know, a, a can
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  of worms, but, This is where the relationship really starts, right?
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  Stepping in and problem solving.
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  You know, try, try, try.
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  The seller's not gonna do it.
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  The buyer's not gonna do it.
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  You know, my, they don't want to hire my plumber to do it when they move in.
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  'cause they have to move in right away.
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  What can you do to step in there and solve the problem?
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  Usually it involves, Hey, you know, I'll, I'll cover that for you.
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  I'll get that scheduled for you.
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  I'll take care of that.
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  And if you can do that and it's fully legal where you're at, which it is where
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  I am, then get in there and just do it.
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  Right.
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  Take care of that.
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  Oh, Jeremy went the extra mile, right?
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  And then, you know, what's that?
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  Save you on the time, on the back end.
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  Right?
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  It, it means the time that you've already put in isn't wasted and you're here to go.
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  Now there's limits to that.
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  Thousands of dollars, whatever.
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  I get it.
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  But work on that.
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  If you're negotiation skills are excellent and it's just not working.
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  Sometimes the seller's gonna be hardheaded and he is not gonna fix that.
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  So you step in and you help out.
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  That'll take the relationship forward because you're moving forward, right?
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  It's still a positive experience.
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  Oh yeah.
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  Remember when the seller was, you know, so hardheaded on that, or remember
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  when I was so hardheaded on that as the buyer, like I can't believe that, but
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  my agent stepped right in and solved the problem and got me into my dream home.
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  I am really glad that this worked out because of that,
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  you know, small, small fix.
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  So that's huge.
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  And oftentimes as agents, you're told, you know, never, never
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  do anything, never do that.
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  I bought washers and dryers.
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  I've, I've done it all right.
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  I've paid for radon systems.
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  I've paid for move out cleaning when I wasn't supposed to, just to make
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  the experience what it should be.
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  Stepping in not having an additional ask for your client.
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  Goes a long way in those testimonials, in those referrals.
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  Next is provide little gifts and unexpected nuggets, right?
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  I love providing gifts.
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  You know, Hey, congratulations.
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  We're under contract.
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  I know it's been stressful.
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  Why don't you and the the wife go out for a nice dinner right on me?
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  Here's a gift card.
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  Go enjoy it.
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  Like there's more stressful parts to come with moving.
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  Here you go, boom.
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  Little gifts like that or, Hey, we're through inspection.
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  Now it's time to start packing.
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  Here's, you know, a, a starter mover set tape and markers and boxes and
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  labels and, and that kind of stuff.
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  So different little nuggets within the transaction.
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  We're really make it a thing because what's that look like when.
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  You know, the, they, you know your friends over there and they're like, oh man.
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  Like, I wish we could just go out, but we have to pack all these
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  boxes and we don't have the money.
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  Like we're trying to save for the move.
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  Oh, my agent paid for one of our dinner at, you know, our favorite restaurant.
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  During that, I.
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  Time.
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  I remember that.
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  That was cool.
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  Or you know, I'm collecting boxes from grocery stores and
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  liquor stores and whatever.
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  Oh, my agent sent like a moving pack to me so we could get started.
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  So we didn't have to do as much.
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  We didn't have to go out and get those supplies.
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  So it was little gifts.
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  Those little nuggets, are absolutely appreciated.
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  It could be as little as video like, Hey guys.
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  We, you know, got final loan approval.
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  Congratulations.
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  Super excited to move forward.
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  Like people remember that too.
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  Look back at my testimonials, proofs in the pudding.
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  They say, you know, Jeremy sent a video at this, at each stage.
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  And you know, so those little things, maybe you don't have the, the, you
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  know, capital to kind of have the gifting and, and expand that out.
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  But maybe you can do just something a little bit different that
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  they're gonna remember, right?
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  That way when someone else is having that experience, they're like, oh.
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  This is that, or hopefully before that person, you know, gets in
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  contract with the realtor, Hey, you should reach out to Jeremy.
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  He was, he was on top of it.
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  He, you know, hooked us up with a night out just as celebratory.
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  He also gave us a closing gift.
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  You know, a lot of realtors just focus on that closing gift.
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  If I see, you know, anybody on a Facebook group, Hey, this is my
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  client, he's an investor, what should I buy him for a closing gift?
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  Dude, I don't know.
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  Like, I don't know your client.
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  You should know your client.
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  You should have that relationship with them.
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  So those are things that, you know, you can kind of expand the gifting out.
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  And that closing gift doesn't have to be such a, you know, a thing, right?
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  It doesn't.
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  You still do it.
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  I still do it, but it doesn't have to be the only thing that you're
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  giving them as a gift or a thank you.
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  You can spread it out and do things along the way.
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  And I'm telling you, in transaction, it's huge.
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  And so when we step back, you know, a lot of agents talk about, oh, I don't wanna
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  be transactional, I wanna be relational.
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  This is the defining moment, right?
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  Are you just doing, you know, check in boxes, you got 'em as
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  a lead, you got 'em as a client.
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  Now they're under contract.
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  You just pushing forward to get this closed.
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  Or are you actually doing something in order to change that relationship forever
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  to build that lifelong relationship?
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  And that is absolutely huge and in transaction is the most stressful time.
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  They don't have the shiny penny at the end.
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  You know, as a homeowner, they don't have, you know, it's, it's a grind, right?
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  They have lenders asking 'em for 'em.
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  They have fees to pay inspectors, they have inspection reports to do.
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  They have negotiations to kind of be a part of emotionally with.
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  With the seller and you can come in and ease that, take on some of
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  that burden of some of that stress.
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  Right.
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  Let me kind of help guide you through this inspection and do the negotiations.
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  Then I'll come to you with, okay, this is kind of what, what we got lined out.
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  Right.
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  And so if you can bear some of that burden of stress for your client, it'll
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  absolutely help both buyer and seller.
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  A lot of this is focused on buyer, but flip the script.
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  Very similar as a seller, educate, communicate,
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  negotiate, and all the things.
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  I guess there's a lot of eight, so, but you can definitely
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  incorporate this on both sides.
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  So if you're interested in, in being that relational realtor that.
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  You know, has loyal clients and has those repeat client and repeat client
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  referrals and just in general referrals, absolutely Something to focus on.
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  Is this part of the process, the most stressful part, you know, is getting
• 10:22
  packed and getting moved and, you know, all that stuff is just so stressful.
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  Not to mention cost costly.
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  So nail this down.
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  Scaling your business absolutely relies on these 30 days, right?
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  These 30 days with the client will absolutely make or break.
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  Their experience, how they're gonna talk about you, you know, moving
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  forward, and if they're gonna use you on the next transaction.
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  So dial it in, make it absolutely next level and focus on this, right?
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  As real estate agents, we don't focus on this enough.
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  If you would like to chat, game plan, call, just, you know, ask me
• 10:55
  questions about different ideas that you can use based on your personality.
• 10:58
  Would love to do that.
• 10:59
  Book a call, game plan, call, I call it in the comments below.
• 11:02
  And please like, comment, subscribe, share the podcast and we'll see you next time.
• 11:07
  Go get a win today.
• 11:08
  Bye-bye.