Latest / The Real Estate Agent Playbook / If Your CRM Can’t Do This, You Can’t Scale Past 30 Deals

Transcript

If Your CRM Can’t Do This, You Can’t Scale Past 30 Deals · The Real Estate Agent Playbook

• 0:00
  if you're doing 20 to 30 deals per year
• 0:03
  and you're managing five different systems
• 0:05
  your contacts are over here
• 0:06
  your calendar links over here and everything is manual
• 0:10
  your CRM is the problem
• 0:12
  you have to consolidate that into one
• 0:16
  solid operating system
• 0:18
  and the truth is after managing 10 to 15 different CRMs
• 0:23
  I found one that's an all in one opportunity
• 0:26
  built by agents for agents
• 0:27
  with the most powerful
• 0:28
  real estate specific CRM out there
• 0:31
  we're diving to all this and my journey next
• 0:39
  what's up everybody
• 0:40
  I'm Jeremy Kane with the real estate agent playbook
• 0:42
  and this is near and dear to my heart
• 0:44
  because I talk to thousands of agents every single day
• 0:47
  and the truth is
• 0:48
  is that a CRM is the cornerstone to your business
• 0:51
  and we've developed a product that absolutely
• 0:54
  can help you do that
• 0:56
  so let's talk about my journey a little bit
• 0:58
  but while you're here reach out
• 1:00
  shoot me a DM
• 1:01
  I would love to talk to you about your CRM
• 1:03
  and seeing if Carbon Collective by lofty
• 1:06
  is absolutely the the solution for you
• 1:09
  so let's go through my real estate journey
• 1:12
  got off to a good start
• 1:13
  did six figures in GCI after six months and I was busy
• 1:19
  right I didn't have time to set this up
• 1:21
  I had everything up in my head
• 1:23
  and then five years in I started to realize oh
• 1:27
  this CRM thing right and I have tried
• 1:30
  five to 10 to 15 different CRM managers
• 1:33
  and the truth is that most of them are front end heavy
• 1:37
  and I needed something that would
• 1:39
  help me from transaction to absolute
• 1:43
  entire life of that client and that relationship
• 1:46
  and so after searching and searching
• 1:49
  and trying to optimize this one and
• 1:51
  you know doing the thing right
• 1:52
  we've all done it where we're like okay
• 1:54
  now we're ready to have a little bit of automation
• 1:57
  even though that's hard for some of us
• 1:58
  realtors to give up a little bit of control of that
• 2:01
  especially when we can operate at a pretty high level
• 2:03
  within our head and I
• 2:06
  I had found solutions I had found workarounds
• 2:09
  but every time that I
• 2:11
  I found a CRM that didn't have the pro plan or
• 2:14
  you know
• 2:14
  there was a CRM offered by the brokerage or whatever
• 2:17
  I would try it out and see but every time it was like
• 2:20
  okay well
• 2:20
  you can't optimize these things
• 2:22
  you can't change these
• 2:24
  and most of them honestly are LED down to tags which
• 2:30
  you know if you open up a a CRM that's you know
• 2:33
  given to you by your brokerage or you know
• 2:36
  maybe one of the the cheaper opportunities
• 2:38
  it limits
• 2:39
  the way for you to operate and flow your business
• 2:41
  to one specific piece
• 2:44
  and that was always a problem for me
• 2:46
  especially
• 2:47
  because most CRMs are optimized on the front end right
• 2:50
  if they have a website that you know
• 2:53
  you can send your clients to for home searches
• 2:55
  there are some very good canned templates in there
• 2:58
  you know although I'm not a canned template guy
• 3:00
  uh that
• 3:01
  you know help you get from lead to
• 3:04
  you know active buyer or seller
• 3:06
  all of the CRMs are focused on that
• 3:08
  the lead generation
• 3:09
  this is why you see the big Zillow teams and everybody
• 3:12
  they have a good CRM
• 3:13
  because they're focused on the front end
• 3:15
  and most CRMs are focused on lead to conversion
• 3:18
  and the truth is that you're losing thousands
• 3:21
  upon thousands of dollars
• 3:22
  if you are not managing the transaction within a CRM
• 3:27
  and you're not managing the past clients
• 3:29
  within your CRM and yes
• 3:31
  it is possible on the you know
• 3:34
  lower priced or free versions
• 3:36
  that you have offered through your brokerage
• 3:38
  but the truth is is it's not really customizable
• 3:42
  and the workaround becomes so much
• 3:44
  that things get convoluted
• 3:46
  and it's not doing what it's actually supposed to do
• 3:49
  so that's how I felt that's how I was I
• 3:51
  you know was behind the eight ball because I had 200
• 3:56
  you know transactions behind me
• 3:58
  and I'm trying to work through this
• 4:00
  and so that's when I started my journey right
• 4:02
  it was a seven year journey
• 4:04
  I had some great CRMs that would work on
• 4:06
  specific pieces of my business
• 4:08
  but at the end of the day
• 4:09
  it just wasn't making sense to me
• 4:12
  and I quickly realized that
• 4:14
  the CRMs that were set up for the front end
• 4:17
  kind of went dark after you know
• 4:19
  the transaction
• 4:20
  unless I had a programmable mind that could
• 4:23
  you know you know
• 4:24
  chop and change different things and work flows
• 4:27
  that would absolutely convert to my business
• 4:30
  so then I met a gentleman by the name of Adam Gillespie
• 4:35
  who had also had the same problem
• 4:37
  and our businesses are drastically different Adam
• 4:41
  you know had his business
• 4:42
  he had some great CRM success
• 4:44
  he'd been an ISA and he had done some things that
• 4:48
  on the front end worked right
• 4:50
  so he had great knowledge of the setup and
• 4:52
  and all of the things but then again
• 4:55
  Adam was happy doing the transactions that he was doing
• 4:59
  based on soul automations on the front end
• 5:02
  when we started collaborating and when he joined me at
• 5:05
  at the Carbon Collective
• 5:07
  we started to put our brains together and this is where
• 5:11
  you know an actual CRM all in one was developed
• 5:16
  his wonderful knowledge on the front end
• 5:17
  his automation knowledge and actually
• 5:19
  currently the No. 1 lofty coach in the world
• 5:22
  we went to lofty and said hey
• 5:24
  we can you know
• 5:26
  help you guys help us by you know
• 5:29
  offering this platform to agents
• 5:31
  and then with the you know
• 5:34
  high producing volume of myself working in real estate
• 5:38
  we are able to collaborate and put together
• 5:41
  an absolutely
• 5:42
  full all in one customizable product that we can help
• 5:47
  you optimize
• 5:48
  so that your business can run on one platform
• 5:51
  and it's super easy to control
• 5:54
  so we put our heads together
• 5:56
  and then we started focusing on the real scaling
• 5:59
  within a CRM what does it look like
• 6:01
  and we quickly realized that we needed to
• 6:04
  build out campaigns and automations
• 6:06
  and use our ideas
• 6:08
  so that we could take the amazing piece of
• 6:10
  the front end of any CRM software
• 6:13
  and kind of optimize it as we go
• 6:16
  and yes you do have to plug into your CRM
• 6:18
  that was one of my problems
• 6:20
  you know there's a bunch of great products out there
• 6:23
  but I didn't have the time as a high producing agent to
• 6:26
  you know transfer all of my
• 6:28
  my leads and then change the tags around or change
• 6:31
  you know whatever you call it within the CRM around
• 6:35
  to fully optimize it because I had a living
• 6:38
  breathing database of names and contacts right
• 6:42
  a contacts manager
• 6:43
  that I had to then kind of back door in
• 6:47
  to an operating system that
• 6:49
  I couldn't really customize
• 6:51
  so as we were creating this rollout
• 6:53
  in conjunction with lofty
• 6:55
  already an amazing platform
• 6:57
  we were able to say okay
• 6:58
  these are the things that we customize for our business
• 7:01
  that you know
• 7:02
  top producing agents are selling 30 40
• 7:04
  50 hundred houses a year need within their business
• 7:08
  so that their CRM will simply remind them
• 7:12
  to reach out to this client
• 7:14
  because it's been six months
• 7:15
  and yes that is possible in other other Crms however
• 7:20
  having those templates available
• 7:23
  and building those templates out
• 7:24
  and actually using them within our business
• 7:27
  because let's be real
• 7:29
  these CRM softwares are built by developers
• 7:32
  that are super smart
• 7:33
  and not a lot of them are real estate people
• 7:35
  so being able to have both of our knowledge
• 7:38
  of our extensive real estate
• 7:40
  you know transactions
• 7:42
  and starting to plug those things in
• 7:44
  really made a difference we were able to
• 7:46
  you know fully customize the tags and the pipelines
• 7:50
  and the leads lead type and the transactions
• 7:54
  right to optimize for our business
• 7:56
  because let's be real
• 7:58
  as a global operation within Carbon Collective
• 8:01
  every state does it a little bit differently however
• 8:05
  if we're able to help agents build
• 8:07
  all of these things customizable
• 8:09
  and say OK
• 8:11
  let's set this up here's how it goes
• 8:13
  there's a ton of resources available to us
• 8:16
  to kind of dial this in including our agents who have
• 8:20
  you know businesses in other states
• 8:21
  and things just run a little bit differently
• 8:23
  and something that's just here you go
• 8:26
  all in one set up not super customizable is not
• 8:30
  not really a solution for a global network
• 8:32
  and so we
• 8:34
  we found a solution where you can get rid of the tags
• 8:37
  where you can have your own tag
• 8:39
  so it's not when you type a in you don't see
• 8:41
  you know
• 8:42
  37 options and when you type the number one in
• 8:45
  you don't see 55 options right
• 8:48
  and so you're able to
• 8:49
  as the company in owning your own CRM
• 8:53
  you're able to optimize that piece of it
• 8:56
  so it's not confusing it's not convoluted
• 8:58
  which allows it a lot more flexibility
• 9:02
  when you're talking about
• 9:03
  you know automations right
• 9:06
  you can have the lead type as a
• 9:08
  the seller and when they go under contract
• 9:10
  you know you can change the
• 9:11
  the uh
• 9:12
  pipeline to under contract and it knows it's a seller
• 9:16
  cause it's a lead type
• 9:17
  and then you can trigger automations for that
• 9:19
  because the truth is is that as a seller and as a buyer
• 9:23
  when you go under contract
• 9:25
  the worlds are extremely different right
• 9:27
  the seller
• 9:28
  you don't need to be there for the inspection
• 9:30
  but this is what your house needs to look like
• 9:32
  as the buyer you need to schedule the inspection
• 9:34
  these are the things you should ask for
• 9:36
  so being able to add a smart plan
• 9:39
  into those specific areas
• 9:41
  where you're able to dial that in specifically
• 9:44
  and include some of the things from the transaction
• 9:47
  that are important
• 9:48
  including dates deadlines
• 9:49
  amounts people that are going to be reaching out
• 9:51
  you're able to automate this system fully
• 9:55
  to send out an email to your clients
• 9:57
  how many of us have received a call
• 10:00
  you know after you go under contract and they're like
• 10:03
  okay what's next
• 10:04
  well within this system
• 10:05
  you're able to change a couple things
• 10:08
  and an email fires off that says
• 10:10
  what's next
• 10:10
  and that is absolute gold to keep your clients in the
• 10:15
  all the no right
• 10:16
  the best situation ever um
• 10:19
  we we talk a lot about that zone of doubt right
• 10:21
  we go under contract and we're like okay
• 10:23
  you know the next business day
• 10:24
  the TCS is gonna get out there
• 10:25
  and they're gonna do these things
• 10:27
  where we are able to
• 10:28
  notify the proper people that were under contract
• 10:30
  to start this process
• 10:32
  whether it's a TC or a VA or you know
• 10:36
  a closing gift or whatever
• 10:38
  all of these things are able to be automated
• 10:40
  in your flow that when you reach a certain point
• 10:43
  you check a box and the next step comes out right
• 10:47
  and so yes it takes a while to set it up however
• 10:51
  when we have the
• 10:52
  the work flows and the structure behind it
• 10:55
  it makes it a lot easier
• 10:57
  so that you as a busy agent doing 20
• 10:59
  30 deals a year can kind of plug in
• 11:02
  spend a few hours getting this set up
• 11:04
  and optimize for your business
• 11:06
  and then we are off to the races right
• 11:08
  and then once the transaction closes
• 11:10
  they drop in to past clients right
• 11:13
  you click a box they drop in to past clients
• 11:15
  and now they're on a whole different ball game
• 11:17
  because we don't wanna just send our past clients
• 11:21
  we wanna make sure they're off property alerts
• 11:22
  we wanna make sure
• 11:23
  that all the things are taken care of
• 11:25
  and being able to sit down and build a workflow
• 11:28
  that's optimized to your business
• 11:29
  or for me my business was an absolute game changer
• 11:33
  so this allows for relationship continuity
• 11:36
  I know exactly you know
• 11:37
  this bucket
• 11:38
  if I want to have a client event in Northern Colorado
• 11:41
  because I serve two markets
• 11:43
  we can you know
• 11:44
  easily tag those and easily organize those
• 11:48
  so that we can send out a mass email or a mass text or
• 11:52
  you know do what we need to do
• 11:54
  not to mention with the optimization of the website
• 11:57
  we can get rid of things like Homebot
• 11:59
  and send seller market reports
• 12:02
  so that it's optimized to their zip code
• 12:04
  or their neighborhood or whatever
• 12:06
  and this is all built in to this system at this point
• 12:10
  because let's not forget
• 12:12
  the website is a key piece in our industry right
• 12:15
  and you're able to fully SEO
• 12:17
  optimize your entire website
• 12:19
  you're able to have a phone number
• 12:20
  to send text messages out
• 12:22
  you're able to you know
• 12:23
  have an email domain
• 12:24
  that you send emails that look like they come from you
• 12:27
  not some random CRM and so
• 12:29
  we are working through
• 12:30
  an absolute monster of a product
• 12:33
  that's going to be built just for you
• 12:36
  and is built just for you
• 12:37
  as we've launched you know
• 12:39
  there's been agents raising their hand all day
• 12:42
  and if you are interested in something like this
• 12:44
  please comment CRM below or reach out to me directly
• 12:47
  we can have a conversation
• 12:48
  and the truth is if it's not a fit for you
• 12:51
  then totally cool but if it is
• 12:54
  let's build an actual machine
• 12:56
  that allows you to optimize your business
• 12:59
  long term
• 13:00
  and officially allows you to scale your business
• 13:03
  without you know
• 13:04
  wondering who's slipping through the cracks
• 13:05
  because we've all had that seller that calls us
• 13:08
  you know and we are just
• 13:09
  we're on the road and we're talking to him
• 13:12
  and then all of a sudden we're like
• 13:13
  oh man you know
• 13:15
  he was supposed to call me
• 13:16
  or I was supposed to call them
• 13:17
  and now their homes on the market
• 13:18
  I just saw it on Facebook right
• 13:20
  we want to make sure that we are capturing
• 13:22
  especially these past client
• 13:24
  past client referrals at the highest level
• 13:26
  which is something that I was able to do pretty well
• 13:28
  in my head but I do know it does happen
• 13:31
  where things kind of slip through the cracks
• 13:33
  and we want to make sure that your process
• 13:36
  your client journey is absolutely top notch
• 13:40
  and this system will help you do that
• 13:43
  and so we built Carbon Collective
• 13:45
  it's a lofty product it's a white label of lofty
• 13:48
  so it's already got the real estate
• 13:51
  you know specificity
• 13:52
  specifics behind it
• 13:54
  but when you step back and look at it in this industry
• 13:57
  I talk to clients and they're on
• 13:58
  you know this platform or this platform
• 14:01
  a lot of the CRMs that are out there being sold
• 14:03
  are marketing front end CRMs
• 14:04
  because that's what they're built for
• 14:06
  that's what they know how to do
• 14:08
  but the real estate specific side
• 14:09
  is absolutely a game changer
• 14:11
  and so what I can say
• 14:13
  what this has done for my business
• 14:14
  is allowed a little bit more control
• 14:16
  I don't have to go through my phone
• 14:18
  and check my notebooks and do all of the things
• 14:21
  that I was doing prior to even having a CRM
• 14:24
  because now I found a home
• 14:26
  I found something that allows me to set up my workflow
• 14:30
  set up my client journey based on me
• 14:32
  and that's what I want to give to all of you
• 14:35
  so if you're interested if you're that person
• 14:37
  if I said something you're like
• 14:38
  oh that's me
• 14:39
  like hopefully you didn't stop the video there
• 14:41
  but let's book a call and have a conversation
• 14:44
  cause this is a game changer
• 14:45
  this is what it takes to get your business from 20
• 14:48
  to 30 to 50 deals a year as a solo agent
• 14:51
  and not have to pay you know
• 14:53
  an assistant to run the show right
• 14:56
  it's me my TC
• 14:57
  now I've added a listing coordinator that's
• 14:59
  you know able to function within my
• 15:01
  my system so that we're all on the same page
• 15:04
  so when a client calls I can simply answer the phone
• 15:08
  I can pull it up on the app
• 15:09
  or I can pull it up on my desktop
• 15:11
  and we can get rolling right
• 15:13
  from things as important as remembering a dog's name
• 15:16
  or whatever yes
• 15:17
  at at the beginning that's easy
• 15:20
  but as we
• 15:21
  we operate and as we add more pieces to the puzzle
• 15:25
  when we can see everything that's
• 15:26
  you know been emailed
• 15:28
  you know everything that they have a question on
• 15:30
  we can pull it up go to one place
• 15:32
  it has the email from the title company from this
• 15:34
  from that and we can just look at it in one place
• 15:37
  we can keep notes
• 15:39
  and then states that you're allowed to record the call
• 15:41
  if you're on the road
• 15:42
  it'll give you an AI outline of the call right
• 15:46
  even allow you after you're done to set the task
• 15:48
  set the next task
• 15:50
  so that you can simply log into your CRM
• 15:52
  every single morning look at your tasks
• 15:55
  and be confident
• 15:56
  that nothing is slipping through the cracks
• 15:57
  so if you're interested in more
• 15:58
  please reach out comment CRM below
• 16:00
  shoot me a DM uh
• 16:02
  on Instagram or Facebook or give me a call
• 16:05
  and we can talk about seeing if this solution
• 16:08
  is the next step in your business we'll talk soon