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The #1 Reason You're Not Making 6 Figures As A Real Estate Agent (Yet) · The Real Estate Agent Playbook

• 0:00
  let me ask you in 2025
• 0:02
  did you set out on a new adventure
• 0:04
  you were gonna do the next big thing
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  you were gonna bring
• 0:07
  a ton of leads and business to your
• 0:10
  real estate agent career
• 0:13
  because of this new Lee generation pillar
• 0:16
  and did you go after it hard
• 0:18
  and did most of your closings
• 0:21
  actually come from something else
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  from something you've done before
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  or something you started well
• 0:26
  today
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  we're gonna look at what 2026 has in store for you
• 0:30
  how to make sure
• 0:31
  and almost guarantee that you make six figures
• 0:35
  by focusing in on your business
• 0:37
  you have your goals
• 0:38
  we're gonna look backwards at your business
• 0:40
  and really dial in what you need to focus on in 2026
• 0:44
  to reach those goals so stay tuned
• 0:46
  what's up guys
• 0:47
  I'm Jeremy Kane with the real estate agent playbook
• 0:49
  you know the drill I'm here to help you get a win
• 0:51
  every single day in the game of real estate
• 0:54
  by doing something that is completely organic
• 0:56
  and helping you grow
• 0:58
  your sphere of influence in your business
• 0:59
  so like comment subscribe
• 1:01
  but we are diving into this one
• 1:03
  because it is of utmost importance
• 1:05
  if you like what you hear
• 1:07
  comment worksheet below
• 1:09
  and I will make sure that I send you the worksheet
• 1:12
  that I have to break this down
• 1:14
  step by step an entire workflow
• 1:16
  so you can absolutely explode your business in 2026
• 1:20
  but let's talk a little bit about it first
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  as I've coached over 225 agents
• 1:24
  I have noticed that we always have these big goals
• 1:26
  there's a ton of business development
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  and business goal setting
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  uh you know
• 1:31
  events and zoom calls and all of the things
• 1:34
  and as agents we always set these lofty goals
• 1:37
  and most of the time
• 1:39
  it's this long workbook or this long worksheet
• 1:42
  and it's mostly about the goals
• 1:44
  it's mostly about getting there
• 1:45
  setting the tone making that vision
• 1:46
  writing a letter to yourself
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  you know envisioning yourself reaching those goals
• 1:52
  all great things
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  not here to say that they haven't worked for me
• 1:55
  because they have but what we need to do
• 1:58
  and what I feel that I do differently
• 2:00
  is I look at the goals
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  and I plan my business around that
• 2:03
  how do I get to that stage
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  and the No. 1 thing that drives me crazy
• 2:07
  is that people say that you can't scale your business
• 2:11
  through severe influence through past clients
• 2:13
  through referrals those dry up in hard markets
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  that's absolutely couldn't be further from the truth
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  and we're going to look at our business and yes
• 2:22
  shiny object syndrome let's add a few things
• 2:25
  let's try a few things in the New Year
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  but if we have that base of old reliable
• 2:30
  that will help us grow and get to those goals
• 2:33
  and then the additional things we're doing
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  are just exponentially growing our goals
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  and helping us scale
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  that's where secret success in real
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  estate is found
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  is by doing the things that you already know
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  that are proven to work
• 2:47
  that are set up for your personality
• 2:49
  and doing them at a higher level
• 2:50
  and then slowly adding new nuances
• 2:53
  new niches new systems and processes
• 2:57
  new programs to your business
• 2:58
  then that's all doable but if we completely train
• 3:03
  you know transform what we're doing overnight
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  often times we get bored
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  we get burned out because that doesn't seem to work
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  and all we have is a confused
• 3:11
  audience of people that already know
• 3:13
  like and trust us
• 3:15
  that honestly just want us to pick a lane
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  and be so good in that lane that we can go
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  so we're gonna set the the goals
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  once we set that goal
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  I'm not talking about long term goals
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  give me a transaction number
• 3:27
  and give me a volume number
• 3:29
  and we'll go from there like I said
• 3:30
  if you do want this worksheet
• 3:32
  you can go through this in its entirety on your own
• 3:35
  comment worksheet below and we'll get that out to you
• 3:37
  but as we kind of keep going here
• 3:42
  let's look at those goals
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  now what I want you to do is set those goals aside
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  and let's look at your business
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  where have your closings come from
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  even if it's one or two even if it's none
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  you have to look back and say okay
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  where have the closest
• 3:56
  where have I gotten the closest to getting a deal
• 3:58
  if you've been at this for 12 or more months
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  if you haven't been at it for 12 or more months
• 4:02
  don't worry there's a ton of videos on my channel
• 4:04
  you can go check out but stay with me here
• 4:07
  because we're gonna have some stuff for you as well
• 4:09
  so look at your past 12 to 24 months
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  look at what's going on
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  and where those deals did actually come from
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  did they come from a sphere of influence
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  did they come from open houses
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  did they come from a YouTube channel
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  did they come from social media
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  what were you doing at those things
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  that actually worked right
• 4:28
  what has changed
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  how did you get that one open house lead
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  was it just a one open house and you know
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  someone walked in and they were ready to go maybe
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  but probably not or did they send you that one DM
• 4:40
  and how did you how did you utilize that
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  how did you move them through the process
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  from conversation to actual client
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  so I want you to look at your past deals
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  and I just want you to label them where they came from
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  if it was social media great if you're
• 4:55
  you know focused on multiple social media channels
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  put Instagram put Facebook
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  put exactly where those leads came from
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  the ones that closed and we'll start there right
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  and yes I understand if you're clicking on this
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  you probably you know are in between you know
• 5:12
  zero and 100 k in that year
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  or you've hit a plateau
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  and you're looking for something a little more
• 5:18
  so look back at those leads
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  where they come from let's write those down
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  pause this do whatever you can
• 5:23
  like I said the worksheets available at the end
• 5:25
  you can check that out
• 5:27
  so now which of these sources showed up the most
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  do you have four or five from an open house
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  or do you have five or 10 from door knocking
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  or five from cold calling or farming or
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  you know do you have one
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  do you have one from Instagram and one from a farm
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  uh one from a sphere of influence right
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  if you have sphere of influence
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  let's get specific right
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  so if you wrote down social media
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  and you wrote down sphere of influence
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  now let's go with the sub category
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  what part of that did they come from your daughter's
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  you know gymnastics gym
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  like where I get took three deals out of
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  you know my daughter's gymnastics gym just this year
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  did they come from there cool
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  write that down be specific
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  so now you'll start to see
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  if you have multiple transactions
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  if you have one two or three great
• 6:16
  those are your pillars we're gonna dial in
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  because you're actually comfortable in those areas
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  and we need to focus on you know
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  perfecting that process right
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  if it came from an open house
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  we need to perfect that so
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  now locate the ones
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  the specific areas where they came from okay
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  and we're gonna really dial in
• 6:34
  we're gonna be very intentional in these areas
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  and as we build these out
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  let's focus on these pillars
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  we're calling them pillars
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  because they need to be around right
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  so now let's set that aside
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  we know where they came from okay
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  now we not need to say what worked
• 6:51
  what worked in those areas
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  was it you know
• 6:55
  you going to every single practice and being social
• 6:58
  was it you you know
• 6:59
  grabbing dinner with the entire community after
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  what worked for you in that sphere of influence
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  in that specific sphere of influence
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  or if it's in social media
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  what worked for you in social media
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  what was the reels were you doing home tours
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  were you doing market updates
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  were you just doing stories
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  what worked in each one of those four most
• 7:22
  you know common areas of business and growth
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  once we have that I want you to
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  step back and think about what did not work
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  what didn't work in these areas
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  where where can we you know
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  step back and focus on okay
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  well I tried YouTube I couldn't be consistent right
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  however when I was trying YouTube
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  I was posting those videos to Facebook
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  and those seemed to get a little bit of traction right
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  so what work didn't work YouTube okay
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  does this mean
• 7:52
  we can never record another YouTube video again
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  no but it shouldn't be one of your pillars
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  to go after that goal in the
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  in the meantime right
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  we have a little bit of time here
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  three or four weeks left in the year
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  to build a runway to go through this okay
• 8:08
  let's build this runway so that when we hit January 1st
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  we're not just throwing those goals aside
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  we have an actual pathway to reach those goals
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  I want you to have four pillars okay
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  for the new agents let's step back a little bit
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  if you don't have any transactions closed
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  but you've been in it a year
• 8:26
  where those conversations come from okay
• 8:30
  if you are interested in growing a business
• 8:32
  through sphere of influence
• 8:33
  please reach out to me
• 8:35
  I have multiple coaching opportunities
• 8:36
  I have multiple I have a course
• 8:38
  I have all the things but for those new agents
• 8:41
  that maybe haven't closed any deals
• 8:43
  or haven't closed enough to make this process work
• 8:47
  where's the best conversations happening
• 8:49
  where were you closest to
• 8:51
  did you get a listing appointment
• 8:52
  but maybe didn't convert where'd that lead come from
• 8:54
  did you get a buyer
• 8:55
  but then they didn't end up getting pre approved
• 8:57
  where'd that come from so start to narrow it down
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  don't focus so much on the closing
• 9:02
  if you're a newer agent
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  don't have three or four under your belt
• 9:06
  or maybe you're you're not a newer agent
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  you still you know
• 9:09
  you left the business or whatever
• 9:11
  you understand what I'm saying
• 9:13
  focus on that piece
• 9:14
  where did those conversations happen
• 9:16
  if you haven't had any
• 9:18
  then we need to really focus on getting some training
• 9:20
  and getting that going you can DM me separately
• 9:22
  I would love to have a conversation
• 9:24
  free realtor game plan call below
• 9:26
  but let's move on so now what didn't work
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  we kind of have that we kind of have those red flags
• 9:32
  those are the red flags we need to be aware oh
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  I went to this like okay
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  you were you're on YouTube
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  I went to this training and this guy was on stage
• 9:39
  talking about doing $5 million a year
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  you know in GCI
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  and so I just decided I had to do YouTube
• 9:46
  I didn't take into account that he was from Austin
• 9:48
  Texas and I was from you know Portland
• 9:51
  Maine or whatever that is right
• 9:53
  you need to be aware of those red flags
• 9:55
  and not go down that rabbit hole again
• 9:57
  but if you do have genuine interest
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  I want you to create a sideline where you're like okay
• 10:02
  YouTube
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  once I get stable and once I get some funds moving
• 10:07
  maybe I can go to YouTube
• 10:08
  because maybe I can afford a thumbnail editor
• 10:10
  maybe I can afford a video editor
• 10:12
  maybe I can afford a VA to help me post right
• 10:16
  that's where we need to get to and have that sideline
• 10:19
  the focus is gonna be the pillars
• 10:21
  once the pillars start to
• 10:22
  you know automatically produce
• 10:25
  then we can go to the sideline
• 10:27
  shiny object syndrome's real
• 10:28
  this is how you beat it so
• 10:30
  now we're at the point where we're gonna
• 10:32
  pick these three or four pillars
• 10:33
  that we're gonna dive into
• 10:35
  if you have five to 10
• 10:37
  maybe try and group them to a specific thing right
• 10:40
  maybe it was a broker open
• 10:42
  you got a deal from
• 10:43
  and maybe it was a regular open house or whatever
• 10:46
  we can ball those up into open houses
• 10:49
  I want you to pick four
• 10:51
  I want you to have four at the most
• 10:53
  that you're gonna really dial in
• 10:54
  and you're gonna build these pillars out right
• 10:57
  and so if you are
• 10:59
  are struggling with these some pillar options
• 11:01
  sphere of influence relationship marketing
• 11:03
  past client nurture community
• 11:05
  uh presence and local expertise
• 11:07
  becoming the mayor of your town social content
• 11:09
  all the different platforms industry partners
• 11:12
  referral network
• 11:13
  open houses door knocking cold calling farming
• 11:16
  uh geographic or niche farming
• 11:19
  there's there's two separate
• 11:20
  so those are just some options as we go right
• 11:23
  so if we have those options
• 11:25
  and we're
• 11:26
  struggling to pull them out of those closings
• 11:28
  that's where we need to go
• 11:29
  but now you need to have the three or four pillars
• 11:33
  that you are going to focus on
• 11:34
  what legion what systems are you doing
• 11:37
  and I don't want it to be
• 11:38
  you know cold calling and open houses right
• 11:42
  that's that's two
• 11:43
  different ones so if those are working for you
• 11:45
  you've gotten deals from them
• 11:47
  then we need to separate them into two in my course
• 11:50
  I actually have a sphere of influence pillar builder
• 11:53
  I have a you know passive pillar
• 11:55
  which I call it
• 11:56
  which is a social media I have an active pillar
• 11:58
  which is more traditional open houses
• 11:59
  door knocking cold calling
• 12:01
  and then I have an industry partners
• 12:02
  or network referral you know
• 12:04
  pillar so I organize it that way
• 12:07
  because I know for a fact that the volume ones
• 12:09
  such as cold calling and door knocking
• 12:12
  those that's gonna take up a lot of time
• 12:14
  and the success rate is going to be less because we're
• 12:17
  it's takes so much time to do those things
• 12:19
  so that's how I organize it
• 12:21
  not saying that you don't have to
• 12:23
  or you have to organize it that way
• 12:25
  but find those four pillars
• 12:26
  where these things came from
• 12:28
  and the truth is
• 12:29
  if you have a bunch and it's almost a shotgun approach
• 12:33
  you're doing too much so
• 12:35
  if you have 20 different
• 12:37
  places where a closing came from
• 12:39
  you're either getting two focused in on it
• 12:41
  you're not being general enough
• 12:43
  or you need to focus
• 12:44
  in on the ones that you like the most
• 12:46
  and the ones that maybe had the most successful closing
• 12:48
  you got along with those clients the best or whatever
• 12:51
  it it filled you up as an agent
• 12:53
  so narrow it down that way for sure
• 12:56
  and then let's get it right
• 12:58
  let's take those four pillars
• 13:00
  and this is how we're gonna get to that
• 13:02
  hundred thousand GCI or that 250,000 GCI
• 13:05
  and now we need to build these pillars out
• 13:07
  so for each one of these pillars
• 13:09
  define one weekly habit that you can instill today
• 13:14
  even when you're on vacation
• 13:15
  that will help you grow that pillar
• 13:18
  so for each pillar you have one weekly habit
• 13:21
  you have one monthly system that compounds right
• 13:23
  so how do we how do we get to that point
• 13:25
  what's a monthly system
• 13:26
  what's one thing that you can do
• 13:28
  to make sure you're tracking your results
• 13:30
  CRM maybe right
• 13:32
  I'm huge into lofty if you have questions about lofty
• 13:35
  you can reach out as well
• 13:37
  and then a quarterly check in to measure right
• 13:40
  so many of us have these like
• 13:41
  refocus or redefine your goals
• 13:44
  because we don't give them enough effort
• 13:46
  we need to have quarter checkpoints
• 13:48
  but I want you to know that if you're watching this
• 13:51
  you can't go backwards with your goal oh
• 13:53
  maybe I'll just do 50,000 GCI no
• 13:55
  no no no
• 13:56
  we're a quarterly check in
• 13:57
  how are these pillars working
• 13:59
  is it absolutely falling on its face
• 14:00
  do we need to maybe go to that fifth pillar
• 14:03
  um maybe on the sideline whatever that looks like
• 14:06
  or can we just refine our problems here
• 14:09
  our situation here and make it better
• 14:11
  so that's that's it right
• 14:14
  if you're focusing on you know
• 14:16
  growing your sphere of influence through you know
• 14:19
  your high school reunion or whatever
• 14:21
  that looks like you need to make 10 calls
• 14:23
  you need to be tracking down that information
• 14:25
  depending on how far you're removed from that sphere
• 14:28
  Facebook is a great opportunity to really grow that
• 14:31
  are you gonna send 10 DMs to people
• 14:32
  you haven't talked to that have
• 14:34
  you know
• 14:35
  you used to play softball with or five DMs or whatever
• 14:38
  that looks like that's one thing to do right
• 14:40
  on Monday morning you're gonna say okay
• 14:42
  I'm gonna do three neighborhood market updates
• 14:44
  because these are the farms that I'm focusing on
• 14:46
  so I'm gonna do each one each each Monday morning right
• 14:50
  or is a weekly habit to host one open house
• 14:53
  in a specific area
• 14:54
  focusing on targeting specific populations of people
• 14:58
  right
• 14:59
  if you're going to grow big in the downsizing market
• 15:02
  you probably want to do open houses in
• 15:05
  maybe 55 and up communities
• 15:06
  and all the things be careful
• 15:08
  they have a lot of rules over there
• 15:09
  but you know kind of connect that
• 15:12
  and then work on getting an open house
• 15:14
  every time an open house comes in to this farm area
• 15:17
  I want you to try and be a part of it
• 15:20
  or run it with the listing agent
• 15:21
  or call the listing agent and ask
• 15:23
  and at the very least
• 15:24
  go see it so you're getting that market information
• 15:26
  so let's focus on these habits that you can create
• 15:30
  based on your pillars
• 15:31
  that are gonna help you stay consistent weekly
• 15:33
  monthly and quarterly
• 15:36
  and it will absolutely
• 15:37
  take your business to the next level
• 15:39
  and allow you to stay focused
• 15:40
  and build that sideline up as we go
• 15:43
  but the No. 1 goal is to reach the goals
• 15:45
  not reset them
• 15:47
  now the last thing is I want you to commit
• 15:49
  you can send me a DM over on Instagram
• 15:51
  the re agent playbook say Jeremy
• 15:53
  I'm committed to this goal
• 15:55
  this is who I am this is my market
• 15:57
  love it you can commit in the comments
• 15:58
  you can make that commitment to yourself
• 16:00
  to absolutely grow your business
• 16:03
  and that's key to stay focused right
• 16:06
  my commitment to myself I'm telling you right now
• 16:09
  is to actually work in my lofty platform
• 16:11
  I have an amazing platform now
• 16:13
  that I actually can make available to you
• 16:15
  but I have an amazing platform
• 16:17
  that's completely unlocked
• 16:18
  it can do everything that I want it to do
• 16:19
  it has the website it has the automations
• 16:21
  it has my you know
• 16:23
  transaction flows and everything in it
• 16:26
  so now I just have to use it
• 16:27
  and I am committed to using my CRM in 2026
• 16:31
  to grow my business I already have the sphere
• 16:33
  I already have the social media
• 16:34
  I have it all
• 16:35
  now I just need to systematize it because the truth is
• 16:37
  I do lose a couple deals here and there
• 16:39
  and I don't necessarily like that
• 16:41
  so right now you're probably saying Jeremy
• 16:42
  this is great you went through this
• 16:44
  you touched on it
• 16:45
  don't forget to comment worksheet below
• 16:47
  print the thing out put it on your iPad
• 16:49
  and write down pencil to paper or iPad to paper
• 16:52
  or whatever you need to do to set this into action
• 16:56
  you have the goal it's simple
• 16:57
  we don't need to spend hours on
• 16:59
  deciding how much GCI we wanna make
• 17:01
  we need to spend hours on
• 17:02
  how we're gonna get to that point
• 17:04
  and build those pillars out and dial in
• 17:07
  and this isn't a someday exercise
• 17:09
  you have three to four weeks
• 17:11
  right here at the end of December
• 17:12
  as business is calming down
• 17:14
  as there's a couple days
• 17:15
  where a lot of people just hang it up
• 17:16
  and do the family thing
• 17:18
  don't take away from your family do those things
• 17:20
  but give four hours to your business
• 17:22
  to go through this worksheet
• 17:23
  and actually make a plan how to work it out
• 17:26
  and if you do that and you show me that worksheet
• 17:29
  I will hop on a call with you
• 17:30
  to help you stay accountable
• 17:32
  in 2026 all you have to do is reach out
• 17:35
  I don't know if I can't help you
• 17:37
  if I don't know that you filled out that
• 17:39
  that worksheet and you did it today
• 17:41
  so do it download it comment worksheet
• 17:44
  we'll send it out
• 17:45
  schedule some time in your calendar to take that
• 17:48
  remember everything works if you do it correctly
• 17:52
  the only thing that doesn't work is nothing
• 17:54
  no change no path forward
• 17:56
  so everything works
• 17:58
  so let's make 2026 your best year ever
• 18:01
  like comment subscribe
• 18:02
  I would love to have you along for the ride
• 18:04
  cause we're absolutely doing it in 2026