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Transcript

Mastering the Market: How to Take Market Share in Real Estate This Year · The Real Estate Agent Playbook

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  It's that time of year again and all the holidays are over
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  and those agents are coming out.
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  I've had so many discussions that I want to start this year off with this video and
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  I'm going to talk about a coaching kind of idea I have to kind of help agents go
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  from their current status to absolutely crushing whatever they're looking for.
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  2023 was a very different year.
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  Some agents had exceptional historic years.
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  Some agents were a little bit down.
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  I've had three former icon agents at EXP reach out to me in the last
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  12 hours, asking me if I can help them kind of get back on track.
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  So we're going to talk about what I'm going to do.
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  Next,
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  what's up guys, Jeremy Kane, real estate agent playbook, super excited for this
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  one as it's just been on my heart and I'm really passionate about helping
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  other people succeed in real estate.
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  So if you're here and you're listening on the podcast, please share this episode
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  with your favorite real estate agent.
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  Or if you're watching on YouTube, absolutely share this link.
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  I'd be forever grateful if you like what I say, hit that like button that
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  helps me out, throw me a comment.
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  If you want to argue with me, I love arguing with people in the comments.
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  Just kidding.
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  And I'd be more than happy to connect with you anytime.
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  I am a licensed real estate agent in Denver, Colorado, a top producing agent
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  here, and I have a passion for coaching.
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  So I currently have a downline of about 75 agents at the great company, EXP.
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  And we can talk about that.
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  If you're interested in anything that I offer, please comment below.
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  But let's get into this episode.
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  So as I've had other agents reaching out to me, other colleagues, not necessarily
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  in my downline at eXp, former icon agents, maybe current icon agents, but
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  in the last 12 hours, I've had three of them reach out to me and, you know,
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  just want to get dialed in, right?
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  It's that time of year where everyone wants to get dialed in.
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  They want some assistance.
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  I want to bounce some ideas off each other.
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  And so I absolutely have taken that, to heart and I'm super
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  excited to talk about this.
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  And I'm going to work on formulating my exact coaching plan and
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  strategies as we move forward.
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  But I really like this kind of higher level one on one kind of thinking.
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  So we're going to kind of go through my process.
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  I'm going to see if you like it.
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  If you stay till the end, to give you an opportunity.
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  To get a free, entire coaching session all the way through so
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  I can help dial in this process.
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  So I can help as many possible agents when at the game of real estate.
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  So today we're going to talk a little bit about this.
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  And so it's really interesting because I always want my colleagues that I've talked
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  to lately to have their goal in mind.
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  And a lot of times we have these goals.
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  Make these big hairy audacious goals right as they say and then we kind of just
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  put them on the board and kind of forget about them and I'm a big advocate of,
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  you know, keeping them in front of you.
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  And if you've watched this channel at all, you know that, but I always want
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  to go back with these people, especially and say, let's talk about these goals.
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  What's really important.
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  What are, what's the real goal, right?
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  Let's think about it.
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  We're not in that like, Goody two shoe goal setting kind of business
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  planning, vibe at this stage.
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  And usually when I say that, I say, what's your most important
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  goal that you want to focus on?
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  And we really pull that out, right?
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  And I've, I want to build an entire plan around this goal.
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  So that's first and foremost, most is have that goal, but let's make it make sense.
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  And let's make sure it hits here as it did back in October, November,
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  December, when you were setting it.
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  And so we're going to start with that.
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  And then we're going to talk about the mindset around it.
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  What's it mean to reach this goal, right?
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  Give it, take it away.
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  What's it going to mean to you?
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  What's those, that reward at the end of the rainbow, so to speak.
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  And so we're going to talk about that.
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  We're going to get in the mindset and what are you willing to do?
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  Right.
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  And some of us as, you know, parents and so on, you know, it does take a
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  little sacrifice and, you know, to build a, you know, super successful
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  real estate business, you may not be available, outside of the 40 hour
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  workweek, for your kids all the time.
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  And, and it's not saying you have to put anything ahead of them or whatever, but
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  the people around you have to absolutely.
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  Feel that and be on board and if they're not on board and they're you know, you
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  have those comments like oh You're just not the same or you're not spending
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  enough time I was listening to a podcast, Andy Priscilla this morning, and he
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  was talking about get them out, right?
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  If they're not on board, they're off and people are like, well, it's my parents
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  or it's, you know, my sister or brother.
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  And at the end of the day, if they're not going to support you and your ultimate
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  goals, then they don't need to have that high, high specific place in your
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  heart, their opinions don't matter.
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  If they're not going to support you 100 percent now, if they're.
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  You know holding you accountable and they're they're doing it out of love,
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  you know, not necessarily like oh, you're just not the same But more
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  like, you know, hey, you said you're gonna do this and you're not doing it.
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  You're slacking whatever That's a whole different story than you know Oh, you're
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  so different now or you know save some for the little ones or or those kind
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  of cliche things that they say That's crap and they're not supporting you and
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  they're not Returning the favor, right?
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  They're not holding you as a high place as a high of a place as you are holding
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  them And so that's huge your mindset around that has to be ultra focused
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  on this is the goal and certainly you have other Responsibilities and I'm
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  not saying, you know completely blow your relationships But your mindset
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  has to be really dialed in you have to really look at the people around you
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  and make sure that they're on board With where you're trying to go because
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  otherwise they're just another excuse.
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  Oh yeah, you know, maybe I shouldn't do that or whatever.
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  And that's where we get into trouble.
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  Next, we need to make sure that we're ultimately focused on this.
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  And that's why the goal part is so important.
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  Going back and revisiting it is what exactly are we focusing on?
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  And why are we doing it right?
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  Develop this why and this focus and just start to execute right day in day out.
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  My, my business partner, Louie Galt talks a lot about goal setting,
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  talks about domino goals, right?
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  If you want to have a YouTube channel, you can't just have a
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  YouTube channel after 12 weeks.
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  You need to, you know, set up the, the banner and the bio the first time, right?
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  That's domino number one.
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  And then you need to start recording some content and practicing with content.
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  That's domino number two.
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  Then you need to post some content, right?
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  And you need to get consistent.
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  That's domino number three.
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  And then you need to.
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  Really focused on optimizing and analyzing and so on.
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  So as you can see, the dominoes all flow down, but there are small obtainable
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  goals that are all part of the process.
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  And by the time you're 12 weeks, in the 12 week year, so to speak dominoes fall, you
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  should have reached that quarterly goal.
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  And if you take it little bite sized chunks, it's absolutely something
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  that you can be successful with.
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  So then it comes to the systemization.
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  I'm reading dot com secrets by the ClickFunnels founder, Russell
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  Brunson, right now talking about building that value ladder, right?
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  What's the, you know, free offer or that lead magnet that you're drawing people in?
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  You know, what's, what is that piece?
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  What's the value, right?
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  We're always going to lead with value to build these things.
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  So we're better.
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  And our value stacks so important right now with all the things
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  that are going on in our industry.
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  So that free value kind of stuff comes in and then you, you know, start stepping up
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  the ladder as the value ladder goes and you have your, your free stuff, your entry
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  level stuff, getting people's attention, kind of getting them interested.
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  And then you, you go for that next level, right?
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  Maybe it's a.
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  You know, 99 course or 49 template set or whatever that is.
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  And then you kind of move them and progress them through the offer ladder
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  or value ladder as you go all the way into, okay, this is my home buying
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  course or, you know, and it doesn't have to be associated in real estate.
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  You know, the click funnels book is for, you know, a lot of e commerce and so on.
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  So you're, you're talking about this, a lot of coaches and
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  things buy into those funnels.
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  And so you're offering a little bit.
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  For free little teaser and then a little bit more and then the upsell and then the
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  upsell comes once you're in the community.
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  That's when, when the ultimate value comes, but that doesn't
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  mean that you're not providing value at every step of the way.
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  So if you think of your real estate business like this, you're
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  building that value ladder and it's.
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  For that specific client, right?
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  That specific avatar that we talked about so much on this channel on the podcast.
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  And so we're building exactly with that person in mind.
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  What's, what's going to get them to, you know, click?
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  What's going to get them to, you know, buy in or make that,
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  get that pre approval letter?
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  What's going to make them, you know, start showing homes and sign my buyer's agency?
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  What's going to make them go under contract?
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  And then what's going to make them a lifeline client?
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  So, If you're thinking about that as you go, that value ladder is
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  a little bit easier to dial in.
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  And then we have to dial in the systems and processes, right?
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  What do you like to do, right?
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  Once we have the game plan, we can't possibly do every little
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  piece of every little thing.
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  So what do you, I always ask my clients, what do you like to do, right?
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  What of the process do you like to do?
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  And what do you hate to do?
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  And regardless of what that is, some people love, you know,
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  if we're doing YouTube, right?
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  Some people love planning the content.
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  Some people love filming the content.
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  Some people love optimizing the content, but usually people don't love all of it.
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  So, then we need to plug and play different people around us.
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  And keep in mind these are, these are top, top notch producers that have a
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  little bit of income to delegate, right?
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  And if we're delegating, that means we can probably better use our time, which
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  is worth more than what we're paying out.
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  And so, We kind of talk about that, you know, maybe a video
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  editor, especially YouTube, like editing videos is so tedious.
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  And even if you love that, it might be something that you look to get rid of
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  so that you can get consistent, right?
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  Because especially with video, there's always this one part.
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  Right that catches you I was on a meeting today with one of my agents She was
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  running an accountability group and she said it was literally until yesterday
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  when I was talking to a friend When I realized that my my blockage to getting
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  my youtube channel up and running was that I didn't have anywhere to film
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  videos So every time that I would go ready i'd have to be in the perfect be
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  inspired ready to be creative and want to do the video And then I'd have to go set
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  up the entire, you know, background and get everything going, get the camera in
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  the right angle, get the lighting right.
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  And so it was taking so much time that it would be even more reason not to do it.
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  And so she changed that and she set up a little bit of studio in her
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  office and we'll see how it turns out.
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  But it's just those little roadblocks that are in your way that maybe
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  a coach like myself can say, Hey, let's remove that, right?
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  And I'm not taking credit for, for her video stuff.
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  That was not my idea.
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  It was her friend.
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  But if you have somebody else that you can talk to and you say, they can look
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  at what you're looking at and they can be like, Hey, This is what's wrong go
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  do this or you don't like this You don't like setting up the background getting
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  the lighting right find a space that you can have the background set up So that
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  when you are feeling creative you flip the lights on and the camera press play
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  and you're good and so that's a huge piece of that is finding the parts that you do
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  like and that you don't like and then the obviously the You know, critical parts
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  need to be part of your time blocking and calendar audit, which I also do for
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  agents and will do for my coaching clients is like, okay, let's get this riled in.
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  This is when we're going to film.
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  This is our, our batch time.
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  This is what we need to do around the other time.
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  So maybe we have, you know, Hey, we're going to search for guests for the
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  podcast and the YouTube channel on Monday.
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  On Tuesday, we're going to get our chatbot going on ChatGPT and
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  we're going to create, you know, kind of a bulleted outline based on
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  my idea that I can plug in there.
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  Then we can help with the YouTube description, you know, and so on.
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  So you're just utilizing these different tools that are helping you do the things
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  that are maybe a little bit Easier for them to do but you can't just say hey, I
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  hate filming a video go record the video for me Chad GPT It's just not gonna work
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  and so when you step back and start to look at the process look at the critical
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  tasks that you have to be you know in The video or you have to be present
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  for and then what could you delegate?
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  this is where the magic starts to happen and all of a sudden what we're doing
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  is We're having these critical tasks and we're having all our systems and
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  processes around it, make sure that we get to those critical tasks and.
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  And that's where it really becomes powerful.
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  And this can be an well oiled machine that icon level agents,
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  would understand and appreciate.
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  And so that's, that's really where we want to get to with this kind
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  of coaching idea that I'm going.
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  And so that's ultimately what I'm really focused on really passionate about all the
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  sudden is helping agents understand, okay, this is one part of my business, right?
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  I'm not going to be your life coach.
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  I'm not going to tell you how to get all jacked and do 75 hard and
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  all the things that I've done.
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  I'm going to help you dial in what exactly makes you tick, especially
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  as it pertains to your real estate business and go from there.
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  If you are interested in being entered in a drawing, please comment.
• 13:21
  Scale my business in the comments below.
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  And after seven days, I will pick one winner to get an absolutely free
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  session all the way through from goal setting all the way to building
• 13:33
  your value ladder and calendar audit.
• 13:35
  I am absolutely here for that.
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  And I will be here, you know, as you know, a followup partner as well as a thank you.
• 13:43
  I would hope that I could get maybe a testimonial and help me kind of
• 13:48
  build in my system and processes.
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  So I know what works, what doesn't work, what you like, what you don't like, so
• 13:54
  that I can help more agents win every single day at the game real estate,
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  but more so scale their business or get from, you know, 10 deals to 30 deals a
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  year or whatever you're looking to do.
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  And that's absolutely my passion.
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  That's what I'm going for.
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  So I hope this one helped.
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  It's a little bit different.
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  Just kind of talking about my process.
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  It was on my heart.
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  So I wanted to bring it to you guys.
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  So remember, comment below, scale my business, and I will absolutely, be
• 14:19
  there to, you know, after seven days of this video being live, I will
• 14:23
  pick one lucky winner to get a free coaching session A to Z with me.
• 14:29
  Like, comment, subscribe, share this with anyone, especially in the first
• 14:32
  seven days, so we can get as many people in that drawing and I can
• 14:35
  start to help all of you absolutely crush it in the game of real estate.
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  We'll talk to you soon.
• 14:40
  Bye bye.