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The Confidence Trick That Makes Clients Chase YOU · Massive Agent Podcast

• 0:00
  SPEAKER_00: If you're an agent who keeps losing out to other agents, meaning you're having a hard time getting the client to actually hire you as opposed to another agent, I have a very simple mindset hack for you today.
• 0:10
  SPEAKER_00: It's a counterintuitive mindset hack that will get you more deals.
• 0:14
  SPEAKER_00: Let's go.
• 0:15
  SPEAKER_00: The massive agent podcast with lead generation tips and strategies to give you more leads and sell more homes.
• 0:23
  SPEAKER_00: I love to buy houses.
• 0:24
  SPEAKER_00: I like to sell houses.
• 0:28
  SPEAKER_00: Wait a minute.
• 0:30
  SPEAKER_00: Leads a week.
• 0:31
  SPEAKER_00: You a week.
• 0:32
  SPEAKER_00: I've had better.
• 0:34
  SPEAKER_00: Oh.
• 0:35
  SPEAKER_00: Have I got your attention now?
• 0:37
  SPEAKER_00: Here's your host, Dustin Brome.
• 0:41
  SPEAKER_00: What's up, guys?
• 0:42
  SPEAKER_00: Welcome to episode 439 of the Massive Agent Podcast.
• 0:46
  SPEAKER_00: I am your host, Dustin Brome, here in Salt Lake City, Utah.
• 0:49
  SPEAKER_00: Today is a short and sweet mindset hack, something that helped me dramatically when I was actively, personally selling homes.
• 0:58
  SPEAKER_00: Uh, fun fact, okay, this is kind of crazy.
• 1:00
  SPEAKER_00: Today, like like five minutes ago before I recorded this, I just canceled my membership to NAR.
• 1:06
  SPEAKER_00: I canceled my membership to the local boards.
• 1:09
  SPEAKER_00: I canceled my MLS membership.
• 1:11
  SPEAKER_00: But I'm still an active agent.
• 1:12
  SPEAKER_00: I'm not, I'm definitely not giving that up.
• 1:14
  SPEAKER_00: I need to be to keep, you know, to be, to do what I do at real and to maintain my network and my business and all this stuff.
• 1:22
  SPEAKER_00: I need to be an active agent.
• 1:23
  SPEAKER_00: But in Utah, I was able to switch over into referral status.
• 1:28
  SPEAKER_00: So in referral status, because I'm not personally representing buyers and sellers anymore, and I haven't in six years or so, I no longer need to be at an NAR affiliated brokerage.
• 1:40
  SPEAKER_00: Real has a referral division.
• 1:42
  SPEAKER_00: And that's all I've I've been doing for the last few years, anyways, is just doing some referrals every now and then.
• 1:47
  SPEAKER_00: And so I just I was able to switch over to the referral division, which is official, and that let me cancel my MLS membership and cancel all my memberships to the board and NAR.
• 1:59
  SPEAKER_00: So, like next month, I think it's the end of July, I would have had to pay another$1,000 to NAR plus the$51 a month for my local MLS.
• 2:08
  SPEAKER_00: And I was just able to trim that fat and continue doing exactly what I've been doing for years.
• 2:13
  SPEAKER_00: I still get revenue share.
• 2:14
  SPEAKER_00: I still get stock.
• 2:15
  SPEAKER_00: I can still do the referrals that I've been doing.
• 2:17
  SPEAKER_00: Nothing else in the business model changes.
• 2:20
  SPEAKER_00: Uh super excited about that.
• 2:22
  SPEAKER_00: But it feels weird.
• 2:22
  SPEAKER_00: You know, 16 years into the business and I just left NAR.
• 2:26
  SPEAKER_00: I just canceled my ML MLS membership.
• 2:29
  SPEAKER_00: It was uh it was very odd.
• 2:31
  SPEAKER_00: Anyhow, uh okay, let's get into this mindset hack, this mindset shift that really helped me out when I was personally producing.
• 2:40
  SPEAKER_00: And it still helps me out today when I'm talking with other agents.
• 2:43
  SPEAKER_00: Okay.
• 2:44
  SPEAKER_00: It's this when you chase too hard, you make people run the opposite direction.
• 2:48
  SPEAKER_00: All right.
• 2:49
  SPEAKER_00: I'm gonna I'm gonna read you something.
• 2:51
  SPEAKER_00: This this next little bit, courtesy of Claude, will set the tone for this episode.
• 2:55
  SPEAKER_00: Okay.
• 2:56
  SPEAKER_00: The harder you chase a client, the faster they run.
• 2:59
  SPEAKER_00: Most agents don't realize they're doing it.
• 3:01
  SPEAKER_00: The desperation comes through in every follow-up text, every discounted commission, every time you say yes when you should say no.
• 3:08
  SPEAKER_00: And the clients feel it and potential clients feel it.
• 3:11
  SPEAKER_00: It makes them uncomfortable.
• 3:13
  SPEAKER_00: They don't really know that it's happening, but it's a subconscious feeling that something's off.
• 3:17
  SPEAKER_00: It makes them trust you less.
• 3:19
  SPEAKER_00: The agents closing the most deals right now aren't necessarily the hungriest ones in the room.
• 3:24
  SPEAKER_00: They're the most confident.
• 3:26
  SPEAKER_00: And this episode is about how to become that agent.
• 3:29
  SPEAKER_00: Okay, so I promised you a counterintuitive mindset hack that will get you more clients.
• 3:35
  SPEAKER_00: I was uh the reason that I'm bringing this up today, I was talking with one of my agents in my network earlier today about agent attraction, how to how to get agents to come to our brokerage and show them that, hey, this is the best option for you, getting them to actually look at it and see it, right?
• 3:51
  SPEAKER_00: I'm super confident that once you actually look at the look at real, that it makes sense.
• 3:58
  SPEAKER_00: But getting someone to actually look with an open mind and wanting to understand is the hardest part.
• 4:03
  SPEAKER_00: And and I was guiding her, I was like, look, the harder you try to pursue people, the more it just feels like weird.
• 4:10
  SPEAKER_00: Like you walk onto a car lot, okay?
• 4:13
  SPEAKER_00: You're looking at cars, and a salesman runs to you and hey, what can I help you with?
• 4:18
  SPEAKER_00: Uh and they start asking you all these questions.
• 4:19
  SPEAKER_00: You're like, I'm good, I'm just looking.
• 4:21
  SPEAKER_00: I'm good, I'm just looking.
• 4:22
  SPEAKER_00: And they're like, well, okay, uh, how about this?
• 4:24
  SPEAKER_00: And you know, they have all these sales tack tactics, and they're like, um, you know, are you looking for an SUV or, you know, what are you going to be using it for?
• 4:31
  SPEAKER_00: And like, like, what are you going to be using your car for?
• 4:33
  SPEAKER_00: And all this, all this shit.
• 4:34
  SPEAKER_00: And it gets to be, it gets to a certain point where it's like, dude, you're repelling me now because you're a bit too eager.
• 4:42
  SPEAKER_00: It feels needy.
• 4:43
  SPEAKER_00: It comes across as needy.
• 4:44
  SPEAKER_00: It's Tom Ferry calls this commission breath and and revenue share breath is a thing in our industry as well.
• 4:51
  SPEAKER_00: And and that's a problem.
• 4:53
  SPEAKER_00: So I learned something that has helped me out dramatically.
• 4:56
  SPEAKER_00: Because when I was struggling the most as an agent, representing buyers and sellers, trying to get homes to sell, when I was struggling the most, I know that I came across as needy a little bit.
• 5:10
  SPEAKER_00: And I'm going to go out on a limb and say that an agent who's broke that needs the commission check is actually a worse agent than an agent that doesn't need it.
• 5:19
  SPEAKER_00: Because when you need a commission check, when you need a client to say yes, when you need them to make an offer and get and it be accepted so that your needs can be met, you you just can't help but subconsciously let some of that ooze into your guidance, ooze into the tips that you give.
• 5:37
  SPEAKER_00: And you're maybe a little bit pushier with a client that maybe that house they shouldn't buy or they shouldn't list right now, but your own needs, you know, get clouded and mixed in with it.
• 5:48
  SPEAKER_00: And I feel like that makes us worse agents.
• 5:50
  SPEAKER_00: So when you get to a better financial position and you're on a firm financial footing as an agent, I think it makes you a better agent.
• 5:57
  SPEAKER_00: And that's why when you start getting busy, it snowballs.
• 6:00
  SPEAKER_00: You start getting busy, you're closing deals, money's coming in, you start to get more and more and more because all of a sudden you don't need those closings anymore.
• 6:09
  SPEAKER_00: You want them, you want the clients, but you don't need them.
• 6:13
  SPEAKER_00: When you can get yourself mentally to the position where you don't care whether or not a client hires you or not, you don't care whether or not they list their house this week or next year, you don't care if they join your brokerage with you or not, that's a great place to be.
• 6:30
  SPEAKER_00: And I'm not saying you don't care about them.
• 6:32
  SPEAKER_00: I'm not saying that you don't, it's stupid that I even have to say this.
• 6:36
  SPEAKER_00: I'm not saying that you don't care about them as clients, but but you just all you're trying to do is help them.
• 6:42
  SPEAKER_00: All you're trying to do is give them a gift.
• 6:45
  SPEAKER_00: So if you can mentally get yourself into the place where you feel like your services, okay, you as an agent, or if you're doing agent attraction, you and your team that you're attracting to, or you and your brokerage is a gift.
• 6:58
  SPEAKER_00: Mentally, you get yourself to the position where you feel like you have a gift to offer somebody.
• 7:04
  SPEAKER_00: And if they don't see it or if they don't want it, if they're not willing to accept it, that sucks for them.
• 7:10
  SPEAKER_00: It changes things.
• 7:11
  SPEAKER_00: You show up with more confidence, you show up with swagger.
• 7:14
  SPEAKER_00: People are attracted to confidence.
• 7:17
  SPEAKER_00: They're not attracted to, you know, overzealousness and neediness and um, you know, over eagerness.
• 7:24
  SPEAKER_00: There's something to be said for someone who's hungry and willing to get get their ass to work.
• 7:28
  SPEAKER_00: And we all started there, by the way.
• 7:30
  SPEAKER_00: Like we all started at zero, and the only thing we had going for us was how freaking hungry we were and how willing to work hard we were.
• 7:37
  SPEAKER_00: Some people, some people love that.
• 7:39
  SPEAKER_00: Okay, and were willing to give us a chance for the first deal, the second deal, and so on.
• 7:44
  SPEAKER_00: But overall, okay, aside from that little asterisk, but overall when you are so confident in your offering that you you just feel like it sucks for them if they don't want it, you just show up differently.
• 8:00
  SPEAKER_00: You show up in a very powerful way.
• 8:02
  SPEAKER_00: And when you do that, it's almost like playing hard to get.
• 8:05
  SPEAKER_00: When you play hard to get, a lot of times you pull people to you because they're like, okay, this person doesn't need me.
• 8:11
  SPEAKER_00: Well, why not?
• 8:11
  SPEAKER_00: Damn it.
• 8:12
  SPEAKER_00: Like, why don't they need me?
• 8:14
  SPEAKER_00: It there's just something that that's attractive about that confidence where you don't need, you want, but you don't need.
• 8:22
  SPEAKER_00: If you as an agent in any capacity are coming, are showing up in a needy way, I promise you it's repelling people.
• 8:30
  SPEAKER_00: It's pushing people away because nobody wants a needy salesperson, a needy advisor, someone needy in their life.
• 8:37
  SPEAKER_00: It's just there's something subconscious that like we just don't want to be around that.
• 8:42
  SPEAKER_00: Like we kind of repel and we go the opposite direction.
• 8:45
  SPEAKER_00: So mentally, practice.
• 8:48
  SPEAKER_00: If you're if you're a newer agent or a stuck agent, practice your ass off with role-playing conversations.
• 8:55
  SPEAKER_00: I mean, use Chat GPT voice mode or Claude or Gemini or they all have voice modes now.
• 9:00
  SPEAKER_00: Practice with AI, practice with other agents, practice with your spouse, or have your kids, you know, pretend to be, pretend to be a buyer or a seller or an investor and role-play those situations so that when they pop up, you know how to respond because you've done it before.
• 9:15
  SPEAKER_00: When I struggle the most as an agent, is because I was not prepared.
• 9:20
  SPEAKER_00: Now, I became prepared through repetition, but I waited until it was game time to actually try to figure out how it's gonna respond.
• 9:29
  SPEAKER_00: And what do I do in this situation?
• 9:30
  SPEAKER_00: And a lot of times I'm sure the clients could tell I was just blowing smoke and that I was full of shit.
• 9:35
  SPEAKER_00: But if you prepare for those situations, you practice buyer consultations, you practice objections, you practice the seller saying, hey, so-and-so is gonna do it for 1%.
• 9:44
  SPEAKER_00: Why would I list list with you for three?
• 9:47
  SPEAKER_00: And or why should I offer the buyer's agent compensation?
• 9:51
  SPEAKER_00: Like you've got to be prepared for those, for those conversations.
• 9:54
  SPEAKER_00: When you are prepared, you show up with confidence.
• 9:58
  SPEAKER_00: That confidence convinces people, that confidence attracts people, the confidence makes them confident in you.
• 10:06
  SPEAKER_00: So the mental hack that I think will unlock so much for you as an agent is getting to the place where you feel like your offering, whether that's your you and your services or your team or brokerage, depending on what your what your goal is, is so attractive.
• 10:22
  SPEAKER_00: And you know it is, you know it's so beneficial, you know what it's gonna do for people, you know what it's done for you, you know how helpful you can be, you know that you can help them achieve their goals.
• 10:32
  SPEAKER_00: But if they don't want it, that sucks for them.
• 10:35
  SPEAKER_00: They're gonna have to go work with somebody else who's inferior.
• 10:39
  SPEAKER_00: That swag that you show up with will help attract more clients.
• 10:43
  SPEAKER_00: When I started, when I got to that place, I started to close a deal or two, which gave me a little financial cushion to where I didn't feel the financial pressure quite so much.
• 10:53
  SPEAKER_00: And then I started to realize, hey, I've got a pipeline.
• 10:55
  SPEAKER_00: Like I have, I have leads, I have a pipeline, I have this listing coming up next month, I have another one three months from now.
• 11:02
  SPEAKER_00: And when you when you feel like you're you're good, then you can tell someone, you know what, I'd actually wait to list your house till next summer instead of now.
• 11:12
  SPEAKER_00: Or, hey, that house, I don't know.
• 11:15
  SPEAKER_00: You could get into that bidding war, but you might be wildly overpaying and you don't even like this neighborhood in the first place.
• 11:21
  SPEAKER_00: Or you just let them go at it, get emotional and go after it.
• 11:25
  SPEAKER_00: I think it makes us better agents and more attractive as agents if we just don't need their business quite as much.
• 11:33
  SPEAKER_00: You want it, you're gonna do everything in your freaking power to get it, of course.
• 11:38
  SPEAKER_00: But people are attracted to confidence.
• 11:43
  SPEAKER_00: Seeing yourself as a gift, seeing your your services as a gift to give is the biggest hack ever.
• 11:50
  SPEAKER_00: If you had a thousand dollars to give out, would you be worried about what you say to somebody and and oh my gosh, uh what if they say no or oh, I hope that they don't turn me down?
• 12:01
  SPEAKER_00: No.
• 12:01
  SPEAKER_00: You're like if if they turn you down, if you go, if you walk up to somebody, excuse me, if you walk up to somebody with a thousand bucks and they don't want it and they turn you down, you're thinking, okay, uh, psycho, okay, weirdo, like what is wrong with you?
• 12:17
  SPEAKER_00: On to the next one, and then you excitedly go up to the next person and they're excited to have it, right?
• 12:23
  SPEAKER_00: You need to see your real estate services as the thousand dollars, as the gift that you have to give.
• 12:31
  SPEAKER_00: That mindset hack will change everything.
• 12:35
  SPEAKER_00: And you can get yourself there.
• 12:36
  SPEAKER_00: I don't care if you're a brand new agent, never sold anything, or if you're a veteran that's been selling for 30 plus years, it doesn't matter.
• 12:42
  SPEAKER_00: You can get yourself to that place by reviewing your pipeline, reviewing what you do, practicing, role-playing, feeling like you are so well prepared and dialed in.
• 12:53
  SPEAKER_00: And really, and there's that X factor for agents too.
• 12:57
  SPEAKER_00: It's how well do you communicate?
• 12:58
  SPEAKER_00: How proactive are you with your clients?
• 13:01
  SPEAKER_00: How good are you at just knowing what they're going to ask and what their needs are, what their misconceptions are?
• 13:07
  SPEAKER_00: And you just uh you just approach them ahead of time instead of waiting until they have the question.
• 13:12
  SPEAKER_00: Learn to be a more proactive agent and guide people instead of just waiting and reacting, and it's gonna start to snowball in the right direction for you.
• 13:22
  SPEAKER_00: See yourself as a gift, and I promise you will attract so many more people because you're gonna feel like they're crazy if they don't hire you.
• 13:31
  SPEAKER_00: And if they don't, sucks for them.
• 13:33
  SPEAKER_00: There's a million other people who can hire you and who will want that gift.
• 13:37
  SPEAKER_00: On to the next one.
• 13:38
  SPEAKER_00: Simple as that, on to the next one.
• 13:40
  SPEAKER_00: If you need to, tattoo it on your frickin' forearm, on to the next one, because not everyone's gonna say yes.
• 13:46
  SPEAKER_00: But with that, with that mindset hack, most will say yes.
• 13:51
  SPEAKER_00: Most will say yes, and it will be their decision, not you trying to convince them to do it.
• 13:55
  SPEAKER_00: I hope that was helpful.
• 13:56
  SPEAKER_00: Make that mental shift, work on it.
• 13:58
  SPEAKER_00: It may not happen overnight, it probably won't, but get yourself to the place where you know that you are the shit and you are a gift.
• 14:06
  SPEAKER_00: If they don't want it, sucks for them.
• 14:07
  SPEAKER_00: I'll see you guys next week.