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The First Step to Creating Leverage As a Realtor · Massive Agent Podcast

0:00
SPEAKER_00: The very first step in building a real estate business for yourself, right?
0:04
SPEAKER_00: Going from a solo agent like you are now to having a team built around you, to having helpers to delegate and having a true business, the first step is not what most agents think.
0:16
SPEAKER_00: You may think it's hiring buyers' agents, hiring a showing agent, doing this, doing that.
0:20
SPEAKER_00: It's not.
0:21
SPEAKER_00: It starts way before that.
0:22
SPEAKER_00: And I'm going to break that down for you right now.
0:24
SPEAKER_00: So if you're an entrepreneur with a real estate license, you're going to love this episode.
0:30
SPEAKER_01: The massive agent podcast with lead generation tips and strategies to get you more leads and sell more homes.
0:37
SPEAKER_00: I love to buy houses.
0:39
SPEAKER_00: I like to sell houses.
0:43
SPEAKER_01: Wait a minute.
0:44
SPEAKER_01: Leads a week.
0:46
SPEAKER_01: I've said better.
0:48
SPEAKER_01: Oh, have I got your attention now?
0:52
SPEAKER_01: Here's your host, Dustin Brome.
0:56
SPEAKER_00: What is up, guys?
0:58
SPEAKER_00: Welcome to episode 351 of the Massive Agent Podcast.
1:01
SPEAKER_00: I am your host, Dustin Brome, here in Salt Lake City, Utah.
1:04
SPEAKER_00: And I'm going to break down for you today what you should need to be doing if you have any aspirations to build a real estate business.
1:12
SPEAKER_00: If you want to go from solo to business owner as an agent, then thank God you found this episode.
1:19
SPEAKER_00: Because what most agents think is the first step isn't.
1:23
SPEAKER_00: It starts before that, right?
1:24
SPEAKER_00: And it starts with some planning, it starts with some foundational stuff.
1:27
SPEAKER_00: And I'm going to break this down for you because if you can get this one, if you can get this part right, if you can nail this, the rest becomes much easier.
1:37
SPEAKER_00: Look, building anything on a proper foundation, on a solid foundation is key.
1:43
SPEAKER_00: I mean, you could build this incredible mansion that just that looks nice.
1:46
SPEAKER_00: And you know, people are saying, hey, that looks great.
1:49
SPEAKER_00: And you're getting accolades and you know pats on the back because you built this amazing mansion.
1:53
SPEAKER_00: But if the foundation is crumbling, if it's built on sand, if it's built just crappily, if you will, yes, that's a that's a real word, crappily.
2:01
SPEAKER_00: If it's built crappily, eventually that shit's gonna crumble.
2:04
SPEAKER_00: Eventually it's gonna come falling down.
2:06
SPEAKER_00: And we don't want that to happen.
2:08
SPEAKER_00: If you're gonna build a mansion, if you're gonna build something that's worth having, let's make sure that the foundation is right.
2:14
SPEAKER_00: And that's gonna be different for every one of you.
2:16
SPEAKER_00: And I'm gonna walk you through this process.
2:17
SPEAKER_00: So before we get started on that, big shout out to Keeping Current Matters because I've seen KCM what's been going on in the real estate industry the last um the last year and a half, two years, with the interest rate changes and the you know slowdowns and you know speed ups, and you know, rates go up, rates go down, buyers are buyers are in the market, buyers are out of the market, prices go up.
2:43
SPEAKER_00: There's so much craziness happening, more so than I've ever seen in my career.
2:46
SPEAKER_00: Well, okay.
2:47
SPEAKER_00: When I got into real estate, we were just rebounding from the great recession.
2:52
SPEAKER_00: So short sales, bank owned properties were all over the place, and the market was going from this extreme buyer's market into what's become now a very balanced market, but for a while was a very strong seller's market.
3:04
SPEAKER_00: But most agents in the industry right now haven't really seen this.
3:08
SPEAKER_00: And so, um, anyways, I have to give a shout out to Keeping Current Matters because I agents that don't have access to that information, it you're just playing with one hand behind your back.
3:22
SPEAKER_00: Like you're you're trying to win this fight, you're trying to become a great agent, you're trying to give great service to your clients, you're trying to be knowledgeable and be the knowledge broker, if you will, uh, you know, to borrow a term from BAM, be this knowledge broker, but if you don't have all the knowledge, and if you're sp or if you're spending an hour, two, three hours a week researching, reading shit, you know, consuming so that you can be up to date on all of it, you're just losing out to those that that have keeping current matters.
3:50
SPEAKER_00: Like if you just use KCM in your business, it's so much easier.
3:53
SPEAKER_00: They just tell you what's happening, what it means, what to say to your clients, what it means to buyers, what it means to sellers, what kind of changes or adjustments should they make to their expectations.
4:03
SPEAKER_00: KCM makes it so easy.
4:05
SPEAKER_00: So if you have not yet tried out keeping current matters, I would question your sanity.
4:10
SPEAKER_00: Right?
4:11
SPEAKER_00: I mean, okay, jokes aside, uh, you should check it out.
4:14
SPEAKER_00: Go to trykccm.com slash bam.
4:17
SPEAKER_00: And if you don't use, if you don't try it out for free, using you know, trykcm.com slash bam, then I would question your sanity.
4:26
SPEAKER_00: You need to see if that tool belongs in your tool belt.
4:28
SPEAKER_00: I bet you it does.
4:29
SPEAKER_00: It's so much cheaper than you think it is, and it's so much more worth it than you realize.
4:34
SPEAKER_00: So trykcm.com slash bam.
4:37
SPEAKER_00: And the BAMX community is an incredible, uh, it's a it's a community of real estate agents who are like-minded.
4:44
SPEAKER_00: There's online courses, they give you content you can customize and post every single week.
4:49
SPEAKER_00: That there's so much given to you that makes your job easier.
4:52
SPEAKER_00: I mean, so much of building a business is about delegating and outsourcing.
4:56
SPEAKER_00: Well, so much of your marketing materials, so much of uh the referral network that you have to build for yourself.
5:02
SPEAKER_00: I don't care who you are, you have to build a referral network for yourself with other agents.
5:06
SPEAKER_00: If you if you have any shot of really having a great business, you have to have a referral network.
5:11
SPEAKER_00: So why not be part of one?
5:13
SPEAKER_00: BAMX is doing it right.
5:15
SPEAKER_00: I highly recommend you check them out.
5:17
SPEAKER_00: Go to nowbam.com and check out the the now uh the BAMX community and save yourself some money when you join.
5:24
SPEAKER_00: Use code MASSIVE at checkout and save yourself some money off the annual membership, which is very worth it.
5:30
SPEAKER_00: So uh, and lastly, we're less than 30 days from the Ignite 24 Team Builder Summit here in Salt Lake City.
5:38
SPEAKER_00: I'm getting super excited for this.
5:39
SPEAKER_00: Uh, we have speakers flying in.
5:41
SPEAKER_00: I'm putting together the finishing touches on this, figuring out uh you know exactly what's gonna be what we're gonna cover and when, figuring out the schedule.
5:51
SPEAKER_00: This is gonna be the best event I've ever done.
5:54
SPEAKER_00: It's gonna be the most impactful event.
5:55
SPEAKER_00: Literally, you could walk in having no business.
5:59
SPEAKER_00: And when I say business, no, like you're you're operating solo, you're you're wearing all the hats, you're doing everything yourself.
6:05
SPEAKER_00: You walk in with no business, no actual business, and leave 48 hours later with all the answers.
6:12
SPEAKER_00: You know exactly which steps to take.
6:14
SPEAKER_00: Absolutely incredible because we have the best team builders, the best business owners, the best team leaders in the entire industry coming to give you literally everything.
6:22
SPEAKER_00: Like they're not holding back.
6:23
SPEAKER_00: All you have to do is be there.
6:25
SPEAKER_00: Go to igniteslc.com before the prices go up yet again, and be there because we are less than 30 days out.
6:33
SPEAKER_00: If there was one event that you could go to this year, this would be it.
6:36
SPEAKER_00: I highly recommend you make this one, ignite slc.com, grab yourself some tickets, get the details over there.
6:43
SPEAKER_00: Let's talk about building that business, right?
6:47
SPEAKER_00: So in this new Massive Agent Society business accelerator that I'm launching here in a you know two or three weeks, um, we're gonna walk you through step by step exactly what to build.
6:59
SPEAKER_00: But what you're building is gonna differ because you may have you have a different idea of what your business should look like, you have a different lifestyle that you want, you have different priorities, you have different strengths and weaknesses than I do.
7:11
SPEAKER_00: So the way that I've structured my business, what mine looks like, may not make sense for you.
7:16
SPEAKER_00: But I want to make something clear.
7:17
SPEAKER_00: Whenever I say team, like building a team around you, I'm not necessarily talking about a traditional sales team.
7:25
SPEAKER_00: I'm not necessarily talking about, you know, you're the one agent in the middle with your arms crossed, and you have eight agents on both sides, your arms are crossed, and you do a big team photo, and you're, you know, the money team, whatever.
7:37
SPEAKER_00: That was random, but the money team.
7:39
SPEAKER_00: That's one option, but I don't have that.
7:42
SPEAKER_00: I don't run a traditional sales team.
7:44
SPEAKER_00: I run a hybrid model of referral network and revenue share.
7:48
SPEAKER_00: And the way that I put it together works for me.
7:52
SPEAKER_00: So that right there is the key.
7:54
SPEAKER_00: It works for me.
7:56
SPEAKER_00: And so when you're when you're planning, when you're sitting there and you're burned out and you're doing all this shit, and you're like, I have showings tomorrow, I have showings the next day, I have open house, and I gotta, you know, the kids have soccer on Saturday.
8:07
SPEAKER_00: How am I gonna juggle this?
8:08
SPEAKER_00: And I got to go to the grocery store and I gotta do, and you're you're doing everything yourself.
8:13
SPEAKER_00: When you're sitting in that spot, realize it doesn't have to be like that forever.
8:18
SPEAKER_00: There's a period of time where, yeah, you probably have to put it, you know, pay your dues and juggle a whole lot of shit.
8:25
SPEAKER_00: But if you start moving towards delegation, you can have an actual business.
8:32
SPEAKER_00: You can have actual freedom.
8:34
SPEAKER_00: I don't know about you, but every pretty much every agent I've spoken to has said they got into real estate for flexibility and freedom.
8:43
SPEAKER_00: And you know, part of freedom, of course, is money and you know, great income, no limit to how much you can earn.
8:50
SPEAKER_00: Uh, but time freedom is a major component of that.
8:53
SPEAKER_00: Most agents get into this business for freedom and they end up getting exactly the opposite.
8:58
SPEAKER_00: You just get bogged down with task after task after task.
9:01
SPEAKER_00: And the problem is that you haven't learned to delegate.
9:04
SPEAKER_00: And if and if you're you're you want to delegate, you just don't know where to start.
9:08
SPEAKER_00: Before all of that, okay, very first thing, you have to say, you know what, I need a business.
9:14
SPEAKER_00: I want to own a business rather than owning a job.
9:18
SPEAKER_00: So if you're already there, right?
9:19
SPEAKER_00: If you're an agent who's already there, you you've decided I need to build a business, I just don't know what the hell to do.
9:25
SPEAKER_00: I'm gonna share with you uh one of the foundational pieces in the new massive agent business accelerator.
9:31
SPEAKER_00: I'm gonna go through this with you today because of course we include it in the, you know, for members of the accelerator, but uh I'm gonna share it with you.
9:40
SPEAKER_00: The first the first the first week in the business accelerator, we dive deep into mindset and resetting and um refocusing your mind, your expectations on what's possible, right?
9:53
SPEAKER_00: That's absolutely key.
9:54
SPEAKER_00: The next thing after that is, and we're calling it vision to victory, you have to build the foundation based on your wants and your needs.
10:04
SPEAKER_00: The industry tells you that you need a team, that if you want to have leverage, if you want to buy your time back, if you want to, you know, um if you want to have more freedom of time, right, to actually like go to your kids' soccer games and not worry about open houses and showings that same day and and making offers and shit and c and client communication.
10:25
SPEAKER_00: If you actually want to go on vacation and have an actual vacation while you're there, the industry tells you, well, you just need to build a team.
10:33
SPEAKER_00: When I use the word team, okay, when the industry says team, they're talking about a traditional sales team, right?
10:38
SPEAKER_00: They're talking about the team you think.
10:40
SPEAKER_00: When I use the word team, I'm thinking literally, not necessarily a sales team, although that is one version, that is one option available to you, but it's not the only one.
10:52
SPEAKER_00: So this is where we have to start with this vision to victory, establishing your foundation, crafting a clear path and vision, defining your core values.
11:02
SPEAKER_00: And this is not the roll your eyes, like here's our core values, you know, we believe in honesty and integrity, and look, no shit we believe in all that.
11:10
SPEAKER_00: No shit you do, of course.
11:12
SPEAKER_00: I'm talking about what's important to you, what matters to you.
11:16
SPEAKER_00: So, this is where so many agents screw up is they think, okay, I'm busy, I'm burned out, I I'm doing all the tasks, I'm spinning too many different plates.
11:27
SPEAKER_00: How do I start to delegate?
11:28
SPEAKER_00: And you think, oh, I need to hire another agent.
11:32
SPEAKER_00: No, you don't.
11:34
SPEAKER_00: No, you don't.
11:35
SPEAKER_00: Most of you, the vast majority of you of you, need other people before that, but even before you start to make hires, you have to know what you're trying to build.
11:46
SPEAKER_00: So when I say build a team, you need a team of helpers around you.
11:50
SPEAKER_00: You need a team of people around you.
11:52
SPEAKER_00: Some of them may be agents, but some may not be.
11:57
SPEAKER_00: TCs.
11:59
SPEAKER_00: If you have an actual transaction coordinator, that's a team member.
12:02
SPEAKER_00: That's an that's your assistant, right?
12:04
SPEAKER_00: That's part of your team.
12:05
SPEAKER_00: If you have a graphic designer, they're part of your team.
12:08
SPEAKER_00: If you have a video editor or a videographer or a photographer, that's part of your team, right?
12:13
SPEAKER_00: Your inspector, your stager, your interior designer, these are all these are all team members, right?
12:21
SPEAKER_00: When you have a team around you, they all know what their role is.
12:26
SPEAKER_00: And the best part is not all the roles are yours, which then lets you do really cool stuff.
12:33
SPEAKER_00: It lets you actually focus on building a business and not just on doing tasks all day, every day and spinning your wheels.
12:39
SPEAKER_00: And then, you know, five years later, you're like, I'm selling houses, I'm making some money, but like I feel like I haven't done anything.
12:46
SPEAKER_00: Welcome to the club.
12:48
SPEAKER_00: I remember what that feels like when I first realized that I was spinning my wheels, just trying to increase sales, increase sales, increase sales, realizing as you increase your sales, you're just increasing the amount of work that you're doing.
13:00
SPEAKER_00: If you do not do, if you don't start making moves towards being a business owner and start and creating a team, my version of a team, right?
13:10
SPEAKER_00: Not the industry's definition of a team, but my definition.
13:13
SPEAKER_00: If you don't start to do that, as you go to increase sales and sell more, that just means working more.
13:20
SPEAKER_00: For most of you, selling more houses means working more.
13:26
SPEAKER_00: And that's a choice.
13:28
SPEAKER_00: So we go back to this foundation.
13:32
SPEAKER_00: What ideally do you want?
13:35
SPEAKER_00: Start with lifestyle.
13:36
SPEAKER_00: Okay, don't start with the income that you desire.
13:39
SPEAKER_00: Start with the lifestyle that you want.
13:41
SPEAKER_00: Obviously, income is part of that because you need to have the income that supports the lifestyle that you want, of course.
13:49
SPEAKER_00: So here's here's the question that you need to ask yourself when you're when you're like, okay, the lifestyle.
13:55
SPEAKER_00: Do you want to be servicing clients personally?
13:59
SPEAKER_00: Do you want to be working with buyers and sellers personally?
14:02
SPEAKER_00: Do you want to be the one showing houses?
14:04
SPEAKER_00: Do you want to be the one writing offers?
14:06
SPEAKER_00: Do you want to be the one going to listing presentations and doing open houses and all that?
14:10
SPEAKER_00: And if so, for how long?
14:13
SPEAKER_00: When you can answer these questions, it starts to give you clarity on what you want.
14:17
SPEAKER_00: You have to define that because some of you may say, I don't ever want to talk to another client ever again.
14:22
SPEAKER_00: And some of you will say, I love showing houses, I love making offers, I love being in the trenches.
14:29
SPEAKER_00: So, whatever that answer is for you, we need to start there.
14:34
SPEAKER_00: So, do you want to be servicing clients personally?
14:38
SPEAKER_00: And if so, for how long?
14:40
SPEAKER_00: Define that for yourself.
14:42
SPEAKER_00: If you don't want to be servicing clients, or or maybe you're in a position where you need to for a certain period of time, which is gonna be most of you, if I'm being honest, most of you will need to continue servicing clients for a period of time until you can build this out, until you can put some systems and some people in place that lets you buy your time back.
15:01
SPEAKER_00: So are you gonna be servicing clients?
15:05
SPEAKER_00: If so, for how long?
15:07
SPEAKER_00: And then if you're if you're in a position where you must service clients, how do we move away from it?
15:14
SPEAKER_00: What do you what does that look like?
15:15
SPEAKER_00: Do you ever want to service clients again?
15:18
SPEAKER_00: Do you do you want other do you need the recognition?
15:23
SPEAKER_00: Ask yourself this.
15:24
SPEAKER_00: Do you need to be on the top 500 list?
15:26
SPEAKER_00: Do you need to be getting an award?
15:28
SPEAKER_00: Do you need to be getting a plaque as the top producer person in your market or brokerage?
15:33
SPEAKER_00: Because you need to know about that about yourself.
15:35
SPEAKER_00: And look, there's no wrong answer.
15:37
SPEAKER_00: I completely understand going after incentives.
15:40
SPEAKER_00: I mean, holy shit.
15:42
SPEAKER_00: Like I fly Delta exclusively.
15:44
SPEAKER_00: Uh I don't even look at Xpedia or any of those websites.
15:48
SPEAKER_00: I don't look at other airlines.
15:49
SPEAKER_00: I don't Google flights.
15:50
SPEAKER_00: I just go to my Delta app and I book it.
15:52
SPEAKER_00: Why?
15:52
SPEAKER_00: Because they give me sky miles, they give me status points, right?
15:55
SPEAKER_00: I want to get I want to get to to from silver to gold to platinum and and diamond eventually.
16:01
SPEAKER_00: Like I go after dumb shit like that.
16:03
SPEAKER_00: Like Marriott Bonvoy or Marriott, Marriott Bonvoy.
16:08
SPEAKER_00: You bet your ass I want to get gold status.
16:09
SPEAKER_00: You bet your ass then I want to go platinum.
16:12
SPEAKER_00: So I only stay at Marriott's if I can help it, right?
16:15
SPEAKER_00: So I'm I'm incentivized by those things.
16:20
SPEAKER_00: I don't even know where I was going with that.
16:22
SPEAKER_00: I I think I I believe that I made my point with that.
16:26
SPEAKER_00: I believe that that was a good analogy, but now I'm lost.
16:29
SPEAKER_00: So I'm gonna go back.
16:30
SPEAKER_00: So um do you want, do you need do you need your name and lights?
16:34
SPEAKER_00: Do you need to be the one on the MLS with the transaction showing numbers so that you can say, hey, look, I on paper, it's provable.
16:43
SPEAKER_00: When you look me up on the MLS or look at production numbers, I, you know, you can see that I did all these home sales.
16:48
SPEAKER_00: Again, no judgment.
16:50
SPEAKER_00: Some of you, that's important to you.
16:52
SPEAKER_00: That's totally fine.
16:53
SPEAKER_00: Some of you don't give a shit.
16:55
SPEAKER_00: I'm one of those people that doesn't give a shit.
16:57
SPEAKER_00: If you go look at uh go look at the records like of the MLS and all that, you're not gonna see any sales data for me for for for years, for many years, because for me that wasn't important.
17:09
SPEAKER_00: For me, the lifestyle of freedom and flexibility and income mattered more than accolades.
17:17
SPEAKER_00: That again, that's personal.
17:19
SPEAKER_00: Please understand there's no I'm not judging any of you that decide that you need to show a bunch of production in the MLS and on you know in the data.
17:29
SPEAKER_00: That I get it.
17:30
SPEAKER_00: I completely understand.
17:32
SPEAKER_00: We all we're all incentivized and motivated by different things.
17:38
SPEAKER_00: Totally cool.
17:39
SPEAKER_00: So know that about you.
17:41
SPEAKER_00: Do you want to manage people?
17:44
SPEAKER_00: And even if the answer is no, are you okay with managing people if it gets you to your ultimate goals, if it helps you stay in production, maybe not personally, but you can still show that your team is selling a bunch of houses and you have the revenue and you have the income and you have the transactions to go with it.
18:02
SPEAKER_00: You know, are you okay managing people?
18:04
SPEAKER_00: I built something to where I don't have to manage people.
18:07
SPEAKER_00: I'm not I'm not the manager, I'm not a boss, I'm not a broker, um, I'm I'm a support, I'm a mentor, I'm a partner.
18:15
SPEAKER_00: And so I really had to be honest about that myself.
18:20
SPEAKER_00: I the way that my business is set up, I leave a lot of money on the table because it's not a traditional sales team.
18:25
SPEAKER_00: I do not have commission splits with any of my agents.
18:29
SPEAKER_00: I have 450 agents in my organization today.
18:32
SPEAKER_00: I don't have a commission split with any of them.
18:34
SPEAKER_00: When they sell houses, I earn some revenue share that the brokerage gives me out of the brokerage's split.
18:41
SPEAKER_00: When I give referrals to my referral partners on the team, we have a referral fee.
18:47
SPEAKER_00: But there's no extra commission split just because they're part of my team that I get 15% or 30% or whatever.
18:53
SPEAKER_00: So that's how I structured it.
18:55
SPEAKER_00: Some of my best friends, some of my mentors, people I look up to most in the industry, they make 50% of their agents' commission.
19:03
SPEAKER_00: And those numbers vary, of course.
19:06
SPEAKER_00: So I know I've left a lot of money on the table by not having a traditional sales team with a commission split.
19:13
SPEAKER_00: I'm okay with that because I put lifestyle and freedom above those things.
19:21
SPEAKER_00: When you can get clear on this foundation, then you can start to decide, oh, here's how I should structure it.
19:29
SPEAKER_00: We don't even get into structure in this new massive agent business accelerator.
19:34
SPEAKER_00: That's week three.
19:36
SPEAKER_00: There's a ton of stuff to put into play first because when we're talking about structure, how the hell are you supposed to build a structure and define structure if you don't know what you're structuring?
19:48
SPEAKER_00: If you don't know what's important to you, if you if you don't know what your goals are and what you want, how are you gonna put structure in place?
19:53
SPEAKER_00: How are you gonna build a structure around how to get what you want when you don't know what the fuck you want yet?
20:02
SPEAKER_00: I hope I'm not being too in your face about this, but uh actually I don't care because I think I'm getting my point across.
20:11
SPEAKER_00: You know that I do it with love.
20:12
SPEAKER_00: Sometimes you need to smack in the face before you realize you're just going after the wrong things.
20:16
SPEAKER_00: Like you're you're focused on the wrong shit.
20:18
SPEAKER_00: You you're you're just you're going after goals that aren't even yours.
20:27
SPEAKER_00: There's a lot of us in this industry that at one point, a lot of you probably right now, you're like, holy shit, my goals really aren't even mine.
20:36
SPEAKER_00: Like, why why do I care if I sell 40 homes or 80 homes?
20:40
SPEAKER_00: Like, is it really the number of homes that you sell?
20:43
SPEAKER_00: Does that really matter to you?
20:45
SPEAKER_00: Does it?
20:46
SPEAKER_00: Does 8 million in production or 13 million in production like is that really the goal?
20:53
SPEAKER_00: Is just to have that number as high as possible?
20:56
SPEAKER_00: Or is it the income that you get from it?
20:58
SPEAKER_00: Is it how much you actually net at the end of the day?
21:01
SPEAKER_00: Is it how much you actually have to bring home to your family and to build life with?
21:09
SPEAKER_00: For some of you, that income is not even the most important, right?
21:13
SPEAKER_00: For me, the income is it's absolutely important, but it's like it's like one B.
21:20
SPEAKER_00: Or maybe it's two A, I don't know.
21:23
SPEAKER_00: The lifestyle for me is the most important.
21:26
SPEAKER_00: What's really cool about this, and here's why we don't get into structure until week three in our business accelerator program.
21:34
SPEAKER_00: You've got to define all this other stuff first before you can even structure it.
21:38
SPEAKER_00: You don't know what to structure unless you know what are your goals, what are your core values, what's important to you, what do you want, what do you want your life to look like two years from now?
21:47
SPEAKER_00: What do you want your life to look like five years from now?
21:49
SPEAKER_00: Do you want to be working with clients, or do you want to step away from that and have others sell houses on your behalf?
21:56
SPEAKER_00: Are you okay with production numbers not showing?
22:00
SPEAKER_00: In the MLS when people look you up.
22:02
SPEAKER_00: Are you okay with when people go to Zillow, they're not gonna see any home sales?
22:10
SPEAKER_00: I again there's no wrong answer here.
22:14
SPEAKER_00: The right answer is whatever is important to you.
22:19
SPEAKER_00: Get clear on these.
22:21
SPEAKER_00: Align these goals with your personal long-term vision and priorities.
22:26
SPEAKER_00: I'll say that again.
22:27
SPEAKER_00: Align your goals with your personal long-term vision and priorities.
22:33
SPEAKER_00: Then you can craft something.
22:35
SPEAKER_00: Once you know what that is, now you can start putting a structure around it and figuring out, okay, I want this.
22:41
SPEAKER_00: How can I make that happen?
22:43
SPEAKER_00: If I do this, if I move this, if I structure this, if I have that there.
22:47
SPEAKER_00: Most agents are just doing it the other way around.
22:50
SPEAKER_00: You start with structure, and you're like, okay, I'm busy, I need to hire a buyer's agent.
22:54
SPEAKER_00: I'm busy, I need to hire a showing agent.
22:56
SPEAKER_00: Start with a transaction coordinator.
22:58
SPEAKER_00: If you already have one, first off, is that enough?
23:01
SPEAKER_00: Do you need more than one?
23:02
SPEAKER_00: If you have transaction coordinators figured out, what about an admin assistant to help you with all the other administrative bullshit?
23:09
SPEAKER_00: All the other stuff.
23:11
SPEAKER_00: Maybe you need a copywriter or a marketing person to help with emails or to help with social.
23:16
SPEAKER_00: Maybe you're spending too much time editing your own videos and you need an editor.
23:20
SPEAKER_00: Hire those people first, which frees up your time to service more clients.
23:26
SPEAKER_00: Once after you've done those things, then you get to the point where you're like, okay, if I hire a showing agent, will that let me service more clients, but not be working more hours because I have someone to show the houses?
23:38
SPEAKER_00: Consider a showing agent before you bring on actual buyers' agents with commission splits.
23:43
SPEAKER_00: There's so many steps to take before the step that you think is step number one.
23:50
SPEAKER_00: And this is why we're building the Massive Agent Business Accelerator.
23:53
SPEAKER_00: I mean I don't have an exact release date for this, but this 12-week accelerator will take any agent, as long as you are an entrepreneur at heart and want to build a true business and not just own your own job.
24:08
SPEAKER_00: It's going to take you from solo to business owner in just 90 days.
24:14
SPEAKER_00: So the first week we talk about we do a deep dive in mindset and changing your expectations, refocusing, showing you what's possible, getting clear on why you're doing it in the first place.
24:26
SPEAKER_00: And then week two, the vision to victory, which I outlined a little bit here today.
24:31
SPEAKER_00: There's a lot more to it, of course.
24:33
SPEAKER_00: We go into it with you deeply and give some more, we put some more meat on the bone.
24:38
SPEAKER_00: But for this podcast, I want you to walk away with just some stuff to think about, some questions to ask yourself.
24:44
SPEAKER_00: What's important to you?
24:46
SPEAKER_00: What do you actually want?
24:50
SPEAKER_00: If you want to watch your kids grow up, if you want to be there during the day, at least have the option to, the flexibility to be there during the day, to take them to the pool, take them to the park, take them snowboarding, take your kids hiking, do a something that I've been very fortunate to do that was very important to me.
25:13
SPEAKER_00: I put the systems and the structure in place so that every Friday my wife has a day date.
25:18
SPEAKER_00: Every Friday, my wife and I go play golf.
25:21
SPEAKER_00: Sometimes it's just nine holes, sometimes it's 18.
25:23
SPEAKER_00: Sometimes we don't even do that.
25:25
SPEAKER_00: We only have an hour or so, but we'll like go get lunch together.
25:28
SPEAKER_00: But every Friday we have a day date, and that's very important to us.
25:32
SPEAKER_00: That's in addition to our weekly date night.
25:35
SPEAKER_00: I I just bake that into my calendar and bake that into you know what I do.
25:39
SPEAKER_00: It's like I just know that on Fridays, here's what happens.
25:42
SPEAKER_00: So I just schedule around it.
25:45
SPEAKER_00: That was important to me.
25:47
SPEAKER_00: Some of you are like, shit, I'm gonna work, I'm gonna work Monday, Tuesday, Wednesday, Thursday, Friday, Saturday, and I'll take Sunday afternoon off.
25:54
SPEAKER_00: Cool.
25:54
SPEAKER_00: I get I respect that and get that too.
25:57
SPEAKER_00: Make sure that your goals are your own.
26:03
SPEAKER_00: Focus on the foundation of what you want first before you start to think about the structure and making hires of buyers' agents and listing specialists and what your team name is gonna be.
26:16
SPEAKER_00: Because you may realize you don't want a sales team.
26:19
SPEAKER_00: I thought that I did.
26:20
SPEAKER_00: When I got into real estate, I thought that I needed my own brokerage, by the way.
26:27
SPEAKER_00: So when I got into real estate, I'm like, okay, I need to sell enough homes so I can get my broker's license.
26:31
SPEAKER_00: And then I start going down that path and I'm like, wait a minute, I see these teams popping up.
26:34
SPEAKER_00: What are these red and white signs?
26:36
SPEAKER_00: What's this KW thing with like, how come there's more than one person on that sign in the photo?
26:40
SPEAKER_00: What the hell?
26:41
SPEAKER_00: And I'm like, this team thing's interesting.
26:43
SPEAKER_00: So you can have a team within a brokerage, like, so maybe I don't need my own brokerage.
26:49
SPEAKER_00: Oh, that was cool.
26:50
SPEAKER_00: It's start, see, I was starting to expand what I thought was possible.
26:54
SPEAKER_00: A lot of you just don't know what's possible because you're just being told by the industry you can either be solo or run a team.
27:04
SPEAKER_00: Well, I'm neither.
27:06
SPEAKER_00: I do neither.
27:07
SPEAKER_00: I have a hybrid business, I'm an active real estate agent.
27:11
SPEAKER_00: We had 220, let me check, 219 homes sold last month in my business.
27:18
SPEAKER_00: And I didn't I didn't write any of those offers.
27:21
SPEAKER_00: I didn't attend any of those closings.
27:22
SPEAKER_00: I didn't even know any of the clients.
27:24
SPEAKER_00: I actually knew one because it was a refer a referral.
27:27
SPEAKER_00: But that that's besides the point.
27:28
SPEAKER_00: That was a separate deal.
27:32
SPEAKER_00: There's so many options available to you as an agent.
27:35
SPEAKER_00: You just need to know what they are.
27:38
SPEAKER_00: So I'm excited to give you more as we build out this business accelerator.
27:43
SPEAKER_00: I'm gonna talk more about these concepts on the podcast.
27:46
SPEAKER_00: I'm gonna give you as much as I possibly can.
27:48
SPEAKER_00: You know, um, some of this, a lot of this, we've got to be like on a Zoom call, we have to be talking back and forth, there has to be a conversation to really work through some of this stuff.
28:00
SPEAKER_00: But a lot of it, a lot of the concepts I can just do on the podcast and I will.
28:05
SPEAKER_00: So if you are an agent entrepreneur, you're gonna like what's coming.
28:12
SPEAKER_00: You're gonna like what's coming from this podcast in the in the near future.
28:16
SPEAKER_00: Get clear about what it is you want, build the foundation, right?
28:20
SPEAKER_00: Your vision to victory, and then we can talk about what structures support that.
28:27
SPEAKER_00: And there's some really cool structures, there's some really cool options, really interesting hybrid ways of doing this, that, and the other thing.
28:33
SPEAKER_00: Like I told you, the industry is telling me I need a sales team.
28:36
SPEAKER_00: And I said, I don't freaking want one.
28:38
SPEAKER_00: It doesn't align with my with my goals and my purpose.
28:42
SPEAKER_00: If I'm being honest, I have an itch to start a sales team, but I have to keep going back to my core values and what's important to me and realize that doesn't fit in with my lifestyle that I want.
28:54
SPEAKER_00: It doesn't fit in with what I'm doing.
28:57
SPEAKER_00: What I'm doing and how I'm doing it is great.
29:00
SPEAKER_00: And every day I learn about a different way of structuring things, which once you once you know what it is you want, the structure is easy.
29:10
SPEAKER_00: You just have to be in rooms and and you just have to be around people and be in rooms that will show you what's possible.
29:19
SPEAKER_00: It starts with the intention, it starts with wanting to know and needing to know because you have the foundation figured out, and now you're just seeking a structure, then it becomes easy.
29:29
SPEAKER_00: Thank you for listening.
29:30
SPEAKER_00: Appreciate it.
29:31
SPEAKER_00: Make sure you get your butts to Salt Lake City October 9th and 10th for ignite.
29:35
SPEAKER_00: Go to igniteslc.com and get your tickets.
29:38
SPEAKER_00: Now we are less than 30 days out.
29:40
SPEAKER_00: I'll see you in Salt Lake in fall.
29:42
SPEAKER_00: Uh right in the middle of fall.
29:44
SPEAKER_00: The best time of year to visit Salt Lake City is early October.
29:47
SPEAKER_00: I cannot freaking wait.
29:48
SPEAKER_00: Igniteslc.com.
29:50
SPEAKER_00: See you guys there.
29:51
SPEAKER_00: And thank you for listening.
29:52
SPEAKER_00: See you next week.