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Transcript

From Transactions to Trust: Elevating Your Real Estate Connections · The Real Estate Agent Playbook

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  Have you ever seen a post on social media or something that says
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  family and friends are the worst transactions that anyone's ever done?
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  Well, the honest truth is this is where most of us get started in this
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  game, and there is ways to handle these relationships professionally
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  and take those relationships from relationships to transactions
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  back to lifelong relationships.
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  And we're going to dive into all of that, my strategies that have helped me
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  serve my sphere of influence at work.
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  One of the highest levels in the industry and help my agents also do the same.
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  So stay tuned
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  What's up guys, Jeremy Kane real estate agent playbook And today we are talking
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  about things in my wheelhouse from transactions to trust is absolutely how
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  i've built my business So if you like what you hear, we talk about this a ton.
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  We're putting out youtube content educational content
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  webinars courses All the time.
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  So click that subscribe button, hammer that bell and follow along.
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  And if you feel so inclined, reach out, I would love to have a conversation
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  with you about your business and how we can take it from transactional to
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  lifelong relationship, trust, and all the things that go along with business.
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  building that repeat and referral client base.
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  So first we must start with that opportunity, deepening
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  that client relationship when you have the opportunity.
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  And some of you say, well, you know, this is, this is the hard part.
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  I don't have any clients.
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  I'm just getting going.
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  That is all covered on this channel.
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  In previous videos, it's really about being genuine and showing up to help
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  others to pour into the to others and you will get served back, but
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  we're going to talk more about, okay, now we have the client right now.
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  So how are we going to transition this?
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  Because we're, we're transactional in nature, right?
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  We, we have to get paid.
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  We have to put food on our tables and this is where it's at.
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  That is all under assault with the buyer agent commissions and all of that.
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  Some people say things aren't going to change.
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  Some people think.
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  Say things are gonna change.
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  What I think should change is that we take these client relationships as
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  serious as possible and work as hard as we can to turn every client interaction,
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  every transaction, every closed transaction into five referrals or repeat
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  transactions, so that you can absolutely explode your business by helping the
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  people you've already served and that you love to serve and connect with.
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  So I was recently on a call in Arete Syndicate and Ed Milet
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  was talking about creating micro moments and capturing them, right?
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  There's so many things we do.
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  There's a hundred and some things on the list on NAR that buyers agents do
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  and 137 or 47 that listing agents do.
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  But do we capture those micro moments?
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  Do we capture that one moment where we said one thing or we negotiated one way
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  and And got exactly what we wanted, right?
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  That's the moments that we need to capture.
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  We need to pull out, we need to hopefully memorialize those and testimonials.
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  And if, you know, your client doesn't mention it in the testimonial that they
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  do, maybe you do a video on it, right?
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  You don't have to name names.
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  You just can talk scenarios and talk about what you did in that micro moment.
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  Maybe it's a short form content.
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  Maybe it's just a post and maybe it's a long form video.
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  Maybe it's a long story.
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  But capturing those micro moments, capturing that one moment, right?
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  I love taking a video, of handing the keys to the client and seeing
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  the smile, seeing the bright, that brightening of their face when they get
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  those keys, when they finally made it.
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  And so that's where we really have to focus our attention is these
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  micro moments, these micro wins.
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  And if we can take those and we can replicate them and duplicate them
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  and start stacking the micro moments.
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  Right.
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  There's so many micro moment opportunities that you can capture
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  and that you can remember and you can use in the future marketing or why,
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  you know, buyers or sellers choose me.
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  And so this is very important and we're often thinking big picture here when
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  we're talking about all of the commission stuff and what we do and our value
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  stack and our unique value proposition.
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  I'm talking about the micro moments of actually being on the battlefield and And
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  doing things and helping people change their lives through our interaction.
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  What do you do to actually serve?
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  And it's these little micro moments stacked up on top of each other, right?
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  Several in the transaction, hundreds in a transaction, if you will.
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  So it's going to take stepping back, being introspective and
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  really thinking about these.
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  And you're not going to catch everyone on video.
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  You're not going to stage everyone.
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  So it's a perfect video.
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  We don't need that.
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  We're talking about genuine micro moments, micro wins.
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  Things that you make a difference and I think that's the biggest piece as agents.
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  Sometimes we, we get bombarded by the media, the, you know, the realtor, this
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  used car salesman kind of MO that some people have of the real estate industry.
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  It's these micro moments that can change that.
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  It's these micro moments that take the haters and turn them into raving fans.
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  And so make sure that you are taking a moment to reflect on every transaction,
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  every interaction you have with a client.
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  Maybe at the end of every day you list those micro moments and start
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  to incorporate them into your value stack, into your marketing,
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  into your stories that you tell.
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  Because stories ultimately sell and it's really interesting as I'm reading this Mr.
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  Thank you project, by John Israel.
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  This one piece kind of stuck out to me and it's this expectation, right?
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  When we show gratitude, when we do something, we expect to get noticed
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  for that, to get highlighted.
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  And the second that we can set that aside, that's when true generosity
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  you know, takes place and you could even replace some of that expectation
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  and that notoriety with, you know, documenting some of these micro moments.
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  And so definitely check out that book.
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  Of course, I'll be doing a review on it on this channel, but the Mr.
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  Thank You Project has so many examples of exactly that.
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  The little things, the little extras, starting with generosity, not having
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  any expectations, just showing gratitude, pretty much unlimited.
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  Right.
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  No limits on gratitude and he's absolutely changed his life and has
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  some very good points in that book.
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  So either check that book out or stay tuned for that book review as I is
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  coming up as I'm, you know, three quarters of the way through that.
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  But it's really about not doing things to get a reaction, not doing things
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  to gain appreciation or notoriety.
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  Do things to, to help others and serve others.
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  And you will be paid back tenfold with that.
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  So anytime we're talking about generosity and being genuine and
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  creating these genuine connections, it always comes up, you know, CRMs and
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  automation in the chat, GPT world, we obviously had Adam Gillespie, the, the
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  AI expert on the agent change series.
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  And so where does.
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  Automation meet reality, right?
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  Whereas automation meet manual work.
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  I think that building these relationships, certainly you can have automation.
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  Certainly you can rely on social media to kind of get some of this,
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  connection and, you know, top of mind kind of feel, but we do need to make
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  sure that we're balancing technology.
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  You know, real in life interaction and a lot of the things you can do with
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  CRMs and the automation is, yeah, okay.
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  You can have your drip emails, you can have your monthly newsletters or whatever
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  you do, but you can also have tasks that say, Hey, Physically call this person.
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  I'm not talking voicemail drops.
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  Those are, you know, for different things as well.
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  I'm talking about, hey, it's time for you to call this person.
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  Call Ashley on this date because she closed three weeks ago or three months
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  ago or whatever that looks like.
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  And if you have that, it's still automation, but it's still
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  just triggering your task list.
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  Then what we need to do is just make sure we're logging into our CRM,
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  making sure we're using that CRM.
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  After it's set up.
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  And so this is an absolute game changer when it comes to all things,
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  a client journey and, and all of that is using automation, but
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  not relying on it to do the job.
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  Okay.
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  There's certain times where maybe you've had a lead and you've called
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  them 15 times and you've sent them all the stuff and there's zero response.
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  Okay.
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  Maybe then we're sitting them on a, you know, drip campaign, but
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  that is literally the only time.
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  That I use a full on email drip campaign is after all of the efforts been made
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  to make that contact or, you know, reconnect, but, you know, I, I have, Adam
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  included has, you know, stories where he's had a client on a drip campaign for
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  four years cause he could never connect.
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  And when that time comes, he's top of mind and they reach out.
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  That's one part of the story.
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  The other part is.
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  Okay, we had this lead.
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  It came in.
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  I tried to connect, you know, three, four, five.
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  Usually it's the eighth time for some reason, that they say you connect.
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  And then what do you do?
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  Okay, well, once you've connected, maybe you put them on a hybrid.
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  They're getting the weekly newsletter.
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  They're getting these touches, but you are being reminded,
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  Hey, give that person a call.
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  Or, Hey, this person referred you clients.
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  So maybe we should meet them for lunch or.
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  Whatever that may be, you can have the automation tell you the person who's
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  building those connections in real life to do the actions that it's, that's
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  required to convert these leads and these customers and these clients into
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  lifelong relationships all day long.
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  And ultimately at the end of the day, once we get.
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  So busy, right?
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  Which the truth is most of us aren't that busy.
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  We just say it as an automated response.
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  Maybe don't say that, but we need to make sure that you understand that
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  your connection is irreplaceable.
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  One of my superpowers is having so many people trust and believe.
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  I was just at a party yesterday and my wife was like, it's crazy
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  that you have so many people.
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  That you know, connect with you and come up to you and talk to you.
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  She had never met any of these people.
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  She knew about some of them.
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  But in the room, there was probably 40, 50, 60 people.
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  And 20, 25 of them came up to talk to me, to you know, about real
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  estate or some interaction we had.
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  And that's That was, you know, when I kind of realized, well, yeah,
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  that's, that's what I do, but it's all about being genuine in that moment.
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  I'm talking to them and I understand and I hang on to things.
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  And yesterday, for instance, one person just had a death in the family.
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  One person, you know, had, had a major trauma at her job.
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  Another person had.
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  You know, trouble renting out their short term rental, and I was able to
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  bring those out and pull those back so that we could Reconnect and pull that
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  that full circle and and that was kind of a cool thing To kind of sit back
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  and realize as we go and so one of the ways that this You know comes full
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  circle is The there you are mindset.
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  And this is another piece from the RTA call that Ed was
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  talking about relationships.
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  And a lot of times as agents were like, here I am, I'm the show like, let's go.
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  No, it's there.
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  You are there.
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  You are right.
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  You were having an issue with that short term rental in Florida.
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  How's that going?
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  I know you're on your third, fourth property manager.
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  How's that going?
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  Oh, great.
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  Tell me about it.
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  Tell me about why that experience is better.
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  Because then I can take that and I can take that knowledge and if I have somebody
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  that's looking for a short term rental in Florida or an agent that is down
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  there, because I have several agents in Florida that needs a property manager
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  for a short term rental, well now I know.
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  Oh, I'm going to call her and she's going to tell me who it is and I'm going
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  to refer and I'm going to build that connection and all of a sudden you become
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  the go to person for everything, right?
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  I'm here in Colorado and I know that there's a connection in a resort town
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  in Florida where short term rentals are massive that I can connect people
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  with and so if I can be that solution, if I'm the solution for anything and
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  everything, including property managers all the way across the country, I
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  think that it, it shows as a result.
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  So I'm building these relationships.
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  I'm using these relationships to help others have a better experience.
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  And it's so it's there you are, right?
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  It's not about me.
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  It's there you are.
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  How's that short term rental going?
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  There you are.
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  How's, how's life going?
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  How's the adjustment going?
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  After your loved one passed away, those kinds of things and putting
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  them center stage and making sure that it's there you are, it's about them.
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  Because the knowledge that you gain when you're listening and you're taking in
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  information is far superior than the knowledge you gain when you're talking,
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  and it's here I am, this is what I did, this is what I did, right, and we're
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  talking, I'm using that as an example because I'm Literally sitting at this
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  party yesterday and people are coming up to me with nuggets of information.
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  I learned three, four, five things yesterday from people that I
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  absolutely will come back to and revisit the next time I see them.
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  And that means that they always think that I'm thinking of them, that it's here
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  you are, you're special in this moment.
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  Let's talk about it.
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  Right.
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  And then they'll ask about my kids and all the things.
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  And we can get into that as well because it's important to let these people in.
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  The further you let them in.
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  You know, make sure you're comfortable.
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  The further you let them in, the more that trust and that camaraderie builds
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  and all of a sudden you are, you are the person that they think of when
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  someone says house project or selling a home or buying a home or relocating.
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  If you can be that person to 90, 100, a thousand people, That's
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  going to be really good for you.
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  And that's going to take you from having to hammer those phones and
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  having a doorknock and having to do all of those things a long way.
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  And that's exactly what we cover in my upcoming webinar.
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  I promise it's coming out in my course that will be released
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  alongside that webinar release.
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  So if you're interested in that webinar below, we'll get that out
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  to you right when it's available.
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  It's taking a little bit more time than it should, but we're busy, had
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  a really busy weekend selling houses.
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  So.
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  I hope this helps you guys.
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  I hope that we can take these relationships and we can take
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  advantage of these opportunities to really focus in, right?
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  So we in review, we have to deepen those relationships.
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  We have to show up, we have to be present, and we have to understand
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  that take using technology is not just a set it and forget it kind of thing.
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  We can use technology to absolutely stay top of mind and remind us to make
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  those impactful, important connections with clients and members of our
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  community and all the people that will eventually blow up your sphere of
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  influence and then change that from here I am to there you are and you will be
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  absolutely thrilled with your results.
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  If you like what you heard, please like, comment, subscribe.
• 14:52
  If you have a story that you want to tell below, put it in the comments.
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  I'd love to hear those and you know, respond accordingly.
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  And so go get another win today and we'll see you on the next one.