Latest / The Real Estate Agent Playbook / New Agents Have An Upper Hand When It Comes To Time, Very Few Take Full Advantage

Transcript

New Agents Have An Upper Hand When It Comes To Time, Very Few Take Full Advantage · The Real Estate Agent Playbook

• 0:00
  are you working to automate your business
• 0:02
  as a real estate agent
• 0:03
  that's what everybody tells you
• 0:04
  you're hiring Vas
• 0:05
  and you're trying to make everybody do all the things
• 0:08
  and you just kind of show up
• 0:10
  and shake hands and kiss babies
• 0:11
  I'm here to tell you that if you automate your business
• 0:13
  fully as a real estate agent
• 0:15
  will be out of the industry in 5 years
• 0:17
  so we're gonna talk about that today
• 0:19
  but stay tuned and we'll dive in
• 0:26
  what's up guys
• 0:27
  Jeremy Kane
• 0:27
  real estate agent playbook here
• 0:29
  super excited
• 0:30
  as you know
• 0:30
  I'm super passionate about this topic
• 0:33
  I'm a Zillow hater
• 0:34
  and I want to help every single agent win
• 0:36
  at the game of real estate
• 0:37
  as always like comment
• 0:38
  subscribe on the YouTube
• 0:39
  and if you're listening
• 0:40
  on the podcast
• 0:41
  thank you so much for developing that community
• 0:43
  throw me a review
• 0:44
  and share with your favorite real estate agent
• 0:46
  but let's get into the episode
• 0:48
  the one thing that every single new agent has
• 0:50
  is the power of time
• 0:51
  and I always hear
• 0:52
  in my discussions with agents in my downline
• 0:54
  who I'm coaching and mentoring
• 0:56
  to build appropriate systems and processes
• 0:58
  and foundation
• 0:59
  to build a successful real estate business
• 1:02
  is I have time
• 1:04
  but I don't know how to fill it
• 1:05
  and so this is something that we're going to talk about
• 1:08
  but you do have the time
• 1:09
  and I tell my agents
• 1:11
  the one thing that they should be focusing on
• 1:13
  is building out a client journey
• 1:16
  and making sure that everything you do
• 1:19
  once you get a buyer
• 1:20
  once you get a seller
• 1:21
  is dialed in to provide white glove service
• 1:24
  if you are interested in my free template
• 1:26
  there's a link below
• 1:27
  you can get access to my trailer board
• 1:29
  that has my entire client journey on it
• 1:31
  buyer journey
• 1:32
  but if you you know
• 1:34
  I would tell you
• 1:35
  it's not the blueprint
• 1:36
  it's just an outline
• 1:37
  and you can tweak and put in anything you want in there
• 1:40
  the truth is that we need to be individuals
• 1:43
  in this business
• 1:44
  and we need to make our
• 1:46
  experience unique
• 1:47
  so that we can continue to provide that service
• 1:50
  so there is absolutely no way that those clients
• 1:52
  would go to a different real estate agent
• 1:54
  the next time they're in the market
• 1:55
  or when a friend or family member
• 1:57
  needs a real estate agent
• 1:58
  you want them to rave about your service
• 2:02
  and that starts with the time that you take
• 2:04
  to develop a system and a process that works for you
• 2:07
  meaning that you have to be in it
• 2:08
  it has to be from you
• 2:10
  it can't be
• 2:11
  you know from 5 or 6 or 7 different people
• 2:14
  I recently, you know
• 2:16
  hired a TC I guess
• 2:18
  not recently
• 2:18
  2 years ago
• 2:19
  for the first time in my business
• 2:20
  that's the best thing I could ever do
• 2:23
  but I had to develop that experience for my clients
• 2:25
  before I inserted someone else to further
• 2:30
  escalate their experience and make it more positive
• 2:33
  and so everybody that you are adding that you are
• 2:36
  you know outsourcing or whatever
• 2:37
  needs to be client driven
• 2:39
  and make sure that they're providing an exceptional
• 2:41
  experience on your behalf
• 2:44
  and this goes for industry partners
• 2:45
  in the whole 9 yards
• 2:46
  because the whole experience
• 2:48
  is them buying or selling a home
• 2:50
  it's not necessarily just
• 2:51
  my realtor was good
• 2:52
  the title company sucked
• 2:54
  my realtor was good
• 2:55
  the lender asked me for too many documents or whatever
• 2:58
  so you have to develop a team to do so
• 3:01
  but you need to drive that
• 3:03
  and you need to make those decisions
• 3:05
  and you need to set those expectations
• 3:07
  so take the time
• 3:08
  how's it gonna look
• 3:09
  from click to lifelong relationship
• 3:11
  how's it gonna look
• 3:12
  and this is something that you can do right now
• 3:15
  even though you don't have clients
• 3:16
  because newer agents sit back and they say okay
• 3:20
  I'm gonna you know
• 3:21
  just try and get a client
• 3:22
  I'm trying to get my next deal
• 3:23
  I'm trying to get the next deal
• 3:24
  then they get the client
• 3:25
  and they're flustered
• 3:26
  and they don't really have the time
• 3:28
  to put in that white glove experience type effort
• 3:31
  and then they just go on to the next
• 3:33
  and on to the next
• 3:33
  and on to the next
• 3:34
  and whether you say it or not
• 3:36
  that makes you a transactional real estate agent
• 3:38
  which is why only 18% of people use the same agent
• 3:42
  to sell the home that they did to buy it
• 3:44
  and so the goal of the client journey
• 3:46
  and building it out through this time
• 3:47
  is once you actually have that client
• 3:49
  the systems are in place
• 3:51
  it's back in
• 3:52
  and you can always change it
• 3:53
  it can be fluid right
• 3:54
  I always talk to my newer agents and say
• 3:56
  I understand that you're probably
• 3:58
  not gonna have the budget that I have
• 4:00
  you know to
• 4:00
  for the marketing and the gifts
• 4:02
  if you have that system in place
• 4:04
  and you can say okay
• 4:05
  like this is what I'm gonna do right now
• 4:07
  because this is within my budget
• 4:08
  this is within my expertise
• 4:10
  and I can you know
• 4:11
  put all these creative ideas on the sideline
• 4:14
  don't put them out of your mind
• 4:15
  write them down somewhere
• 4:16
  cause we all know we forget
• 4:17
  but if you can have that experience dialed in
• 4:20
  a client experience in your personal touches
• 4:23
  should cost absolutely nothing
• 4:25
  you know when you're first in the industry
• 4:26
  and it's just your time right
• 4:28
  and time is a valuable asset
• 4:29
  I'm not saying that doesn't cost anything
• 4:31
  but you have the time to put in
• 4:33
  you have the time to you know
• 4:35
  hold their hand
• 4:36
  and take them through the entire process
• 4:38
  and check in and see how the lending is going
• 4:40
  the honest truth is
• 4:41
  you probably need that education
• 4:43
  as well as a newer agent
• 4:44
  or even an experienced agent
• 4:46
  some agents have gotten so used to
• 4:48
  the last couple years
• 4:49
  they got in the business
• 4:50
  they were busy right away
• 4:51
  and they relied on all these systems and automations
• 4:53
  and now they don't even have the knowledge
• 4:56
  to push those systems away
• 4:58
  maybe when times get a little more lean
• 5:00
  they say you know
• 5:02
  what are you gonna cut
• 5:03
  well if you're cutting a TC
• 5:05
  or cutting something out of the picture
• 5:06
  because it costs too much
• 5:08
  then you have to take that back on
• 5:11
  as an agent
• 5:11
  if you never Learned it
• 5:12
  cause you just got in and started rocking and rolling
• 5:15
  then you're gonna have issues
• 5:16
  so take the time
• 5:17
  to really be a part of their journey at first
• 5:21
  and as you go
• 5:22
  kind of tweak
• 5:24
  and change your
• 5:25
  client experience
• 5:27
  to fit not only your personality
• 5:29
  but what you're learning through the process
• 5:31
  so let's talk a little further
• 5:33
  on you know
• 5:34
  making this scalable
• 5:35
  make it a fluid
• 5:37
  you know document
• 5:37
  like I said
• 5:38
  the Trello board
• 5:39
  available below
• 5:40
  that allows you to kind of change and chop
• 5:42
  and change anything you want
• 5:43
  put stuff on the sideline or
• 5:44
  you know add it in
• 5:46
  you can update your checklist
• 5:47
  you can do all the things that are in there
• 5:49
  and make sure that you are doing it the right way
• 5:52
  but at the end of the day
• 5:53
  eventually you're gonna have to say okay
• 5:56
  what can I add
• 5:57
  my VA to do
• 5:59
  can I have the VA
• 6:00
  start ordering gifts
• 6:01
  and start managing
• 6:03
  the process
• 6:03
  because eventually
• 6:05
  you will get to that point
• 6:06
  and you want to be
• 6:08
  at the point where you can say okay
• 6:09
  this is the TCS job
• 6:11
  this is my assistant
• 6:12
  or VA's job
• 6:13
  and this is my
• 6:14
  job you know
• 6:14
  and you have those things dialed out
• 6:16
  so that it's easy to do that
• 6:18
  however at first
• 6:19
  it's all your job
• 6:21
  and so you need to make sure
• 6:22
  that you're going along with the process
• 6:23
  this will help
• 6:24
  you know you
• 6:25
  outsource as well
• 6:26
  when you're looking for someone to hire
• 6:28
  to fit certain needs
• 6:29
  you'll know exactly what you need
• 6:31
  because your experience is so important to you
• 6:34
  that you know every single piece
• 6:35
  and every single touch that needs to happen
• 6:38
  and so you will be able to find the best person
• 6:40
  to help you do that
• 6:41
  and not anyone will replicate you
• 6:43
  but when you're interviewing
• 6:45
  and doing those things
• 6:46
  you need to keep that in mind
• 6:48
  and you'll know exactly
• 6:49
  the right personality to do
• 6:50
  which will save you a ton of time
• 6:52
  on the back end
• 6:53
  from hiring and firing
• 6:54
  and plugging people in
• 6:55
  and changing everything up
• 6:57
  if you have that system dialed in
• 6:59
  you can easily say okay
• 6:59
  that's a TC job
• 7:01
  that's an assistant job
• 7:02
  that's an agent job
• 7:04
  and it'll be a lot easier
• 7:05
  so make it scalable
• 7:07
  start with something basic
• 7:09
  but your main goal
• 7:10
  across the board
• 7:11
  is to provide the very
• 7:12
  very best experience you possibly can
• 7:14
  in real estate
• 7:15
  and with that said
• 7:16
  I understand that
• 7:17
  some things are out of our control
• 7:20
  some financial background
• 7:22
  some you know
• 7:23
  somebody's gonna have an issue
• 7:25
  with some poor
• 7:26
  point in the process
• 7:27
  but it's not necessarily about
• 7:28
  everything being perfect
• 7:30
  it's about how you respond
• 7:31
  as an agent
• 7:32
  and help support
• 7:33
  your client
• 7:33
  in those you know
• 7:34
  stressful or more
• 7:36
  annoying times
• 7:37
  that they may go through
• 7:39
  getting a document
• 7:39
  or dealing with an inspection item
• 7:42
  or anything like that
• 7:43
  you need to be a part of
• 7:45
  that process
• 7:46
  you got into the business
• 7:47
  to be successful
• 7:49
  and so now's your opportunity
• 7:51
  to make sure that you can do that
• 7:52
  and you can leverage
• 7:53
  this system
• 7:54
  throughout your entire career
• 7:56
  and the more
• 7:58
  that you can start to
• 7:59
  do it yourself
• 7:59
  and learn that
• 8:00
  and then start to leverage
• 8:01
  and outsource
• 8:02
  the bigger you can grow
• 8:03
  as we know everyone says okay
• 8:05
  be a producing agent
• 8:06
  and then start a team
• 8:07
  and do all the things
• 8:09
  well you won't have those options
• 8:10
  if you can't
• 8:11
  dial in how to become a successful agent
• 8:13
  on the front end
• 8:15
  and this client journey
• 8:16
  and this plan
• 8:17
  and the back end
• 8:18
  is going to help
• 8:19
  every client's journey
• 8:20
  is going to be just
• 8:21
  a little bit different
• 8:22
  but if you start building out the framework
• 8:24
  you're gonna come
• 8:25
  such a long way
• 8:26
  from the time
• 8:27
  you know you're building it out today
• 8:29
  where you're like
• 8:29
  well I don't really
• 8:30
  know exactly
• 8:31
  what to put in
• 8:31
  this client
• 8:32
  journey you know
• 8:34
  in 3 or 4 years
• 8:34
  when you have 2030
• 8:36
  clients rolling
• 8:37
  through there
• 8:38
  then you can
• 8:38
  absolutely you know
• 8:40
  you've done it
• 8:41
  you built it
• 8:41
  from the ground up
• 8:42
  you did it and now
• 8:44
  it's just fine
• 8:45
  tweaking and fine tuning
• 8:46
  everything that you can do
• 8:48
  to provide that
• 8:49
  exceptional experience
• 8:51
  that's memorable
• 8:52
  that turns into referrals
• 8:53
  and that's exactly
• 8:54
  how you exponentially
• 8:55
  grow your business
• 8:56
  is through providing
• 8:57
  the very best service
• 8:58
  the very best value you can
• 9:00
  at all times
• 9:01
  so as an agent
• 9:02
  never give up
• 9:03
  you know that
• 9:04
  one on one connection
• 9:05
  with your clients
• 9:06
  if you're a team lead
• 9:07
  and stepping back
• 9:08
  you're still gonna have
• 9:09
  you know your base clients
• 9:10
  never give that
• 9:11
  one on one you know
• 9:13
  service time up
• 9:15
  because as we continue
• 9:17
  to move towards
• 9:18
  you know this
• 9:20
  new technological industry
• 9:22
  if it's just like
• 9:23
  dealing with a computer
• 9:24
  and just like doing that
• 9:26
  all the algorithms
• 9:27
  and all the marketing
• 9:28
  and all the things that those
• 9:29
  bigger corporations do
• 9:30
  will absolutely
• 9:31
  replace you
• 9:32
  so if you're
• 9:34
  an agent who
• 9:35
  does a buyer
• 9:35
  consultation
• 9:36
  and shows up to closing
• 9:38
  I have to tell you
• 9:39
  that you're probably
• 9:39
  going to be
• 9:40
  pretty easily
• 9:41
  replaced because
• 9:42
  those things
• 9:43
  are definitely
• 9:44
  the bookends
• 9:45
  and I get it
• 9:46
  like I get that
• 9:46
  would be really cool to
• 9:47
  sit from a desk
• 9:49
  I mean I closed
• 9:49
  deals in COVID too
• 9:51
  but if that's all you do
• 9:52
  and you don't have
• 9:53
  any you know
• 9:54
  management of the experience here
• 9:56
  and it's always buyers
• 9:57
  agents and Vas
• 9:58
  and everybody
• 9:58
  crushing you know
• 10:00
  the deals for you
• 10:01
  then not only
• 10:02
  are you at risk
• 10:03
  when that person
• 10:04
  who provided
• 10:05
  that one on
• 10:06
  one experience
• 10:07
  showed the homes
• 10:08
  and was there
• 10:09
  for inspection
• 10:09
  and did all of that
• 10:11
  when that person
• 10:12
  goes to resell
• 10:13
  and that person's
• 10:13
  left your team
• 10:14
  they'll probably
• 10:15
  remember them
• 10:15
  and call them
• 10:16
  so sure some
• 10:18
  millennials love
• 10:19
  the you know
• 10:20
  tech tech piece
• 10:21
  and all of that
• 10:22
  and there's
• 10:22
  always gonna be
• 10:23
  people that
• 10:24
  you know feel like
• 10:24
  they can do it
• 10:25
  on their own
• 10:26
  no matter what their age
• 10:27
  but if you are
• 10:29
  an agent that is
• 10:31
  just a bookend
• 10:32
  and just doing
• 10:32
  it you know
• 10:33
  a shiny face
• 10:34
  you're eventually
• 10:35
  going to lose
• 10:35
  some of that market
• 10:36
  share and lose
• 10:37
  the ability
• 10:38
  to continue
• 10:39
  to scale your business
• 10:40
  so be a part of it
• 10:42
  make sure it's
• 10:43
  build it how
• 10:43
  you want it to be
• 10:44
  how you would want to be served
• 10:46
  and absolutely
• 10:47
  you will see success
• 10:48
  in this business
• 10:49
  for the long term
• 10:50
  and it'll be easier
• 10:51
  to you know
• 10:52
  pull back and outsource
• 10:54
  when you actually have
• 10:55
  the foundation laid
• 10:56
  so that's all I got
• 10:57
  for you today
• 10:58
  helping real
• 10:58
  estate agents win
• 10:59
  every single day
• 11:00
  at the game
• 11:00
  of Real Estate
• 11:01
  if you have any questions
• 11:02
  let me know
• 11:02
  if you're interested in
• 11:04
  partnering with me
• 11:05
  and we can build this
• 11:06
  out together definitely
• 11:07
  book a call
• 11:08
  at the link below
• 11:09
  artieagentwolfpac com
• 11:11
  and I'd be happy
• 11:11
  to chat with you
• 11:12
  talk to you
• 11:12
  soon bye bye