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Buyer Strategies for agents With John Schuchman · The Real Estate Agent Playbook

• 0:00
  What's up guys as we kind of take a step back this month and we're going to talk
• 0:04
  about direct buyer and seller strategies.
• 0:08
  Today I'm going to bring back John Shookman my business partner who
• 0:12
  was on last week's episode about surviving in the real estate industry.
• 0:16
  We're going to bring him on and we're going to talk about specific buyer
• 0:19
  strategies that he used to build his business over the last few years.
• 0:23
  Absolutely next level stuff so can't wait to To bring him back.
• 0:27
  I will also bring him back later on in the month to talk
• 0:30
  about his listing strategies.
• 0:32
  But today we're going to focus on the buyer strategies and see if we can give
• 0:35
  you a few tactical things that will help you, you know, get a couple more deals as
• 0:40
  we close out 2023 here in the second half.
• 0:43
  As always, like, comment, subscribe, but let's get into
• 0:46
  the episode and bring back John.
• 0:52
  What's up guys, we have my business partner, John Shookman
• 0:54
  back, as you heard in the intro.
• 0:57
  John, thank you so much for coming back today.
• 0:59
  We are going to talk about your unique buyer strategies.
• 1:03
  This is going to be a quick hitter.
• 1:04
  We just want to know what you've done to be successful with buyers in the market.
• 1:08
  So thanks so much for tuning in, or joining me today and, let's get into it.
• 1:13
  So how are you doing today?
• 1:14
  I'm good, man.
• 1:15
  Good to see you.
• 1:16
  Perfect.
• 1:16
  So, tell me a little bit about, your success in real estate.
• 1:20
  I know it took you nine months to get a transaction, but
• 1:22
  then you kind of exploded.
• 1:24
  What were you doing with buyers, kind of as a newer agent to get off the
• 1:28
  shnive and kind of get that first transaction and how did it kind
• 1:31
  of exponentially grow from there?
• 1:33
  Yeah, I think I, I had a benefit.
• 1:36
  It was a pain in the neck at the time, but I'll now tell you it was a benefit.
• 1:39
  My first buyer in real estate, we saw 63 homes guys do not ever do that.
• 1:46
  My check was 2, 200.
• 1:50
  I promise you I spent more in gas.
• 1:53
  The on those showings that I earned.
• 1:56
  But that's okay.
• 1:57
  But here's the deal.
• 1:59
  I remember showing them and I probably got about, I don't know, 15, 20 showings
• 2:03
  in and was like, this sucks, right?
• 2:06
  But what I did from there was leverage that and realize, well, dang it.
• 2:11
  Now, again, the client was originally searching in Pennsylvania
• 2:14
  and then Maryland and back and.
• 2:16
  So it normally isn't 63 showings, but that's kind of what happened
• 2:20
  and why it was so many showings.
• 2:23
  So instead of moaning and complaining about it like I wanted to do, I
• 2:26
  said, how can I leverage this?
• 2:28
  Right?
• 2:29
  And so, that's exactly what I did.
• 2:32
  I shared it on social media to the point.
• 2:34
  Where, you know, June of 2020 was when my first deal settled and that, that
• 2:39
  first deal, I met them in November.
• 2:41
  So from December to April, we looked at homes and people said to me,
• 2:46
  they would say, you're crushing it.
• 2:47
  You're crushing it.
• 2:48
  You're crushing it.
• 2:48
  I was like broker than broke is how I felt.
• 2:51
  And I guess we were at the time living off my wife's 40, 000 a year job.
• 2:56
  But I learned from that, that you can leverage social media.
• 2:59
  So again, When you're out, so now you see it in every single thing that I do,
• 3:05
  Jeremy, you see it when I post, right, happy clients, I, I do a lot of my
• 3:10
  showings, I will at least post on a story, you know, if I've got a lot to post,
• 3:14
  I did a showing last Sunday and didn't post it, so when I have no content, you
• 3:19
  know, in a week or two or whatever, I can just post that and be like, afternoon
• 3:23
  showings, nobody is really like, well, John, you posted that in July, bye.
• 3:27
  And that house was something you saw in June.
• 3:30
  Nobody knows.
• 3:30
  Nobody cares, right?
• 3:32
  So I have like a content log where I just favorite stuff and post it.
• 3:35
  But by doing that, people saw right.
• 3:38
  Happy clients at the settlement table with a gift that I buy for every client.
• 3:42
  And that kind of made me stand out and people want to work with people
• 3:45
  that that they know, like, and trust.
• 3:48
  So when you saw my post, you're like.
• 3:51
  Hey, that person looks happy.
• 3:52
  I want to be happy too.
• 3:54
  And right.
• 3:54
  I'm telling you kind of non verbally through what you see,
• 3:58
  like, do you want to be happy?
• 3:59
  Come work with me as your realtor.
• 4:01
  And it works.
• 4:02
  I still have people that, I won't talk to for months or even years at a time, they
• 4:07
  will see your posts and they will message me and they become a potential client.
• 4:10
  So that's kind of how I've built it.
• 4:13
  Yeah, that's, that's awesome.
• 4:14
  And just for context, you know, I, I have a, Mini series that I'm considering
• 4:19
  is stupid questions Realtors ask on Facebook groups, and you know, how,
• 4:24
  you know My favorite one is I have 500.
• 4:26
  Where should I spend it?
• 4:28
  Nothing John did cost money except for driving around gas
• 4:32
  and that's part of the job And so he's he's leveraging social media.
• 4:36
  He looks like a busy Realtor the next dumb question that people ask
• 4:39
  is what happens if my client asks me, if I've sold any houses or whatever.
• 4:45
  Well, John showed that he was the busiest realtor in town because he
• 4:49
  built his business through social media.
• 4:50
  The people that he's helping are probably in his sphere and they
• 4:53
  see that he's busy, so they don't have to ask him that question.
• 4:57
  And so that's, that's kind of that piece in a nutshell.
• 5:00
  And it's, it's super important to, to do that.
• 5:03
  And so talk to me about a little bit about how that's.
• 5:06
  Kind of come about.
• 5:07
  And now how you're now leveraging that and how you're using that.
• 5:13
  Now that you're not a newer agent and you have a little bit, how do
• 5:15
  you leverage social media to help your buyers, and educate them?
• 5:19
  Or, you know, what do you use social media for as far as that goes?
• 5:22
  Well, I'll just go back to the driving around.
• 5:24
  That's why I bought a Tesla because now it only costs me, it probably
• 5:27
  would have cost me 300 now to show all those houses instead of a 2000.
• 5:31
  But I think, yeah, the, the biggest thing is like the connections, right?
• 5:35
  Connecting with people that are interested in selling.
• 5:37
  I've got people deals, that they didn't, you know, and I've, I've kind
• 5:42
  of connected with buyers, connected them with a potential, home.
• 5:46
  through social media, right?
• 5:48
  I'm, I'm scouring groups.
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  And I think another thing too, for realtors out there
• 5:52
  is I see it all the time.
• 5:55
  And I released a podcast episode about this called the early bird
• 5:57
  gets the worm because guess what?
• 6:00
  In these Facebook groups in your area.
• 6:02
  So for me here in Lancaster PA, there's a lit it's PA group.
• 6:05
  There's a Lancaster PA rentals.
• 6:07
  purchases, you know, buying homes.
• 6:09
  I have the notifications turned on for all of those groups.
• 6:12
  So as soon as we get off this call, one of the first things I'll do is
• 6:15
  check my Facebook notifications, right?
• 6:18
  And just see, Hey, did anything pop up?
• 6:20
  Does anyone need a realtor near me?
• 6:21
  No.
• 6:22
  Okay.
• 6:22
  Leave Facebook.
• 6:23
  The other thing too, is right now, the power at exp with the referral networks.
• 6:28
  I got one yesterday where I was the first person to comment.
• 6:30
  It said, need a, need a realtor, Lancaster PA.
• 6:33
  Boom.
• 6:33
  I jumped on it and it was a done deal.
• 6:36
  I got the thing and she was like, you just called me within 30 seconds.
• 6:39
  And I'm like, yeah, because I had notifications turned on.
• 6:42
  Now it doesn't really change my life.
• 6:44
  Right.
• 6:44
  I can scroll.
• 6:45
  I can quickly look at my notifications.
• 6:47
  One just popped up, need a Nashville agent.
• 6:49
  Right.
• 6:50
  If that were to say Lancaster PA, I'd probably be like, Jeremy, we got to stop.
• 6:53
  I got to respond.
• 6:54
  But I just think it.
• 6:56
  It's kind of the silly stuff, right?
• 6:58
  We're all like kind of looking at our phone anyway.
• 7:00
  And Oh, that client texts me this.
• 7:02
  It's just a very quick Facebook or workplace notification where
• 7:06
  it gets me connected with people.
• 7:08
  Facebook is such a great tool to connect with.
• 7:12
  And I think a lot of the things you'll see on Facebook will really the.
• 7:16
  It's, I don't know that I'm producing content that like, buyers
• 7:19
  are like, oh, I love his content.
• 7:21
  They just see me, my family, you know, my, and I've kind of
• 7:25
  said my Facebook is, personal.
• 7:28
  It, it kind of is a, my Facebook is a living and breathing portfolio of
• 7:32
  everything important to me, my family, my faith, my, you know, real estate business.
• 7:35
  So, but people like to work with people that they like, you know,
• 7:39
  I was coaching someone recently about this and how it could help.
• 7:42
  She's like, well, I don't understand how this could help my business.
• 7:44
  I'm like, let's say you meet someone, right?
• 7:47
  You're going out, you're at a restaurant, you hear them talking.
• 7:49
  And this person, she's a realtor in California and she loves to travel.
• 7:54
  I'm like, you could literally, maybe you hear them talking.
• 7:58
  About a trip to Europe and you could be like, Oh my gosh, I've been to Europe.
• 8:01
  Where are you going?
• 8:01
  Or even if you share that personal stuff on Facebook, right?
• 8:06
  Someone, a friend of yours from college might connect and be like, Oh, you know,
• 8:10
  Jeremy, I saw that you've been traveling.
• 8:12
  Like, how was your trip?
• 8:13
  I love it there.
• 8:15
  They might be like, Oh, I didn't even know you were in real estate.
• 8:18
  They might end up moving, wanting to move to Colorado.
• 8:21
  Who's going to be the person that they contact like some stranger or
• 8:25
  Jeremy, who I talked to two months ago and loves to travel and loves, you
• 8:30
  know, we both love the Denver nuggets, whatever it is, that kind of stuff.
• 8:34
  Yeah.
• 8:34
  So it's just putting it out there, being human, having your clients connect with
• 8:38
  certain things is absolutely the case.
• 8:40
  Now, we're going to wrap this up, but I.
• 8:42
  I do want to ask John, and I know the answer to this.
• 8:45
  This is a leading question.
• 8:46
  So, tell me about a little bit about your client testimonials and tell me
• 8:52
  how many testimonials have you received?
• 8:54
  From your clients.
• 8:56
  And why is that important?
• 8:57
  Yeah, I love this.
• 8:58
  This one's so great.
• 9:00
  I've been in the real estate business for years.
• 9:02
  100% of my clients have left me a review.
• 9:06
  It is important because it is the lifeblood of your business.
• 9:09
  So let's even go back to Facebook, right?
• 9:11
  I can sit there and be like, John is an amazing realtor.
• 9:14
  And you'll say, you'll read that as John's a cocky jerk who talks
• 9:18
  about myself, about himself.
• 9:20
  But guess what?
• 9:21
  If I share a photo of my client with the testimonial or the written testimony in an
• 9:26
  image or just the text, whatever, you're like, holy cow, John's clients love him.
• 9:32
  I have a template guys.
• 9:34
  Realtors make this so freaking hard.
• 9:38
  I have a template, right?
• 9:39
  And I'll share with anybody that wants it.
• 9:41
  Now you'll change the links, but I send this template to every client.
• 9:45
  Jeremy, not only that, not only do I get a hundred percent of my clients to give me
• 9:49
  a review, most of them leave them on all.
• 9:53
  For sites, my number one is Google, Facebook, then Zillow and Realtor.
• 9:59
  com.
• 9:59
  Most of the agents...
• 10:00
  Oh, oh, Zillow.
• 10:02
  Well, I understand...
• 10:03
  I'm just kidding.
• 10:03
  I'm just kidding.
• 10:04
  But it doesn't matter, because I explained to them in this template why reviews are
• 10:08
  important, how it helps my business, and they literally, not only do I get 100%,
• 10:13
  probably 80 to 90% of them copy and paste them and go on every single site, right?
• 10:19
  I was in my county two years in a row.
• 10:22
  in 2021, I was the number two agent in terms of most reviews.
• 10:27
  2022, I was the number one agent.
• 10:30
  We don't ask.
• 10:32
  We go through this whole stinking real estate process and then
• 10:35
  we're like, Thanks so much.
• 10:37
  Like, no, I ask.
• 10:39
  And here's the deal, guys.
• 10:41
  I joke about it the whole time.
• 10:42
  So I had a client once.
• 10:43
  His name is Jeremy.
• 10:44
  He's much nicer than Jeremy Cain.
• 10:46
  Just kidding.
• 10:47
  But his name was Jeremy.
• 10:49
  And I, long story short, Someone at my church connected me to Jeremy you
• 10:54
  interested in new clients always I connect with Jeremy on the phone We talked for
• 10:58
  two hours an hour and then he goes.
• 11:00
  Hey, we actually thanks so much.
• 11:02
  We're excited to work with you There's a homecoming on the market.
• 11:06
  Oh, there's a home on the market, but it says all offers
• 11:08
  would do it tonight at 6 p.
• 11:09
  m And I'm like, I look at my watch.
• 11:11
  It's 4 p.
• 11:12
  m.
• 11:12
  And I'm like I can be there at 5.
• 11:14
  Can you be there?
• 11:15
  So I, not only did I just talk to these people, I drive an hour, okay?
• 11:19
  They didn't like the house, didn't work out, no worries.
• 11:22
  But they just said, thanks so much for coming, it was really nice to meet you.
• 11:25
  And they were kinda, you gotta read, feel the clients out, right?
• 11:28
  But they were like funny and sarcastic.
• 11:30
  And so they're like, thanks so much for coming, you're amazing.
• 11:33
  And I go, I know, make sure you write that in the five star
• 11:35
  review when we buy your house.
• 11:39
  We're under contract probably six months later.
• 11:42
  And I missed a call from Jeremy.
• 11:44
  And I said to him, I called him back, I'm like, I'm so sorry I missed your call.
• 11:48
  I said, make sure you write that in the one star review.
• 11:50
  And he laughed, he thought it was hilarious.
• 11:52
  So I just kinda, you gotta feel out the relationship.
• 11:54
  There's certain people I don't joke with, but.
• 11:57
  I, I joke about it to the point where the weekend before settlement on their new
• 12:01
  home, they are, they're clear to close.
• 12:04
  I sent a Jeremy a text.
• 12:06
  I said, Hey, can you do me a favor?
• 12:08
  He goes, no, John, I'm not giving you your freaking five star review right now.
• 12:12
  Leave me alone.
• 12:12
  Like.
• 12:13
  But right after settlement, they did it.
• 12:17
  Here's, here's the trick.
• 12:18
  Have a template, ask.
• 12:20
  Most of you don't even stinking ask.
• 12:23
  And number three, I barely, I have never let a client get past the settlement
• 12:29
  table with at least mentioning the review.
• 12:32
  Normally I will say, Hey, can you, you can just email it to me right now.
• 12:35
  Here's the link right now, right?
• 12:37
  Two or three days before settlement, or guys, I've had people that are like,
• 12:41
  well, I don't know how to use a computer.
• 12:43
  Well, guess what?
• 12:44
  Jedidiah, that is totally fine for the 15 minutes at settlement.
• 12:48
  When they are making copies, I'm going to create an email.
• 12:51
  Jedidiah rocks at gmail.
• 12:53
  com.
• 12:54
  We're going to just create the email right there.
• 12:55
  Since you don't know how to use a computer and I'm going
• 12:58
  to let you type up the review.
• 12:59
  I'm going to submit it on that Google profile.
• 13:02
  Log out and that account never needs to be used again, but they
• 13:05
  typed the review and put it there.
• 13:07
  Don't let, Oh, I don't use technology keep you from getting a review.
• 13:11
  There's always a workaround.
• 13:13
  I've had people that literally Write it down on a piece of paper and say
• 13:18
  I can send this to my back office for a review like that's what it Takes to
• 13:22
  get it on my social media and website.
• 13:23
  That's fine.
• 13:25
  Yeah, that's pretty impressive So yeah, absolutely and obviously John Where can
• 13:30
  people connect with you, to get all this information if they're interested in the
• 13:35
  text template or a little bit of coaching, the membership, the, the podcast, where's
• 13:39
  the best place to connect with you?
• 13:41
  Yeah, website, therealestatesurvivalguide.
• 13:43
  com is where you can find me.
• 13:45
  You can text me.
• 13:45
  Yes, I'll give you my number 610 568 4651.
• 13:50
  Happy to connect with anybody anytime.
• 13:51
  And also socials, you can search John Shookman and find me there.
• 13:55
  That's awesome.
• 13:55
  Thanks so much for that and go check out those reviews and and the the coolest
• 14:00
  part about all of this especially for newer agents and and agents struggling
• 14:03
  is all of this is Very implementable.
• 14:06
  It's not, you know, Penn park coaching series.
• 14:09
  It's just sit down with John and he can absolutely help you whether you're, you
• 14:13
  know, in his organization and joining us in the Wolfpack or, you know, just
• 14:17
  interested in the membership or just want the text template, reach out to him.
• 14:21
  It'll take care of you.
• 14:23
  And a lot.
• 14:24
  And for a lot of, just last thing for, for a lot of people, right?
• 14:28
  This, a lot of these things you can implement your business don't cost a dime.
• 14:33
  Yep.
• 14:33
  And that's, that's the thing.
• 14:34
  That's why that's a stupid question.
• 14:36
  I have 500.
• 14:37
  What should I do with it?
• 14:38
  Go buy yourself, go buy yourself five dinners and are inflated.
• 14:42
  Go spend a hundred dollars on all your clients and then get on a call
• 14:45
  with me and I'll help you for free.
• 14:46
  Figure out how to use social media to get five more.
• 14:49
  Perfect.
• 14:50
  Sounds good.
• 14:50
  Thanks, John.
• 14:51
  Thanks, bro.
• 14:52
  Thank you so much for tuning in.
• 14:54
  I hope that helped.
• 14:55
  If you're interested in partnering with John and myself at The Wolfpack,
• 14:58
  please connect with John below.
• 15:00
  I will link all of his information.
• 15:02
  As well, if you're looking for a real estate agent podcast,
• 15:05
  it's absolutely next level.
• 15:07
  If you like what I'm doing here, he will absolutely bring another.
• 15:10
  Facet to your real estate education.
• 15:13
  And so connect with him.
• 15:15
  All stuff will be linked below as always.
• 15:17
  Please like comment, subscribe, share this episode with your
• 15:19
  favorite real estate agent.
• 15:21
  If you're listening on the podcast and we'll talk to you guys soon.
• 15:23
  Bye bye.