WEBVTT
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Alright, welcome back to the Hyper Fast Agent Growth Show.
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For today's episode, we're taking you back to the Hyper Fast Summit, which was just held a few months ago.
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So if you missed out on seeing that amazing event in person, well, here's a chance to get some of the lessons that you would have learned if you were there.
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So we've got another panel up.
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If you guys listened to the last episode, you saw an amazing panel.
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This one's just as amazing, right?
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We've got Karen Hall, Magalie Patterson, James Buckley, Nick Bush, and Nicole Saeed being interviewed by one of the top title reps in the entire industry.
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So sit back, relax, get your pens out, take notes.
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You're gonna learn a lot and have fun.
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See you guys.
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Welcome to the Hyper Fasting Productions, we'll go through differently.
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He goes, What are you gonna do, man?
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I said, Whatever I want.
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Alright, so we just heard from a top producer.
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Now we're gonna hear from six more.
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What do you think about that?
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You're right here.
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All at the same time.
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Let's give the crew a round of applause here for putting this thing on.
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This thing is unbelievable.
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So this next panel brings together agents who are winning in different markets with different models, and they're gonna share what's actually working right now.
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Okay?
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So moderating the conversation is Kat Hoke, and joining her on stage is Karen Hall, Magley Patterson, Nick Bush, James Buckley, and Nicole Saeed.
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Give them a round of applause, everybody! There they are, all right.
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Come on up.
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Thank you so much.
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Hi, I'm Cat Hoke.
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I'm with Allied Title, and I am so thrilled to be here with each of you.
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So if you're ready, let's just get right into it.
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Um we have a very diverse group of top agents here.
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I'm thrilled to be moderating, and you're all with different teams, different brokerages.
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So I want to just dive in for a question for each of you, all panelists.
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What is currently driving your business?
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Fear, social media, teams, paid leads, what right now is actually producing results?
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I'll start with you and hand it down.
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Okay.
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Hi everyone, my name is Maggie.
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What's really driving our business right now is actually having conversations that drive relationships.
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Most importantly, about how a little bit half of more of our business are referrals past clients, and the other ones are going to be PPC and Reddit.
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Hi, I'm Nicole Saeed.
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Um I think what's driving my business right now is thinking outside the box, um, solving problems instead of just being a real estate agent.
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What's driving my business is here, it's hands down the biggest growth that I've had over the last 12 months.
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Uh and it's touching people in all of the platforms and all of the ways uh and reaching out to them.
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Hi, I'm Karen Hall.
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I am a broker team leader, but also I do about 30 million consistently in my own personal production.
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That is 98% referral, and 2% is from one postcard campaign that we run.
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Hi, my name's Nick Bush.
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Um what's really driving my business is uh social media, I'm sorry, is sphere of influence.
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So I do a lot of repeat business with my clients, so just staying in touch um organically.
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Also, we leverage our tech uh our tech stack to see who's engaging and opening and looking at home values, and we go talk to those people.
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So, really just using the tech stack intelligently um to figure out how to continue to build a relationship with our past clients.
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Sorry?
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Hello?
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A lot of great answers there, thank you.
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Um, this next question is for Karen.
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I did a little research.
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You have positioned yourself, it's really impressive, around military recall uh recollection.
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How much of your business comes from that niche?
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And was that intentional, or is that something that's developed over time?
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Um so kind of both intentional and developed.
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Um I got my license in 2004.
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It'll be just PCS tier.
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I didn't know anybody in Virginia, and I didn't know anything about real estate, but I knew that the needs of the military community was different and that I got it.
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I went out, bought an H2 Hummer, it was bright yellow, put military specialist and my name all over it.
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Um and that has just tightened.
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My my biggest gratitude that I have is that from day one I had the confidence to go all in and just become the subject matter expert on one thing.
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And that's still 98% of my business today.
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So that is the best decision.
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And now we've evolved all the way to the name of our company and team is Foxtrot Company to just be loud and proud and draw in anybody that's in the military community.
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So yeah.
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Thanks, Karen.
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This next question is for Nick and James.
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If you had to start over tomorrow with zero pipeline, all over, nothing in the pipeline, what would you do first?
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And how quickly do you think that would realistically convert?
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So, two questions there for you.
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When people ask me this question, I think about it like if I had to move to an entirely different market, how would I um build my business?
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And I think the easiest, best, and uh most cost-effective thing is to do open houses.
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Um and the way I would do it, at least in this market, is I would do an open house on Saturday, 11 to 1, and I would do another one at 2 to 4, and I would do the same thing on Sunday.
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And then a lot of times you can get Thursday open houses as well because that's when houses are going on the market.
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Um and I would meet probably 20 to 40 people um every week, and then I would create a system to uh to you know reach out to those people, follow up, and I think that that would probably turn into business.
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I mean, in the next 90 days, and after six to nine months, I'd have a super full pipeline and probably be outpacing all of the agents in the market.
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James, same question.
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I'm gonna get real creative here and I'm gonna say the open house.
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Um, but I'd use the open house as the hub and then build everything around that.
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So circle prospect over the phone and door knock uh and and everything else around it.
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Uh, you know, page social media uh through Vortex, geo leads, and just build everything around that.
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Invite my sphere uh and have a sphere party um at the open house uh and uh neighbors only, but just have everything centered on the open house.
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Open house, write that down.
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Um this next question is a kind of a tricky one.
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Where do you think, and this is for everyone, where do you think agents are wasting the most time right now?
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And what is something that you're seeing agents do that feels productive but isn't?
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All right, I think um what agents are wasting the most time on right now is just ping-ponging around.
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So you heard like three agents already say on the stage, really picking that one thing and going all in.
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So the ones that hear, like, hey, so and so is like phenomenal expires, and so-and-so is amazing at open house.
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So let me learn expires, let me learn open houses, and you never go deep on one thing, and then you feel frustrated that it's just not going anywhere.
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I think uh busy work that doesn't convert your business.
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So whether it be social media, social media is so important, but if it's not converting business and it's not starting conversations with people, it's just taking up your time.
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And I think that that goes along with anything that you do.
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Sending emails, um, if they're not converting, then you need to change things up.
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So uh social media and branding and rebranding and rebranding, anything just to echo, uh, you know, if social media is not converting, then either figure it out or do something else.
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I see a lot of people see other people successful in social media, but they're not doing it in a way that's converting.
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Um also related to social media, I think agents, tons of us are wasting time on inconsistently using social media, number one.
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But number two, a lot of people are focusing on telling people what you are.
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I am a realtor with just listed and just sold and coming soon.
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Instead of sharing with people authentically who you are.
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That's what they connect to.
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And tons of people are wasting time on that.
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Um slightly controversial on what looks like busy work is touring homes with people.
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80% of those houses are not gonna meet mission anyway.
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So dig into your skill level in pre-screening these homes for people, whether it's the online or getting really good at a way we do videos, we train on that.
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But stop driving all over the place touring houses with a bunch of people instead of touring it for them.
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Yeah, I think I'm just gonna, a mix of all the answers that you heard before, I think I like to look at this in the in the sense of um, you know, kind of like basketball, right?
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Like Steph Curry is the greatest shooter of all time.
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Like he should never be working on dunks, right?
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And so a lot of agents come to an event like this, and you get a bunch of ideas, and you're like, okay, I'm gonna go do those six things.
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And it's like, well, you haven't even extracted, you know, what you do really well, um, like from the one, the one lead gen source, right?
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So I used to do that when I was a new agent, I'd come to an event, I'd be like, okay, like there's nine things I need to do.
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And then I learned, like, okay, I get all my business from the sphere, so let me just do that more, right?
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And uh I also agree that um there's a lot of branding happening and not a lot of conversations happening.
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So it's cool to tour homes and get listening videos and make your social media something fun to look at, but if you're not having conversations with um people who are looking to buy and sell, that's not gonna convert into business.
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So I think everyone up here agrees that being busy doesn't always translate into business.
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So shifting gears a little, this next question is from Magalie and Nicole.
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What is the biggest mistake you see agents making when trying to get into production?
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And what should they be doing instead?
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All right.
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I would say the biggest, biggest mistake really starting out on getting into production is just not getting the reps in.
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Um I have a story, a parable that I share with all my new agents starting out.
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So it's just think of a pottery class.
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You split the class into two, and the professor tells one class in a hundred days, I want you to work every single day to make the very best pot.
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And at the hundredth day, I want to see what that pot looks like.
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And then the next class, hey, it doesn't have to be perfect, but what I want you to do is I want you to make one pot every single day for the next 100 days.
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Can you all guess which class end up with the best pots across the board?
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One or two?
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Two, right?
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So it's all about the reps.
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Reps are really, really big, so we get agents on the phone right away.
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And it's not just about making phone calls because that's wasted time, right?
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It's actually having conversations.
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And what's helped us a lot is using Shiloh.
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Who's heard of Shiloh?
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It's like a coaching assistant, yes.
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Um, so that's been huge because then the agents don't necessarily feel that pressure on themselves.
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They can go into Shiloh, they can get that feedback, um, and asking for the appointment is what we've really, really have been pushing them that specifically pretty hard lately.
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Um so a little background about me.
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I've actually only had my license for 54 days.
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Um I have eight uh clients active right now, and I've ratified three contracts, um, I've had one closing.
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Um and so I think the biggest thing that I can say about my first 54 days is say yes.
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Say yes to the follow-up phone calls, say yes to the open houses, say yes to those appointments that make you uncomfortable, say yes to sitting up here with a with a lot of people who have a lot more experience than I do, um, and just get comfortable with being uncomfortable.
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I think so many new agents, uh, they think that they have to be ready.
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And production starts with action.
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So just be consistent and intense.
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Thank you.
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That was great.
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Say yes.
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Say yes to moderating a panel if anyone ever asks you.
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Um so next question, this is for all of you or whoever wants to answer it.
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What's something about your brokerage model that actually matters and something that doesn't?
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Anyone?
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Um I would say top leadership is huge.
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So at our brokerage at EXP, we're super, super fortunate to have Leo at the helm.
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And then also who you partner with, right?
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The collaboration.
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So having access to not only top producers, mega producers who just you all heard earlier with Casey, right, she was getting shout-outs, how it's just a great environment.
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Uh, I think picking a brokerage that's really the people are core, the a little bit least important, like you know, the branding, office space, and that's not as important, right?
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The people and who you're associate with is really important when picking a brokerage.
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Yeah, I would say that proprietary tech is the least important thing at a brokerage.
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Technology is changing so fast, and all the millions and billions of dollars that a brokerage spends on its own proprietary tech has just, you know, that that advantage has been washed away with lovable and all the rest of the tech platforms because it's changing so fast.
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Anyone else want to take a stab at this one?
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Okay.
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This next question is for Nick.
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So in an industry where we are looking to scale, there are systems to help you do that.
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How does personality still play a role?
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Um, I think that um, you know, you have the the people that you're working with have to um trust you and like you and believe that you're gonna be the person to kind of get them to that finish line.
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And I think that for me, I'm lucky because you know, I grew up in Northern Virginia and Anadale around a bunch of different types of people, so I'm able to connect quickly with folks, but I I think that you just need to leverage you know what you know um about the industry and and how you can help people and just like meet people where they're at uh to drive the relationship and build it, and by staying in touch after the fact, that's how you continue to build and leverage.
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Yep.
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Sounds right.
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Uh next question is for James.
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So, what is something that agents tend to overcomplicate?
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Something they overcomplicate that actually should be pretty simple.
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A lot of people take a ton of time preparing for a phone call, preparing for a situation, and really that's gonna keep you from the conversations that will lead to business.
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And so if you just get on the phone or knock on the door uh or quickly put together a happy hour event or whatever it is, uh don't up don't overcomplicate that.
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You want to just be in front of people so the conversations can flow because everything else is just friction to the conversation.
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Yep.
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Instead of over-preparing, just do it.
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Okay, well, James, hold on to the microphone.
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The next question I'll start with you and then Nick and Magley.
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What breaks first when you start scaling?
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And how do you address it?
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How did you address it?
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Uh time with my family uh was is what broke first.
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Uh so uh getting a transaction coordinator uh and admin staff to help.
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Uh and then um then crowdsourcing help with with showings.
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Um obviously you still want to keep the relationship, um but you don't have to open all of the doors.
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Uh and mixing those two and having that be a feature instead of having to apologize for it and making sure that the client can see that home uh you know on their schedule.
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You know, I I I have someone that's gonna see a home at 855 tonight.
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I'm not gonna be there, I'm gonna be with my family.
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I think for me it was um like having to be accountable to other people.
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So when you start to get VAs and admins and agents on your team, you have to take everything that you've been doing in your head so efficiently and effectively, um, and you have to be able to communicate that to the team so they can also win.
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And winning for an agent can mean you know, getting leads, um, helping them find open houses that they can do, and ultimately closing deals.
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And then for your admin, you have to set them up so they can help you.
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So you have to help people help you.
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And I think that if you're just kind of you know, solo agent moving around and in and uh closing transactions, is it's hard to pause for a second and get everything in order so that you can continue to scale up.
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All right, so I would say from a team perspective, what really breaks first for us, at least as we started scaling our standards, because as a team leader, operations and whatnot, you start feeling yourself like spread thin teaching and training.
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So for us to overcome that was really starting to build and put in systems, including onboarding, training, something that's more in a group setting, cohort style, so that you can do it all together and it just it's smooth, right?
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But it's just getting there.
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It's a little bit challenging, but once you have the systems in place, and if you have a great mentor, brokerage, and whatnot, you do not have to build the systems from scratch, ground up, hardcore.
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You could just build in and pop right in with what they already have in place.
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Thank you.
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Nick, if you wouldn't mind passing the microphone over uh to your left.
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This next question is for Karen.
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Do you approach scaling differently because of your niche, or is your focus elsewhere?
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It's funny because I think we all get in this box where we think the way we do things is how everyone else does them.
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So I had to have someone point out to me often that's not the way everyone does things.
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Um for me, I I think it indirectly does because it allowed me to shift my mindset.
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We, by serving the military, we have a mission and a target, and we even have our own give back program.
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So we give back money to heroes on closing day.
00:18:20.160 --> 00:18:26.640
And I was kind of stuck at like a seven to nine million dollar production agent in part because my mindset was one of scarcity.
00:18:26.799 --> 00:18:29.359
These people would come and I'm like, oh, did they hear about the rebate?
00:18:29.440 --> 00:18:30.559
Do I should I offer it?
00:18:30.640 --> 00:18:31.039
Do I not?
00:18:31.119 --> 00:18:32.079
But that's a lot of money.
00:18:32.160 --> 00:18:36.079
Um we've given back over one and a half million at this point, if that gives you an idea.
00:18:36.240 --> 00:18:39.119
Um, the day I was like, you know what, this is ridiculous.
00:18:39.279 --> 00:18:44.640
Let me just flip to an abundance mindset, and I'm like, let me try to give away as much money as I can.
00:18:44.799 --> 00:18:47.519
That's when I jumped up to 30 million and I've just stuck it there.
00:18:47.680 --> 00:18:50.559
No matter what all my other demands are, I'm sitting at that.
00:18:50.720 --> 00:18:59.359
So it wasn't like an intentional thing, but I think that service mindset, flipping it to gratitude and abundance, it just changes the whole trajectory.
00:18:59.440 --> 00:18:59.920
Yeah.
00:19:00.400 --> 00:19:05.599
Is there one thing that you do that you think other agents should not try to copy?
00:19:06.799 --> 00:19:07.119
Me?
00:19:08.160 --> 00:19:08.880
Be me.
00:19:10.480 --> 00:19:12.319
I don't have work-life balance.
00:19:12.400 --> 00:19:15.839
I work 16-hour days, so don't try to keep up with me on it on social media.
00:19:16.079 --> 00:19:18.000
But somebody else might have a better answer to that.
00:19:18.319 --> 00:19:19.680
Would anyone else like to answer that one?
00:19:19.839 --> 00:19:22.559
Anything you're doing that you're like, don't try this at home?
00:19:25.039 --> 00:19:28.400
Well, I have one last question I'll open up to the whole panel.
00:19:28.640 --> 00:19:32.480
If you had, and this is important because I've met some people this morning who just started.
00:19:32.640 --> 00:19:38.240
So if you had to give a brand new agent a 90-day plan, what would you tell them to focus on?
00:19:39.039 --> 00:19:40.720
Um, I can answer them past the mic.
00:19:41.039 --> 00:19:42.559
Um, a thousand percent.
00:19:42.640 --> 00:19:44.400
This is something that people don't know about yet.
00:19:44.480 --> 00:19:46.640
It's called agentinsights.co.
00:19:47.039 --> 00:19:51.039
It's an agent, specific real estate agent assessment that you can take.
00:19:51.200 --> 00:19:53.680
Um, agents insights is plural.
00:19:53.920 --> 00:19:55.440
My agents are obsessed with this.
00:19:55.519 --> 00:19:57.440
It's a new like assessment tool.
00:19:57.519 --> 00:20:03.440
It gives you a whole operator manual, you can get a companion guide, and it's based on your wiring.
00:20:03.599 --> 00:20:07.440
So, ideal lead gen, ideal clients, ways to avoid burnout.
00:20:07.519 --> 00:20:09.440
And my agents are obsessed with this.
00:20:09.599 --> 00:20:11.039
They've uploaded it into AI.
00:20:11.119 --> 00:20:12.319
We've talked a lot about that.
00:20:12.480 --> 00:20:16.640
We've used it in order to help communicate with leads to increase conversion.
00:20:16.799 --> 00:20:23.039
We've used it to create social media, we've used it to they talk about it with their spouses and whatnot.
00:20:23.200 --> 00:20:28.880
Um, but that assessment gives you more than a 90-day plan, and it's just tailored to your wiring.
00:20:28.960 --> 00:20:32.240
Um they print it out, they upload it, they use it for everything.
00:20:32.400 --> 00:20:36.400
So I think it's still not enough people know about it, so it's still dirt cheap, I think.
00:20:36.480 --> 00:20:42.000
Um, but it's just agent insightsplural.co a thousand percent.
00:20:44.319 --> 00:20:48.000
I think if people are being honest with themselves, they know what they're good at, right?
00:20:48.079 --> 00:20:53.119
You know if you're a personable person, you know if you're data-oriented, you know if you don't mind cold calling.
00:20:53.200 --> 00:20:59.119
So I would just figure out like what am I actually good out, good at, and what will I do consistently and do that.
00:20:59.279 --> 00:21:04.799
With that being said, I would choose open houses, um, and I would do them the James Buckley way, because his crush mine.
00:21:05.200 --> 00:21:09.519
Um, and the other thing that um I would do is just remember what the job is, right?
00:21:09.599 --> 00:21:17.440
Like doing social media videos is cool, and like branding is cool, but the the job is to talk to people, right, and find buyers and sellers.
00:21:17.599 --> 00:21:26.720
So I would focus on having real estate conversations, um, following up on those conversations, managing the uh pipeline, and going on appointments.
00:21:26.799 --> 00:21:29.039
Um and that's where that's how you win.
00:21:33.759 --> 00:21:38.319
Yeah, I'm gonna stick with the open house, and not everyone is good at the same thing, right?
00:21:38.480 --> 00:21:42.000
But what I love about the open house is it's not just the open house in person, right?
00:21:42.400 --> 00:21:47.359
It's also phone calls, it's also digital marketing, it it's everything.
00:21:48.160 --> 00:21:57.519
And when you're starting, you can do that everything, and when you have one thing that's really hitting, pour more into that and scale back on the other things.
00:21:57.680 --> 00:21:59.839
But it's all centered around the open house.
00:22:07.039 --> 00:22:15.519
Alright, so the first ninety days, if I was a brand new agent, the very first thing would be, in my opinion, joining a team will definitely bring a big leg up.
00:22:15.680 --> 00:22:19.279
And then really setting the job as the your career is more of a job.
00:22:19.440 --> 00:22:24.160
So every single morning you book that morning slot for yourself as an appointment to prospect.
00:22:24.559 --> 00:22:25.519
Prospect is huge.
00:22:25.599 --> 00:22:29.519
And in the afternoon, we recommend always going out in the field, shadowing other agents.
00:22:29.759 --> 00:22:32.880
If there's no field work in the afternoon, then you prospect some more.
00:22:33.599 --> 00:22:43.039
One thing that's super helpful too for anyone that's with EXP, there is a training called FastCap that's live on Zoom three times a week for 12 weeks, exactly those 90 days.
00:22:43.680 --> 00:22:47.599
Lots of great learning as well if you are more of a solo versus a team.
00:22:49.039 --> 00:22:51.200
So I'm still in my first 90 days.
00:22:51.759 --> 00:22:54.880
I would say the most important thing is also open houses.
00:22:55.039 --> 00:22:56.559
I think that taught me so much.
00:22:57.119 --> 00:23:02.079
Also taking advantage, I'm on a team and taking advantage of every single training.
00:23:02.480 --> 00:23:04.880
Even if you've already been through that training, do it again.
00:23:05.039 --> 00:23:12.559
Because you never know when you pick up another thing or something else somebody says that might hit home and make your business better.
00:23:13.839 --> 00:23:14.240
Thank you.
00:23:14.400 --> 00:23:16.720
And congratulations on all of your early success.
00:23:16.880 --> 00:23:18.480
That's uh that's amazing.
00:23:22.240 --> 00:23:23.839
Thank you so much to our panel.
00:23:23.920 --> 00:23:25.359
I think we heard a lot of great ideas.
00:23:25.519 --> 00:23:29.440
I think a common theme is find out what you do best and do more of that.
00:23:29.599 --> 00:23:35.839
And there are systems and tools and ways to scale your business, and we'll hear all more about that today.
00:23:36.000 --> 00:23:37.759
So thanks again.
00:23:39.200 --> 00:23:41.359
All right, guys, hope you enjoyed that panel.
00:23:41.440 --> 00:23:51.119
If you did, please leave us a comment, tap the five stars, make sure you subscribe, turn on notifications, share it with other people, all of that good stuff.
00:23:51.359 --> 00:24:06.640
And by the way, if you're a real estate agent out there looking to um, you know, get more information or just see what it would be like to partner with us, to partner with, you know, myself, Carrie Shaw, Tim and Julie Harris, um at EXP Realty, right?
00:24:06.799 --> 00:24:09.759
We give you so much when you do that, right?
00:24:09.839 --> 00:24:15.599
You're not just joining EXP Realty and getting the low cap, the low fees, the stock awards, and the Rev share.
00:24:15.680 --> 00:24:33.680
I mean, you're getting all that, of course, but but you're getting it with tons of support, mentoring, free coaching that Carrie, Tim, Julie, and I all provide, uh, probably forty to fifty thousand dollars of additional coaching material and support per year that you get in a value add.
00:24:33.759 --> 00:24:48.880
And you know, most importantly, like we are there as your partners, we are there supporting you, whether that be, you know, how do you sell your next home or how do you start recruiting and building revenue shares so that you can really experience true freedom.
00:24:49.039 --> 00:24:54.720
Uh, if if you're you know at all curious, I would be honored to have that conversation with you.
00:24:54.880 --> 00:24:59.279
Just pick up your cell phone, text me at 703-638-4393.
00:24:59.440 --> 00:25:03.839
Again, that's 703-638-4393, and I'd love to have the conversation with you.
00:25:04.000 --> 00:25:04.799
Thanks for tuning in.
00:25:04.880 --> 00:25:06.240
I'll see you guys next time.
00:25:06.559 --> 00:25:10.720
You've been listening to the hyper bestation growth show with Harry Stroll and Dan Lesnik.
00:25:11.119 --> 00:25:13.920
Real strategies, real results, real estate done differently.
00:25:14.160 --> 00:25:19.440
If you love this episode, subscribe and share it with another engine who's ready to grow.
00:00:00.160 --> 00:00:04.639
Alright, welcome back to the Hyper Fast Agent Growth Show.
00:00:04.879 --> 00:00:10.720
For today's episode, we're taking you back to the Hyper Fast Summit, which was just held a few months ago.
00:00:10.880 --> 00:00:20.000
So if you missed out on seeing that amazing event in person, well, here's a chance to get some of the lessons that you would have learned if you were there.
00:00:20.399 --> 00:00:22.480
So we've got another panel up.
00:00:22.960 --> 00:00:26.239
If you guys listened to the last episode, you saw an amazing panel.
00:00:26.320 --> 00:00:28.640
This one's just as amazing, right?
00:00:28.800 --> 00:00:41.200
We've got Karen Hall, Magalie Patterson, James Buckley, Nick Bush, and Nicole Saeed being interviewed by one of the top title reps in the entire industry.
00:00:41.359 --> 00:00:45.759
So sit back, relax, get your pens out, take notes.
00:00:46.240 --> 00:00:48.000
You're gonna learn a lot and have fun.
00:00:48.399 --> 00:00:49.039
See you guys.
00:00:49.439 --> 00:00:55.359
Welcome to the Hyper Fasting Productions, we'll go through differently.
00:01:10.480 --> 00:01:12.079
He goes, What are you gonna do, man?
00:01:12.799 --> 00:01:14.239
I said, Whatever I want.
00:01:15.200 --> 00:01:17.519
Alright, so we just heard from a top producer.
00:01:17.599 --> 00:01:20.560
Now we're gonna hear from six more.
00:01:20.799 --> 00:01:21.519
What do you think about that?
00:01:22.799 --> 00:01:23.519
You're right here.
00:01:23.760 --> 00:01:25.040
All at the same time.
00:01:26.239 --> 00:01:28.799
Let's give the crew a round of applause here for putting this thing on.
00:01:28.879 --> 00:01:30.480
This thing is unbelievable.
00:01:32.239 --> 00:01:40.879
So this next panel brings together agents who are winning in different markets with different models, and they're gonna share what's actually working right now.
00:01:41.359 --> 00:01:41.680
Okay?
00:01:42.239 --> 00:01:51.920
So moderating the conversation is Kat Hoke, and joining her on stage is Karen Hall, Magley Patterson, Nick Bush, James Buckley, and Nicole Saeed.
00:01:52.000 --> 00:01:58.879
Give them a round of applause, everybody! There they are, all right.
00:01:59.680 --> 00:02:00.799
Come on up.
00:02:07.120 --> 00:02:08.319
Thank you so much.
00:02:08.560 --> 00:02:09.680
Hi, I'm Cat Hoke.
00:02:09.759 --> 00:02:12.960
I'm with Allied Title, and I am so thrilled to be here with each of you.
00:02:13.199 --> 00:02:15.360
So if you're ready, let's just get right into it.
00:02:15.599 --> 00:02:18.560
Um we have a very diverse group of top agents here.
00:02:18.639 --> 00:02:22.639
I'm thrilled to be moderating, and you're all with different teams, different brokerages.
00:02:22.719 --> 00:02:26.960
So I want to just dive in for a question for each of you, all panelists.
00:02:27.199 --> 00:02:28.960
What is currently driving your business?
00:02:29.280 --> 00:02:34.159
Fear, social media, teams, paid leads, what right now is actually producing results?
00:02:34.560 --> 00:02:36.000
I'll start with you and hand it down.
00:02:36.159 --> 00:02:36.319
Okay.
00:02:37.599 --> 00:02:39.120
Hi everyone, my name is Maggie.
00:02:39.360 --> 00:02:44.800
What's really driving our business right now is actually having conversations that drive relationships.
00:02:45.360 --> 00:02:53.599
Most importantly, about how a little bit half of more of our business are referrals past clients, and the other ones are going to be PPC and Reddit.
00:02:55.199 --> 00:02:56.800
Hi, I'm Nicole Saeed.
00:02:57.039 --> 00:03:07.199
Um I think what's driving my business right now is thinking outside the box, um, solving problems instead of just being a real estate agent.
00:03:08.879 --> 00:03:14.080
What's driving my business is here, it's hands down the biggest growth that I've had over the last 12 months.
00:03:14.240 --> 00:03:22.319
Uh and it's touching people in all of the platforms and all of the ways uh and reaching out to them.
00:03:24.639 --> 00:03:26.000
Hi, I'm Karen Hall.
00:03:26.080 --> 00:03:31.199
I am a broker team leader, but also I do about 30 million consistently in my own personal production.
00:03:31.439 --> 00:03:36.479
That is 98% referral, and 2% is from one postcard campaign that we run.
00:03:38.319 --> 00:03:39.759
Hi, my name's Nick Bush.
00:03:39.840 --> 00:03:45.680
Um what's really driving my business is uh social media, I'm sorry, is sphere of influence.
00:03:45.840 --> 00:03:50.080
So I do a lot of repeat business with my clients, so just staying in touch um organically.
00:03:50.240 --> 00:03:57.039
Also, we leverage our tech uh our tech stack to see who's engaging and opening and looking at home values, and we go talk to those people.
00:03:57.120 --> 00:04:04.080
So, really just using the tech stack intelligently um to figure out how to continue to build a relationship with our past clients.
00:04:08.000 --> 00:04:08.319
Sorry?
00:04:08.560 --> 00:04:08.879
Hello?
00:04:09.120 --> 00:04:10.960
A lot of great answers there, thank you.
00:04:11.120 --> 00:04:13.039
Um, this next question is for Karen.
00:04:13.439 --> 00:04:14.800
I did a little research.
00:04:15.120 --> 00:04:20.399
You have positioned yourself, it's really impressive, around military recall uh recollection.
00:04:20.800 --> 00:04:23.759
How much of your business comes from that niche?
00:04:23.839 --> 00:04:27.519
And was that intentional, or is that something that's developed over time?
00:04:27.839 --> 00:04:30.240
Um so kind of both intentional and developed.
00:04:30.319 --> 00:04:32.240
Um I got my license in 2004.
00:04:32.319 --> 00:04:33.759
It'll be just PCS tier.
00:04:33.839 --> 00:04:40.639
I didn't know anybody in Virginia, and I didn't know anything about real estate, but I knew that the needs of the military community was different and that I got it.
00:04:40.800 --> 00:04:46.720
I went out, bought an H2 Hummer, it was bright yellow, put military specialist and my name all over it.
00:04:46.879 --> 00:04:48.879
Um and that has just tightened.
00:04:49.040 --> 00:04:57.360
My my biggest gratitude that I have is that from day one I had the confidence to go all in and just become the subject matter expert on one thing.
00:04:57.519 --> 00:05:00.000
And that's still 98% of my business today.
00:05:00.160 --> 00:05:02.160
So that is the best decision.
00:05:02.240 --> 00:05:11.120
And now we've evolved all the way to the name of our company and team is Foxtrot Company to just be loud and proud and draw in anybody that's in the military community.
00:05:11.279 --> 00:05:11.839
So yeah.
00:05:12.319 --> 00:05:13.199
Thanks, Karen.
00:05:13.600 --> 00:05:16.240
This next question is for Nick and James.
00:05:16.639 --> 00:05:23.759
If you had to start over tomorrow with zero pipeline, all over, nothing in the pipeline, what would you do first?
00:05:23.920 --> 00:05:26.639
And how quickly do you think that would realistically convert?
00:05:26.800 --> 00:05:28.319
So, two questions there for you.
00:05:28.720 --> 00:05:34.720
When people ask me this question, I think about it like if I had to move to an entirely different market, how would I um build my business?
00:05:34.959 --> 00:05:40.399
And I think the easiest, best, and uh most cost-effective thing is to do open houses.
00:05:40.480 --> 00:05:48.959
Um and the way I would do it, at least in this market, is I would do an open house on Saturday, 11 to 1, and I would do another one at 2 to 4, and I would do the same thing on Sunday.
00:05:49.040 --> 00:05:53.120
And then a lot of times you can get Thursday open houses as well because that's when houses are going on the market.
00:05:53.279 --> 00:06:05.279
Um and I would meet probably 20 to 40 people um every week, and then I would create a system to uh to you know reach out to those people, follow up, and I think that that would probably turn into business.
00:06:05.360 --> 00:06:12.879
I mean, in the next 90 days, and after six to nine months, I'd have a super full pipeline and probably be outpacing all of the agents in the market.
00:06:13.920 --> 00:06:15.199
James, same question.
00:06:15.519 --> 00:06:18.639
I'm gonna get real creative here and I'm gonna say the open house.
00:06:18.959 --> 00:06:23.759
Um, but I'd use the open house as the hub and then build everything around that.
00:06:23.839 --> 00:06:29.519
So circle prospect over the phone and door knock uh and and everything else around it.
00:06:29.600 --> 00:06:36.480
Uh, you know, page social media uh through Vortex, geo leads, and just build everything around that.
00:06:36.639 --> 00:06:48.079
Invite my sphere uh and have a sphere party um at the open house uh and uh neighbors only, but just have everything centered on the open house.
00:06:48.639 --> 00:06:50.319
Open house, write that down.
00:06:50.560 --> 00:06:53.839
Um this next question is a kind of a tricky one.
00:06:54.079 --> 00:06:59.759
Where do you think, and this is for everyone, where do you think agents are wasting the most time right now?
00:06:59.920 --> 00:07:05.439
And what is something that you're seeing agents do that feels productive but isn't?
00:07:07.120 --> 00:07:12.560
All right, I think um what agents are wasting the most time on right now is just ping-ponging around.
00:07:12.639 --> 00:07:17.839
So you heard like three agents already say on the stage, really picking that one thing and going all in.
00:07:17.920 --> 00:07:23.519
So the ones that hear, like, hey, so and so is like phenomenal expires, and so-and-so is amazing at open house.
00:07:23.600 --> 00:07:31.360
So let me learn expires, let me learn open houses, and you never go deep on one thing, and then you feel frustrated that it's just not going anywhere.
00:07:32.160 --> 00:07:37.199
I think uh busy work that doesn't convert your business.
00:07:37.519 --> 00:07:46.480
So whether it be social media, social media is so important, but if it's not converting business and it's not starting conversations with people, it's just taking up your time.
00:07:46.560 --> 00:07:49.680
And I think that that goes along with anything that you do.
00:07:49.839 --> 00:07:54.800
Sending emails, um, if they're not converting, then you need to change things up.
00:07:56.959 --> 00:08:08.639
So uh social media and branding and rebranding and rebranding, anything just to echo, uh, you know, if social media is not converting, then either figure it out or do something else.
00:08:08.800 --> 00:08:15.120
I see a lot of people see other people successful in social media, but they're not doing it in a way that's converting.
00:08:15.759 --> 00:08:23.600
Um also related to social media, I think agents, tons of us are wasting time on inconsistently using social media, number one.
00:08:23.759 --> 00:08:27.519
But number two, a lot of people are focusing on telling people what you are.
00:08:27.680 --> 00:08:30.879
I am a realtor with just listed and just sold and coming soon.
00:08:31.199 --> 00:08:33.679
Instead of sharing with people authentically who you are.
00:08:33.840 --> 00:08:34.960
That's what they connect to.
00:08:35.039 --> 00:08:37.120
And tons of people are wasting time on that.
00:08:37.279 --> 00:08:43.360
Um slightly controversial on what looks like busy work is touring homes with people.
00:08:43.919 --> 00:08:46.960
80% of those houses are not gonna meet mission anyway.
00:08:47.039 --> 00:08:56.000
So dig into your skill level in pre-screening these homes for people, whether it's the online or getting really good at a way we do videos, we train on that.
00:08:56.240 --> 00:09:01.279
But stop driving all over the place touring houses with a bunch of people instead of touring it for them.
00:09:03.039 --> 00:09:11.919
Yeah, I think I'm just gonna, a mix of all the answers that you heard before, I think I like to look at this in the in the sense of um, you know, kind of like basketball, right?
00:09:12.000 --> 00:09:14.879
Like Steph Curry is the greatest shooter of all time.
00:09:14.960 --> 00:09:17.120
Like he should never be working on dunks, right?
00:09:17.279 --> 00:09:22.960
And so a lot of agents come to an event like this, and you get a bunch of ideas, and you're like, okay, I'm gonna go do those six things.
00:09:23.039 --> 00:09:29.519
And it's like, well, you haven't even extracted, you know, what you do really well, um, like from the one, the one lead gen source, right?
00:09:29.600 --> 00:09:34.000
So I used to do that when I was a new agent, I'd come to an event, I'd be like, okay, like there's nine things I need to do.
00:09:34.080 --> 00:09:39.440
And then I learned, like, okay, I get all my business from the sphere, so let me just do that more, right?
00:09:39.759 --> 00:09:45.279
And uh I also agree that um there's a lot of branding happening and not a lot of conversations happening.
00:09:45.440 --> 00:09:56.000
So it's cool to tour homes and get listening videos and make your social media something fun to look at, but if you're not having conversations with um people who are looking to buy and sell, that's not gonna convert into business.
00:10:01.279 --> 00:10:05.919
So I think everyone up here agrees that being busy doesn't always translate into business.
00:10:06.159 --> 00:10:10.559
So shifting gears a little, this next question is from Magalie and Nicole.
00:10:10.879 --> 00:10:15.360
What is the biggest mistake you see agents making when trying to get into production?
00:10:15.440 --> 00:10:17.840
And what should they be doing instead?
00:10:20.240 --> 00:10:20.639
All right.
00:10:20.799 --> 00:10:27.120
I would say the biggest, biggest mistake really starting out on getting into production is just not getting the reps in.
00:10:27.279 --> 00:10:30.799
Um I have a story, a parable that I share with all my new agents starting out.
00:10:30.879 --> 00:10:32.559
So it's just think of a pottery class.
00:10:32.639 --> 00:10:41.120
You split the class into two, and the professor tells one class in a hundred days, I want you to work every single day to make the very best pot.
00:10:41.360 --> 00:10:44.960
And at the hundredth day, I want to see what that pot looks like.
00:10:45.039 --> 00:10:52.720
And then the next class, hey, it doesn't have to be perfect, but what I want you to do is I want you to make one pot every single day for the next 100 days.
00:10:52.960 --> 00:10:57.279
Can you all guess which class end up with the best pots across the board?
00:10:58.240 --> 00:10:59.120
One or two?
00:11:00.240 --> 00:11:00.960
Two, right?
00:11:01.120 --> 00:11:02.399
So it's all about the reps.
00:11:02.480 --> 00:11:05.519
Reps are really, really big, so we get agents on the phone right away.
00:11:05.679 --> 00:11:09.120
And it's not just about making phone calls because that's wasted time, right?
00:11:09.200 --> 00:11:10.799
It's actually having conversations.
00:11:10.960 --> 00:11:13.360
And what's helped us a lot is using Shiloh.
00:11:13.440 --> 00:11:14.639
Who's heard of Shiloh?
00:11:14.799 --> 00:11:16.960
It's like a coaching assistant, yes.
00:11:17.120 --> 00:11:21.440
Um, so that's been huge because then the agents don't necessarily feel that pressure on themselves.
00:11:21.600 --> 00:11:30.879
They can go into Shiloh, they can get that feedback, um, and asking for the appointment is what we've really, really have been pushing them that specifically pretty hard lately.
00:11:35.279 --> 00:11:37.200
Um so a little background about me.
00:11:37.360 --> 00:11:40.080
I've actually only had my license for 54 days.
00:11:40.720 --> 00:11:49.440
Um I have eight uh clients active right now, and I've ratified three contracts, um, I've had one closing.
00:11:49.600 --> 00:11:55.840
Um and so I think the biggest thing that I can say about my first 54 days is say yes.
00:11:56.399 --> 00:12:10.799
Say yes to the follow-up phone calls, say yes to the open houses, say yes to those appointments that make you uncomfortable, say yes to sitting up here with a with a lot of people who have a lot more experience than I do, um, and just get comfortable with being uncomfortable.
00:12:10.960 --> 00:12:16.000
I think so many new agents, uh, they think that they have to be ready.
00:12:16.240 --> 00:12:18.879
And production starts with action.
00:12:19.360 --> 00:12:22.320
So just be consistent and intense.
00:12:24.720 --> 00:12:25.679
Thank you.
00:12:26.480 --> 00:12:27.279
That was great.
00:12:27.440 --> 00:12:27.840
Say yes.
00:12:28.000 --> 00:12:31.039
Say yes to moderating a panel if anyone ever asks you.
00:12:31.360 --> 00:12:35.440
Um so next question, this is for all of you or whoever wants to answer it.
00:12:35.600 --> 00:12:41.039
What's something about your brokerage model that actually matters and something that doesn't?
00:12:44.320 --> 00:12:45.039
Anyone?
00:12:45.360 --> 00:12:47.840
Um I would say top leadership is huge.
00:12:48.000 --> 00:12:52.799
So at our brokerage at EXP, we're super, super fortunate to have Leo at the helm.
00:12:52.879 --> 00:12:54.879
And then also who you partner with, right?
00:12:55.039 --> 00:12:55.919
The collaboration.
00:12:56.080 --> 00:13:05.440
So having access to not only top producers, mega producers who just you all heard earlier with Casey, right, she was getting shout-outs, how it's just a great environment.
00:13:05.600 --> 00:13:14.159
Uh, I think picking a brokerage that's really the people are core, the a little bit least important, like you know, the branding, office space, and that's not as important, right?
00:13:14.240 --> 00:13:17.759
The people and who you're associate with is really important when picking a brokerage.
00:13:18.879 --> 00:13:23.840
Yeah, I would say that proprietary tech is the least important thing at a brokerage.
00:13:24.159 --> 00:13:40.399
Technology is changing so fast, and all the millions and billions of dollars that a brokerage spends on its own proprietary tech has just, you know, that that advantage has been washed away with lovable and all the rest of the tech platforms because it's changing so fast.
00:13:41.759 --> 00:13:43.679
Anyone else want to take a stab at this one?
00:13:44.799 --> 00:13:45.120
Okay.
00:13:45.519 --> 00:13:47.759
This next question is for Nick.
00:13:48.159 --> 00:13:53.679
So in an industry where we are looking to scale, there are systems to help you do that.
00:13:54.399 --> 00:13:57.519
How does personality still play a role?
00:13:59.039 --> 00:14:10.960
Um, I think that um, you know, you have the the people that you're working with have to um trust you and like you and believe that you're gonna be the person to kind of get them to that finish line.
00:14:11.200 --> 00:14:39.200
And I think that for me, I'm lucky because you know, I grew up in Northern Virginia and Anadale around a bunch of different types of people, so I'm able to connect quickly with folks, but I I think that you just need to leverage you know what you know um about the industry and and how you can help people and just like meet people where they're at uh to drive the relationship and build it, and by staying in touch after the fact, that's how you continue to build and leverage.
00:14:39.519 --> 00:14:39.919
Yep.
00:14:40.480 --> 00:14:41.360
Sounds right.
00:14:41.519 --> 00:14:43.360
Uh next question is for James.
00:14:43.519 --> 00:14:47.360
So, what is something that agents tend to overcomplicate?
00:14:47.600 --> 00:14:50.639
Something they overcomplicate that actually should be pretty simple.
00:14:51.360 --> 00:15:00.399
A lot of people take a ton of time preparing for a phone call, preparing for a situation, and really that's gonna keep you from the conversations that will lead to business.
00:15:00.639 --> 00:15:11.519
And so if you just get on the phone or knock on the door uh or quickly put together a happy hour event or whatever it is, uh don't up don't overcomplicate that.
00:15:11.600 --> 00:15:17.919
You want to just be in front of people so the conversations can flow because everything else is just friction to the conversation.
00:15:18.240 --> 00:15:18.480
Yep.
00:15:18.879 --> 00:15:21.200
Instead of over-preparing, just do it.
00:15:21.759 --> 00:15:23.679
Okay, well, James, hold on to the microphone.
00:15:23.759 --> 00:15:26.399
The next question I'll start with you and then Nick and Magley.
00:15:26.879 --> 00:15:29.840
What breaks first when you start scaling?
00:15:30.080 --> 00:15:31.200
And how do you address it?
00:15:31.279 --> 00:15:32.559
How did you address it?
00:15:33.120 --> 00:15:37.679
Uh time with my family uh was is what broke first.
00:15:37.759 --> 00:15:42.960
Uh so uh getting a transaction coordinator uh and admin staff to help.
00:15:43.120 --> 00:15:48.000
Uh and then um then crowdsourcing help with with showings.
00:15:48.399 --> 00:15:54.000
Um obviously you still want to keep the relationship, um but you don't have to open all of the doors.
00:15:54.320 --> 00:16:06.960
Uh and mixing those two and having that be a feature instead of having to apologize for it and making sure that the client can see that home uh you know on their schedule.
00:16:07.039 --> 00:16:10.000
You know, I I I have someone that's gonna see a home at 855 tonight.
00:16:10.399 --> 00:16:12.080
I'm not gonna be there, I'm gonna be with my family.
00:16:16.960 --> 00:16:21.759
I think for me it was um like having to be accountable to other people.
00:16:21.919 --> 00:16:35.360
So when you start to get VAs and admins and agents on your team, you have to take everything that you've been doing in your head so efficiently and effectively, um, and you have to be able to communicate that to the team so they can also win.
00:16:35.600 --> 00:16:43.200
And winning for an agent can mean you know, getting leads, um, helping them find open houses that they can do, and ultimately closing deals.
00:16:43.279 --> 00:16:47.039
And then for your admin, you have to set them up so they can help you.
00:16:47.120 --> 00:16:48.799
So you have to help people help you.
00:16:48.960 --> 00:17:01.519
And I think that if you're just kind of you know, solo agent moving around and in and uh closing transactions, is it's hard to pause for a second and get everything in order so that you can continue to scale up.
00:17:02.960 --> 00:17:15.440
All right, so I would say from a team perspective, what really breaks first for us, at least as we started scaling our standards, because as a team leader, operations and whatnot, you start feeling yourself like spread thin teaching and training.
00:17:15.599 --> 00:17:28.000
So for us to overcome that was really starting to build and put in systems, including onboarding, training, something that's more in a group setting, cohort style, so that you can do it all together and it just it's smooth, right?
00:17:28.079 --> 00:17:29.039
But it's just getting there.
00:17:29.119 --> 00:17:38.480
It's a little bit challenging, but once you have the systems in place, and if you have a great mentor, brokerage, and whatnot, you do not have to build the systems from scratch, ground up, hardcore.
00:17:38.640 --> 00:17:42.319
You could just build in and pop right in with what they already have in place.
00:17:43.440 --> 00:17:44.000
Thank you.
00:17:44.160 --> 00:17:47.839
Nick, if you wouldn't mind passing the microphone over uh to your left.
00:17:47.920 --> 00:17:49.440
This next question is for Karen.
00:17:49.839 --> 00:17:55.680
Do you approach scaling differently because of your niche, or is your focus elsewhere?
00:17:56.079 --> 00:18:00.880
It's funny because I think we all get in this box where we think the way we do things is how everyone else does them.
00:18:01.039 --> 00:18:04.640
So I had to have someone point out to me often that's not the way everyone does things.
00:18:04.799 --> 00:18:09.839
Um for me, I I think it indirectly does because it allowed me to shift my mindset.
00:18:10.000 --> 00:18:16.960
We, by serving the military, we have a mission and a target, and we even have our own give back program.
00:18:17.200 --> 00:18:20.000
So we give back money to heroes on closing day.
00:18:20.160 --> 00:18:26.640
And I was kind of stuck at like a seven to nine million dollar production agent in part because my mindset was one of scarcity.
00:18:26.799 --> 00:18:29.359
These people would come and I'm like, oh, did they hear about the rebate?
00:18:29.440 --> 00:18:30.559
Do I should I offer it?
00:18:30.640 --> 00:18:31.039
Do I not?
00:18:31.119 --> 00:18:32.079
But that's a lot of money.
00:18:32.160 --> 00:18:36.079
Um we've given back over one and a half million at this point, if that gives you an idea.
00:18:36.240 --> 00:18:39.119
Um, the day I was like, you know what, this is ridiculous.
00:18:39.279 --> 00:18:44.640
Let me just flip to an abundance mindset, and I'm like, let me try to give away as much money as I can.
00:18:44.799 --> 00:18:47.519
That's when I jumped up to 30 million and I've just stuck it there.
00:18:47.680 --> 00:18:50.559
No matter what all my other demands are, I'm sitting at that.
00:18:50.720 --> 00:18:59.359
So it wasn't like an intentional thing, but I think that service mindset, flipping it to gratitude and abundance, it just changes the whole trajectory.
00:18:59.440 --> 00:18:59.920
Yeah.
00:19:00.400 --> 00:19:05.599
Is there one thing that you do that you think other agents should not try to copy?
00:19:06.799 --> 00:19:07.119
Me?
00:19:08.160 --> 00:19:08.880
Be me.
00:19:10.480 --> 00:19:12.319
I don't have work-life balance.
00:19:12.400 --> 00:19:15.839
I work 16-hour days, so don't try to keep up with me on it on social media.
00:19:16.079 --> 00:19:18.000
But somebody else might have a better answer to that.
00:19:18.319 --> 00:19:19.680
Would anyone else like to answer that one?
00:19:19.839 --> 00:19:22.559
Anything you're doing that you're like, don't try this at home?
00:19:25.039 --> 00:19:28.400
Well, I have one last question I'll open up to the whole panel.
00:19:28.640 --> 00:19:32.480
If you had, and this is important because I've met some people this morning who just started.
00:19:32.640 --> 00:19:38.240
So if you had to give a brand new agent a 90-day plan, what would you tell them to focus on?
00:19:39.039 --> 00:19:40.720
Um, I can answer them past the mic.
00:19:41.039 --> 00:19:42.559
Um, a thousand percent.
00:19:42.640 --> 00:19:44.400
This is something that people don't know about yet.
00:19:44.480 --> 00:19:46.640
It's called agentinsights.co.
00:19:47.039 --> 00:19:51.039
It's an agent, specific real estate agent assessment that you can take.
00:19:51.200 --> 00:19:53.680
Um, agents insights is plural.
00:19:53.920 --> 00:19:55.440
My agents are obsessed with this.
00:19:55.519 --> 00:19:57.440
It's a new like assessment tool.
00:19:57.519 --> 00:20:03.440
It gives you a whole operator manual, you can get a companion guide, and it's based on your wiring.
00:20:03.599 --> 00:20:07.440
So, ideal lead gen, ideal clients, ways to avoid burnout.
00:20:07.519 --> 00:20:09.440
And my agents are obsessed with this.
00:20:09.599 --> 00:20:11.039
They've uploaded it into AI.
00:20:11.119 --> 00:20:12.319
We've talked a lot about that.
00:20:12.480 --> 00:20:16.640
We've used it in order to help communicate with leads to increase conversion.
00:20:16.799 --> 00:20:23.039
We've used it to create social media, we've used it to they talk about it with their spouses and whatnot.
00:20:23.200 --> 00:20:28.880
Um, but that assessment gives you more than a 90-day plan, and it's just tailored to your wiring.
00:20:28.960 --> 00:20:32.240
Um they print it out, they upload it, they use it for everything.
00:20:32.400 --> 00:20:36.400
So I think it's still not enough people know about it, so it's still dirt cheap, I think.
00:20:36.480 --> 00:20:42.000
Um, but it's just agent insightsplural.co a thousand percent.
00:20:44.319 --> 00:20:48.000
I think if people are being honest with themselves, they know what they're good at, right?
00:20:48.079 --> 00:20:53.119
You know if you're a personable person, you know if you're data-oriented, you know if you don't mind cold calling.
00:20:53.200 --> 00:20:59.119
So I would just figure out like what am I actually good out, good at, and what will I do consistently and do that.
00:20:59.279 --> 00:21:04.799
With that being said, I would choose open houses, um, and I would do them the James Buckley way, because his crush mine.
00:21:05.200 --> 00:21:09.519
Um, and the other thing that um I would do is just remember what the job is, right?
00:21:09.599 --> 00:21:17.440
Like doing social media videos is cool, and like branding is cool, but the the job is to talk to people, right, and find buyers and sellers.
00:21:17.599 --> 00:21:26.720
So I would focus on having real estate conversations, um, following up on those conversations, managing the uh pipeline, and going on appointments.
00:21:26.799 --> 00:21:29.039
Um and that's where that's how you win.
00:21:33.759 --> 00:21:38.319
Yeah, I'm gonna stick with the open house, and not everyone is good at the same thing, right?
00:21:38.480 --> 00:21:42.000
But what I love about the open house is it's not just the open house in person, right?
00:21:42.400 --> 00:21:47.359
It's also phone calls, it's also digital marketing, it it's everything.
00:21:48.160 --> 00:21:57.519
And when you're starting, you can do that everything, and when you have one thing that's really hitting, pour more into that and scale back on the other things.
00:21:57.680 --> 00:21:59.839
But it's all centered around the open house.
00:22:07.039 --> 00:22:15.519
Alright, so the first ninety days, if I was a brand new agent, the very first thing would be, in my opinion, joining a team will definitely bring a big leg up.
00:22:15.680 --> 00:22:19.279
And then really setting the job as the your career is more of a job.
00:22:19.440 --> 00:22:24.160
So every single morning you book that morning slot for yourself as an appointment to prospect.
00:22:24.559 --> 00:22:25.519
Prospect is huge.
00:22:25.599 --> 00:22:29.519
And in the afternoon, we recommend always going out in the field, shadowing other agents.
00:22:29.759 --> 00:22:32.880
If there's no field work in the afternoon, then you prospect some more.
00:22:33.599 --> 00:22:43.039
One thing that's super helpful too for anyone that's with EXP, there is a training called FastCap that's live on Zoom three times a week for 12 weeks, exactly those 90 days.
00:22:43.680 --> 00:22:47.599
Lots of great learning as well if you are more of a solo versus a team.
00:22:49.039 --> 00:22:51.200
So I'm still in my first 90 days.
00:22:51.759 --> 00:22:54.880
I would say the most important thing is also open houses.
00:22:55.039 --> 00:22:56.559
I think that taught me so much.
00:22:57.119 --> 00:23:02.079
Also taking advantage, I'm on a team and taking advantage of every single training.
00:23:02.480 --> 00:23:04.880
Even if you've already been through that training, do it again.
00:23:05.039 --> 00:23:12.559
Because you never know when you pick up another thing or something else somebody says that might hit home and make your business better.
00:23:13.839 --> 00:23:14.240
Thank you.
00:23:14.400 --> 00:23:16.720
And congratulations on all of your early success.
00:23:16.880 --> 00:23:18.480
That's uh that's amazing.
00:23:22.240 --> 00:23:23.839
Thank you so much to our panel.
00:23:23.920 --> 00:23:25.359
I think we heard a lot of great ideas.
00:23:25.519 --> 00:23:29.440
I think a common theme is find out what you do best and do more of that.
00:23:29.599 --> 00:23:35.839
And there are systems and tools and ways to scale your business, and we'll hear all more about that today.
00:23:36.000 --> 00:23:37.759
So thanks again.
00:23:39.200 --> 00:23:41.359
All right, guys, hope you enjoyed that panel.
00:23:41.440 --> 00:23:51.119
If you did, please leave us a comment, tap the five stars, make sure you subscribe, turn on notifications, share it with other people, all of that good stuff.
00:23:51.359 --> 00:24:06.640
And by the way, if you're a real estate agent out there looking to um, you know, get more information or just see what it would be like to partner with us, to partner with, you know, myself, Carrie Shaw, Tim and Julie Harris, um at EXP Realty, right?
00:24:06.799 --> 00:24:09.759
We give you so much when you do that, right?
00:24:09.839 --> 00:24:15.599
You're not just joining EXP Realty and getting the low cap, the low fees, the stock awards, and the Rev share.
00:24:15.680 --> 00:24:33.680
I mean, you're getting all that, of course, but but you're getting it with tons of support, mentoring, free coaching that Carrie, Tim, Julie, and I all provide, uh, probably forty to fifty thousand dollars of additional coaching material and support per year that you get in a value add.
00:24:33.759 --> 00:24:48.880
And you know, most importantly, like we are there as your partners, we are there supporting you, whether that be, you know, how do you sell your next home or how do you start recruiting and building revenue shares so that you can really experience true freedom.
00:24:49.039 --> 00:24:54.720
Uh, if if you're you know at all curious, I would be honored to have that conversation with you.
00:24:54.880 --> 00:24:59.279
Just pick up your cell phone, text me at 703-638-4393.
00:24:59.440 --> 00:25:03.839
Again, that's 703-638-4393, and I'd love to have the conversation with you.
00:25:04.000 --> 00:25:04.799
Thanks for tuning in.
00:25:04.880 --> 00:25:06.240
I'll see you guys next time.
00:25:06.559 --> 00:25:10.720
You've been listening to the hyper bestation growth show with Harry Stroll and Dan Lesnik.
00:25:11.119 --> 00:25:13.920
Real strategies, real results, real estate done differently.
00:25:14.160 --> 00:25:19.440
If you love this episode, subscribe and share it with another engine who's ready to grow.
