Who is your Real Estate Buddy?

10X Real Estate Marketing & Coaching

What's up real estate warriors. So it is another podcast. And today we want to talk about who is your Salesforce and who is your buddy? So a quick story, we met, I meet my wife. It's probably, I don't know, 15, 18 years ago or whatever it is. And it's our first holiday season together. And I say to her, Hey, you know every year I have a holiday party over at the local golf course where I'm a member and I invite 75 to a hundred of our past clients center of influence and the people that help us to get our business done. And we have a pretty cool party. I'd love you to come. So she comes and at this point is dating me, but you know, we're kind of getting serious. So she's asking questions there says like, you know, how much has it ahead?

And I go, it's like, like probably 60, $70 a plate. So for everybody in the room, it costs 60, $70. If you're not sure what I'm talking about there. And you know, it's a pretty exclusive club, so it's kind of a fun night. And a lot of the people that are there haven't really been in that environment. So it really works out well. And we know we did it, we did it for years. I'm not sure why we even stopped doing it, but here's the funny thing my wife takes me aside and she takes me into a corner and all of a sudden she starts talking to some people and she says, you know, I'm a little confused. And I go, what is that? She goes, how come like half the people in the room are other real estate agents and some of them even work at other companies.

I mean, yeah. Why would you put your past customers in the same room with these people who are all, you know, we know they're sharks, why would you put them in the room with the sharks? I said, well, here's the thing, interesting thing I said in our industry, we cooperate with the sale. So in essence, the people that are in this room have made me tens of times, thousands, hundreds of thousands of dollars over the years by helping us to either market and or shell or listings. And what's funny is like Bobby, over there, I am. Bobby has actually sold three of my properties in the past 12 months. I mean, he's made us $40,000. So do I mind paying $65 for a plate of food for him to come and have a couple of drinks and enjoy himself for a couple of hours? Absolutely.

That's an investment in my business. And what's interesting is a lot of the real stick community. You know, once I started explaining that to my wife and I, I explained to her how probably half the people in the room had added to the pond in some way, shape or form. And what's interesting. We went into a market where it was mostly bidding Wars and stuff like that. And ironically enough, all those people that would come to the holiday party every year, if I presented an offer, sometimes my offer wasn't even the strongest offer. It wasn't the highest bid, or maybe it didn't have the best terms as everybody else. But if it was even close, I can tell you that we ultimately got the transaction. And a lot of times we got the transaction just because they knew that we would do the right thing.

And they knew that we would do the same thing for them. And we knew we would explain it to our customers so that we were in, in, you know, in ethical with them by saying, Hey, I have a relationship with Tom Jones. And every time I do a transaction with him, it closes in the same time. And the time that was posed to, I said, I can't say that for some of the other agents I've worked with. I said, most cases, the average agent has a 38% cancellation rate. But yet when I work with Tom Jones, we've closed every single transaction we've worked on together. So Mr. Jones, did you want to repack your house twice or do you want to do it once with the confidence that we know we're going to close it while, you know, I think Shauna, you know, I think you're right.

Let's just do it once. So when you're, when you're on the phone or your talking to agents and you know, there's nothing worse than, you know, as the old school agent, I'm going to call myself as the antique or the, you know, the archaic agent. When we get texts from the younger agents that say, Hey, I have an offer. Where should I send it? We're always taken aback a little bit. Because wouldn't, you want to have a conversation with that agent or the other agent? I think that you're going to be cooperating with the fine. Now one, Hey, it's not just a transactional business. People are buying and selling a home that they're going to be in for seven to 10 years. And Oh, by the way, it's one of the largest transactions. Most people will make. I mean, if you want to buy a car and it's a $20,000 car over the phone, or you want to do it by email, you want to do it by text.

I get it. But if somebody is investing a couple of hundred thousand dollars in a property, don't you think you owe it as the agent and as the professional to have a conversation with the other agent to find out what is going to be the most important thing for the seller in order to get them to accept your offer or vice versa. So, you know, I guess the, you know, the title of this, the title of this podcast is really who's. Your buddy is your extended Salesforce. How big is your extended Salesforce? I look at mine as 1.3 million because that's how many people are in the real estate community nowadays. But ideally there's a handful of people that I know and trust, and I've done business with and they trust me. And when we do transactions, we know that they get done and they close.

So just on a side note, you know, the next time you're having a conversation with the other agent, you might want to just have a little more, maybe invest a little bit more time with them to really speak to them. Eventually, you're going to find out the agents that want to control the transaction and there's agents that don't want to control the transactions. So in our case, if we have an agent that we know wants to control the conversation, the first thing we say to them, or if they want every step of the way they want to know about it, I'll say, you know, Abby who works for me as a full-time operations, but in transactional manager, she's going to tell you every step of the way, and she's going to be there for you and make sure that she gives you all the information that you need.

And then on the other side, you're going to have agents that may be like me, where they're going to say, Hey, you know, just let me know what you need. Let me know if there's a problem. And let me know when we're going to close. Other than that, Abby is going to handle everything. And anytime I get involved, anyway, I get yelled at because I probably screw it up. So knowing your audience and asking questions to find out what kind of agent you're dealing with on the other side and find out what's going to motivate them to do business with you. Because the reality is he is, even though you're selling houses, if 60 it's, 70% of the properties that you're going to sell are going to be other people's listings, or they're going to help you to sell your listings depending on what you want to focus on.

On our end, you may want to start to understand and know what's going to motivate not the customer, but in some cases sure, extended Salesforce, who is the other agents on the other end of the phone or in person. So that's our, that's our podcast today. Hey, get great news for you. Look for the marketing where it's going to be coming out. We're going to be coming out with the 10 X real estate warrior nations. First summit. We're going to have 30 experts, top gun, 10 X Topcon experts that are come out. And they're going to explain the craft here on day one, one, we're going to be going through all the foundational stuff that you're going to find in a 10 X personal success formula. We're going to have at least 10 experts that are going to go through the foundational skills that you need in order to become a 10 X real estate warrior, and even a 10 X top gun.

At some point, the next day, what we're going to do is we're going to build your arsenal. We're going to interview the people that make the tools that are going to make your job easier. We're going to talk to the email experts. We're going to talk the telephone marketing experts. We're going to talk to the scripting experts. We're going to talk to the neural linguistic programming experts. They're the guys, the sneaky guys who talk about sales language. And then on day three, is it, I have another 10 experts, except those 10 experts are really what I call the sales jeopardize. They're the geniuses in our business. They're the guys who are the strategist who can sit back and see it from thousand feet and figure out how to take the foundational skills, all the operational skills, and then all the weapons that you're going to get in day to pull it all together and create a strategy to build your particular business.

And, you know, instead of building a business where you're trying to go 14 ways and nine directions, all at the same time, we're going to focus on teaching you how to a 10 X, top gun and focus cause on your one expertise and maybe it's open houses, or maybe it's working with probates and estates. Maybe it's working first-time buyers, or maybe it's working with investors, whatever your expertise is, are I squared consulting and lead solutions is actually building micro classes to train you to become a 10 X real estate warrior, but not only just a real estate worry, we're going to teach you how to be a 10 X top gun and an expert and an expert at doing open houses. How to do, how to do work with buyers, how to be a certified buyer expert, check it out. It's coming in. It's going to be January 25th, 26th and 27th.

It's free to get, actually get access to the summit. We're just doing it to build the community. We want you to be a part of our organizations. Please share this with your friends, let them know that we're going to be giving us information. We're going to be dropping a lot of content at the end of January. It's going to just your mind looking forward to seeing you on the other side. Thanks for coming to the 10 X real estate warrior nation. Join our community. Join our mission and our crusade turning regular ordinary real estate agents and to Tenix real estate warriors. Take back your business from the market disruptors become the market disruptors in your neighborhood!