In 2024, 74% of agents haven't closed a deal, leaving many feeling stuck and ready to give up. In this episode, we dive into the step-by-step plan you need to break free from the grind and start building momentum. Whether you're brand new, moved to a new area without a sphere, or just haven't seen results, this episode gives you the practical advice to jumpstart your business. Discover Neil's 3-Pillar Plan, strategies for mastering open houses, tips for building a sphere from scratch, and how YouTube can attract clients without needing to dance on TikTok. If you're ready to see a clear path forward, this episode is your guide.
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0:00 - Introduction and Overview of the Real Estate Statistic
1:30 - Why So Many Agents Haven’t Closed a Deal
3:45 - Meeting a Struggling Agent and Her Story
6:10 - The Importance of a Clear, 3-Pillar Plan
8:00 - Pillar 1: Sphere of Influence – Building from Scratch
10:45 - Pillar 2: Chase Pillar – Mastering Open Houses
15:20 - Tips for Finding High-Traffic Open House Locations
18:30 - Developing Expertise in Open Houses
21:15 - Pillar 3: Attraction Pillar – YouTube for Military Relocation
26:00 - Becoming a Local Guide with Content
29:10 - Creating PCS-focused Content for Military Families
32:45 - Leveraging Facebook Groups and Building an Email List
35:10 - Consistency and Accountability for Real Estate Success
37:00 - Closing Remarks and How to Get More Support
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
As a real estate agent, there's nothingmore defeating than seeing a stat
(00:03):
that 74 percent of agents have notsold a house so far this year in 2024.
If you're struggling to get startedfeeling like you're spitting your
wheels and just don't even know whereto turn, then this episode is for you.
Whether you're a brand new agent in thearea, or you, maybe you have absolutely
no sphere or you just not seeing resultsfrom the things that you've been doing so
(00:26):
far, and you just literally feel stuck.
This episode is packed fullof information for you.
I'm also going to tell you about aconversation that I had with an agent
in Destin who fits into this category.
She is brand new to the area is tryingeverything she can, but just has not
been able to put anything together and isspinning her wheels and ready to give up.
I'm going to give you all of theadvice that I gave her and much more.
(00:49):
And also by the end of this episode,you'll know exactly where to start.
That's my goal for you in this episodeto give you that clear plan that's
congruent to you so that you canstay consistent and break through
and build a business that you love.
Stick around.
Welcome to the agent rise podcast,where we celebrate that you are
unique, one of a kind, instead ofasking you to do things that make you
(01:12):
cringe, we help you create a clear,personalized plan that aligns with you.
No more overthinking or wasting time.
Just a straightforward path tobuilding a real estate business.
You love.
Welcome risers.
It's that time once again for the agentrise podcast, I'm your host, Neil Mathweg.
Thank you so much for joining me today.
(01:33):
I want to crush that stat.
I hear this stat that'srolling around on the internet.
I don't even know if it's true.
I tried to fact check it.
I found some resources, but 74% This isaccording to NAR, 74 percent of agents
have not closed the house so far in 2024.
Again, I don't know if it's true.
It feels like it's true fromthe agents that I've talked to.
(01:55):
I really, I really can believethis, that it's, it's hard to
believe, but I can believe it.
And because I am with agentsall day long and I see The
challenges that they're facing.
So, how do we crush this stat?
How do we get rid of this?
And I was talking with an agent in Destin.
I was just in Destin, Florida lastweek for a conference and had a great
conversation with an, a brand new agent.
(02:16):
She's been at it forabout eight months or so.
And just cannot get anything going.
She has absolutely no sphere.
She moved to Destinbecause of of military.
She's in the air force and, and wasPCS to Destin and it lives there.
Happily loves living there.
But, but doesn't know anybody.
She has no sphere.
And I, and I said, come on,what about your friends?
(02:37):
What about your, and she's like, everybodyeither is, is an agent themselves.
Or they don't live here.
And, and all of my connectionsare out on the West coast.
And I just have, I have nobody here.
And she said, I've been trying to doopen houses and I go to one open house
after another, and nobody shows up.
Do I got to do dancing on tick tockor what is it that I got to do to
get my business going and literallyjust feels stuck in this moment.
(03:02):
And I.
Again, I see so many agentsin this exact same scenario.
And so I want to give you the advicethat I gave her because I think it's
the answer to helping these agentsthat are in this category of, of, of
spinning their wheels and, you know,74 percent haven't even sold the
house., there's so many agents thatare down right now that are struggling.
(03:22):
And so let this episode be your episode.
To get your business going.
So what I explained to her isthat she needs a clear plan.
That's congruent to her and onethat she stays consistent with.
So what does that mean?
Well, we want to do a three pillar plan.
That's what we mean by when we say a clearplan, it should be a three pillar plan.
(03:43):
And the first pillar isyour sphere of influence.
These are your people.
The second pillar is a chasepillar, a pillar for you to
go out there and get business.
This is best known as open houses,online leads, Fizbo's and expires.
Or maybe this even goes outinto some niches, working with
first time home buyers, workingwith those that are relocating,
PCSing so many different niches.
(04:04):
You can work with seniors andprobate and the list goes on.
So that's the chase pillar.
And then the third and finalpillar is the attraction pillar.
And this is best known associal media, YouTube blogging.
Anything that you can do to createcontent that will attract people
to you based off of your content.
So I gave her that advice.
(04:24):
I said, we got to builda three pillar plan.
And she understood that, but shesaid, Neil, wait, I don't have
anybody in my sphere of influence.
Literally.
I know nobody here in Destin,Florida, and I am struggling.
I don't, I don't know.
I don't know a single person.
Everybody that I know isout on the West coast.
And I said, you know what?
I've heard that scenario before.
I get it.
I think about Jeremy Allen in Virginiabeach when he moved to Virginia beach, he
(04:47):
knew one person and that was his sister.
And now today he has a database, a sphereof influence, strong, strong sphere
of influence of well over 300 people.
And he has great clientevents, a VIP program.
I mean, you would think thathe has grown up in the town.
He knows so many people and has builtthis large, large sphere of influence.
(05:08):
So let that be a word of advice.
And I, and I, what I was explaining toher is that if you know, three people
start with three, then next month.
There'll be five people.
And so the steps that you need to taketo build that sphere of influence, step
number one is to build that database.
And again, she, she knows nobody, right?
So she's going to have three or four,maybe five people in that database.
(05:29):
And that's okay.
Our first goal is to always build thatdatabase of around a hundred, but if
she knows nobody, maybe it's going tostart out low like that, and then we
just need to keep adding to it and.
By doing a strong chase pillar, she isgoing to attract a lot of people that she
can put into that sphere of influence.
So right now it may start out atthree and then next month it's five.
(05:50):
And then the next month, maybe it'seight and then it's going to grow to 12.
And then just imagine six monthsfrom now, maybe it's going to be
up to 25 and maybe a year fromnow, it's going to be at a hundred.
Right?
But if you, if you don't get started,if you say, ah, I have no sphere.
So I'm just going to ignore thosefirst three steps of the agent
rise steps, which is to build thatdatabase, send that announcement
letter and start mailing newsletters.
(06:11):
She might just say, I'm goingto, I'm going to forget that
because I have no database.
And that's the mistake rightthere that you have to avoid.
You have to start with whatever you.
Whatever you have.
It's a, I always think about my wife.
When I think about this, we've gone onjourneys in our life and she just always
has said, let's go with what we have.
And that's what you have to do in thissituation is go with what you have.
(06:32):
So now that she's got her sphere started,now she needs to focus on a chase pillar.
And I got talking with herabout different chase pillars.
And the one that stoodout was open houses.
She had already been doing open houses,but hasn't had any success with them.
She's been sitting in one open houseafter another with nobody coming.
And she's like, there's justnot, that's just not the answer.
(06:53):
And.
Earlier in that day, I was talkingwith a lender who was telling me about
an agent that he works with and doesopen houses with this other agent.
And this other agent is just absolutelycrushing it with open houses.
And once I explained that to her,she said, She kind of opened her
(07:13):
eyes a little bit and said, well,maybe I'm doing open houses wrong.
And that's exactly the point that Iwanted to make, because when you focus
on a chase pillar, such as open houses,and you do them weekend after weekend
or week after week, you can do themduring the middle of the week too.
Right.
But weekend after weekend, week afterweek, you're going to become a master.
(07:36):
And when I was practicing, what I focusedon was open houses and I did open houses
Every single weekend for the first fiveyears of my career, it built my business.
It was a big part of my business.
I met so many people outand about at open houses.
And a lot of times they werealready people in my sphere,
which made it even better, right?
(07:56):
Because I already had that connection.
And then they would see me at an openhouse and they'll be like, Oh my gosh,
Neil, I didn't know you were an agent.
I should work with you.
Or, or I, I forgot about you, Neil.
I'm so glad to run into you here today.
I would love for you tohelp me find, find my home.
Right.
So, so doing open houses religiouslymakes you better at them.
(08:17):
And so what I did is I becamea master at open houses.
I got the whole, the whole processdown, like dialed in completely.
People would walk in the door.
I'd hand them a clipboardon the clipboard.
I had a an easy to fill out surveythat would just take them minutes to
fill out at the bottom of the survey.
It had their contact information.
I'd get their contactinformation on that first.
(08:38):
Form.
And then when they were aboutto leave, I'd ask them, what
do they think about the home?
I'd already got the feedback, right?
They already filled out that form and I,I get that, that clipboard back from them,
but I would ask them one more question.
Is that, and that is, whatdid you think of the home?
Tell me, tell me what you think about it.
And, and with that, Iwould get their criteria.
I mean, I first I'd pick up on the factthat if they're interested in the home
(09:00):
or not, and if they weren't, then I,then I picked up on the things that
they were looking for in their home.
Cause they would say something like,yeah, I love this beautiful home, but.
We really need four bedrooms or we werehoping that the family room would be
bigger because we've got three teenageboys that, that need a place to crash.
Or we were hoping that it have a biggerbackyard or whatever the case might
be, whatever that house is missing.
(09:23):
Gives you the.
The clue of what they're looking for.
It gives you their story of criteria,and that's what you're looking for at
an open house is you're, you're lookingfor their contact information and their
search criteria, because then you canbegin to match make and you can become.
Um, Master at open houses.
And I did so many open houses thatI got to see what open houses were
(09:45):
good and what open houses were bad.
I learned that doing an open houseout in the country, out in the rural
area is usually not the best thing.
There's usually not a lot of traffic,but doing a open house in a, in a
neighborhood that has a lot of up, up, up.
A move up potential, meaning there'shomes priced below the median
homes priced at the median andhomes priced above the median.
(10:06):
I loved those neighborhoods becausethere was always people moving.
There was people that , had a, a lowerpriced home that we're looking to upgrade.
And so they would look atthat median priced home.
And then there was buyers that were,had that median price home that
we're looking for that larger home.
And so they were, they were looking up.
And then we also have people that weredownsizing in these neighborhoods.
(10:26):
So in neighborhood like that, Ohmy gosh, it's just complete gold.
I wanted to do as many open housesthere as I possibly can, because every
time I did one, I knew that I wasgoing to get a lot of people through.
and see, you'll see with this,there is so much around open houses.
It's kind of like whenyou go fishing, right?
When you go fishing, you know that there'sa hotspot and you also know that there's
areas that are not so good for fishing.
(10:48):
Right.
And so it's the samething with open houses.
You can find an open housethat is absolutely fantastic.
And you can find an open house.
That's a dud.
And I'm telling you, themore open houses you do.
The more you start to realize where thegreat open houses are, but if you just
try open houses every once in a while,I don't know how many open houses she
had tried, but I'm assuming it wasn'tvery many because, because she hadn't
(11:11):
found found her way quite with it yet.
But, but if you've only sprinkled in afew open houses and do them every once
in a while and go in with a bad attitudeand, and, and, you know, not, not
high expectations for the open houses.
Well, then that's exactlywhat you're going to get.
But if you go into the open houseand you do your research and you
find the best open house and youdo open house after open house,
one weekend after another, you willbecome a master and you will crush it.
(11:35):
And this is what she needs to do.
She doesn't want toinvest in a lead source.
Open houses are free other than you got tobuy the signs and get the supply to be in.
But other than that, they're free.
So it's an opportunity for her to getfree leads, to meet one person after
another, and she's got a great personalityand she's got a great way about her.
I think she's going to do fantastic.
She's just got to giveherself more at bats.
(11:57):
All right.
So her sphere is going tobe really small, right?
To bear, to be, to begin, it'sgoing to be, you know, less
than five people, 10 people.
Okay.
And then every time she's out there doingopen houses and meeting more people,
she's going to add to that sphere.
She's going to add to thatsphere and she can also do other
things with that chase pillar.
She could, she could do some networking.
She there's, there's so manyother things that you can do.
(12:17):
If open houses don't becomeher thing, I mean, she could
explore Facebook advertising.
She could explore online leads.
She could get into a niche, afirst time home buyers or, or.
seniors or, or, you know, there's a lotof different niches in the chase pillar.
All right.
So those are her first two pillars.
Her third pillar is going to bePCSing and people relocating.
(12:37):
She is military and has a lotof connections when it comes
to military and she can be theguide of those that are PCSing.
And to do that, the best I suggestYouTube, she had mentioned she
doesn't want to dance on tick tock.
And I said, good, I wouldn't, Iwouldn't suggest doing that either.
Instead, what I would suggest doingis putting out content for those that
(12:59):
are PCSing to the area and put thatcontent on YouTube because that's
where they're searching for it.
It can, it can it can spill overonto some other platforms as well.
But YouTube, I think should bethe primary platform for this.
And it should be a living in andmoving to, and PCSing to that area.
And, and she needs to be the guidefor that air force base for those that
(13:24):
are relocating to that air force base.
She needs to let them know aboutall the housing that's around the
area, all the different price rangesfor the housing, the different.
types of housing?
Is it single family?
Is it duplexes?
Is it condos?
Is it apartments?
Like what are thedifferent types of housing?
And then what are the locations around thebase and what neighborhoods are closest to
(13:48):
the base and what neighborhoods are great,but they're a little bit of a drive.
And then what, Are some otherquestions that they have.
They, they probably needa job for their spouse.
They probably need childcarefor their, for their kids.
They need to be connected withother military families in the area.
How, what are some other things that theyneed when they're moving to the area?
Where are the grocery stores?
(14:09):
Where are the you know,I mean, the list goes on.
Where are the popular restaurants?
Where's the popular hangout areas?
You know, the list goes on andon and on, and here's the thing.
Is you become their guide, right?
You are the one that is going to tellthem everything about the city that
they need to know all of the importantinformation that they're looking for.
You're providing it for them.
(14:31):
And at the same time,they're getting to know you.
Just like you're getting toknow me, if you're watching
this over on YouTube, right?
You're seeing a video rightnow and you're starting to get
to know me and my personality.
And with that, hopefully you're,I'm building trust, right?
And that's what we do on YouTube is webuild trust before they even meet you.
(14:53):
And so then when they call you,they treat you like you're famous.
It's really, really funny.
They'll, they'll call you andthey'll be like, Oh my gosh, I
can't believe I'm talking to you.
This is, this is so surreal.
I've just been watchingall of your videos.
Can you help me?
I'm, I'm moving to thearea and I need a guide.
I need help.
And that's exactly how it works, right?
You're their guide.
You begin to build that relationshipwith them and build that trust over
(15:16):
camera before they even meet you.
Now let's put this all together, soshe's got a sphere that is small, right?
It's going to have very few people on it.
But when you focus on thatsphere, it will start to build.
She's going to have four orfive from the very beginning.
She's going to mail that announcementletter, and then she's going
to start mailing newsletters.
And I told her, I said, one of thebest things about that is it's going
(15:38):
to cost you very little to mailnewsletters every month, right?
We figure about a dollar 50 per person.
And so it's going to be, you know, five.
You need about 10 a month forher to start mailing newsletters.
Okay.
So, and then every single month,because she's doing that on repetition,
she's going to be adding more people.
Then she's going to go crush openhouses and she's going to do as many
open houses as she possibly can.
(16:00):
I said, if you have nothing else to do,I mean, I would be doing open houses
every day of the week if I could.
I mean, every chance that you haveto do an open house is a chance
for you to meet more people,to bring them into your sphere.
All right.
And then you just focus on matchmakingat, at the, at the open house, you get
their contact information and theirsearch criteria and get busy matchmaking.
(16:20):
You don't have to wait for that magicalmoment where, where somebody walks in and
says, Oh my gosh, so great to meet you.
And, and you say, great.
Let me, let me help you.
Let me whisk them away andyou go help them buy a house.
It doesn't have to bethat unicorn type moment.
Instead, what you're looking foris their contact information and
their search criteria, and thenget busy finding them a home.
(16:40):
You don't need their permission.
You you've got their contactinformation and their search criteria.
So get out there and find a home andcall them and say, Hey, I met you a
couple of weeks ago at the open house.
And you had mentioned thatyou were looking for this.
Well, I just happened to find oneover here in this other part of town.
And it's not even available onthe, on the market yet, but let
me know if you're interested, I'dlove to get you in to see them.
And that way you're matchmaking.
(17:02):
You're calling them and saying, Hey,I saw this house and I thought of you.
And those are magical words to a buyer.
And again, you don't have tohave their permission to do that.
You get their contact informationand their search criteria.
Just start finding them properties.
And if they don't call you back, wellthen go find them another property
and just keep calling them and tellthem about properties because that's
what they're looking for, right?
(17:22):
Buyers are looking for houses andsellers are looking for buyers.
That's how simple real estate really is.
And that's how simpleyou can make matchmaking.
All right.
So now she's got her, hersphere starting to build.
She's beating people at open houses,get she's getting matchmaking.
She's out there findingproperties for people and she's
meeting people on the regular.
(17:43):
She's.
Adding all of them to their sphere.
So then every month they're goingto start to get her newsletter.
And then the third pillar is the big one.
And that is YouTube and buildinga YouTube channel of moving to
and living in, and then let thatspill over onto social media.
Don't, don't tell your friendsabout your, your YouTube channel
because they're not the audience.
(18:03):
They're going to go watch one ortwo minutes of the video and then
stop and it'll kill your algorithm.
So just let it build, but then youcan use those videos in other places.
Organically.
You can also create shorts andeverything else beyond that.
But I'm telling you a long form videoof living in the cost of living in
the pros and cons of living in the.
(18:23):
Things you need to know when livingin and moving to the things you need
to know before moving to the things toavoid when moving to the list goes on.
So living in and moving to, and thenbecause of her specialty, she should
have one more keyword strategy.
And that is around PCSing to themilitary base, the name of the
(18:44):
military base that she's closest to.
And, and so it'd be PCSingto that air force base.
And then all of the content aroundthat is to help those that are PCSing.
Now she's also military.
So she needs to let her audienceknow that, that she PCS to herself
many of times and, and knows whatit's like, and is here to be their
(19:04):
guide, to be the one that helps them.
And then she provides all thatcontent on YouTube for them.
A library of content.
She can then take that contentand do even more with it.
There's all kinds of military Facebookgroups, military family, Facebook groups,
and, and she needs to plug into thoseFacebook groups and be active and answer
(19:25):
a lot of questions and when it's right.
Share a YouTube video toanswer somebody's question.
Let's say somebody asks like,Hey who, who do you recommend
for, for daycare in the area?
And let's say you put a whole videotogether about PCS scene and the things
that families need to know when, whenmoving to, you would then share that
video with her and, and, and again,you're the guide you're, you're
(19:48):
there to help and you're not there.
Hey, you know, give me some business.
You're not doing that.
You're just like, here, there'sa video that I put together.
That I think will bereally helpful for you.
And just, just put thevideo in there, right?
And that way you're, you'reusing your content to serve more.
The other thing you can do is youcan start to build an email list of
those that are PCSing, and then everytime you publish a new YouTube video,
(20:11):
you could use that YouTube video.
Create it into a email, take thetranscript into, into chat, GBT and
create an email with it and send outan email blast or send out a consistent
sequence of emails to those that arePCSing to the area because they, you
know, clicked on, on one of your leadmagnets or whatever the case might
(20:31):
be, but you build that email list.
And then now you can start emailing allof the videos that you're producing.
This is a clear plan that'scongruent to her and now she
needs to stay consistent with it.
And I knew it was congruent to her becauseshe got excited about the idea and started
to see that there is a path for her.
She went from hopeless to, to, Oh, okay.
(20:51):
I think I can do this.
I think I can do this.
So again, she's going to getthat, that three pillar built.
That's going to be congruent to her andthen help her stay consistent with that.
And and.
And, you know, with that to help stayconsistent with it, the one thing
I recommend is our group coaching,staying accountable to your actions,
you know, there's so many steps to this.
So we talked about, you know, buildingthese three pillars, but then there's
(21:13):
also eight steps that go with this.
And there is a lot ofroadblocks along the way.
There's a lot of doubt that comesup, a lot of fear that comes up.
And so we need to flush that out.
And our group coaching here atagent rise is small group coaching,
but Four to six agents in a call.
And with this, it's going to really,really help her move her business forward.
(21:34):
If you're interested in thegroup coaching, you can get
all of the details by going toour website, agentrisecoaching.
com slash academy.
And there you will see the two differentoptions that we have for our coaching.
The first is the 97 a month.
Agent Rise Academy, and thatincludes Agent Rise Bootcamp.
It includes Agent Rise Live, which isa monthly publication that we put out.
(21:57):
You get access to our Facebook group.
You get access to ourcomplete resource library.
We've got so many videos to helpyou move your business forward.
It's got bootcamp included,which is our 12 session Course to
help you build that clear plan.
You know, I, I was able to discussthis clear plan with this lady
here today and, and with you all.
(22:17):
But what does that look like for you?
What is your clear plan?
And that's what bootcamp helps you with.
And that is for 97 a month.
If you want to upgrade from thereand get into the group coaching,
Group coaching is 297 a month.
And that includes a call every otherweek with four to six other agents
are in this case, it'd be four tofive other agents if you're there.
And so four to five other agents,including yourself will, will
(22:40):
be on these calls and it'severy other week, small group.
You get to speak every single timeyou get to get help every single time.
We get to crush the fears, crush thedoubts, and keep you moving forward
so that we have that clear plan.
That's congruent to you.
And now we're going to stay consistent.
Again, all of these details to joinagent rise is that agent rise coaching.
(23:01):
com slash Academy and goahead and get started today.
Thank you so much for listening.
I hope you have a great day andlike always remember to be the
reason somebody smiles today.
As a real estate agent, there's nothingmore defeating than seeing a stat
(00:03):
that 74 percent of agents have notsold a house so far this year in 2024.
If you're struggling to get startedfeeling like you're spitting your
wheels and just don't even know whereto turn, then this episode is for you.
Whether you're a brand new agent in thearea, or you, maybe you have absolutely
no sphere or you just not seeing resultsfrom the things that you've been doing so
(00:26):
far, and you just literally feel stuck.
This episode is packed fullof information for you.
I'm also going to tell you about aconversation that I had with an agent
in Destin who fits into this category.
She is brand new to the area is tryingeverything she can, but just has not
been able to put anything together and isspinning her wheels and ready to give up.
I'm going to give you all of theadvice that I gave her and much more.
(00:49):
And also by the end of this episode,you'll know exactly where to start.
That's my goal for you in this episodeto give you that clear plan that's
congruent to you so that you canstay consistent and break through
and build a business that you love.
Stick around.
Welcome to the agent rise podcast,where we celebrate that you are
unique, one of a kind, instead ofasking you to do things that make you
(01:12):
cringe, we help you create a clear,personalized plan that aligns with you.
No more overthinking or wasting time.
Just a straightforward path tobuilding a real estate business.
You love.
Welcome risers.
It's that time once again for the agentrise podcast, I'm your host, Neil Mathweg.
Thank you so much for joining me today.
(01:33):
I want to crush that stat.
I hear this stat that'srolling around on the internet.
I don't even know if it's true.
I tried to fact check it.
I found some resources, but 74% This isaccording to NAR, 74 percent of agents
have not closed the house so far in 2024.
Again, I don't know if it's true.
It feels like it's true fromthe agents that I've talked to.
(01:55):
I really, I really can believethis, that it's, it's hard to
believe, but I can believe it.
And because I am with agentsall day long and I see The
challenges that they're facing.
So, how do we crush this stat?
How do we get rid of this?
And I was talking with an agent in Destin.
I was just in Destin, Florida lastweek for a conference and had a great
conversation with an, a brand new agent.
(02:16):
She's been at it forabout eight months or so.
And just cannot get anything going.
She has absolutely no sphere.
She moved to Destinbecause of of military.
She's in the air force and, and wasPCS to Destin and it lives there.
Happily loves living there.
But, but doesn't know anybody.
She has no sphere.
And I, and I said, come on,what about your friends?
(02:37):
What about your, and she's like, everybodyeither is, is an agent themselves.
Or they don't live here.
And, and all of my connectionsare out on the West coast.
And I just have, I have nobody here.
And she said, I've been trying to doopen houses and I go to one open house
after another, and nobody shows up.
Do I got to do dancing on tick tockor what is it that I got to do to
get my business going and literallyjust feels stuck in this moment.
(03:02):
And I.
Again, I see so many agentsin this exact same scenario.
And so I want to give you the advicethat I gave her because I think it's
the answer to helping these agentsthat are in this category of, of, of
spinning their wheels and, you know,74 percent haven't even sold the
house., there's so many agents thatare down right now that are struggling.
(03:22):
And so let this episode be your episode.
To get your business going.
So what I explained to her isthat she needs a clear plan.
That's congruent to her and onethat she stays consistent with.
So what does that mean?
Well, we want to do a three pillar plan.
That's what we mean by when we say a clearplan, it should be a three pillar plan.
(03:43):
And the first pillar isyour sphere of influence.
These are your people.
The second pillar is a chasepillar, a pillar for you to
go out there and get business.
This is best known as open houses,online leads, Fizbo's and expires.
Or maybe this even goes outinto some niches, working with
first time home buyers, workingwith those that are relocating,
PCSing so many different niches.
(04:04):
You can work with seniors andprobate and the list goes on.
So that's the chase pillar.
And then the third and finalpillar is the attraction pillar.
And this is best known associal media, YouTube blogging.
Anything that you can do to createcontent that will attract people
to you based off of your content.
So I gave her that advice.
(04:24):
I said, we got to builda three pillar plan.
And she understood that, but shesaid, Neil, wait, I don't have
anybody in my sphere of influence.
Literally.
I know nobody here in Destin,Florida, and I am struggling.
I don't, I don't know.
I don't know a single person.
Everybody that I know isout on the West coast.
And I said, you know what?
I've heard that scenario before.
I get it.
I think about Jeremy Allen in Virginiabeach when he moved to Virginia beach, he
(04:47):
knew one person and that was his sister.
And now today he has a database, a sphereof influence, strong, strong sphere
of influence of well over 300 people.
And he has great clientevents, a VIP program.
I mean, you would think thathe has grown up in the town.
He knows so many people and has builtthis large, large sphere of influence.
(05:08):
So let that be a word of advice.
And I, and I, what I was explaining toher is that if you know, three people
start with three, then next month.
There'll be five people.
And so the steps that you need to taketo build that sphere of influence, step
number one is to build that database.
And again, she, she knows nobody, right?
So she's going to have three or four,maybe five people in that database.
(05:29):
And that's okay.
Our first goal is to always build thatdatabase of around a hundred, but if
she knows nobody, maybe it's going tostart out low like that, and then we
just need to keep adding to it and.
By doing a strong chase pillar, she isgoing to attract a lot of people that she
can put into that sphere of influence.
So right now it may start out atthree and then next month it's five.
(05:50):
And then the next month, maybe it'seight and then it's going to grow to 12.
And then just imagine six monthsfrom now, maybe it's going to be
up to 25 and maybe a year fromnow, it's going to be at a hundred.
Right?
But if you, if you don't get started,if you say, ah, I have no sphere.
So I'm just going to ignore thosefirst three steps of the agent
rise steps, which is to build thatdatabase, send that announcement
letter and start mailing newsletters.
(06:11):
She might just say, I'm goingto, I'm going to forget that
because I have no database.
And that's the mistake rightthere that you have to avoid.
You have to start with whatever you.
Whatever you have.
It's a, I always think about my wife.
When I think about this, we've gone onjourneys in our life and she just always
has said, let's go with what we have.
And that's what you have to do in thissituation is go with what you have.
(06:32):
So now that she's got her sphere started,now she needs to focus on a chase pillar.
And I got talking with herabout different chase pillars.
And the one that stoodout was open houses.
She had already been doing open houses,but hasn't had any success with them.
She's been sitting in one open houseafter another with nobody coming.
And she's like, there's justnot, that's just not the answer.
(06:53):
And.
Earlier in that day, I was talkingwith a lender who was telling me about
an agent that he works with and doesopen houses with this other agent.
And this other agent is just absolutelycrushing it with open houses.
And once I explained that to her,she said, She kind of opened her
(07:13):
eyes a little bit and said, well,maybe I'm doing open houses wrong.
And that's exactly the point that Iwanted to make, because when you focus
on a chase pillar, such as open houses,and you do them weekend after weekend
or week after week, you can do themduring the middle of the week too.
Right.
But weekend after weekend, week afterweek, you're going to become a master.
(07:36):
And when I was practicing, what I focusedon was open houses and I did open houses
Every single weekend for the first fiveyears of my career, it built my business.
It was a big part of my business.
I met so many people outand about at open houses.
And a lot of times they werealready people in my sphere,
which made it even better, right?
(07:56):
Because I already had that connection.
And then they would see me at an openhouse and they'll be like, Oh my gosh,
Neil, I didn't know you were an agent.
I should work with you.
Or, or I, I forgot about you, Neil.
I'm so glad to run into you here today.
I would love for you tohelp me find, find my home.
Right.
So, so doing open houses religiouslymakes you better at them.
(08:17):
And so what I did is I becamea master at open houses.
I got the whole, the whole processdown, like dialed in completely.
People would walk in the door.
I'd hand them a clipboardon the clipboard.
I had a an easy to fill out surveythat would just take them minutes to
fill out at the bottom of the survey.
It had their contact information.
I'd get their contactinformation on that first.
(08:38):
Form.
And then when they were aboutto leave, I'd ask them, what
do they think about the home?
I'd already got the feedback, right?
They already filled out that form and I,I get that, that clipboard back from them,
but I would ask them one more question.
Is that, and that is, whatdid you think of the home?
Tell me, tell me what you think about it.
And, and with that, Iwould get their criteria.
I mean, I first I'd pick up on the factthat if they're interested in the home
(09:00):
or not, and if they weren't, then I,then I picked up on the things that
they were looking for in their home.
Cause they would say something like,yeah, I love this beautiful home, but.
We really need four bedrooms or we werehoping that the family room would be
bigger because we've got three teenageboys that, that need a place to crash.
Or we were hoping that it have a biggerbackyard or whatever the case might
be, whatever that house is missing.
(09:23):
Gives you the.
The clue of what they're looking for.
It gives you their story of criteria,and that's what you're looking for at
an open house is you're, you're lookingfor their contact information and their
search criteria, because then you canbegin to match make and you can become.
Um, Master at open houses.
And I did so many open houses thatI got to see what open houses were
(09:45):
good and what open houses were bad.
I learned that doing an open houseout in the country, out in the rural
area is usually not the best thing.
There's usually not a lot of traffic,but doing a open house in a, in a
neighborhood that has a lot of up, up, up.
A move up potential, meaning there'shomes priced below the median
homes priced at the median andhomes priced above the median.
(10:06):
I loved those neighborhoods becausethere was always people moving.
There was people that , had a, a lowerpriced home that we're looking to upgrade.
And so they would look atthat median priced home.
And then there was buyers that were,had that median price home that
we're looking for that larger home.
And so they were, they were looking up.
And then we also have people that weredownsizing in these neighborhoods.
(10:26):
So in neighborhood like that, Ohmy gosh, it's just complete gold.
I wanted to do as many open housesthere as I possibly can, because every
time I did one, I knew that I wasgoing to get a lot of people through.
and see, you'll see with this,there is so much around open houses.
It's kind of like whenyou go fishing, right?
When you go fishing, you know that there'sa hotspot and you also know that there's
areas that are not so good for fishing.
(10:48):
Right.
And so it's the samething with open houses.
You can find an open housethat is absolutely fantastic.
And you can find an open house.
That's a dud.
And I'm telling you, themore open houses you do.
The more you start to realize where thegreat open houses are, but if you just
try open houses every once in a while,I don't know how many open houses she
had tried, but I'm assuming it wasn'tvery many because, because she hadn't
(11:11):
found found her way quite with it yet.
But, but if you've only sprinkled in afew open houses and do them every once
in a while and go in with a bad attitudeand, and, and, you know, not, not
high expectations for the open houses.
Well, then that's exactlywhat you're going to get.
But if you go into the open houseand you do your research and you
find the best open house and youdo open house after open house,
one weekend after another, you willbecome a master and you will crush it.
(11:35):
And this is what she needs to do.
She doesn't want toinvest in a lead source.
Open houses are free other than you got tobuy the signs and get the supply to be in.
But other than that, they're free.
So it's an opportunity for her to getfree leads, to meet one person after
another, and she's got a great personalityand she's got a great way about her.
I think she's going to do fantastic.
She's just got to giveherself more at bats.
(11:57):
All right.
So her sphere is going tobe really small, right?
To bear, to be, to begin, it'sgoing to be, you know, less
than five people, 10 people.
Okay.
And then every time she's out there doingopen houses and meeting more people,
she's going to add to that sphere.
She's going to add to thatsphere and she can also do other
things with that chase pillar.
She could, she could do some networking.
She there's, there's so manyother things that you can do.
(12:17):
If open houses don't becomeher thing, I mean, she could
explore Facebook advertising.
She could explore online leads.
She could get into a niche, afirst time home buyers or, or.
seniors or, or, you know, there's a lotof different niches in the chase pillar.
All right.
So those are her first two pillars.
Her third pillar is going to bePCSing and people relocating.
(12:37):
She is military and has a lotof connections when it comes
to military and she can be theguide of those that are PCSing.
And to do that, the best I suggestYouTube, she had mentioned she
doesn't want to dance on tick tock.
And I said, good, I wouldn't, Iwouldn't suggest doing that either.
Instead, what I would suggest doingis putting out content for those that
(12:59):
are PCSing to the area and put thatcontent on YouTube because that's
where they're searching for it.
It can, it can it can spill overonto some other platforms as well.
But YouTube, I think should bethe primary platform for this.
And it should be a living in andmoving to, and PCSing to that area.
And, and she needs to be the guidefor that air force base for those that
(13:24):
are relocating to that air force base.
She needs to let them know aboutall the housing that's around the
area, all the different price rangesfor the housing, the different.
types of housing?
Is it single family?
Is it duplexes?
Is it condos?
Is it apartments?
Like what are thedifferent types of housing?
And then what are the locations around thebase and what neighborhoods are closest to
(13:48):
the base and what neighborhoods are great,but they're a little bit of a drive.
And then what, Are some otherquestions that they have.
They, they probably needa job for their spouse.
They probably need childcarefor their, for their kids.
They need to be connected withother military families in the area.
How, what are some other things that theyneed when they're moving to the area?
Where are the grocery stores?
(14:09):
Where are the you know,I mean, the list goes on.
Where are the popular restaurants?
Where's the popular hangout areas?
You know, the list goes on andon and on, and here's the thing.
Is you become their guide, right?
You are the one that is going to tellthem everything about the city that
they need to know all of the importantinformation that they're looking for.
You're providing it for them.
(14:31):
And at the same time,they're getting to know you.
Just like you're getting toknow me, if you're watching
this over on YouTube, right?
You're seeing a video rightnow and you're starting to get
to know me and my personality.
And with that, hopefully you're,I'm building trust, right?
And that's what we do on YouTube is webuild trust before they even meet you.
(14:53):
And so then when they call you,they treat you like you're famous.
It's really, really funny.
They'll, they'll call you andthey'll be like, Oh my gosh, I
can't believe I'm talking to you.
This is, this is so surreal.
I've just been watchingall of your videos.
Can you help me?
I'm, I'm moving to thearea and I need a guide.
I need help.
And that's exactly how it works, right?
You're their guide.
You begin to build that relationshipwith them and build that trust over
(15:16):
camera before they even meet you.
Now let's put this all together, soshe's got a sphere that is small, right?
It's going to have very few people on it.
But when you focus on thatsphere, it will start to build.
She's going to have four orfive from the very beginning.
She's going to mail that announcementletter, and then she's going
to start mailing newsletters.
And I told her, I said, one of thebest things about that is it's going
(15:38):
to cost you very little to mailnewsletters every month, right?
We figure about a dollar 50 per person.
And so it's going to be, you know, five.
You need about 10 a month forher to start mailing newsletters.
Okay.
So, and then every single month,because she's doing that on repetition,
she's going to be adding more people.
Then she's going to go crush openhouses and she's going to do as many
open houses as she possibly can.
(16:00):
I said, if you have nothing else to do,I mean, I would be doing open houses
every day of the week if I could.
I mean, every chance that you haveto do an open house is a chance
for you to meet more people,to bring them into your sphere.
All right.
And then you just focus on matchmakingat, at the, at the open house, you get
their contact information and theirsearch criteria and get busy matchmaking.
(16:20):
You don't have to wait for that magicalmoment where, where somebody walks in and
says, Oh my gosh, so great to meet you.
And, and you say, great.
Let me, let me help you.
Let me whisk them away andyou go help them buy a house.
It doesn't have to bethat unicorn type moment.
Instead, what you're looking foris their contact information and
their search criteria, and thenget busy finding them a home.
(16:40):
You don't need their permission.
You you've got their contactinformation and their search criteria.
So get out there and find a home andcall them and say, Hey, I met you a
couple of weeks ago at the open house.
And you had mentioned thatyou were looking for this.
Well, I just happened to find oneover here in this other part of town.
And it's not even available onthe, on the market yet, but let
me know if you're interested, I'dlove to get you in to see them.
And that way you're matchmaking.
(17:02):
You're calling them and saying, Hey,I saw this house and I thought of you.
And those are magical words to a buyer.
And again, you don't have tohave their permission to do that.
You get their contact informationand their search criteria.
Just start finding them properties.
And if they don't call you back, wellthen go find them another property
and just keep calling them and tellthem about properties because that's
what they're looking for, right?
(17:22):
Buyers are looking for houses andsellers are looking for buyers.
That's how simple real estate really is.
And that's how simpleyou can make matchmaking.
All right.
So now she's got her, hersphere starting to build.
She's beating people at open houses,get she's getting matchmaking.
She's out there findingproperties for people and she's
meeting people on the regular.
(17:43):
She's.
Adding all of them to their sphere.
So then every month they're goingto start to get her newsletter.
And then the third pillar is the big one.
And that is YouTube and buildinga YouTube channel of moving to
and living in, and then let thatspill over onto social media.
Don't, don't tell your friendsabout your, your YouTube channel
because they're not the audience.
(18:03):
They're going to go watch one ortwo minutes of the video and then
stop and it'll kill your algorithm.
So just let it build, but then youcan use those videos in other places.
Organically.
You can also create shorts andeverything else beyond that.
But I'm telling you a long form videoof living in the cost of living in
the pros and cons of living in the.
(18:23):
Things you need to know when livingin and moving to the things you need
to know before moving to the things toavoid when moving to the list goes on.
So living in and moving to, and thenbecause of her specialty, she should
have one more keyword strategy.
And that is around PCSing to themilitary base, the name of the
(18:44):
military base that she's closest to.
And, and so it'd be PCSingto that air force base.
And then all of the content aroundthat is to help those that are PCSing.
Now she's also military.
So she needs to let her audienceknow that, that she PCS to herself
many of times and, and knows whatit's like, and is here to be their
(19:04):
guide, to be the one that helps them.
And then she provides all thatcontent on YouTube for them.
A library of content.
She can then take that contentand do even more with it.
There's all kinds of military Facebookgroups, military family, Facebook groups,
and, and she needs to plug into thoseFacebook groups and be active and answer
(19:25):
a lot of questions and when it's right.
Share a YouTube video toanswer somebody's question.
Let's say somebody asks like,Hey who, who do you recommend
for, for daycare in the area?
And let's say you put a whole videotogether about PCS scene and the things
that families need to know when, whenmoving to, you would then share that
video with her and, and, and again,you're the guide you're, you're
(19:48):
there to help and you're not there.
Hey, you know, give me some business.
You're not doing that.
You're just like, here, there'sa video that I put together.
That I think will bereally helpful for you.
And just, just put thevideo in there, right?
And that way you're, you'reusing your content to serve more.
The other thing you can do is youcan start to build an email list of
those that are PCSing, and then everytime you publish a new YouTube video,
(20:11):
you could use that YouTube video.
Create it into a email, take thetranscript into, into chat, GBT and
create an email with it and send outan email blast or send out a consistent
sequence of emails to those that arePCSing to the area because they, you
know, clicked on, on one of your leadmagnets or whatever the case might
(20:31):
be, but you build that email list.
And then now you can start emailing allof the videos that you're producing.
This is a clear plan that'scongruent to her and now she
needs to stay consistent with it.
And I knew it was congruent to her becauseshe got excited about the idea and started
to see that there is a path for her.
She went from hopeless to, to, Oh, okay.
(20:51):
I think I can do this.
I think I can do this.
So again, she's going to getthat, that three pillar built.
That's going to be congruent to her andthen help her stay consistent with that.
And and.
And, you know, with that to help stayconsistent with it, the one thing
I recommend is our group coaching,staying accountable to your actions,
you know, there's so many steps to this.
So we talked about, you know, buildingthese three pillars, but then there's
(21:13):
also eight steps that go with this.
And there is a lot ofroadblocks along the way.
There's a lot of doubt that comesup, a lot of fear that comes up.
And so we need to flush that out.
And our group coaching here atagent rise is small group coaching,
but Four to six agents in a call.
And with this, it's going to really,really help her move her business forward.
(21:34):
If you're interested in thegroup coaching, you can get
all of the details by going toour website, agentrisecoaching.
com slash academy.
And there you will see the two differentoptions that we have for our coaching.
The first is the 97 a month.
Agent Rise Academy, and thatincludes Agent Rise Bootcamp.
It includes Agent Rise Live, which isa monthly publication that we put out.
(21:57):
You get access to our Facebook group.
You get access to ourcomplete resource library.
We've got so many videos to helpyou move your business forward.
It's got bootcamp included,which is our 12 session Course to
help you build that clear plan.
You know, I, I was able to discussthis clear plan with this lady
here today and, and with you all.
(22:17):
But what does that look like for you?
What is your clear plan?
And that's what bootcamp helps you with.
And that is for 97 a month.
If you want to upgrade from thereand get into the group coaching,
Group coaching is 297 a month.
And that includes a call every otherweek with four to six other agents
are in this case, it'd be four tofive other agents if you're there.
And so four to five other agents,including yourself will, will
(22:40):
be on these calls and it'severy other week, small group.
You get to speak every single timeyou get to get help every single time.
We get to crush the fears, crush thedoubts, and keep you moving forward
so that we have that clear plan.
That's congruent to you.
And now we're going to stay consistent.
Again, all of these details to joinagent rise is that agent rise coaching.
(23:01):
com slash Academy and goahead and get started today.
Thank you so much for listening.
I hope you have a great day andlike always remember to be the
reason somebody smiles today.
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