Starting in real estate can feel overwhelming—especially in a city where you don’t know anyone. That’s exactly what Jeremy Allen faced when he moved to Virginia Beach with just one contact—his sister. Fast forward and he has built a thriving business fueled by raving fans and referrals.
- In this episode, Jeremy shares:
- The mindset shift that transformed his business from struggling to thriving
- How he turned every client into a fan who sends referrals
- His unique strategy for hosting unforgettable client events
- The exact system he uses to stay top-of-mind with past clients
- How adding YouTube to his marketing plan boosted his business instantly
If you're tired of chasing leads and want to build a business that attracts clients effortlessly, this episode is for you.
Join us at the Agent Rise Summit! Get your ticket at agentrisecoaching.com/summit
🔔 Subscribe & Leave a Review! If this episode helped you, let us know!
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
As a real estate agent, there'sfew things that feel more daunting
(00:03):
than starting over in a brand newtown where you don't know a soul.
And how do you get that business going?
Well, this is the place that Jeremy Allenwas at, who =moved to Virginia Beach
and knew just one person, his sister.
And now he's gone on to build one ofthe largest sphere of influence pillars
I've seen any agent in Agent Rise do.
(00:24):
And I cannot wait to share withyou exactly how he's done that.
Also in this episode, we're gonna betalking about the Agent Rise Summit,
which is coming up April 27th tothe 29th in Fort Myers, Florida.
If you are interested in joiningus, we do have some tickets
remaining, and you can find all ofthe details@agentrisecoaching.com
(00:45):
slash summit.
Again, agent rise coaching.com/summit,come and join us in Fort Myers.
It's three days in paradise tobuild out your three pillar plan.
And we would love nothingmore than to have you join us.
Now let's get onto the interviewwith our good friend, Jeremy Allen.
Welcome to the Agent Rise podcast,where we celebrate that you are unique
(01:08):
and one of a kind, instead of askingyou to do things that make you cringe.
We help you create a clear,personalized plan that aligns with you.
No more overthinking or wasting time.
Just a straightforward path to buildinga real estate business you love.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Welcome risers. (01:28):
undefined
It's that time once againfor the Agent Rise podcast.
I'm your host Neil Math, andI'm joined by the one, the only
Jeremy Allen from Virginia Beach.
Jeremy, how are you today my friend?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: I am great, Neil. (01:38):
undefined
Honored to be here.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Awesome. (01:41):
undefined
I'm fired up.
I'm fired up.
Jeremy, can we'll start out here.
Uh, I think a lot of agent RISE's,listeners already know you.
Um, but just give us alittle bit of background.
Tell us, uh, you know, who's JeremyAllen, how long you've been an agent,
where you're from, all that good stuff.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yeah, I, I've been an agent (01:54):
undefined
now for just over 10 years.
And I moved to the Virginia Beacharea, the Hampton Roads area,
about 10 years ago, 11 years ago.
So I really moved here andI got into real estate.
And prior to being here, I hadnever even bought a house before.
So I had what you call impostersyndrome when I first got into
(02:16):
the business and I didn't knowanybody here other than my sister.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: I. (02:20):
undefined
And so you're all alone.
You know, one person in town.
Um, you've got imposter syndrome becauseyou're, you're, you're kind of selling
the city right now, selling the dream,but you're nude here and you also
don't know everything or know, youknow, too much about the town, right?
So, um, what did you doto get your start then?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: I, I think a, a, a big start of (02:37):
undefined
this came from the choice I madewith joining the real estate group.
I joined a brokerage that provides a wholelot of care, a whole lot of love, and
a whole lot of training opportunities.
And I, that's all I know 'causeI've only been with one real
estate firm this entire time.
But when I talk to other agentsoutside of another firms.
(03:00):
I realized that they don't, theydon't get the same access to all
the same training that we do.
So I think that was a big part of it.
And then I learned in the beginning,the only way I'm gonna grow this
business is if I chase and Igo outside of my comfort zone.
And it required a lot of rejection.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yes. (03:17):
undefined
Yeah.
And you, you went at it too.
I mean, You only knew one person intown, and so then you started focusing on
fizbos, if I remember correctly, right?
Calling for sale by ownersand making that your chase.
We'll, we'll jump into all of that, butI, I think this is such a, such an awesome
thing about your story because you guysare soon going to hear how robust and
(03:37):
amazing your client base is and yoursphere of influence and your raving fans.
You've got so many raving fans, andto come to a town where you only know
one person and and, and then to seewhere you're at 10 years later is.
It's pretty awesome.
So, uh, well, I'm excited to talk,talk with you more about that, uh,
(03:58):
and, and, and we'll get into yourthree pillars in a little bit.
Uh, I'd love, love to hear from youon, on what you think you know, as far
as you know, right now in the market.
There's a lot of agents that arestruggling and, um, and you're thriving.
You're, you're, you're just, you'regrowing and, and thriving right now.
Uh, how do you see yourselfthinking differently than, than
(04:20):
what you see from other agents?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yeah, I, I would say, um, one mindset (04:22):
undefined
that I have is like that real questionI ask myself, did I work today?
Acknowledging did I actually work today?
You know, in this business wedon't have, um, a supervisor.
We don't have a shift coordinator.
We don't have anybody that's overseeingus to make sure that we did in fact work
(04:42):
today, and we can easily lie to ourselvesand we can be really busy and super busy
the whole day without being productive.
And.
I, I don't know, maybe it's just me,but I tend to sometimes procrastinate on
the things that are more challenging orprocrastinate on the things that are more
outside of my comfort zone, I would say.
And when it comes to chasing,that's typically gonna be
(05:06):
out of the comfort zone.
So, um, for me it's that, it'sthat, it's that mindset of
knowing like, you know what, I mayhave shown some property today.
I may have had a closing today.
I may have ratified a contracttoday, but did I really work today?
Just 'cause I, I went and showed abunch of pro, I mean, that's work.
It is work.
Sure.
But did I do anything togenerate new business?
(05:26):
So constantly lead generating,I think that's actually the
bigger part of this job.
Lead generation comes first andthe service part of it comes after.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yes. (05:38):
undefined
Yes.
And we'll get into how you specificallydo your lead generating, and it's
all around your sphere of influenceand, and some other pillars.
Uh, and.
You are.
One of the things that I love aboutyou is, is you have your goals, you
have it dialed in on what number ofpeople you want to talk to in a given
week, and then you track it basedoff of the percentage of that goal.
(06:03):
Can you explain that a little bit?
'cause I think it's reallypowerful what you do.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yeah, like in my 12 week plan. (06:06):
undefined
So when I, when I write thatout, I write, I write it out
obviously the whole 12 weeks.
Now, during that 12 week plan,there could be a few things I may
add to it or even cross off of it.
But for the most part, when Iwrite it, that's what it is.
And let's say there's, for even numbersake, let's say there's 10 things on
there that I agreed to do this week.
Okay, well, if I did eightoutta 10, and that's an 80%.
(06:29):
So I gotta be real and Igotta really score myself.
And I find that if I'm, if I'mscoring below 80% on a regular basis,
then I'm not gonna reach my goals.
It's just how it works.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Hmm. (06:39):
undefined
Yeah.
And, and when we talk about prospectinghere, and maybe we'll, we'll get to
this when we get talking about yourthree different pillars, but I, to
me, that's kind of a. Uh, a negativeword, I think in the industry, right?
Like, I got a prospect and you, youknow, and it's, and you feel like you're
dialing for dollars and, and whatnot.
Prospecting doesn't looklike that for you, does it?
Can you, can you tell mewhat that looks like for you?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Prospecting doesn't sound good. (07:01):
undefined
Like it sounds horrible.
It sounds like a, like,I don't wanna, yeah.
Um, I, I, for, for me, like now myprospecting is, is more centered
around my, my sphere of influenceand everything I really do is focused
around that through, through systemsand processes and activities that
are just around sphere of influence.
(07:22):
One thing I've learnedis that relationships.
Matter way more than leads.
Like leads are great, but, butthe goal is to turn every one of
those leads into a relationship.
And sometimes that's impossible.
We don't get 'em all.
But once I have an actual leadin front of me, I really want to
turn that into a relationship.
And I do that through, throughdifferent systems and strategies.
(07:43):
It's easy to be relational if you haveone friend, but if you have a hundred
friends, 200 friends, that's where wehave to have systems in place for that.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yeah. (07:51):
undefined
And, and you're, you're, uh, uh, so wecould talk about, hold on one second.
I wanna think this throughbefore I ask this next question.
Um.
So when, when you, when, uh,where do I want to go here?
So when we talk about prospecting,right, it doesn't look, it
(08:12):
doesn't look the same for you.
And when you are reaching out to yoursphere, uh, when you're, you know,
you've got, you've got a, a systemin place as far as monthly mailings,
client events, Popeyes, can you talkspecifically about that and, and, and
how you've used, um, client events andPopeye's and sphere, you know, all of
(08:34):
the things that you do in your sphere.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yeah, so for, for prospecting now with (08:36):
undefined
my SOI, it is through fun activitieslike a client event, um, a phone call.
Now calling people isn't always fun,especially I haven't talked to 'em
in a while, and sometimes it's likeI. Like if I'm calling somebody that
wasn't necessarily somebody that I'mlike hanging out with, um, watching
the game with Sunday evening, butit's just like, like an actual client
(08:59):
that's, you know, maybe we don't havea ton in common in life and maybe I
haven't spoke with them in five months.
Calling 'em out of the blue issomething that is, I. It's easy
to talk ourselves out of that.
Like, I don't wanna botherthem, I don't wanna bug.
So having a reason to call is important.
And my reason for that typically isgonna be that I have a client event
coming up because everybody lovesbeing invited to a client event.
(09:20):
Everyone loves being invited to a party.
Even if they can't come,they still appreciate the
fact that they were included.
And this applies for me too.
I love it when peopleinvite me to their parties.
It's great, you know, so that's abig part of it is just making those
calls and those text messages.
And videos.
I send random videos topeople too, just to say, Hey.
I just saw it's your birthday and Iwanted to say happy birthday, or I
(09:43):
might send 'em a GIF or something that'sjust, you know, just let 'em know.
I'm thinking of them.
Um, again, it's, it's about buildingrelationships, you know, and then when
I get a referral from somebody, let'ssay, oh, they're gonna have a handwritten
note card in the mail within, within 24hours, it's gonna land in their inbox.
And there's gonna probably bea, a coffee gift card in there.
Um.
You know, and, and I write notes for alot of reasons, not just that, um, but I,
(10:05):
you know, I'm trying to write consistentlywriting 10 notes every single week.
And in addition to writing 10notes every week, I also have
note card campaigns that go out.
Like the next one I'm working onis coming up here for this spring,
and that's gonna be a, a note cardcampaign that has little seed packages
in there, um, so people can grow.
And I'll probably have a messagethat says, um, your referrals help.
(10:26):
Our business grow or something like that.
Your referrals help my businessgrow or something to that effect.
I usually like to have a little cheesycatchphrase in there too, if it fits.
Um, it doesn't have to be, butit's just like a happy springtime.
Here's some seeds.
Uh, I think last year I did, uh,organic tomatoes, um, year before
I did some flowers and, you know,just some different every week.
And it's cool 'cause sometimes I'llhave, I'll have clients that actually
(10:47):
like text me that just planted them andthen they'll text me a few months later
like, look at these tomatoes, you know?
Um.
Stuff like that.
So, um, and then also gifts.
Uh, just giving people gifts.
That's, that's mailing somebody a gift.
Um, good shelf life on seed packages too.
If they don't plan 'em this year,they're still good next year.
Um, and then the other gifts that Ilike to give away is these coffee mugs.
(11:08):
You know, my, my bottom coffeemug, uh, I think I spend six,
seven bucks each on these.
And, uh, people like 'em.
I have had many people poston social media with their
mug and tag me in the post.
And I, I, um, uh, I usually ordera different color for each year.
Um, but I, but I do an engagement post inmy Facebook group and I ask my sphere, I
say, Hey, what mug should I order next?
(11:30):
Should I do the white one or the red one?
Or should we bring the gray back?
It seems like most people this yearvoted for me to bring that gray one
back, so I'm gonna probably order those.
And then every time somebody votestoo, I know they want a coffee
mug or they wouldn't have voted.
You know what I mean?
So, so that's a, a big part of it.
Giving gifts away is such a, a powerfulthing, you know, because the, the
generosity from that is contagious.
(11:52):
If I give somebody a coffee mug,naturally, just organically, they want to.
Appreciate it and they wanna giveme something back, you know, and
I've never had anybody show upat my porch with a coffee mug.
That'd be cool.
I would love that.
Um, by the way, if someone's hearingthis, I, I like coffee mugs too.
Um, I haven't had that, but what Ihave had is, is somebody give me a
(12:13):
referral and they're excited about thatreferral because of that, that, that
generosity of, they, they, they reallywant to give me that referral because
they know how much I appreciate it.
And the reason they know how much Iappreciate it is 'cause I tell 'em.
I tell 'em and I remindthem and I let them know.
'cause if, if our clients don't knowhow much we appreciate referrals,
(12:33):
guess what they, they may love you,but they may never think to refer you.
Especially like I work with a lot ofmilitary clients and you know, the
military doesn't really work by referral.
They work differentlythan us business owners.
So for some of 'em, referrals justcome natural personality types.
Right.
Um, some personality types, theydon't come natural and they don't
even realize, like, oh, I wouldn'teven think to refer my agent.
(12:56):
But if I'm doing my part to educatethem, then I'm, I find that the
chances of getting referrals is waymore higher when my clients know that
I actually appreciate it, you know?
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yes. (13:06):
undefined
Yes.
A couple things that you mentionedthere that I wanna bring up.
One is the VIP group.
Can you tell us about what that looks
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yes, so that's a nice addition to my (13:13):
undefined
SOII learned through Agent Rise, andI use that as a tool for different
things for announcing client events,for maybe getting some quick polls
on which mug I should order next.
I do online raffles on therelike a. Uh, was it last year?
I did.
I did a, a, a new raffle every month.
I did a raffle.
(13:33):
I decided not to continue that, butI'll just do 'em periodically now,
um, you know, for special events, um,I. And I use that, I use that group
for, for just generally, for that.
Not everybody's on Facebookthough, you know, so it doesn't,
doesn't reach everybody.
But I'll tell you, like I think,uh, when I posted the question about
coffee mugs, I think I had 27 peoplevote, you know, with within 24 hours.
(13:54):
You know, so that's, that's reachingpeople, you know, it's working.
It's a good tool.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yes. (13:59):
undefined
Yes.
And you, and then you couple thisso well with your events too.
Can you tell us about your events and,and if you wanna know everything about
his events, this is a plug for the summit.
You're gonna be speaking at theAgent Rise Summit this year and
sharing all things about events,but can you give us a little, little
taste of what your events look like?
, riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: the next event I actually (14:16):
undefined
have coming up is, uh, in May.
It's, it's actually my, my dog,Elijah, it's his second birthday.
Um, and I, I discovered thisevent on accident last year.
'cause it was his first birthday.
You know how parents are withtheir kid's first birthday.
Yeah.
I treat my dog like a kid, whatever.
Um.
So he's cute.
So, so when I did this birthday party,I was shocked how many people came.
(14:40):
I didn't even try to advertise it.
I just kind of put it on social media.
And there was like 15 people thatcame to a dog's birthday party.
Right.
And they brought their, most of mostof these people brought their dogs.
Coup.
Couple people didn't even have a dog.
They just wanted to come, you know.
So I realized, I'm like, wow.
You know, especially my clients thatdo have dogs and they love their dogs.
Oh, the, the place that I have theparty is called Pups and Pints.
(15:02):
It's designed for.
People to come and bring their dog.
It's really a fun place.
So I'm doing that here in, in, inSpring, and I'm gonna start advertising
that actually here, um, in, in March.
Um, I'll be, I'll beginningto advertise that.
And then the next party from thereis gonna be a baseball game, uh, the
Norfolk Tides baseball game here locally.
Um, and that one is partnered with myreal estate firm and I'm, I'm blessed.
(15:24):
I know not everybody has a real estatefirm that does this for them, but.
Our company has two big eventsevery year that they kind of
prepare for us and we contribute.
So I'm buying the tickets, but ourcompany already prepared and booked
all the seats behind the third base.
So we have good, a good view ofthe fireworks show after the game.
Um, and it's teacher appreciation event.
(15:44):
So we're gonna be getting school supplieddonations that's coming up this summer.
And then, um, the next event after thatis my pie party, and that's my big event.
Um, that's where I actually, Irent space at Apex Entertainment.
Um, that's a big event.
That's, that's where mymarketing money goes.
I, I don't spend any marketingmoney on buying any type of
leads, no lead sources, nothing.
(16:07):
My marketing money really goesright back to my clients and I buy
everybody a fresh, baked, deliciouspie from a local bakery, and they
come to the event and they pick it up.
If they can't make it to the event,I deliver it to their doorstep.
And if they're not local, then.
If I can, I'm gonna try to order them,their favorite pie from a local place.
I just go on like orderup or whatever Uber Eats.
(16:28):
And I will order somebody a piefrom their local spot there.
Um, I, my try, my goal is to geteverybody a pie right before Thanksgiving.
Um, and then anybody that just doesn'tmake it, I deliver it to their doorstep.
Um, and at that event it's reallykid friendly and it's like, I
got open bar, a lot of food and,um, just, just a ton of fun.
And, um, and then at the event, Ihave a raffle and that's, that's one
(16:51):
of the magic parts of this event.
And I'm gonna talk moreabout that in the summit.
But just a quick little,um, spoiler on that.
One of the best raffles that I foundwas I raffled away a free round of golf.
And I was kind of nervous thinking, I hopesomebody puts a raffle ticket in there.
'cause if nobody wants to golf with me.
But no, there was actually a, Ithink there was like 14 different
(17:13):
men at this event that all put inthere to win a round of golf with me.
And, and the winter wasEdward and I'm gonna be golf
golfing with Edward here soon.
The weather's been horrible andwe, him and I have been, but it
gives us a reason to connect.
It gives us a reason to communicateall the engagement from it.
But, but outside of Edward.
There was 13 people that didn't win,but I know they all wanna golf with me.
So now I have a, a nice little smallevent that I can do, or I just invite,
(17:37):
you know, uh, two, three other guysout to go golfing with me one day and
that, that counts as a client event.
In my mind.
It's a small event.
It's not the same, but it's very intimate.
It's more personal whenyou have a smaller event.
So there's a lot of power in that, you
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yes, yes, yes. (17:49):
undefined
And you tie this all together.
You know, you've got these events,but before the events, you're,
you're putting them in yournewsletter and you're promoting
them, and you're sending out invites.
You're sending out refrigerator magnets.
You're making phone calls, uh, and, andcalling everybody and inviting them.
Your engagements gothrough the roof, right?
And then you've got your Facebook group,uh, on the, on the backside to, to
(18:13):
number one, to promote it there, butthen also to share all of the photos.
Uh, and, and this to me, I, Ijust love how you, um, have,
have dialed this all in.
And how important do you think eventsare to your business and to your success?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: That is, oh man. (18:29):
undefined
I don't know how I'd rank it.
Extremely important.
Like I couldn't imagine runningmy business without events.
It's such an important part of the wholeSOI pillar, like I, I would say I. I would
say it's equally as important as like,you know, the calls and the, and yeah.
It, it pairs well with everything.
(18:49):
And, and the thing about anevent is, is, you know, like
we teach an agent Rise here.
Is, is it's, it's allabout getting engagement.
You know, if, if your businessis lacking, get more engagement.
I. And your business will pick up.
That's it.
So an event creates engagement.
So like I, I, without even havingto necessarily track my engagement
tracker, I already know, becauseI wrote it in my 12 week plan.
It's like, instead of tracking my caloriesin my diet, I'm meal prepping basically.
(19:14):
You know, so, so I already knowwhat I'm going to eat in my meals.
Just like with my business, I alreadyknow where my engagement's coming from.
I put it in my, in my plan.
So when I do these eventsand I follow that formula.
I'm gonna get a ton of engagementeach year just from that alone, you
know, and everything's automated.
The best thing to do, to beconsistent is to automate everything.
(19:34):
So like my newsletter's automated,I have a automated email, I have
the home bot going out, automated.
Everything I can do, automated isthe way to go, so I don't forget,
and I'm always consistent on time.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: That's great. (19:46):
undefined
That leads us into where I want to gonext here, and this is just to talk
about your overall business, right?
So we've talked a lot about yoursphere of influence, which is
what, 99% or 98% of your business,
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: It was actually, now (20:00):
undefined
it's probably about 90.
It's actually gone down on thepercentage because of YouTube and, yeah.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Okay, so and so sphere of influence (20:07):
undefined
pillar, you are, uh, just a master at it.
You focus on it.
We've talked a lot about that.
Um, chase pillar, you did just fizbosin, uh, in the beginning, right?
But then you were able to dropthat once your sphere grew up.
And then just this last year, you'veadded YouTube to your attraction pillar.
(20:29):
You were always doing social mediaand you're doing that with excellence.
But this, this last year,you've added YouTube.
How, how has this been jumpinginto YouTube for the first time?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yeah. (20:39):
undefined
Um, YouTube's great.
So chasing is not like somethingthat we all love to do.
I did it hard though forthree, four years straight.
But every time I chased one andit's like, maybe I got rejected
five times when I got that one.
Okay, now I actually have a client.
Now I can build a relationship andthat leads to referrals, which,
you know, then led, led to this.
(20:59):
I. Um, so now my chasing is very limited.
I also did a lot of openhouses back then, too.
Um, now the only chasing I dois occasional open houses if
it's to service a listing in,you know, certain situations.
And that's usually I'm doing openhouses to chase the neighbors
and to try to get in front of theneighbors to get more listings.
Um, but YouTube has been sucha, a, I wouldn't say fun, but
(21:20):
just a, a unique creative wayto attract even more business.
And I would say when, youknow, for the video work.
In the time I'm spending, which definitelyhas taken some time just to figure
it out and just to get the process.
It's taken a lot of time.
I've invested, but I almost wanna say,and Neil, you probably would know if this
is accurate, but I think like when itcomes to creating videos as an agent, I
(21:41):
think that YouTube is, is gonna get me thebiggest return on my investment for the
time I'm spending and making these videos.
I don't think that I can get the samereturn from just social media, you know?
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: I've seen the same. (21:50):
undefined
I've seen the same.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: I, I remember you saying that. (21:52):
undefined
And I've always known that YouTubewas, was, was legit and it sounded
cool and I'm, I'm comfortablebeing in front of a camera, so it's
like, well, why am I not doing it?
It was just a matter ofcommitting to the time.
'cause if I'm gonna doit, I'm gonna do it.
And then finally it was, it was, it wasthat not the Agent Summit last year?
It was at the Agent Rise summit.
The year before you showed us DS scriptand I was like, oh, now I'm feeling, and
(22:16):
then I downloaded D script and I'm like,okay, I'm launching this channel now
because now I feel comfortable with thequick, simple edit process that I can make
this video and the content how I want it.
'cause I'm a little bit.
Particular, um, um, sometimes I, I, my perI, I can almost be a perfectionist with
videos and that's actually a bad thing.
Um, sometimes it's justget it up and post it.
But, um, DS script really helps me withmy perfectionism to, to make the video
(22:41):
content exactly where I want it, and thenI send it over to an editor to actually
make those cool transitions and add theB roll and do the, the really cool stuff
that's more fancy and advanced, you know?
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yeah. (22:51):
undefined
Yeah.
And you've, you, I love too your videos.
I love what you're doing.
You're following the livingin the moving to framework.
You're also using your videos,uh, to reach others like in.
Facebook groups.
'cause you're, you're in VirginiaBeach, it's a big military town.
Right.
A lot of, a lot of people PCSing andrelocating in and you're, you're even in
(23:12):
the flow with providing content for thosethat are, that are moving into the area.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yeah. (23:16):
undefined
Yeah, that's it.
That's it.
I have a lot of people movinginto this area, so the YouTube
channel is so helpful for them.
I'm really.
Covering topics and answeringquestions that my buyers constantly
ask me when they move into the area.
So I already know what peoplewanna know because I work with
these people all the time.
So now I'm just sharing it withthem and giving it to them upfront.
(23:37):
And, you know, I could, I've been doingthe YouTube channel for eight months
now, and, um, Eddie was looking at mychannel and he was really impressed that
I have that many subscribers already.
Um, but I, I could, what I was impressedwith is after I posted my second
video is when I got my first lead.
And I know you don't hearthat story very often,
right.
Yeah.
And then that, that lead, she endedup, um, maybe a few months later,
(23:58):
ended up actually moving to the area,and then I've already closed her.
Um, so, so within, after my secondvideo, I got a lead that I closed.
I didn't, I didn't close her for monthsafter that, but at least she reached
out to me after my second video.
Why did she reach out to me?
Well, she mentioned how cute my puppy was,and she remembered his name was Elijah.
He was in one of my video.
He's actually in quite a few of my videos.
(24:19):
He's my marketing dog.
Um, so, and, and then I alsoclosed with another buyer.
Um, I. And I would say like the biggestwin that I had from the channel, even more
than that, was the fact that I highlightedone of my listings in the video.
It's, it was like a, a 92ndreal like quick little video I
made highlighting my listing.
But I took that and I put it in a videowhere I highlighted the neighborhood,
(24:41):
which is the riverfront community.
Then somebody saw my video and theyreached out to their agent and they
said, Hey, hey, can I see this one?
And the agents reached out tome, got 'em in there to see it.
And sure enough, we were actuallykind of towards the end of our
negotiation period on a home inspection.
We were under contract, but ourcurrent buyers were asking us for
some ridiculous things, right?
(25:02):
So they showed it.
They wrote us an offer $20,000 higherthan our current offer, $20,000 higher.
And they said, we'll takeit as is, no repairs.
So then the very next morning we releasedthe buyers that we were currently
under contract with legitimately, andwe now move forward with these buyers.
We've closed on that house, we gotthe appraisal through and everything.
(25:24):
You know, it was acustom built luxury home.
It was pretty easy to getthe appraisal through.
So my client, I have a testimony nowbecause of my YouTube channel, that I
was able to net my clients $20,000 morebecause that buyer never would've seen
the property if it wasn't for that video.
So that's pretty cool, right?
I mean.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: So cool. (25:39):
undefined
$20,000 YouTube video right there.
That's fantastic.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: were doing cartwheels down the street. (25:44):
undefined
They
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yeah. (25:45):
undefined
Yeah.
And Jeremy, you're such a good guideand, and, uh, you are such a great agent.
I've seen you, uh, often express, uh,how you would handle a situation with,
that you have brought this ability toguide people into your town like you
have with all of your clients, butnow you're also doing it on camera.
(26:07):
Um, and, and is it, it, it, correct me ifI'm wrong, but are a lot of the referrals
and the, the leads that are coming fromYouTube, are they just like a referral?
Are they just likesomebody from your sphere?
Like the trust is alreadyestablished in a way?
Uh, are you seeing thatwith your YouTube channel?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Almost, I would say it's almost (26:25):
undefined
that it's not quite the same.
The, there's a big difference whensomebody actually has worked with me
or they actually know someone that hasworked with me and that raved about me.
The trust is, it is, there'sno, there's no wall to break
down with trust on YouTube.
It's almost that.
I mean, there's not, it's like they,they, when they reach out to me, it's
(26:46):
not like any other internet lead.
They actually want to work with me.
You know?
I just had someone reachout to me from California.
We spoke for like 40 minutes and he, him,him and I were like, I felt like we were
like friends, like we knew each other.
'cause he, he had already watchedlike two hours of my content.
So, and he laughed at all my jokes.
So I like him.
And that's, that's my guy.
Like, we're, we're friends now.
(27:06):
You know, so, yeah.
It's so personable when people reachout to me because I, even though
they're, they're a stranger to me.
I'm not a stranger to them,
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Mm-hmm. (27:15):
undefined
Right, right.
And Jeremy, you're you're, you're so goodon camera, you're so good in your videos.
You're doing just a phenomenal job,but there was a lot of fear there.
I, I remember coaching you overthe last couple years and trying
to try, you know, 'cause Come onJeremy, get this channel going.
Come on buddy.
I know you can do it 'causeyou're gonna be amazing at it.
Well, can you tell us like what.
What maybe, was there fear standing intheir way, or what was it that slowed
(27:37):
you down to get your channel going?
In the beginning?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: It wasn't fear of being (27:39):
undefined
in front of a camera.
That's actually, that'snot a fear that I have.
Um, the fear was spending timeand effort on something that.
If, if you don't actually follow throughwith it, it is just a shiny object.
It's, that's all it is.
Unless if you actually work it, this isthe shiny object that actually works.
It's proven.
(28:00):
It's not like maybe thisYouTube channel will work.
No, it's proven.
It works, but it's like, that wasmy fear was that I, I, I was like,
this is a commitment we're talkingabout long form content and, and,
and making a video every single week.
And then I started telling myself like,I'm gonna run out of things to talk about.
That's not true.
Um, you know, which you, you got mepast that objection pretty easily.
(28:21):
But, um, it still was an objectionin my head as like, I'm gonna run
out of things to talk about andit's, that's not the case at all.
I have, I could, I could come upwith five years of content right now.
You
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Right, (28:30):
undefined
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: it's pretty simple. (28:31):
undefined
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yeah. (28:32):
undefined
Yeah.
So it was just, it was, uh, you know,it, it wasn't like it was the fear of the
camera, it was the fear of the commitment.
It was the fear of like, can I go along?
Uh, can I go along with this becausethat's what I'm gonna need to do.
And you put so much energy into yoursphere, and I mean, we talk here at
Agent Rise, you know, we start outwith the foundation of build your
database, send that announcement letter,and then mail monthly newsletters.
(28:55):
And then there's a whole list of sphereof influence 2.0 things that you can do.
Well, guys, Jeremy does all of them like.
He, and he not only does them,but he does 'em with excellence.
Um, and so the thought of of ofdoing something in addition to all
the things that you're doing withyour sphere, your client events and
all the things that you do, uh, Icould see how that got overwhelming.
(29:16):
Um, has it, has it, uh, been,uh, an easy road for you?
Like, has it been easy?
Do you feel like youcan stay committed now?
Um, and how did you get over that hump?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: For YouTube specifically. (29:28):
undefined
Yeah.
And, and, and I did have a hard timebecause if you remember last year at
the Asian Rise Summit, I committedto like only, uh, I was like 90%
committed or something or whatever.
I was like, I, I stillwasn't a hundred percent.
Um, but then finally when I made thata hundred percent commitment, and I,
I think for me to get over that hump.
Just learning that Dscr was availableas a tool really helped me a lot.
(29:50):
And then just, I, I, one, one partof it too is I don't think I would
have done YouTube if it wasn't forthe support within the Agent Rise
community of knowing that, well, Idon't have to like figure all this out.
I don't have to invent a wheel here.
The wheel's already been inventedand, and the formula is right here.
And you know what, if I, if Islip up or I get confused or.
This doesn't make sense.
(30:11):
It's as easy as posting something in theAgent Rise network, and I will have tons
of answers and support from everybody.
You know, it's just like the, the, there'sno excuse to like, well, I can't figure
out how to, no, it's not that complicated.
Like anybody will listening tothis right now, trust me, you
can launch a YouTube channel.
You absolutely can if youexecute on it and actually do it.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Do it. (30:33):
undefined
Right, right.
And, and you've got a system in place.
I love that you bring up Descrip,because again, that's helped.
You with the efficiency.
You've got all of the scripts, all of thetitles, and the thumbnails and all of the
things that you need to be able to go.
Um, you've done a phenomenal jobon your thumbnails, by the way.
I saw you post, uh, uh, that in the groupthe other day, and I'm like, holy cow.
Jeremy's got a talentwith the thumbnails, man.
(30:55):
You're crushing it.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: I can't take all the credit (30:56):
undefined
for that because a lot ofmy thumbnails, I pay Fiverr.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Sure. (31:00):
undefined
yep,
yep,
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: I try to delegate out as much (31:02):
undefined
as I can with this channel.
Um, initially I was doing a lotof it myself, and I think that's
good because it's good to learn it.
Right.
But now, I mean, like I, I've alwaysused an editor, but I also have,
um, my friend in Bangladesh whoactually posts all my videos for me.
Alls I do is createthe content and I just.
Put it in a, in my Google Drive, andthen he takes it and upload because
(31:23):
uploading a YouTube video is alittle more to it than just uploading
a, a Facebook video or something.
There's a lot more tothe YouTube upload part.
So delegating that was nice.
And also, he's better at it than me.
He's got the tools and he's, he, he knowshow to optimize the videos even better
than me, so I love having him do it.
Um, that helps.
And then, um, the thumbnails,again, I don't do those either.
(31:45):
I, I, I pay, I buy 'em five at a time,so I batch my videos five at a time.
And it's, they're, they, it's$35 for five thumbnails, so I
pay seven bucks each for ' em.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: that's great. (31:54):
undefined
And you're doing that on Fiverr, uh,your editor, you've got online as well.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Fiverr. (32:00):
undefined
Yep.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Okay. (32:01):
undefined
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: I pay about, I pay about (32:01):
undefined
55 bucks for my editor.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Okay. (32:04):
undefined
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Altogether I pay close to a hundred (32:05):
undefined
dollars a video is what I added up.
And the reason mine, I think my, andit doesn't have to be that expensive,
it can be way less than that.
So, I mean, it couldreally be free actually.
Um, but the reason why my cost is alittle bit higher is I have invested
in some b-roll footage for ourarea, um, because the stock footage
(32:25):
to me isn't, isn't quite enough.
And that maybe that'sthe perfectionist in me.
Um, you know, and I watch people's videos.
I'm like, uh, I just, the B roll.
Adds so much to it, you know?
But I wouldn't want that to stop mefrom launching or stop me from moving.
Um, I didn't have any b roll whenI started this channel, so it
wasn't like I had to have that.
But now, since then, like if, so whatI do is if I have a new listing coming
(32:50):
up in the riverfront, which I did.
Not only did I have him do a listing videofor my listing, but I also had him give
me some, just some B-roll shots, just someslow shots of the, of the community, of
the main entrance, of the playgrounds,of the swimming pool, of the clubhouse,
the golf course, the, the local, um,grocery store, whatever is around there.
I want him to get as much as he can,and I'm sure I'll pay a little extra
(33:11):
for, you know, having him run around.
But I'm not just thinking about mylisting here, I'm thinking about this,
this YouTube video I'm about to make.
Covering this area, you know, andif I'm talking about the restaurants
nearby, or I'm talking about the park.
I don't have to have footage ofit, but it sure is nice when I can
show somebody the park while I'mtalking about the park, you know?
(33:31):
And then when Elijah and I go out inour adventures together and I take
him for walks, I tend to record it.
Now I have my antennas upnow and I'm constantly.
Finding my own B-rolljust in everyday life.
You know, just driving around, you know,when I do virtual showings for my clients,
I like to highlight the neighborhood.
Well, now I got some B-roll footage,so next time I do a video about
(33:51):
Chesapeake, I know Emerald Forest.
I have some really cool footage ofthat neighborhood now, you know, so I'm
always looking for, for things like that.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: that's great. (34:00):
undefined
, I'm learning so much about the, uh, insideof your business, your three pillar.
One thing that I did not ask youis about your social media plan.
Uh, you, you do post consistentlyand you do have a good following.
Can you tell us a little bit aboutwhat your social plan looks like?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yeah, it's pretty simple. (34:15):
undefined
I post things periodically as I'mfeeling it, but I also am intentional
and I, I, I have, I try to doa testimonial Tuesday, so every
Tuesday I either post a testimony.
Or I create one for posting next week.
So in other words, every other weekat least, or every week, I'm, I'm
doing a testimonial on Tuesday.
I think that's important 'cause you'reshowing competence with the testimonies.
(34:35):
Um, that's better than saying,look what I just sold, you know,
which is, which is fine too.
I will do that too.
I will sometimes post my solds and,and, and new listing and all that.
Um, but I don't wanna like.
Overdose on that
so I try to make it fun andentertaining and like not just,
uh, the basic real estate stuffthat everybody else would post.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: That's great. (34:54):
undefined
That's great.
And you know, so, so we'vegot a good makeup here.
We understand your business.
Um, YouTube is growing andI'm so excited for you to see,
see where all this all goes.
Um, and so, you know, over the yearshere, you've built a beautiful business.
Uh.
What do you do when things aren't goingright and you got setbacks and you
got, uh, you know, things that get inyour way, uh, life and whatever else.
(35:19):
How do you handle the setbacks?
How do you keep going?
'cause you got such a greatmindset and I would just love
for more agents to have this.
I.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: That is a good question. (35:26):
undefined
So it depends on the setback, butsometimes a setback looks as simple as
feeling kind of stuck, feeling kind oflike, I'm just not really moving anywhere.
I'm not really, I'm spinning thewheels, but I'm not moving, you know?
Um, and, and, and, or, or.
Whatever the case, and, andI've, I tell myself this, this
truth, that that momentum willdestroy any drift that I'm having.
(35:50):
Momentum is what matters.
So at any point in time, whetherit be your fitness goals, your
business goals, whatever it is.
Just move the ball, do something,you know, um, if, if, if you have
fitness goals, just, okay, maybeit starts with just actually
getting a membership at the gym.
Just start there.
Or, or, or just whatever.
Just get the ball moving.
(36:11):
And once that ball moves a little bit,it's amazing how it can just start rolling
and then you get momentum and, and that's,so I think momentum's a big part of it.
And then also trusting the process.
Understanding like what you're doingmatters and it's going to work.
When I first got into this business,I it, for the first seven months,
Neil, I didn't sell a home.
(36:32):
I, I was like, man, this job is cool.
If I got paid for it, I think it'swhat I wanna do when I grow up.
You know?
But I finally, after sevenmonths, you know, but it was,
it was trusting the process.
And then having a support systemaround me, that was a big part of it.
Any setback I've had?
One important factor that I'm blessedwith is a support system around me, and
(36:52):
that comes from Agent Rise, that comesfrom my real estate firm, that comes from
other networks, that comes from my church.
Stuff like that.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: so good. (37:00):
undefined
It's so good.
And, when you're, When you're struggling,you just get back to the basics, right?
You get back to the engagements, youget back to, uh, doing what you know
works and that gets you back on track.
Is that right?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: It's great if I know it works. (37:14):
undefined
But in the beginning, Ididn't know anything works.
I'm just having to trust it, you know,I'm seeing it work for other people.
And then sometimes too, if I reallyhave a setback, I read this book
from David Goggins, um, uh, um, can'tHurt Me if y'all wanna get pumped
up, man, read some Goggins and, uh.
(37:35):
One, one powerful thing he shared in therethat works for his mindset, which his
mindset is insane by the way, um, is hepulls outta the cookie jar, he says, and,
and I, I catch myself doing that sometimesis if I'm struggling, I have a setback.
It's like, well, wait a second,what have I accomplished?
I've done some things inmy life and I know that.
You know, I, I have a bigtrophy for this over here.
(37:57):
Well, it may be in the trophy box inthe garage, but I'm gonna go into the
garage and I'm gonna grab that trophy.
I'm gonna look at it for a second becauseit's gonna remind me real quick of, of
like, okay, you know what, I, I got thisand then I'll throw the trophy back in
the box and it can go back in the garage.
'cause that was, that wasthree, that was three years ago.
Not so important now, but that'skinda like the David Goggins
mindset that I think is really, um,helpful, is just knowing I got this.
'cause I, I mean, maybe I haven't donethis, but I've done things before,
(38:19):
so I know I'm capable of doing this.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: My last couple, I got a couple (38:21):
undefined
more questions here for youand then we'll wrap up here.
But, uh, I'm wondering, uh, how hasAgent Rise helped you with all of this
and, and, and growing your business?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Right. (38:31):
undefined
So when we first met, I alreadyhad a a, a good business cranking.
I was already, I alreadyhad my SOI, right?
Um, the biggest thing that changedfor me within Agent Rise was clarity.
On where do I put my focus each day?
Um, and what's a distraction?
Just the clarity part of it.
And then the systems, and, and I,I like it when you use that, that,
(38:54):
that term you say, don't wax your carwhen you have a broken transmission.
My transmission wasn't broken, but therewas like this little clinking sound
underneath the hood, you know what I mean?
And I think I had a little bitof an exhaust leak in the back.
So I, I did need to fix a fewthings on the car and then.
I start waxing, you know, so it's, it'sfocusing on the, on the right things.
(39:15):
And my SOI pillar was already,I already had clarity knowing
that that's my bread and butter.
But with Agent Rise, I was able to take.
A lot of ideas and implement thingsthat I had never heard before.
And, and like the Facebook group, the VIPFacebook group, that's just one example.
So it kind of, it kind of took my SOIto an another level and then YouTube,
uh, I, I was introduced to YouTube whenI actually bumped into Karen Carr's
(39:38):
book, um, before you and I even met.
And then you told us about YouTube in aco. And I was like, wow, this is so cool.
I really wanna do this.
I didn't for like.
Four more years.
I finally did.
But um, yeah, so, so YouTube wasanother, is another big thing
too, to have the framework andthe support all in one place.
Agent Rise has everything,you know, it's, it's great.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Um, that's great, brother. (39:59):
undefined
I love to hear that.
Love to hear that.
And my last question for you today, you'vegiven so much great advice that, that,
you know, you've shared so much with anagent that, that is looking to get their
business going or is struggling right now.
Uh, but what is someadvice that you've gotten?
What's the best piece of advicethat you've received over the years?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Uh, there's, there's actually a lot, (40:19):
undefined
and I want to just touch on a, ona quick honorable mention, Neil.
Um, one time you had told me thatit's not a listing appointment, it's
a listening appointment, and it'slike, oh, you know what, Neil, I talk
too much in my listing appointments.
I realized that and Ineeded to listen more.
So that was helpful.
That was good advice.
Um.
Um, and, uh, Steven Edwards, the brokerowner of our company, he likes to say,
(40:43):
he who communicates the most wins.
Ooh, that's good.
In this business.
So true.
David Knox says something similar.
He says, an agent that's there isgonna get paid more than an agent.
That's good.
Now you wanna be good and you want tobe there, but you can be really good.
But if you're not there, you'renot gonna get the business.
(41:04):
You have to be there.
In other words, you gottago out and get it, you know?
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yes. (41:08):
undefined
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: was also some really good (41:09):
undefined
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Whew. (41:10):
undefined
That's really good.
That's really good.
That makes you wanna, uh, getthose engagements up, doesn't it?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: That's right. (41:16):
undefined
That's right.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: That's good. (41:17):
undefined
That's good.
Well, Jeremy, brother, Iappreciate you so much.
Uh, and if you've got anybody that'sever looking for a home in the
Virginia Beach area, Chesapeake area.
Suffix area.
Make sure you reach out toJeremy, your clients will.
Thank you.
I guarantee you that, uh, there's,I don't know of another agent that
serves in excellence like you do.
I do.
(41:38):
I just thought of one more question that Iwant to ask you , I had this in my notes.
I can't believe I missed it, but you are.
So good at asking for referrals.
Um, and, and this is an areathat I, I openly admit that I
was not good at in my business.
I, I would go to the closings and Iwould, you know, I would serve and I
would serve in excellence, but I wasalways afraid to ask for referrals.
(42:01):
I, I don't know what, what the blockwas, but I wish I would've met you 15, 20
years ago and you would've taught me whatI want you to share with us today here.
Um, how do you ask for referralsand, and do it so tastefully.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yeah, there's a lot of different ways (42:13):
undefined
to do it and, and, and the best time isgonna be right when you meet somebody.
It's gonna be during the transactionand it's gonna be at closing and it's
gonna be long after the transaction.
I don't wanna sound redundant,so I don't say the same thing
every time, but sometimes I.
Literally ask for referrals.
Sometimes I will, I will have anopen-ended question and I'll say, you
(42:36):
know, Hey, um, out of everybody, youknow, like your friends at work and
your family and your neighbors, whodo you think is most likely to move?
I. Then I just be quiet for a second.
'cause I just asked an open-endedquestion and you watch their brain,
they actually start thinking it'snot a yes or no question, you know?
'cause if you ask that in a yes orno format, it's an easy no because
most people don't know anybody offthe top of their head, you know?
(42:57):
So that's one thing.
And then the other.
The other way is, isasking without asking.
And sometimes that's just like asubtle little sticker on a note
card that says, oh, by the way, I'mnever too busy for your referrals.
Or sometimes it's just a matter of makingsure they know how much it means to me.
Um, one of the best times to is in, in thebeginning of a transaction, and I like to
use the analogy of, of, you know, how, um,you, you bought a new car, you know, you
(43:19):
just got a brand new, um, whatever it is.
Um, Hyundai Electric vehicle,and now all of a sudden, what
do you see out on the streets?
You see that same HyundaiElectric vehicle everywhere.
There's a certain part of our brainthat becomes aware now of something.
Same thing applies when you're buyinga home, especially your first home.
It's exciting.
All of a sudden, you're, you'regonna, you're gonna be talking about,
(43:40):
and, and some of your friends, yourfamily, your coworkers, they're gonna
mention it and, and, and when theydo, if you could just do me a favor
and please keep me in mind for areferral, it would mean so much to me.
Thank you.
That's it right there.
and the other thing I want topoint out here is, is the queue.
There's a queue where we should be askingor mentioning referrals every time.
(44:01):
And that is gratitude.
It's contagious, right?
So when someone says, thank you,Jeremy, you know, I know we haven't
bought a house yet, but you've,you've showed us 20 homes and we just
really appreciate you being so on It.
There's my cue.
Okay, that's my cue.
I better ask for a referral right now.
This is the, this is the time, you know,and, and, and how I ask it in that moment.
It's gonna depend on how I'vealready interacted with them
previously on this topic, you know?
(44:23):
But, um, because I don't, again,I don't wanna sound redundant, but
I, I'm, I will unapologeticallyremind them how much it means to me,
and it matters to me a whole lot.
And then also it's rewardingit when I get one, oh man, I'm
gonna call with excitement.
I'm gonna a voice memo, maybe a videoand say, Hey, thank you so much.
I just got a call from Clarence.
I'm getting him with the Thank you.
(44:43):
You know, just that excitement is,is, is 'cause they know I'm on it.
Like they know I'm gonnamake 'em look good.
I'm gonna make sure of it,
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yes. (44:50):
undefined
Yes.
Oh, good.
Good.
I brother, I appreciate you so much.
This has been so fantastic and, uh,and, and guys, if you're, if you've got
anybody moving to Virginia Beach, youdon't ever forget about Jeremy Allen.
He's got you covered.
And thank you again myfriend, for being on the show.
I appreciate you.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Thanks, Neil. (45:06):
undefined
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Awesome. (45:07):
undefined
Thank you so much for listening.
Hope you have a great day andlike always remember to be the
reason somebody smiles today.
As a real estate agent, there'sfew things that feel more daunting
(00:03):
than starting over in a brand newtown where you don't know a soul.
And how do you get that business going?
Well, this is the place that Jeremy Allenwas at, who =moved to Virginia Beach
and knew just one person, his sister.
And now he's gone on to build one ofthe largest sphere of influence pillars
I've seen any agent in Agent Rise do.
(00:24):
And I cannot wait to share withyou exactly how he's done that.
Also in this episode, we're gonna betalking about the Agent Rise Summit,
which is coming up April 27th tothe 29th in Fort Myers, Florida.
If you are interested in joiningus, we do have some tickets
remaining, and you can find all ofthe details@agentrisecoaching.com
(00:45):
slash summit.
Again, agent rise coaching.com/summit,come and join us in Fort Myers.
It's three days in paradise tobuild out your three pillar plan.
And we would love nothingmore than to have you join us.
Now let's get onto the interviewwith our good friend, Jeremy Allen.
Welcome to the Agent Rise podcast,where we celebrate that you are unique
(01:08):
and one of a kind, instead of askingyou to do things that make you cringe.
We help you create a clear,personalized plan that aligns with you.
No more overthinking or wasting time.
Just a straightforward path to buildinga real estate business you love.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Welcome risers. (01:28):
undefined
It's that time once againfor the Agent Rise podcast.
I'm your host Neil Math, andI'm joined by the one, the only
Jeremy Allen from Virginia Beach.
Jeremy, how are you today my friend?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: I am great, Neil. (01:38):
undefined
Honored to be here.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Awesome. (01:41):
undefined
I'm fired up.
I'm fired up.
Jeremy, can we'll start out here.
Uh, I think a lot of agent RISE's,listeners already know you.
Um, but just give us alittle bit of background.
Tell us, uh, you know, who's JeremyAllen, how long you've been an agent,
where you're from, all that good stuff.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yeah, I, I've been an agent (01:54):
undefined
now for just over 10 years.
And I moved to the Virginia Beacharea, the Hampton Roads area,
about 10 years ago, 11 years ago.
So I really moved here andI got into real estate.
And prior to being here, I hadnever even bought a house before.
So I had what you call impostersyndrome when I first got into
(02:16):
the business and I didn't knowanybody here other than my sister.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: I. (02:20):
undefined
And so you're all alone.
You know, one person in town.
Um, you've got imposter syndrome becauseyou're, you're, you're kind of selling
the city right now, selling the dream,but you're nude here and you also
don't know everything or know, youknow, too much about the town, right?
So, um, what did you doto get your start then?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: I, I think a, a, a big start of (02:37):
undefined
this came from the choice I madewith joining the real estate group.
I joined a brokerage that provides a wholelot of care, a whole lot of love, and
a whole lot of training opportunities.
And I, that's all I know 'causeI've only been with one real
estate firm this entire time.
But when I talk to other agentsoutside of another firms.
(03:00):
I realized that they don't, theydon't get the same access to all
the same training that we do.
So I think that was a big part of it.
And then I learned in the beginning,the only way I'm gonna grow this
business is if I chase and Igo outside of my comfort zone.
And it required a lot of rejection.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yes. (03:17):
undefined
Yeah.
And you, you went at it too.
I mean, You only knew one person intown, and so then you started focusing on
fizbos, if I remember correctly, right?
Calling for sale by ownersand making that your chase.
We'll, we'll jump into all of that, butI, I think this is such a, such an awesome
thing about your story because you guysare soon going to hear how robust and
(03:37):
amazing your client base is and yoursphere of influence and your raving fans.
You've got so many raving fans, andto come to a town where you only know
one person and and, and then to seewhere you're at 10 years later is.
It's pretty awesome.
So, uh, well, I'm excited to talk,talk with you more about that, uh,
(03:58):
and, and, and we'll get into yourthree pillars in a little bit.
Uh, I'd love, love to hear from youon, on what you think you know, as far
as you know, right now in the market.
There's a lot of agents that arestruggling and, um, and you're thriving.
You're, you're, you're just, you'regrowing and, and thriving right now.
Uh, how do you see yourselfthinking differently than, than
(04:20):
what you see from other agents?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yeah, I, I would say, um, one mindset (04:22):
undefined
that I have is like that real questionI ask myself, did I work today?
Acknowledging did I actually work today?
You know, in this business wedon't have, um, a supervisor.
We don't have a shift coordinator.
We don't have anybody that's overseeingus to make sure that we did in fact work
(04:42):
today, and we can easily lie to ourselvesand we can be really busy and super busy
the whole day without being productive.
And.
I, I don't know, maybe it's just me,but I tend to sometimes procrastinate on
the things that are more challenging orprocrastinate on the things that are more
outside of my comfort zone, I would say.
And when it comes to chasing,that's typically gonna be
(05:06):
out of the comfort zone.
So, um, for me it's that, it'sthat, it's that mindset of
knowing like, you know what, I mayhave shown some property today.
I may have had a closing today.
I may have ratified a contracttoday, but did I really work today?
Just 'cause I, I went and showed abunch of pro, I mean, that's work.
It is work.
Sure.
But did I do anything togenerate new business?
(05:26):
So constantly lead generating,I think that's actually the
bigger part of this job.
Lead generation comes first andthe service part of it comes after.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yes. (05:38):
undefined
Yes.
And we'll get into how you specificallydo your lead generating, and it's
all around your sphere of influenceand, and some other pillars.
Uh, and.
You are.
One of the things that I love aboutyou is, is you have your goals, you
have it dialed in on what number ofpeople you want to talk to in a given
week, and then you track it basedoff of the percentage of that goal.
(06:03):
Can you explain that a little bit?
'cause I think it's reallypowerful what you do.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yeah, like in my 12 week plan. (06:06):
undefined
So when I, when I write thatout, I write, I write it out
obviously the whole 12 weeks.
Now, during that 12 week plan,there could be a few things I may
add to it or even cross off of it.
But for the most part, when Iwrite it, that's what it is.
And let's say there's, for even numbersake, let's say there's 10 things on
there that I agreed to do this week.
Okay, well, if I did eightoutta 10, and that's an 80%.
(06:29):
So I gotta be real and Igotta really score myself.
And I find that if I'm, if I'mscoring below 80% on a regular basis,
then I'm not gonna reach my goals.
It's just how it works.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Hmm. (06:39):
undefined
Yeah.
And, and when we talk about prospectinghere, and maybe we'll, we'll get to
this when we get talking about yourthree different pillars, but I, to
me, that's kind of a. Uh, a negativeword, I think in the industry, right?
Like, I got a prospect and you, youknow, and it's, and you feel like you're
dialing for dollars and, and whatnot.
Prospecting doesn't looklike that for you, does it?
Can you, can you tell mewhat that looks like for you?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Prospecting doesn't sound good. (07:01):
undefined
Like it sounds horrible.
It sounds like a, like,I don't wanna, yeah.
Um, I, I, for, for me, like now myprospecting is, is more centered
around my, my sphere of influenceand everything I really do is focused
around that through, through systemsand processes and activities that
are just around sphere of influence.
(07:22):
One thing I've learnedis that relationships.
Matter way more than leads.
Like leads are great, but, butthe goal is to turn every one of
those leads into a relationship.
And sometimes that's impossible.
We don't get 'em all.
But once I have an actual leadin front of me, I really want to
turn that into a relationship.
And I do that through, throughdifferent systems and strategies.
(07:43):
It's easy to be relational if you haveone friend, but if you have a hundred
friends, 200 friends, that's where wehave to have systems in place for that.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yeah. (07:51):
undefined
And, and you're, you're, uh, uh, so wecould talk about, hold on one second.
I wanna think this throughbefore I ask this next question.
Um.
So when, when you, when, uh,where do I want to go here?
So when we talk about prospecting,right, it doesn't look, it
(08:12):
doesn't look the same for you.
And when you are reaching out to yoursphere, uh, when you're, you know,
you've got, you've got a, a systemin place as far as monthly mailings,
client events, Popeyes, can you talkspecifically about that and, and, and
how you've used, um, client events andPopeye's and sphere, you know, all of
(08:34):
the things that you do in your sphere.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yeah, so for, for prospecting now with (08:36):
undefined
my SOI, it is through fun activitieslike a client event, um, a phone call.
Now calling people isn't always fun,especially I haven't talked to 'em
in a while, and sometimes it's likeI. Like if I'm calling somebody that
wasn't necessarily somebody that I'mlike hanging out with, um, watching
the game with Sunday evening, butit's just like, like an actual client
(08:59):
that's, you know, maybe we don't havea ton in common in life and maybe I
haven't spoke with them in five months.
Calling 'em out of the blue issomething that is, I. It's easy
to talk ourselves out of that.
Like, I don't wanna botherthem, I don't wanna bug.
So having a reason to call is important.
And my reason for that typically isgonna be that I have a client event
coming up because everybody lovesbeing invited to a client event.
(09:20):
Everyone loves being invited to a party.
Even if they can't come,they still appreciate the
fact that they were included.
And this applies for me too.
I love it when peopleinvite me to their parties.
It's great, you know, so that's abig part of it is just making those
calls and those text messages.
And videos.
I send random videos topeople too, just to say, Hey.
I just saw it's your birthday and Iwanted to say happy birthday, or I
(09:43):
might send 'em a GIF or something that'sjust, you know, just let 'em know.
I'm thinking of them.
Um, again, it's, it's about buildingrelationships, you know, and then when
I get a referral from somebody, let'ssay, oh, they're gonna have a handwritten
note card in the mail within, within 24hours, it's gonna land in their inbox.
And there's gonna probably bea, a coffee gift card in there.
Um.
You know, and, and I write notes for alot of reasons, not just that, um, but I,
(10:05):
you know, I'm trying to write consistentlywriting 10 notes every single week.
And in addition to writing 10notes every week, I also have
note card campaigns that go out.
Like the next one I'm working onis coming up here for this spring,
and that's gonna be a, a note cardcampaign that has little seed packages
in there, um, so people can grow.
And I'll probably have a messagethat says, um, your referrals help.
(10:26):
Our business grow or something like that.
Your referrals help my businessgrow or something to that effect.
I usually like to have a little cheesycatchphrase in there too, if it fits.
Um, it doesn't have to be, butit's just like a happy springtime.
Here's some seeds.
Uh, I think last year I did, uh,organic tomatoes, um, year before
I did some flowers and, you know,just some different every week.
And it's cool 'cause sometimes I'llhave, I'll have clients that actually
(10:47):
like text me that just planted them andthen they'll text me a few months later
like, look at these tomatoes, you know?
Um.
Stuff like that.
So, um, and then also gifts.
Uh, just giving people gifts.
That's, that's mailing somebody a gift.
Um, good shelf life on seed packages too.
If they don't plan 'em this year,they're still good next year.
Um, and then the other gifts that Ilike to give away is these coffee mugs.
(11:08):
You know, my, my bottom coffeemug, uh, I think I spend six,
seven bucks each on these.
And, uh, people like 'em.
I have had many people poston social media with their
mug and tag me in the post.
And I, I, um, uh, I usually ordera different color for each year.
Um, but I, but I do an engagement post inmy Facebook group and I ask my sphere, I
say, Hey, what mug should I order next?
(11:30):
Should I do the white one or the red one?
Or should we bring the gray back?
It seems like most people this yearvoted for me to bring that gray one
back, so I'm gonna probably order those.
And then every time somebody votestoo, I know they want a coffee
mug or they wouldn't have voted.
You know what I mean?
So, so that's a, a big part of it.
Giving gifts away is such a, a powerfulthing, you know, because the, the
generosity from that is contagious.
(11:52):
If I give somebody a coffee mug,naturally, just organically, they want to.
Appreciate it and they wanna giveme something back, you know, and
I've never had anybody show upat my porch with a coffee mug.
That'd be cool.
I would love that.
Um, by the way, if someone's hearingthis, I, I like coffee mugs too.
Um, I haven't had that, but what Ihave had is, is somebody give me a
(12:13):
referral and they're excited about thatreferral because of that, that, that
generosity of, they, they, they reallywant to give me that referral because
they know how much I appreciate it.
And the reason they know how much Iappreciate it is 'cause I tell 'em.
I tell 'em and I remindthem and I let them know.
'cause if, if our clients don't knowhow much we appreciate referrals,
(12:33):
guess what they, they may love you,but they may never think to refer you.
Especially like I work with a lot ofmilitary clients and you know, the
military doesn't really work by referral.
They work differentlythan us business owners.
So for some of 'em, referrals justcome natural personality types.
Right.
Um, some personality types, theydon't come natural and they don't
even realize, like, oh, I wouldn'teven think to refer my agent.
(12:56):
But if I'm doing my part to educatethem, then I'm, I find that the
chances of getting referrals is waymore higher when my clients know that
I actually appreciate it, you know?
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yes. (13:06):
undefined
Yes.
A couple things that you mentionedthere that I wanna bring up.
One is the VIP group.
Can you tell us about what that looks
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yes, so that's a nice addition to my (13:13):
undefined
SOII learned through Agent Rise, andI use that as a tool for different
things for announcing client events,for maybe getting some quick polls
on which mug I should order next.
I do online raffles on therelike a. Uh, was it last year?
I did.
I did a, a, a new raffle every month.
I did a raffle.
(13:33):
I decided not to continue that, butI'll just do 'em periodically now,
um, you know, for special events, um,I. And I use that, I use that group
for, for just generally, for that.
Not everybody's on Facebookthough, you know, so it doesn't,
doesn't reach everybody.
But I'll tell you, like I think,uh, when I posted the question about
coffee mugs, I think I had 27 peoplevote, you know, with within 24 hours.
(13:54):
You know, so that's, that's reachingpeople, you know, it's working.
It's a good tool.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yes. (13:59):
undefined
Yes.
And you, and then you couple thisso well with your events too.
Can you tell us about your events and,and if you wanna know everything about
his events, this is a plug for the summit.
You're gonna be speaking at theAgent Rise Summit this year and
sharing all things about events,but can you give us a little, little
taste of what your events look like?
, riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: the next event I actually (14:16):
undefined
have coming up is, uh, in May.
It's, it's actually my, my dog,Elijah, it's his second birthday.
Um, and I, I discovered thisevent on accident last year.
'cause it was his first birthday.
You know how parents are withtheir kid's first birthday.
Yeah.
I treat my dog like a kid, whatever.
Um.
So he's cute.
So, so when I did this birthday party,I was shocked how many people came.
(14:40):
I didn't even try to advertise it.
I just kind of put it on social media.
And there was like 15 people thatcame to a dog's birthday party.
Right.
And they brought their, most of mostof these people brought their dogs.
Coup.
Couple people didn't even have a dog.
They just wanted to come, you know.
So I realized, I'm like, wow.
You know, especially my clients thatdo have dogs and they love their dogs.
Oh, the, the place that I have theparty is called Pups and Pints.
(15:02):
It's designed for.
People to come and bring their dog.
It's really a fun place.
So I'm doing that here in, in, inSpring, and I'm gonna start advertising
that actually here, um, in, in March.
Um, I'll be, I'll beginningto advertise that.
And then the next party from thereis gonna be a baseball game, uh, the
Norfolk Tides baseball game here locally.
Um, and that one is partnered with myreal estate firm and I'm, I'm blessed.
(15:24):
I know not everybody has a real estatefirm that does this for them, but.
Our company has two big eventsevery year that they kind of
prepare for us and we contribute.
So I'm buying the tickets, but ourcompany already prepared and booked
all the seats behind the third base.
So we have good, a good view ofthe fireworks show after the game.
Um, and it's teacher appreciation event.
(15:44):
So we're gonna be getting school supplieddonations that's coming up this summer.
And then, um, the next event after thatis my pie party, and that's my big event.
Um, that's where I actually, Irent space at Apex Entertainment.
Um, that's a big event.
That's, that's where mymarketing money goes.
I, I don't spend any marketingmoney on buying any type of
leads, no lead sources, nothing.
(16:07):
My marketing money really goesright back to my clients and I buy
everybody a fresh, baked, deliciouspie from a local bakery, and they
come to the event and they pick it up.
If they can't make it to the event,I deliver it to their doorstep.
And if they're not local, then.
If I can, I'm gonna try to order them,their favorite pie from a local place.
I just go on like orderup or whatever Uber Eats.
(16:28):
And I will order somebody a piefrom their local spot there.
Um, I, my try, my goal is to geteverybody a pie right before Thanksgiving.
Um, and then anybody that just doesn'tmake it, I deliver it to their doorstep.
Um, and at that event it's reallykid friendly and it's like, I
got open bar, a lot of food and,um, just, just a ton of fun.
And, um, and then at the event, Ihave a raffle and that's, that's one
(16:51):
of the magic parts of this event.
And I'm gonna talk moreabout that in the summit.
But just a quick little,um, spoiler on that.
One of the best raffles that I foundwas I raffled away a free round of golf.
And I was kind of nervous thinking, I hopesomebody puts a raffle ticket in there.
'cause if nobody wants to golf with me.
But no, there was actually a, Ithink there was like 14 different
(17:13):
men at this event that all put inthere to win a round of golf with me.
And, and the winter wasEdward and I'm gonna be golf
golfing with Edward here soon.
The weather's been horrible andwe, him and I have been, but it
gives us a reason to connect.
It gives us a reason to communicateall the engagement from it.
But, but outside of Edward.
There was 13 people that didn't win,but I know they all wanna golf with me.
So now I have a, a nice little smallevent that I can do, or I just invite,
(17:37):
you know, uh, two, three other guysout to go golfing with me one day and
that, that counts as a client event.
In my mind.
It's a small event.
It's not the same, but it's very intimate.
It's more personal whenyou have a smaller event.
So there's a lot of power in that, you
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yes, yes, yes. (17:49):
undefined
And you tie this all together.
You know, you've got these events,but before the events, you're,
you're putting them in yournewsletter and you're promoting
them, and you're sending out invites.
You're sending out refrigerator magnets.
You're making phone calls, uh, and, andcalling everybody and inviting them.
Your engagements gothrough the roof, right?
And then you've got your Facebook group,uh, on the, on the backside to, to
(18:13):
number one, to promote it there, butthen also to share all of the photos.
Uh, and, and this to me, I, Ijust love how you, um, have,
have dialed this all in.
And how important do you think eventsare to your business and to your success?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: That is, oh man. (18:29):
undefined
I don't know how I'd rank it.
Extremely important.
Like I couldn't imagine runningmy business without events.
It's such an important part of the wholeSOI pillar, like I, I would say I. I would
say it's equally as important as like,you know, the calls and the, and yeah.
It, it pairs well with everything.
(18:49):
And, and the thing about anevent is, is, you know, like
we teach an agent Rise here.
Is, is it's, it's allabout getting engagement.
You know, if, if your businessis lacking, get more engagement.
I. And your business will pick up.
That's it.
So an event creates engagement.
So like I, I, without even havingto necessarily track my engagement
tracker, I already know, becauseI wrote it in my 12 week plan.
It's like, instead of tracking my caloriesin my diet, I'm meal prepping basically.
(19:14):
You know, so, so I already knowwhat I'm going to eat in my meals.
Just like with my business, I alreadyknow where my engagement's coming from.
I put it in my, in my plan.
So when I do these eventsand I follow that formula.
I'm gonna get a ton of engagementeach year just from that alone, you
know, and everything's automated.
The best thing to do, to beconsistent is to automate everything.
(19:34):
So like my newsletter's automated,I have a automated email, I have
the home bot going out, automated.
Everything I can do, automated isthe way to go, so I don't forget,
and I'm always consistent on time.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: That's great. (19:46):
undefined
That leads us into where I want to gonext here, and this is just to talk
about your overall business, right?
So we've talked a lot about yoursphere of influence, which is
what, 99% or 98% of your business,
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: It was actually, now (20:00):
undefined
it's probably about 90.
It's actually gone down on thepercentage because of YouTube and, yeah.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Okay, so and so sphere of influence (20:07):
undefined
pillar, you are, uh, just a master at it.
You focus on it.
We've talked a lot about that.
Um, chase pillar, you did just fizbosin, uh, in the beginning, right?
But then you were able to dropthat once your sphere grew up.
And then just this last year, you'veadded YouTube to your attraction pillar.
(20:29):
You were always doing social mediaand you're doing that with excellence.
But this, this last year,you've added YouTube.
How, how has this been jumpinginto YouTube for the first time?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yeah. (20:39):
undefined
Um, YouTube's great.
So chasing is not like somethingthat we all love to do.
I did it hard though forthree, four years straight.
But every time I chased one andit's like, maybe I got rejected
five times when I got that one.
Okay, now I actually have a client.
Now I can build a relationship andthat leads to referrals, which,
you know, then led, led to this.
(20:59):
I. Um, so now my chasing is very limited.
I also did a lot of openhouses back then, too.
Um, now the only chasing I dois occasional open houses if
it's to service a listing in,you know, certain situations.
And that's usually I'm doing openhouses to chase the neighbors
and to try to get in front of theneighbors to get more listings.
Um, but YouTube has been sucha, a, I wouldn't say fun, but
(21:20):
just a, a unique creative wayto attract even more business.
And I would say when, youknow, for the video work.
In the time I'm spending, which definitelyhas taken some time just to figure
it out and just to get the process.
It's taken a lot of time.
I've invested, but I almost wanna say,and Neil, you probably would know if this
is accurate, but I think like when itcomes to creating videos as an agent, I
(21:41):
think that YouTube is, is gonna get me thebiggest return on my investment for the
time I'm spending and making these videos.
I don't think that I can get the samereturn from just social media, you know?
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: I've seen the same. (21:50):
undefined
I've seen the same.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: I, I remember you saying that. (21:52):
undefined
And I've always known that YouTubewas, was, was legit and it sounded
cool and I'm, I'm comfortablebeing in front of a camera, so it's
like, well, why am I not doing it?
It was just a matter ofcommitting to the time.
'cause if I'm gonna doit, I'm gonna do it.
And then finally it was, it was, it wasthat not the Agent Summit last year?
It was at the Agent Rise summit.
The year before you showed us DS scriptand I was like, oh, now I'm feeling, and
(22:16):
then I downloaded D script and I'm like,okay, I'm launching this channel now
because now I feel comfortable with thequick, simple edit process that I can make
this video and the content how I want it.
'cause I'm a little bit.
Particular, um, um, sometimes I, I, my perI, I can almost be a perfectionist with
videos and that's actually a bad thing.
Um, sometimes it's justget it up and post it.
But, um, DS script really helps me withmy perfectionism to, to make the video
(22:41):
content exactly where I want it, and thenI send it over to an editor to actually
make those cool transitions and add theB roll and do the, the really cool stuff
that's more fancy and advanced, you know?
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yeah. (22:51):
undefined
Yeah.
And you've, you, I love too your videos.
I love what you're doing.
You're following the livingin the moving to framework.
You're also using your videos,uh, to reach others like in.
Facebook groups.
'cause you're, you're in VirginiaBeach, it's a big military town.
Right.
A lot of, a lot of people PCSing andrelocating in and you're, you're even in
(23:12):
the flow with providing content for thosethat are, that are moving into the area.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yeah. (23:16):
undefined
Yeah, that's it.
That's it.
I have a lot of people movinginto this area, so the YouTube
channel is so helpful for them.
I'm really.
Covering topics and answeringquestions that my buyers constantly
ask me when they move into the area.
So I already know what peoplewanna know because I work with
these people all the time.
So now I'm just sharing it withthem and giving it to them upfront.
(23:37):
And, you know, I could, I've been doingthe YouTube channel for eight months
now, and, um, Eddie was looking at mychannel and he was really impressed that
I have that many subscribers already.
Um, but I, I could, what I was impressedwith is after I posted my second
video is when I got my first lead.
And I know you don't hearthat story very often,
right.
Yeah.
And then that, that lead, she endedup, um, maybe a few months later,
(23:58):
ended up actually moving to the area,and then I've already closed her.
Um, so, so within, after my secondvideo, I got a lead that I closed.
I didn't, I didn't close her for monthsafter that, but at least she reached
out to me after my second video.
Why did she reach out to me?
Well, she mentioned how cute my puppy was,and she remembered his name was Elijah.
He was in one of my video.
He's actually in quite a few of my videos.
(24:19):
He's my marketing dog.
Um, so, and, and then I alsoclosed with another buyer.
Um, I. And I would say like the biggestwin that I had from the channel, even more
than that, was the fact that I highlightedone of my listings in the video.
It's, it was like a, a 92ndreal like quick little video I
made highlighting my listing.
But I took that and I put it in a videowhere I highlighted the neighborhood,
(24:41):
which is the riverfront community.
Then somebody saw my video and theyreached out to their agent and they
said, Hey, hey, can I see this one?
And the agents reached out tome, got 'em in there to see it.
And sure enough, we were actuallykind of towards the end of our
negotiation period on a home inspection.
We were under contract, but ourcurrent buyers were asking us for
some ridiculous things, right?
(25:02):
So they showed it.
They wrote us an offer $20,000 higherthan our current offer, $20,000 higher.
And they said, we'll takeit as is, no repairs.
So then the very next morning we releasedthe buyers that we were currently
under contract with legitimately, andwe now move forward with these buyers.
We've closed on that house, we gotthe appraisal through and everything.
(25:24):
You know, it was acustom built luxury home.
It was pretty easy to getthe appraisal through.
So my client, I have a testimony nowbecause of my YouTube channel, that I
was able to net my clients $20,000 morebecause that buyer never would've seen
the property if it wasn't for that video.
So that's pretty cool, right?
I mean.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: So cool. (25:39):
undefined
$20,000 YouTube video right there.
That's fantastic.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: were doing cartwheels down the street. (25:44):
undefined
They
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yeah. (25:45):
undefined
Yeah.
And Jeremy, you're such a good guideand, and, uh, you are such a great agent.
I've seen you, uh, often express, uh,how you would handle a situation with,
that you have brought this ability toguide people into your town like you
have with all of your clients, butnow you're also doing it on camera.
(26:07):
Um, and, and is it, it, it, correct me ifI'm wrong, but are a lot of the referrals
and the, the leads that are coming fromYouTube, are they just like a referral?
Are they just likesomebody from your sphere?
Like the trust is alreadyestablished in a way?
Uh, are you seeing thatwith your YouTube channel?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Almost, I would say it's almost (26:25):
undefined
that it's not quite the same.
The, there's a big difference whensomebody actually has worked with me
or they actually know someone that hasworked with me and that raved about me.
The trust is, it is, there'sno, there's no wall to break
down with trust on YouTube.
It's almost that.
I mean, there's not, it's like they,they, when they reach out to me, it's
(26:46):
not like any other internet lead.
They actually want to work with me.
You know?
I just had someone reachout to me from California.
We spoke for like 40 minutes and he, him,him and I were like, I felt like we were
like friends, like we knew each other.
'cause he, he had already watchedlike two hours of my content.
So, and he laughed at all my jokes.
So I like him.
And that's, that's my guy.
Like, we're, we're friends now.
(27:06):
You know, so, yeah.
It's so personable when people reachout to me because I, even though
they're, they're a stranger to me.
I'm not a stranger to them,
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Mm-hmm. (27:15):
undefined
Right, right.
And Jeremy, you're you're, you're so goodon camera, you're so good in your videos.
You're doing just a phenomenal job,but there was a lot of fear there.
I, I remember coaching you overthe last couple years and trying
to try, you know, 'cause Come onJeremy, get this channel going.
Come on buddy.
I know you can do it 'causeyou're gonna be amazing at it.
Well, can you tell us like what.
What maybe, was there fear standing intheir way, or what was it that slowed
(27:37):
you down to get your channel going?
In the beginning?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: It wasn't fear of being (27:39):
undefined
in front of a camera.
That's actually, that'snot a fear that I have.
Um, the fear was spending timeand effort on something that.
If, if you don't actually follow throughwith it, it is just a shiny object.
It's, that's all it is.
Unless if you actually work it, this isthe shiny object that actually works.
It's proven.
(28:00):
It's not like maybe thisYouTube channel will work.
No, it's proven.
It works, but it's like, that wasmy fear was that I, I, I was like,
this is a commitment we're talkingabout long form content and, and,
and making a video every single week.
And then I started telling myself like,I'm gonna run out of things to talk about.
That's not true.
Um, you know, which you, you got mepast that objection pretty easily.
(28:21):
But, um, it still was an objectionin my head as like, I'm gonna run
out of things to talk about andit's, that's not the case at all.
I have, I could, I could come upwith five years of content right now.
You
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Right, (28:30):
undefined
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: it's pretty simple. (28:31):
undefined
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yeah. (28:32):
undefined
Yeah.
So it was just, it was, uh, you know,it, it wasn't like it was the fear of the
camera, it was the fear of the commitment.
It was the fear of like, can I go along?
Uh, can I go along with this becausethat's what I'm gonna need to do.
And you put so much energy into yoursphere, and I mean, we talk here at
Agent Rise, you know, we start outwith the foundation of build your
database, send that announcement letter,and then mail monthly newsletters.
(28:55):
And then there's a whole list of sphereof influence 2.0 things that you can do.
Well, guys, Jeremy does all of them like.
He, and he not only does them,but he does 'em with excellence.
Um, and so the thought of of ofdoing something in addition to all
the things that you're doing withyour sphere, your client events and
all the things that you do, uh, Icould see how that got overwhelming.
(29:16):
Um, has it, has it, uh, been,uh, an easy road for you?
Like, has it been easy?
Do you feel like youcan stay committed now?
Um, and how did you get over that hump?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: For YouTube specifically. (29:28):
undefined
Yeah.
And, and, and I did have a hard timebecause if you remember last year at
the Asian Rise Summit, I committedto like only, uh, I was like 90%
committed or something or whatever.
I was like, I, I stillwasn't a hundred percent.
Um, but then finally when I made thata hundred percent commitment, and I,
I think for me to get over that hump.
Just learning that Dscr was availableas a tool really helped me a lot.
(29:50):
And then just, I, I, one, one partof it too is I don't think I would
have done YouTube if it wasn't forthe support within the Agent Rise
community of knowing that, well, Idon't have to like figure all this out.
I don't have to invent a wheel here.
The wheel's already been inventedand, and the formula is right here.
And you know what, if I, if Islip up or I get confused or.
This doesn't make sense.
(30:11):
It's as easy as posting something in theAgent Rise network, and I will have tons
of answers and support from everybody.
You know, it's just like the, the, there'sno excuse to like, well, I can't figure
out how to, no, it's not that complicated.
Like anybody will listening tothis right now, trust me, you
can launch a YouTube channel.
You absolutely can if youexecute on it and actually do it.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Do it. (30:33):
undefined
Right, right.
And, and you've got a system in place.
I love that you bring up Descrip,because again, that's helped.
You with the efficiency.
You've got all of the scripts, all of thetitles, and the thumbnails and all of the
things that you need to be able to go.
Um, you've done a phenomenal jobon your thumbnails, by the way.
I saw you post, uh, uh, that in the groupthe other day, and I'm like, holy cow.
Jeremy's got a talentwith the thumbnails, man.
(30:55):
You're crushing it.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: I can't take all the credit (30:56):
undefined
for that because a lot ofmy thumbnails, I pay Fiverr.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Sure. (31:00):
undefined
yep,
yep,
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: I try to delegate out as much (31:02):
undefined
as I can with this channel.
Um, initially I was doing a lotof it myself, and I think that's
good because it's good to learn it.
Right.
But now, I mean, like I, I've alwaysused an editor, but I also have,
um, my friend in Bangladesh whoactually posts all my videos for me.
Alls I do is createthe content and I just.
Put it in a, in my Google Drive, andthen he takes it and upload because
(31:23):
uploading a YouTube video is alittle more to it than just uploading
a, a Facebook video or something.
There's a lot more tothe YouTube upload part.
So delegating that was nice.
And also, he's better at it than me.
He's got the tools and he's, he, he knowshow to optimize the videos even better
than me, so I love having him do it.
Um, that helps.
And then, um, the thumbnails,again, I don't do those either.
(31:45):
I, I, I pay, I buy 'em five at a time,so I batch my videos five at a time.
And it's, they're, they, it's$35 for five thumbnails, so I
pay seven bucks each for ' em.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: that's great. (31:54):
undefined
And you're doing that on Fiverr, uh,your editor, you've got online as well.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Fiverr. (32:00):
undefined
Yep.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Okay. (32:01):
undefined
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: I pay about, I pay about (32:01):
undefined
55 bucks for my editor.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Okay. (32:04):
undefined
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Altogether I pay close to a hundred (32:05):
undefined
dollars a video is what I added up.
And the reason mine, I think my, andit doesn't have to be that expensive,
it can be way less than that.
So, I mean, it couldreally be free actually.
Um, but the reason why my cost is alittle bit higher is I have invested
in some b-roll footage for ourarea, um, because the stock footage
(32:25):
to me isn't, isn't quite enough.
And that maybe that'sthe perfectionist in me.
Um, you know, and I watch people's videos.
I'm like, uh, I just, the B roll.
Adds so much to it, you know?
But I wouldn't want that to stop mefrom launching or stop me from moving.
Um, I didn't have any b roll whenI started this channel, so it
wasn't like I had to have that.
But now, since then, like if, so whatI do is if I have a new listing coming
(32:50):
up in the riverfront, which I did.
Not only did I have him do a listing videofor my listing, but I also had him give
me some, just some B-roll shots, just someslow shots of the, of the community, of
the main entrance, of the playgrounds,of the swimming pool, of the clubhouse,
the golf course, the, the local, um,grocery store, whatever is around there.
I want him to get as much as he can,and I'm sure I'll pay a little extra
(33:11):
for, you know, having him run around.
But I'm not just thinking about mylisting here, I'm thinking about this,
this YouTube video I'm about to make.
Covering this area, you know, andif I'm talking about the restaurants
nearby, or I'm talking about the park.
I don't have to have footage ofit, but it sure is nice when I can
show somebody the park while I'mtalking about the park, you know?
(33:31):
And then when Elijah and I go out inour adventures together and I take
him for walks, I tend to record it.
Now I have my antennas upnow and I'm constantly.
Finding my own B-rolljust in everyday life.
You know, just driving around, you know,when I do virtual showings for my clients,
I like to highlight the neighborhood.
Well, now I got some B-roll footage,so next time I do a video about
(33:51):
Chesapeake, I know Emerald Forest.
I have some really cool footage ofthat neighborhood now, you know, so I'm
always looking for, for things like that.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: that's great. (34:00):
undefined
, I'm learning so much about the, uh, insideof your business, your three pillar.
One thing that I did not ask youis about your social media plan.
Uh, you, you do post consistentlyand you do have a good following.
Can you tell us a little bit aboutwhat your social plan looks like?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yeah, it's pretty simple. (34:15):
undefined
I post things periodically as I'mfeeling it, but I also am intentional
and I, I, I have, I try to doa testimonial Tuesday, so every
Tuesday I either post a testimony.
Or I create one for posting next week.
So in other words, every other weekat least, or every week, I'm, I'm
doing a testimonial on Tuesday.
I think that's important 'cause you'reshowing competence with the testimonies.
(34:35):
Um, that's better than saying,look what I just sold, you know,
which is, which is fine too.
I will do that too.
I will sometimes post my solds and,and, and new listing and all that.
Um, but I don't wanna like.
Overdose on that
so I try to make it fun andentertaining and like not just,
uh, the basic real estate stuffthat everybody else would post.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: That's great. (34:54):
undefined
That's great.
And you know, so, so we'vegot a good makeup here.
We understand your business.
Um, YouTube is growing andI'm so excited for you to see,
see where all this all goes.
Um, and so, you know, over the yearshere, you've built a beautiful business.
Uh.
What do you do when things aren't goingright and you got setbacks and you
got, uh, you know, things that get inyour way, uh, life and whatever else.
(35:19):
How do you handle the setbacks?
How do you keep going?
'cause you got such a greatmindset and I would just love
for more agents to have this.
I.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: That is a good question. (35:26):
undefined
So it depends on the setback, butsometimes a setback looks as simple as
feeling kind of stuck, feeling kind oflike, I'm just not really moving anywhere.
I'm not really, I'm spinning thewheels, but I'm not moving, you know?
Um, and, and, and, or, or.
Whatever the case, and, andI've, I tell myself this, this
truth, that that momentum willdestroy any drift that I'm having.
(35:50):
Momentum is what matters.
So at any point in time, whetherit be your fitness goals, your
business goals, whatever it is.
Just move the ball, do something,you know, um, if, if, if you have
fitness goals, just, okay, maybeit starts with just actually
getting a membership at the gym.
Just start there.
Or, or, or just whatever.
Just get the ball moving.
(36:11):
And once that ball moves a little bit,it's amazing how it can just start rolling
and then you get momentum and, and that's,so I think momentum's a big part of it.
And then also trusting the process.
Understanding like what you're doingmatters and it's going to work.
When I first got into this business,I it, for the first seven months,
Neil, I didn't sell a home.
(36:32):
I, I was like, man, this job is cool.
If I got paid for it, I think it'swhat I wanna do when I grow up.
You know?
But I finally, after sevenmonths, you know, but it was,
it was trusting the process.
And then having a support systemaround me, that was a big part of it.
Any setback I've had?
One important factor that I'm blessedwith is a support system around me, and
(36:52):
that comes from Agent Rise, that comesfrom my real estate firm, that comes from
other networks, that comes from my church.
Stuff like that.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: so good. (37:00):
undefined
It's so good.
And, when you're, When you're struggling,you just get back to the basics, right?
You get back to the engagements, youget back to, uh, doing what you know
works and that gets you back on track.
Is that right?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: It's great if I know it works. (37:14):
undefined
But in the beginning, Ididn't know anything works.
I'm just having to trust it, you know,I'm seeing it work for other people.
And then sometimes too, if I reallyhave a setback, I read this book
from David Goggins, um, uh, um, can'tHurt Me if y'all wanna get pumped
up, man, read some Goggins and, uh.
(37:35):
One, one powerful thing he shared in therethat works for his mindset, which his
mindset is insane by the way, um, is hepulls outta the cookie jar, he says, and,
and I, I catch myself doing that sometimesis if I'm struggling, I have a setback.
It's like, well, wait a second,what have I accomplished?
I've done some things inmy life and I know that.
You know, I, I have a bigtrophy for this over here.
(37:57):
Well, it may be in the trophy box inthe garage, but I'm gonna go into the
garage and I'm gonna grab that trophy.
I'm gonna look at it for a second becauseit's gonna remind me real quick of, of
like, okay, you know what, I, I got thisand then I'll throw the trophy back in
the box and it can go back in the garage.
'cause that was, that wasthree, that was three years ago.
Not so important now, but that'skinda like the David Goggins
mindset that I think is really, um,helpful, is just knowing I got this.
'cause I, I mean, maybe I haven't donethis, but I've done things before,
(38:19):
so I know I'm capable of doing this.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: My last couple, I got a couple (38:21):
undefined
more questions here for youand then we'll wrap up here.
But, uh, I'm wondering, uh, how hasAgent Rise helped you with all of this
and, and, and growing your business?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Right. (38:31):
undefined
So when we first met, I alreadyhad a a, a good business cranking.
I was already, I alreadyhad my SOI, right?
Um, the biggest thing that changedfor me within Agent Rise was clarity.
On where do I put my focus each day?
Um, and what's a distraction?
Just the clarity part of it.
And then the systems, and, and I,I like it when you use that, that,
(38:54):
that term you say, don't wax your carwhen you have a broken transmission.
My transmission wasn't broken, but therewas like this little clinking sound
underneath the hood, you know what I mean?
And I think I had a little bitof an exhaust leak in the back.
So I, I did need to fix a fewthings on the car and then.
I start waxing, you know, so it's, it'sfocusing on the, on the right things.
(39:15):
And my SOI pillar was already,I already had clarity knowing
that that's my bread and butter.
But with Agent Rise, I was able to take.
A lot of ideas and implement thingsthat I had never heard before.
And, and like the Facebook group, the VIPFacebook group, that's just one example.
So it kind of, it kind of took my SOIto an another level and then YouTube,
uh, I, I was introduced to YouTube whenI actually bumped into Karen Carr's
(39:38):
book, um, before you and I even met.
And then you told us about YouTube in aco. And I was like, wow, this is so cool.
I really wanna do this.
I didn't for like.
Four more years.
I finally did.
But um, yeah, so, so YouTube wasanother, is another big thing
too, to have the framework andthe support all in one place.
Agent Rise has everything,you know, it's, it's great.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Um, that's great, brother. (39:59):
undefined
I love to hear that.
Love to hear that.
And my last question for you today, you'vegiven so much great advice that, that,
you know, you've shared so much with anagent that, that is looking to get their
business going or is struggling right now.
Uh, but what is someadvice that you've gotten?
What's the best piece of advicethat you've received over the years?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Uh, there's, there's actually a lot, (40:19):
undefined
and I want to just touch on a, ona quick honorable mention, Neil.
Um, one time you had told me thatit's not a listing appointment, it's
a listening appointment, and it'slike, oh, you know what, Neil, I talk
too much in my listing appointments.
I realized that and Ineeded to listen more.
So that was helpful.
That was good advice.
Um.
Um, and, uh, Steven Edwards, the brokerowner of our company, he likes to say,
(40:43):
he who communicates the most wins.
Ooh, that's good.
In this business.
So true.
David Knox says something similar.
He says, an agent that's there isgonna get paid more than an agent.
That's good.
Now you wanna be good and you want tobe there, but you can be really good.
But if you're not there, you'renot gonna get the business.
(41:04):
You have to be there.
In other words, you gottago out and get it, you know?
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yes. (41:08):
undefined
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: was also some really good (41:09):
undefined
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Whew. (41:10):
undefined
That's really good.
That's really good.
That makes you wanna, uh, getthose engagements up, doesn't it?
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: That's right. (41:16):
undefined
That's right.
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: That's good. (41:17):
undefined
That's good.
Well, Jeremy, brother, Iappreciate you so much.
Uh, and if you've got anybody that'sever looking for a home in the
Virginia Beach area, Chesapeake area.
Suffix area.
Make sure you reach out toJeremy, your clients will.
Thank you.
I guarantee you that, uh, there's,I don't know of another agent that
serves in excellence like you do.
I do.
(41:38):
I just thought of one more question that Iwant to ask you , I had this in my notes.
I can't believe I missed it, but you are.
So good at asking for referrals.
Um, and, and this is an areathat I, I openly admit that I
was not good at in my business.
I, I would go to the closings and Iwould, you know, I would serve and I
would serve in excellence, but I wasalways afraid to ask for referrals.
(42:01):
I, I don't know what, what the blockwas, but I wish I would've met you 15, 20
years ago and you would've taught me whatI want you to share with us today here.
Um, how do you ask for referralsand, and do it so tastefully.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Yeah, there's a lot of different ways (42:13):
undefined
to do it and, and, and the best time isgonna be right when you meet somebody.
It's gonna be during the transactionand it's gonna be at closing and it's
gonna be long after the transaction.
I don't wanna sound redundant,so I don't say the same thing
every time, but sometimes I.
Literally ask for referrals.
Sometimes I will, I will have anopen-ended question and I'll say, you
(42:36):
know, Hey, um, out of everybody, youknow, like your friends at work and
your family and your neighbors, whodo you think is most likely to move?
I. Then I just be quiet for a second.
'cause I just asked an open-endedquestion and you watch their brain,
they actually start thinking it'snot a yes or no question, you know?
'cause if you ask that in a yes orno format, it's an easy no because
most people don't know anybody offthe top of their head, you know?
(42:57):
So that's one thing.
And then the other.
The other way is, isasking without asking.
And sometimes that's just like asubtle little sticker on a note
card that says, oh, by the way, I'mnever too busy for your referrals.
Or sometimes it's just a matter of makingsure they know how much it means to me.
Um, one of the best times to is in, in thebeginning of a transaction, and I like to
use the analogy of, of, you know, how, um,you, you bought a new car, you know, you
(43:19):
just got a brand new, um, whatever it is.
Um, Hyundai Electric vehicle,and now all of a sudden, what
do you see out on the streets?
You see that same HyundaiElectric vehicle everywhere.
There's a certain part of our brainthat becomes aware now of something.
Same thing applies when you're buyinga home, especially your first home.
It's exciting.
All of a sudden, you're, you'regonna, you're gonna be talking about,
(43:40):
and, and some of your friends, yourfamily, your coworkers, they're gonna
mention it and, and, and when theydo, if you could just do me a favor
and please keep me in mind for areferral, it would mean so much to me.
Thank you.
That's it right there.
and the other thing I want topoint out here is, is the queue.
There's a queue where we should be askingor mentioning referrals every time.
(44:01):
And that is gratitude.
It's contagious, right?
So when someone says, thank you,Jeremy, you know, I know we haven't
bought a house yet, but you've,you've showed us 20 homes and we just
really appreciate you being so on It.
There's my cue.
Okay, that's my cue.
I better ask for a referral right now.
This is the, this is the time, you know,and, and, and how I ask it in that moment.
It's gonna depend on how I'vealready interacted with them
previously on this topic, you know?
(44:23):
But, um, because I don't, again,I don't wanna sound redundant, but
I, I'm, I will unapologeticallyremind them how much it means to me,
and it matters to me a whole lot.
And then also it's rewardingit when I get one, oh man, I'm
gonna call with excitement.
I'm gonna a voice memo, maybe a videoand say, Hey, thank you so much.
I just got a call from Clarence.
I'm getting him with the Thank you.
(44:43):
You know, just that excitement is,is, is 'cause they know I'm on it.
Like they know I'm gonnamake 'em look good.
I'm gonna make sure of it,
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Yes. (44:50):
undefined
Yes.
Oh, good.
Good.
I brother, I appreciate you so much.
This has been so fantastic and, uh,and, and guys, if you're, if you've got
anybody moving to Virginia Beach, youdon't ever forget about Jeremy Allen.
He's got you covered.
And thank you again myfriend, for being on the show.
I appreciate you.
riverside_jeremy_allen%2C%20%20virg_raw-video-cfr_agent_rise%20podcast_0243: Thanks, Neil. (45:06):
undefined
riverside_neil_mathweg_raw-video-cfr_agent_rise%20podcast_0244: Awesome. (45:07):
undefined
Thank you so much for listening.
Hope you have a great day andlike always remember to be the
reason somebody smiles today.
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