From Cold Calls to YouTube Clicks: Jay Jones on Real Estate Agent Success | RARE Agent Show - RARE Agent Show

Episode Transcript
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Jay Jones (00:00):
Take action, take action now because time moves
and next thing you know, you'llbe a year in and you'll be like,
Oh my gosh, I didn't doanything.

Dylan Tanaka (00:09):
Welcome to the RARE Agent Show.
I'm Dylan Tanaka, a realtor,mentor, and author.
This podcast is dedicated tohelping real estate agents like
you close more deals so that youcan live the life you always
dreamed of every week, my guestsand I share the stories,
strategies, and tools you needto inspire and empower you.
Let's make it happen.
I'm super excited to introduceyou to today's guest.

(00:30):
We've got Jay Jones here.
Not only is he a real estateinvestor and real estate agent,
he has a YouTube channel withover 10, 000 subscribers.
We're going to dig in deep onexactly what Jay's done to build
this kind of business and how hekeeps track of everything.
But first of all, Jay, I got tostart with my favorite question.
How do you take your coffeeevery morning?

Jay Jones (00:51):
And I like my, my chai tea lattes, man.
I'm a chai tea latte guy,sometimes a white chocolate
mocha.
But you know, if I, if I do getsome coffee, I kind of have
some, some sugar in there, man.

Amazing show planned for you guys today.
We're going to dig deep on howto build YouTube channels, how
to make money in real estate,multiple different ways.
So make sure that you listen tothe end of this episode.
So Jay, what's your number onestrategy right now for turning
leads into closings?

Jay Jones (01:16):
Yeah, so I pretty much follow the cold call
strategy right now.
I have two, but I do cold calland that's what I've been doing
for the last few years.
And I know people absolutelyhate it.
They hate cold call and theyhate talking to people.
And I, I actually embrace itbecause what I get to do is I
get to find out a lot aboutpeople on that first call.

(01:37):
I also follow up with them forquite some time.
But that is my primary source iscold calling and then turning
them into a lead.
I've noticed how much of a, howmuch easier it is as far as the
relationship that I built withmy clients when I cold call
them.
So that would be my primarysource.
And again, people hate it, but Iabsolutely love it because a lot
of people don't like to do it.

(01:58):
But when you spend time, I justdo six to eight hours a week.
So I don't think that's a wholelot of time.
But over a month, you know,you're talking about over 24
hours on the phone and, youknow, you're going to catch a
lead and catch a deal.
And that's, that's pretty muchmy primary source.
I

think that's what it is, right?
It's those small actions thatend up every single day, right?
And then they, they lead tobigger things and you have to do
the things other people aren'twilling to do.
Another one of those things thatyou're doing is you've built a.
A pretty substantial YouTubechannel.
So how are you going to factorthat and use that in your real
estate business?

Jay Jones (02:30):
Yeah.
So I kind of stumbled upon thisYouTube thing and it's kind of a
personal YouTube, you know, Ijust kind of just share
different things or whatever,but you know, it's easy to, to
turn those into leads becauseyou pretty much have a bucket of
people that want to clicksubscribe and they're learning
you through the content.
And when you tell them you're areal estate agent, when you say,
Hey, I'm here in this area, youknow, you start getting people

(02:51):
sending you DMS and things likethat.
So just being authentically youand telling people what you do
and then you turn them into, toleads.
I think that's one thing thatI've always done since I've been
in the real estate game is just,just be yourself.
I'm just trying to.
Make the most out of it.
And people will start watchingyour channel.
They start liking you.
And next thing you know, theystart binge watching your stuff
and then they feel like theyknow you and then you could turn

(03:13):
them into leads.
Yeah, man, I've been blessed tocome across the, the YouTube
channel and platform to do that.

So, yeah, Jay, talk about being authentically
you, that's something I like tosay too.
And for those of you who don'tknow, Jay, I always say he's got
a likability factor of a 10.
Which is important because ifyou're only listening right now,
you can't see this man smiling.
He's got a happy face.
He's always coming with positivevibes.
And I think that that bleedsthrough even when you're just
cold calling it on the phonewith people.

(03:39):
And then again, as, as you'recreating and you're on video,
people can see your face.
They can see the emotions behindit.
I think it's very, veryimportant for real estate agents
today to be able to convey thatto people, not to be a doomsday
or talk about the market's toughor rates are high.
You want to be the person thatthey come to, that your clients
come to, to bring them the goodnews.

Jay Jones (03:59):
I don't know.
It's just a trait of mine.
Just to, you know, just try toenjoy life, right.
As much as you can, everythingcomes right.
You get curve balls, but again,I enjoyed.
Working with people.
I enjoy helping people.
So I find joy in that andwhatever it is that I'm doing,
whatever it is or whatever I'mdoing, I find the joy in it.
So I've just been built thatway, wired that way, and it does

(04:22):
help.
You know, I have had manyclients that just say, you're
such a joy to work with.
Things like that.
And I just say like, well, youknow, I didn't do anything
special that I felt like I wasdoing.
And they're just like verypatient with us.
You know, you gave us a lot ofinformation and again, I treat
everyone like I want, you know,someone to treat my mother or my
grandmother.
And so you know, I just take mytime.
And again, it's a joy to workwith people.

(04:44):
And I think that's a trait thatmany agents should take.
Think sometime when they bringmoney into the equation and
they're they're really focusedon the money.
They just, they lose that.
Think you just gotta just focuson your client and understand
that you're there to help.
You're just there to help.
You know, you're not the bigshot real estate person, you
know, you're just there to helpand then you will get more
business that way.
And your clients will love youfor that.

(05:05):
So just, you know, try to enjoyyourself while you're, you know,
out there making money, youknow, smile, dial, make a pile
is what they say if you're coldcalling.
So that's kind of just my, my MOthere.

Well Jay, you kind of stole my thunder.
My next question was going to bewhat's one trade or something
that agents could work on that'soutside the box, right?
To help them become betteragents.
I think that's it.
It's being a people person.
If you're not a people person,that's okay, but it's really
hard to be in the peoplebusiness.
If you're not a people person,even if you are a people person,
you can get better at it too.

Jay Jones (05:35):
Absolutely.
Absolutely.
And again, I think when you cantake out.
The 3% outta your mind and youtake out all the processes and
you just focus on the person.
Think about if you are thatperson, what do you want someone
to do?
Right?
So you just wanna focus on who,who, who you're working with.
And I think to me, that's what Ido.
I don't worry about thetransaction at the time where

(05:56):
I'm showing them a house or, orI'm doing a listing.
I'm focusing on them.
Every person.
And so when you do that, youknow, the byproduct is, of
course you're gonna get paid.
You're gonna have these, youknow, great paydays.
But I think you just got tofocus on people.
And again, this is a peoplebusiness.
This is one of the first thingsthat I learned about real estate
was, Hey, this is a peoplebusiness and you have to do

(06:17):
right by the people.
Ever since I have, I have beenable to close transactions and
literally sometimes things arejust coming to me.
I just try to do right bypeople.
And you know what?
Real estate is all aboutrelationships.
It's all about people.
And you have to find a way tojust be a people person.
And you don't have to be thissuper jolly person.
You just have to be authenticand that's it.

(06:39):
You know, don't worry abouttrying to say things the right
way.
Where's certain things.
I know some agents thatliterally just a regular t shirt
and polo type guy, but they haveclients and they love them.
So just be yourself.
And that's one thing I wouldtell agents to do.
Stop trying to focus on beingsomething you're not.

Why don't you try to give us an example, give the
listeners an example of whenyour positivity helped you
through a deal, even if itdidn't close and how that turned
into something that you didn'tthink it was going to.

Jay Jones (07:05):
Oh man, I was helping a couple out.
They actually stayed in mysubdivision and it was a kind of
a rough transaction.
Right.
So I had to stay positive.
We were doing a couple of thingsat one time.
They're moving out of a houseand then they're trying to move
into a new home.
Deadlines are not working out.
And so I had to stay positivebecause it put me in the mind
frame of.
How do I figure this out?

(07:27):
Instead of working in this panicmode and just going crazy, how
do I figure this out?
When I calmed myself down, I wasable to communicate with my
client, which is number one,always communicate with them.
I communicate early and often,even if it's bad news, just get
it out there and let's worktogether.
And that helped me through thetransaction, even though it
wasn't, you know, the smoothesttransaction.

(07:47):
We were able to get it closedand my clients were happy at the
end.
Plus I saved them like 20 grandon their house that they bought.
So they were, they were prettyexcited, but things worked out.
Right.
And so I'm a big sports person.
So I'm a person where the game'snot over till the get to the
clock hits zero.
So you got to just remainpositive, remain calm through it
all.
And I think that's somethingthat real estate agents should

(08:08):
just do, you know, no matter howbad the transaction is.
Stay positive, relax, right?
You're learning something as yougo through this transaction.
That's going to make you better.
And, but again, just communicatewith your client.

I love what you said there, Jay.
The game's not over until theclock strikes zero.
And here's the thing, Jay's ayoung man.
So this clock isn't strikingzero for another 50 years.
Hopefully he's retired beforethen, because he's building some
great things.
But the reality is you as agentswho are listening and watching
this, know that the easiest.
Client to work with as someonethat you've worked with before
or a referral from a pastclient, because now you don't

(08:43):
have to leap over all of thosehurdles and be like, here's the
way, and here's what I've doneto like, you got to call Jay, he
was the guy who got it all donefor us.
We had some tough times in themiddle, but we got it done and
we love him.
So that's worth so much.
So, so the game is not over evenwhen that transaction's over
because.
I guarantee if I talked to thosepeople today and said, Hey, I'm
just calling to check on howthings went with Jay.

(09:04):
They would say nothing butwonderful things about him,
which means as he works them theright way with his sphere of
influence and reminds them, Hey,I'm always looking for new
clients.
Those are the people who aregoing to advocate for him.
And they're going to bring himmore deals than probably cold
calling will over the next 30years.

Jay Jones (09:21):
Absolutely.
And just to piggyback off ofthat really quick.
Yeah.
The transaction is not over justbecause you get paid and, you
know, your clients in theirhome.
Again, what I do, I'm very oldschool, man.
If you look at my office, I havepapers everywhere of lead
sheets.
And what I do is I make sure sixmonths after, give them a call
six, eight months after, givethem a call.
How are you doing?
And I follow up with thesepeople that I have closed deals

(09:43):
with.
Because they have familymembers.
They have friends.
You, you are their realtor.
You want to be the guy or the,or the, or the girl that they
brag about when they come to thehouse.
Oh, I had this realtor.
Oh, you're looking for a house.
And as you stay on the top oftheir minds by calling them
every six months, which is twotimes a year, or send them a
text message if you're notreally a call person.
You'll find out you're gettingreferrals and that's the best

(10:05):
way to do business.
So even though I've started offcold calling and that was a hard
part, you get them as a clientand then you refer and now it's
a little bit easier.

That's how you turn contacts into leads and
leads eventually into closings.
And then those closings intomore closings, right?
So Jay, every real estate agentand entrepreneur or investor has
made some major mistakes.
I love talking about mine, but Iwant to know what's the biggest
mistake you've made in the realestate business.

Jay Jones (10:29):
One thing that comes to mind buying my first fix and
flip, and at this moment, I'llkeep it short, but a million
thoughts just went through myhead because it kind of still
relates to being an agent towhere it was my first deal.
I didn't know what to do.
I didn't know where to go.
I did this thing on my own andit's.
This idea that I sat on for sometime, I probably did so many
things wrong on that flip.

(10:50):
You know, I didn't know what Iwas doing you know, trying to
manage the money and trying towork with contractors and things
like that.
I didn't know.
The funny thing about it was Ilearned a lot on that first
transaction and I closed it andI, and I made pretty good money
on there.
And that's the same thing withreal estate.
Like when I first got in thatfirst year, I was learning.
I thought.

(11:10):
Deals were just going to come tome and I had to go work for
them.
And I learned a whole lotthrough failing.
One thing that comes to mind wasbuying my first fix and flip
doing the thing wrong.
But in the end, you know, I gotpaid and I closed it.
And that kind of groomed me forbeing an agent, which that was
my first transaction as anagent, which was close to my
first flip, but I learned a lot,man.

(11:33):
I learned a lot by failing.
So that was one thing, just notknowing what I was doing and
then figured it out.
And then I said, you know what?
It's really not that bad, aslong as you can take that step
forward and you're diligent andyou stay in it, you'll figure it
out.
You know, that's my mindset witheverything.

No, that's perfect.
And when I talk about thebiggest problems or mistakes
we've made, I like to call itavoiding landmines.
My goal for this show andeverything we do at the RARE
Agent Nation is to help otheragents.
Create as many predictablepaydays as possible, right?
So they can build the life thatthey want to live.
What advice would you giveagents new or old?
What's a landmine that you havelearned to avoid?

Jay Jones (12:08):
I've learned to avoid just thinking about the payday.
And I know some people are like,Hey man, that's everything.
Like, what are you talkingabout?
For me, money is, is, is great.
It's a necessity.
And I know that, but money kindof clouds your judgment.
I focus more on people and Iknow it's kind of boring.
It's cliche, but I focus more ongetting people helping folks
instead of thinking about thetransaction and the number and

(12:31):
what my 3 percent looks like.
The more I think about clientsand the more I become focused on
individuals, I've noticed themore money I've made.
When I started thinking about,okay, this is 130, 000, this is
3%, this is, but you know, it'sjust, you just start doing
business wrong.
You just, you really just getclouded.
And so I would say just don'tget greedy.
Understand that it's an abundantamount of clients out there.

(12:54):
Just focus on solving problems.
That would be my main thing foragents is focus on solving
problems because we all havethem.
Your clients have them and helpthem every step of the way.
And you will be rewarded fromthat.
It's just the way that I look atit, man.
So that's what I would say isfocus on value, man.
Focus on helping your clients.

(13:16):
You'll get paid, but don't go inthat transaction.
Oh, I need to make my 3%.
Oh, I got to pay my cardinal.
Like you're going to mess aroundand make some mistakes because
you're thinking about yourself.
So that's just me personally.

So Jay talked about being a real estate
investor, a real estate agent, aYouTuber subscribers.
But what I'm most excited thathe shared with me earlier.
Before we got on camera is hehas a goal to make over a
hundred thousand dollars inretail commissions this year on
top of everything else.

Jay Jones (13:46):
So, yeah, those are my goals on top of everything.
So that, that's my, that's my myaim for this year to just
improve on what I've been ableto do.

Talking about landmines, talking about
problems.
Let's move on to some positiveaction now, Jay, cause you're a
positive guy.
So if I'm a new real estateagent, I don't have anything
going on.
On YouTube right now.
And as far as I know, you're thetop YouTube guy around that's
in, in my in my atmosphere.
Right.
So what advice would you give ifI said to you, Jay, I don't have

(14:14):
a YouTube channel.
How should I get started so Ican get content down there and
start getting calls from clientsas soon as possible?

Jay Jones (14:21):
Oh man, I'm doing that right now, actually.
And, and what I would do, and Ithink this will be an.
Excellent strategy for somebodygetting started for the first
time.
Listen, go and pick up some typeof gimbal, right?
Something, you know, where youcan put your phone on.
And I would encourage you tostart showing clients and people
cities that you already live in.
I'm doing this right now whereI'm going through houses.

(14:44):
That I love going into houses ingeneral.
I literally do it for fun andsaid, you know, I'm showing them
what these cities look like.
I'm going through, Hey, this iswhat you can do in the city.
Start actually being an expertin your area.
And even if you're not an expertin your area, you're learning as
you're going through thesehouses.
And so what I would do is, andI've started gaining subscribers

(15:05):
by doing this.
I actually had a lady call methree weeks ago.
She says, I love your content.
I'm watching every video.
She wants to move into McCombstownship.
And it was incredible becauseyou started, you start gaining
people that are actuallyinterested in real estate by
shooting content in places thatyou want to sell houses in.

(15:25):
So that's what I would do.
I would focus on, of course, yougot a lot of marketing
strategies, but now if I startedall over again, I would pick up
my camera.
I would go through these homes.
I would show people what, youknow, your city looks like and
ins and outs, all the littlestuff that's all content,
because if you got to thinkabout it, if someone is in
California and they want to moveto Michigan, they don't know a

(15:48):
whole lot.
So show them that, show themthat area in Michigan.
And that's what I would do.
And then you'll start seeingyour subscriber base go up
again.
Don't think about the money allthe time.
Just think about gainingsubscribers and getting clients
and also.
Put a call to action in there.
And I think that's a great wayto first start off.
Don't make it your onlymarketing strategy, but make it
part of you doing kind of yourbusy work because you'll

(16:11):
eventually start seeing thatover time, those people will
turn into leads.
Great idea.

So what I'm hearing is you start creating
content by going to listings, Iguess, in neighborhoods that you
already know, or that you'd liketo do business in.
So I think the next question theaudience has is, well, what the
heck do I say when I walk inthat video?
Because I've never really donevideo before.
Do I have to be perfect?
I, I walked around the house as

Jay Jones (16:34):
if my two daughters were there and my wife, because
I've walked through some ofthese houses with them and we
just talk and I'll say like,Hey, how do you like this
kitchen?
You know, me and my wife will gothrough it.
So I walk through the house.
As if my client is walkingthrough with me, I know it's
weird.
You're in this big house talkingto yourself, but really you're
talking to someone that, youknow, maybe potentially someone

(16:56):
that's going to work with you.
So I walked through this houseand I'll literally say, Hey,
look at the floors.
Hey, do you like the floors or,Hey, I don't really like this
and that.
And you, you kind of talk aboutsome things and you just make it
authentic, right?
Everything about being a realestate agent should be.
Authentic.
It's your brand.
So when I walk through thathouse, I've walked through that
house, like Dylan's right nextto me.

(17:16):
And I'm saying, Hey Dylan, howyou like this faucet?
Oh, do you like, I like theblack.
I love how builders do this andthat.
And I'm actually in my videossounding very excited because I
am excited.
Right.
Because I'm like, Hey, look atthis patio.
Look at this master bedroom.
And you just walk through thehouse.
And again, you can share some ofyour expertise as an agent about
a builder, about an area whileyou're walking through, talk

(17:38):
about your family, talk aboutthese things because people are
watching.
And so as they start bingewatching your content, they'll
see you and say, Oh, he's got awife.
Oh, he's got a daughter.
He's got a son.
Oh, he likes to do this.
And people are learning aboutyou.
Through the videos, what do theycall it?
Subtly, right?
It's like a subliminal.
It's a great way to start firstyear out, pick up the camera,

(18:02):
stop being afraid and, and justbe you.

That's what can set you apart from other agents
in a crowded market.
There are 2 million real estateagents in this country.
Why Jay?
And that's, what's going to setyou apart.
People are going to get to knowwho you are.
As Jay said, you have to beauthentic and that's, what's
going to make you different.
So Jay, the next questionthey're going to have is, do I
have to spend like 5, 000 oncameras and sound guys?

(18:25):
And how does all that work?

Jay Jones (18:26):
I'm, I'm a big guy on start where you are.
Analysis paralysis, right?
Is the, is the killer of bigdreams and big ideas.
You know, if you could juststart where you are, you
improve.
It should be a gradual, itshould be a gradual or natural.
You know, progression, becauseif you start where you are, say
you got your phone, okay, youshoot with your phone and
eventually you say, Hey, I wantto get me a camera.

(18:46):
But by that time, maybe you hadpieces of content before you get
your cameras.
The way I started my, my realestate career was I started
where I was and then youprogress and everyone that I've
seen when it comes to being anagent.
That is doing really well.
It said, Hey, you know, my firstyear was not the best, but I
just started where I was at.
Hey, I didn't close any deals.
I learned a lot.

(19:06):
I would say you don't need to goout there.
Like you said, and buy the 5,000 camera and do this and that
you don't want to increase yourexpenses and you haven't done
anything.
Just get out there and use whatyou have to get what you want.
That's what I've been able todo.
Whatever you have, use it.
And and then you can upgrade.
As you start closing deals ordoing things, just start where
you are and do not get into thatanalysis paralysis stage.

(19:29):
Take action, take action nowbecause time moves and next
thing you know, you'll be a yearin and you'll be like, Oh my
gosh, I didn't do anything.
Take action

now.
A ready fire aim.
If you sit around thinking aboutit too long, it's never going to
happen.
So you talked about the call toaction, that that's something
you cannot skip.
So for the last piece of advice,for those people who want to
start their YouTube channels orwho already have, let's pretend
you're walking through a houseright now.
It's at the very end of yourvideo.
So what's your call to action?

Jay Jones (19:57):
And my call to action is right in the description
below.
I have my information.
I have an email and I have aphone number.
You can call or text me on ifyou guys have any questions
about this area, the builders,or if you're looking to buy a
house in the next six months oreven a couple of years.
Love to follow up with you.
That's my call to action is forthem to give me a call.
Give me an email just forsomething.

(20:19):
I want them to contact mebecause once they call me,
right.
I'm very big on follow up.
So the moment I get your name,the moment I get your number, I
got you locked in.
You know, and that's all I need.
You want them to reach out toyou on that video.
And eventually I'm telling youguys, someone will, right.
I have had a very smallsubscriber base and I had
someone reach out to me, youknow, and so again, if you make

(20:40):
that a hundred, a thousand,that's a thousand something
people that are looking at yourYouTube channel for real estate
while you're talking aboutplaces that they want to live in
and the numbers.
Are there.
And so you want to always have acall to action.
Do not skip on call to actionbecause there's no point in you
making that video.
And it's a very highly producedvideo or whatever.

(21:02):
And then you have no way to tellsomeone what to do.
And I was reading the book thatyou actually sent me and the guy
says, Hey.
People need to be told what todo.
I do it all the time.
Like the video.
And I'll literally see someonelike the video because some
people just forget and they getentertained, but you gotta have
that hook and tell them yougotta call me and you don't have
to be super salesy.

(21:23):
Just keep it simple.
Have a call to action is aabsolute must.

So I feel like the real reason to use video
marketing, Jay, is so thatpeople are reaching out to you.
You kept it super simple.
You're like, Hey, it's Jay.
Here's the number you can callor text me on.
Here's an email.
If you'd rather go that way, I'dlove to have a chat with you
about the builder of the area.
And what's the differencebetween receiving that phone
call from a YouTube subscriberversus when you're cold calling

(21:47):
and you're jumping intosomebody's life.

Jay Jones (21:49):
Oh my gosh.
Total.
Different conversation, I'lltalk about what it looks like
when the subscriber called meright when she called me super
excited.
I think for the first minute anda half, I didn't say anything.
She just went through.
I seen this video.
I love this house.
You had here in this area andliterally for a minute and a

(22:11):
half.
I was like, wow, total differentconversation from a cold call
because when I have the coldcall, I have a 10 second window
to capture that person.
Hopefully it'll hang up.
I've had thousands of hangups,but it's a different
conversation.
They're more excited andinterested because guess what?
Things watch your content.
They feel like they know you andnow they want you to help them.

(22:33):
I'm going through the line ofquestioning, which is, Oh, you
know, Hey, sorry, didn't catchyour name.
Got your name.
Where are you trying to move to?
Now I have everything I need.
And so when I call the next timeshe knows Jay, Oh, Jay, I
watched your last video.
Oh, wow.
So I'm not having to work asmuch.
They're coming to me then whenI'm cold calling, which I still

(22:54):
encourage you to do but if youdo this, it does take a little
bit longer.
But that's because it's a muchbetter lead.
They come to you and it's justeasier.
It's almost kind of like a cheatsheet.
It's like, wow.
Like I've never had such a goodconversation initially with a
client where they're excited tospeak to me.
And I'm not like trying to sellmyself to them.

So we talked about your tactics, what you're using
right now to get clients.
What do you see on your realestate radar 12 months?

Jay Jones (23:23):
You know what, I'm thinking the market's going to
be really good.
In my opinion, I think that, youknow, real estate has been a
little bit rocky.
We had a really big boom andthen we've had kind of a
slowdown.
There's so many things happeningin the real estate market that I
think it's that time for it tonow start to go up.
So I think the real estatemarket is going to be really
solid here for, for this year.
I think there's going to be alot of opportunities.

(23:44):
I think what kind of justhappened in real estate, I think
you may have lost some people.
But the people that stick aroundare the ones that are going to
win because they're learning howto pivot.
They're learning how tomaneuver.
And I know some real estateagents that are doing
phenomenal, even in this littleweird time, they're doing
phenomenal.
So as this year comes on, Ithink that, you know, we're

(24:04):
going to get more buyers andmore inventory.
I think it's going to be a greattime.
And of course, springtime,summertime, you know, you're
going to have people out therebuying.
And that's one thing I seen evenduring this weird market.
People were still buying homesand people need a place to stay.
And so I think it's going to beeven better in my opinion,

kind of in a weird market.
And it's probably always a weirdmarket because it's always
different than the one that wewere just previously in.
Right.
So people get conditioned, butwhat do you think agents could
do to stay ahead of the curveright now?

Jay Jones (24:33):
I think one thing they can do is just to brush
yourself up on the market,right?
I mean, obviously, you're goingto have clients are going to ask
you questions that they see onthe news, always just let.
them know that if you're lookingto buy a home, the best time is
now.
Things are only going to getmore expensive.
And then you have to educatethat buyer or that seller.
I think that's the, the bestthing you can do whenever

(24:53):
someone's trying to call you,whenever they have something,
you know, where they say loomand doom, you have to let them
know of the positives.
And that's what I did.
Hey, I know you've seen this onthe news.
I know they talked about thisand that, but let me know where
you.
Want to be right where, what doyou see your family?
What do you want to do?
Educate your client and don'tlet them get too caught up in
the news because it gets all ofus, you know, and, and then you

(25:16):
get to talk to the experts.
You talk to the mortgage lender,you talk to the realtor, and
then you start to say, okay,this may work for me and my
family.
So I would say, just continue toeducate yourself during this
time and educate your, yourclients as you work with them.
And that's, that would be myadvice.

Better at your craft to bring more value to
everyone that you're doingbusiness with.
So what would you say maybe issomething overlooked by a lot of
agents that could give them anedge against their competition?

Jay Jones (25:43):
I think working in some form of a team is important
being resourceful, right?
So even though you're this bigtop agent, you know, being able
to have some form of a teamaround you, I think is going to
help you even more.
Everybody's going to worktogether.
Everyone's going to know how tobe resourceful.
So that's one thing I thinkwould be a.
Really big edges is being a partof some team, right?

(26:03):
So you can be a part of the bigteam, or if it's just a group of
agents together that you guyscreate when you're sharing
ideas, because again, ironsharpens iron, I believe that.
So I think that's one thing thatpeople can do as far as agents
is start working together andsharing information to go
further,

you go about.
Finding a team if you are anagent looking for one,

Jay Jones (26:25):
there's different Facebook groups to be a part of,
see who is selling, you know, inyour area, you know, sometimes
you could just kind of runacross that.
So you have a really great groupcalled RARE Agent nation, and
that's something that I wouldwant to be a part of, right?
Join the group.
Ask questions, see what eventsare there.
Again, it's kind of like anotherform of education.
That's what I would do becausethe only way to get better is to

(26:47):
study up and again, worktogether.
That's how you go further,right?
You can do so much by yourself,but you do much more when you're
part of a team.
And so me being a part of theteam, it makes me feel better.
It makes me feel confident.
I never feel alone.
And then, hey, I'm asking otherguys what they're doing.
Came across a great idea frombeing in this group itself.
So that's what I would say.

(27:09):
Be a part of a great group, RAREAgent nation.
That I think is very valuable toyou as an agent that will then
translate.
I

think the agent world has changed so much in the
last 20 or 30 years where theold days, like if you were on
the team, you had to give acertain amount to the team
leader and then the broker tooka different amount.
The agent world has changed somuch because.
There are unstructured teamswhere you guys are kind of just
in a mastermind together or youraccountability partners.
And there's just a lot offlexibility out there.

(27:37):
So make sure that you dig deepwhen it comes time to find the
people who should be in yourtribe, because it doesn't really
have to be your team.
That's just what we call it inreal estate.
I just call it my tribe or mycrew or the people who I can
trust and throw ideas off ofevery single day I'm on the
phone or texting someone who'sin my group, because I have an
idea about.
A client or a listing, and I'mnot a hundred percent sure if

(27:58):
I'm thinking right.
So I need to bounce it offsomebody.

Jay Jones (28:00):
One last little point.
Cause when I first started realestate, I won't say the
brokerage I was with, I wasdoing it kind of by myself, even
though I had some investorexperience.
I knew a little bit aboutpaperwork.
It was just a longer road.
And then when I came over.
And you know, we started workingtogether and it was a team felt
a little bit better.
There were investors in thegroup, there were agents in the
group, there were new people,there were experienced people,

(28:21):
and then you just learn.
And so that's why I said, youknow what, if I did this all
over again, I would join a team,whether you want to join a team
and give them commission or likeyou said, a mastermind, right?
And I think the mastermind is anExcellent idea.
You don't feel like you'rehaving to owe someone something.
And then I feel like you getmore value out of people because
everyone's just sharinginformation.

(28:41):
So something you guys shouldjust kind of take a look at.

So now listen, we're going to have a little bit
of fun.
I've got three rapid firequestions for Jay and get his
answer right away.
So what's your favorite realestate app?

Jay Jones (28:51):
The ShowingTime app.

So what's the best book you've ever read about real
estate or business?

Jay Jones (28:56):
It's the Millionaire Real Estate Investor by Gary
Keller.

Most.
Important.
What do you do to de stressafter a long day of flipping
houses, dealing with clients,going to closings?

Jay Jones (29:06):
First thing is the gym.
Absolutely.
If it's a nice day out or, youknow, the sun is, is beaming.
Sometimes I like to just drivethe Corvette, man.
It's the most peaceful thing Ican do.
Those are, those are the twothings that come to my mind,
man.
I

told YouTuber at heart, right?
So he even has a separatechannel for his vet and all the
people he hangs out with, allthe mods he's done.
All of his information is goingto be below in the show notes.
You'll be able to get hiscontact info, all of his
different YouTube channels andeverything else that we've
talked about today.
Do you brought up the, the ideaof the mastermind or team and
community building and that'ssomething that I've really been

(29:40):
doing for the last 20 plus yearsin real estate.
It's something that's superduper important to me.
So why do you think being partof a community like RARE Agent
Nation can be so important toother agents out there?

Jay Jones (29:51):
I think it's extremely valuable.
And the reason why I think it'sextremely valuable is because
you're getting probably hundredsof years of experience inside of
a group.
Everyone knows something, youknow, something that someone 20
years in can say, you know what,I didn't think about that.
So you're getting instantexperience.
So let's just say you're brandnew and you're like, Hey I'm
really nervous to talk topeople.

(30:12):
Well, you can go and tell yourclient that, you know, I'm in,
I'm a part of a group and wehave.
50 years plus of real estateexperience behind me.
So don't worry about X, Y, andZ.
It gives you that confidence,right?
If you're brand new, it givesyou that confidence that
someone's there to help you.
And again, being a part of amastermind, people are sharing
ideas.
They're not going to be scaredto share an idea with you.

(30:33):
And a lot of times they keep youaccountable, which is very
important.
That's what I have been able toget from the RARE Agent nation
is because I'm able to see guysare doing deals.
They're able to shareinformation with me.
Very encouraging.
And so again, you just feel likeyou're being a part of a
situation where everyone'sproviding value and you want to
provide value and you want tohelp that next person.

(30:56):
And so it provides a veryhelpful environment.
And I'm being honest with youguys.
Like I tell you, I'mauthentically myself.
I'm not up here lying.
That is what I've been able toget from here.
And I ask questions.
I ask my dumb questions all thetime.
And someone's able to say, Hey,do this.
Hey, I've been in thissituation.
Hey, don't worry.
Try this.
And if I've messed up, they say,listen, man, you messed up, but

(31:17):
this is what you need to do thenext time.
That is what I've been able toget from being a part of a
mastermind group is valuableinformation, years of
experience.
People have been through thingsthat I haven't, and they're able
to help me through.
Whether it's just a phone call,whether it's a Facebook post or
it's a text, you know, I don'tever feel like I'm in the water
alone.
And so that's why I say it'svery valuable.

(31:39):
It's been the best decision

I've made.
I think the cool thing aboutmasterminds way I explain it to
people is while someone'sreaching out for help.
Somebody else is reaching downbecause we love to help other
people.
And then the person who'sreaching down still has their
other arm up and is being pulledup by someone else.
So there's so many years ofexperience and things that
people have been through.
And Jay said, he even uses itfor credibility.
I don't even think of it thatway, but to be able to brag and

(32:02):
say, listen, I've got 300 yearsexperience inside my office or
inside my group, they'll help usfigure out what the answer to
this question is, because wedon't always know the answer.
And like Jay said, beingauthentic, you want to say.
I don't know a hundred percenthow to answer that, but I will
find out the answer for you.
So Jay, for, for agents who areexperiencing a little bit of
burnout, what's the best advicefor them?

Jay Jones (32:23):
Oh, man.
Whenever you're experiencingsome type of burnout, it's
because you just feel likeyou've been.
In the game, right?
So I'm going to use an analogy.
You just feel like you've beenin the game.
You're you're super tired.
You need a water break.
You have to find a way todistress, right?
Some people, again, that's thegym.
Maybe you need a vacation.
What you need to do is you'vegot to find a way to restart and

(32:44):
reset.
And it's sometimes not doingmore work.
Sometimes doing more work justmakes you feel like you said,
burnt out makes you feel likeyou're overwhelmed.
And what I would say is you haveto find a way to restart.
Find that thing that brings youjoy.
Like I've talked to a mortgagelender and he said, Hey man, I
had, I've learned to take someof these days off.
I'm still working, but I'm justtaking more time for my family,

(33:05):
more time for myself is I comeback and then I'm way more
energized and I'm ready to go.
Whatever that thing is for you,whether it's creating music, if
it's a vacation, if it's takinga ride, you know, or whatever,
find a way to distress and focuson yourself.
For me, you know, that's goingto the gym, right?
Getting my mind right.
You know, it may be going intothe pool or whatever.

(33:26):
You gotta find a way to pullback.
I know you guys want to closedeals and you want to keep
going, but whenever you'refeeling barked out, you have to
take that step back and findthat thing that brings you joy.
And for some people, it's theirfamily.
So go spend time with yourfamily.
You can come back to realestate.
Like it's going to still bethere.
Right?
So that's just my advice, right?
I'm not telling you to quit.
I'm just telling you to find away to restart.

(33:48):
And then you come back andyou're ready to go.
And that's all we need becausewe're human beings.
We're, we're, we're literallyhuman beings and we all need to
come back and say, all right,I'm done.
And let's go.

So we talked about burnout.
That's kind of for the agentswho've been doing things for
the, for the other agents whoare out there who just are
struggling to make thatbreakthrough.
What's your one best piece ofadvice for them?

Jay Jones (34:09):
Yeah.
So if you're struggling to breakthrough, I'm gonna keep it very
old school with you guys got tokeep working.
I'm, I'm serious.
I know it's probably not whatyou want to hear, but you've got
to keep working.
This is the time to startlooking at ideas that maybe.
You don't think you want it todo and start figuring out, okay,
what do I need to do?
So for some people, it's, I hategetting on the phone.

(34:31):
I don't want to call.
This might be your time to call.
I don't want to really go to anevent and I don't really want to
talk to people.
This may be your time to dothat.
You may stumble upon somethingthat you don't really like and
enjoy, but it's going to besomething that fits your
business.
And this is the time tobasically, what I'm saying is
experiment.
You have to start experimenting.
If you feel like something's notworking, that's sometimes a sign

(34:53):
to say.
Let me try this.
Let me try that, but also giveit time.
Don't just say I'm going to doit for two days, one week.
No, no.
I usually say if it's amarketing strategy, I say four
months, give it a solid fourmonths, see the numbers.
And this is your time to trythings out because I've come
across a lot of great ideas.
Whenever I feel burned out, Idon't know what to do.

(35:15):
I have really, like, when Ithink about it, there have been
times where I had to do things Ididn't enjoy.
And it worked.
And then I said, ah, well, atleast this works because I
wouldn't have thought about thisif everything was working right.
So this is your time toexperiment.
If you're feeling that burnoutand you know, you're kind of
early in the game, you got toexperiment.

What is next for you on your real estate journey?

Jay Jones (35:36):
You know, so we talked about my commission goal,
right?
So, so right now I'm kind offocused on.
Analytics, right?
Kind of thing, metrics,analytics.
And so I want to hit mycommission goal.
I also have a goal as far assales that I wanted to
accomplish, right?
How many millions of dollars inreal estate sales that I want.
A lot of this is what I've donebefore is measuring, measuring

(35:56):
stick.
I want to now accomplish it.
I want to have my personal bestthis year.
Units sold, commissions.
That's my goal.
Really, you know, I'm just ondoing better than I've done my
previous four years of being anagent.
So everything's personal bestfor me and also the YouTube, but
just for the real estate one Ialso want to get that thing over
a thousand subscribers because Isee a thousand people hitting

(36:18):
that button that will turn intoclients.
I have a lot of things that I'mworking on here in this year.
And I got a lot of work to do.
So those are my goals, justpersonal best.
Year is what I'm trying toaccomplish here.

Let me remind you guys, Jay has a nine to five
career still.
He's flipping houses.
He's building out the YouTubechannel.
He really just wants to ridearound in the vet when it's a
sunny day.
What's excited about is he's gota hundred thousand dollar
commission goal in retail realestate on top of all that as an
add on to the other businessesthat he's already built.

Jay Jones (36:49):
Yeah, man.
So those are my goals.
Yeah.
So, you know, for some of youguys that are out there that
have a nine to five.
And when I do real estate, behonest with you, it is tough.
It is weird.
Your schedule is all over theplace, but if you want it to
work, it will work.
And the biggest thing that Iwould say, if you're looking to
do this is time blocking.
I know you may have a family,but you have to time block these

(37:10):
things, right?
Like I say, your nine to fivehas you for your nine to five
hours.
After that, it's your time toshine two hours a day.
It can do wonders in yourbusiness.
If you're doing this for acouple of days and Saturdays and
Sundays, I will tell you hadbeen my catch up days to do a
lot.
And again, we said earlier overtime, those small wins are what

(37:31):
you need.
And that's how you create yourclient base.
That's how you get some dealsdone.
You can do both.
Right.
And eventually, if you want togo full time, go all out agent,
you can do that.
If you want to do both, you cando that as well.
And I've been able to flip somehomes, which I've been blessed
to do.
So I've been all over the place,man.
But again, I start where I'm atand I just continue.

(37:51):
That's just me, man.
That's, I don't know, I don'tknow any other way to say it.

This question for you yet and this whole show, and
this is probably going to be thebest answer.
So you guys listen to this.
Jay, so through all your yearsin real estate and investing and
everything as an entrepreneur,you can put all that stuff
you've been through in a bigbowl and mix it together and
pour it out.
What's the one sentence youwould say that sums up
everything about your business?

Jay Jones (38:18):
I would say focus on people and problems.
He did it in one sentence.
That was, I literally, I wasgoing to add a little bit more
sauce to it, but I think thatwas it, man.
Focus on people and problems isreally the most simple form.
Even myself, like, you know, ifI got a car, right?
Like you mentioned the vet,right?
If I have a problem, I have totake it to a mechanic.
I have to let them do theirthing.

(38:39):
But I'm going to go to someonethat I like, someone that I
trust.
That's it.
And that's my problem.
I have a problem, but he, youknow, I'm focusing on that.
And that's what I would do.
And you will, you'll start tosee that when you start figuring
out actively listening tosomeone, what is it that they're
actually needing?
What is it that they, that theywant?
Not what I'm trying to do.
What is it that they want?

(39:00):
Cause they may say, Hey, I'mlooking for a mover.
And then you can help them withmaybe finding a house or
something.
Just find out what people want.
You'll start to find yourself inthe middle of that.
And people just like for you tobe that connector.
So focus on people.
Focused on problems and you willmake some money.
And that is, I put everythingall in one, like I said,
investor and being an agent, theonly reason why I've been able

(39:22):
to do this is because I've beenable to focus on people and
problems.

Love it.
Focus on people and problems.
Jay, thank you so much forhaving this conversation with us
today.
If you guys want to know Jay'snumber one top secret on what he
thinks you should be doing rightnow in your real estate agent
business to make the most moneythis year than you ever have,
you need to be a member of ourFacebook group called closings
from leads.

(39:45):
Jay is going to drop what wecall the RARE edge in there.
It's the only place that you canhear it.
So you can scroll down below inthe show notes, get a link to
the group and join and all ofJay's contact information, all
of his YouTube channels, how youcan get ahold of them is all
going to be available in therealso, I can guarantee Jay's
going to get us some subscribersfrom the show and people

(40:05):
reaching out and Jay's got afamous tagline when he ends all
of his content.
So I'm letting him take us out.

Jay Jones (40:11):
Absolutely.
And like I say, after everyvideo that this is chess, not
checkers, I'm going to see youguys at work.

Thanks for listening to the RARE Agent
Show.
I hope you got as much value outof this episode as I loved
bringing it to you.
If you're ready for more, makesure to subscribe so you don't
miss a single episode.
And don't forget.
To join our free Facebook groupclosings from leads.
It's a community where agentslike you are connecting, sharing
strategies, and gettingexclusive resources to close

(40:40):
more deals.
You can find the link in theshow notes.
I can't wait to see you thereuntil next time.
Keep it RARE and keep it real.

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.css-14f5ked{margin:0;word-break:break-word;display:-webkit-box;-webkit-box-orient:vertical;box-orient:vertical;-webkit-line-clamp:2;overflow:hidden;}From Cold Calls to YouTube Clicks: Jay Jones on Real Estate Agent Success | RARE Agent Show