Close More Deals: How I Secured 33 Buyers Without Ever Showing a Home

This is going to be a deep dive on how I closed 33 buyers in a single year. In addition to closing 33 sellers while I was managing a small team. While I wasn't working a crazy amount of hours, the real estate industry has.

Failed to create a clear path to time and money freedom. Having helped over 5,000 families in my real estate career and coached thousands of agents to scale their businesses, I know what works and what doesn't. And my goal on this podcast is to share it all with you. The good, bad and ugly of building a highly lucrative lifestyle business so you can focus on what truly matters in life. You won't find any hype or fluff on this show, just real world tactics and strategies that get results.

You just gotta do the work. What is going on? Real Estate Business Builders let's get after today. So my whole mission in my real estate business was to really make an unreasonable amount of money in a reasonable amount of time. I was newly married, we had just had our first child when I got into the business and then we had our second child in April 2010. And if you know anything about my journey, I sold 27 homes my first 10 months in the business. Then I sold 44 homes my first full year, 58 my second full year, then 118 my third full year, then 178 my fourth full year. That year I did 66 transactions. Of the 178, I had three or four other agents that I was teaching them the same things that I had learned in terms around leveraged lead generation, around appointment setting, around my sales frameworks and all that good stuff. And I'll get into some of it here in a second. But I figured that I could not make an unreasonable amount of money in a reasonable amount of time if I was going to do everything myself. So I am having more and more fun just letting the AI chatgpt here tell me the answers to certain questions. And so I'm a real estate agent and I want to delegate certain non dollar productive activities off my plate so that I could spend less working and making more money. What are the top 10 activities I should stop doing? The backstory here is that I work less and less every year, but I made more and more money. This journey of leverage and delegating things that not only I knew that I could get someone to do them that was better at them, that could get me out of just parts of the business that I really didn't love and I knew that they weren't ultimately like it doesn't cost me that much to get someone to manage certain things in the business. So here is the list. First, is everything admin related? 80% of what an agent does is admin related. Transaction coordination, social media management, all the lead nurturing. The only thing I would say is the way we teach lead generation is inbound. Super warm leads and it's all organic. I would not go down the ISA route. That's the only bit of advice here that I would give. If you're listening, I would not recommend that. That's not one of the first leverage points. Listing prep so listing coord research, market preparing for listing appointments maybe email management for sure. Showing coordination. An assistant right here. Showing agent logistics. You can still manage the relationship and you don't have to show see every home they're not going to buy. Right. So if you're at the point in your journey where you know you don't want to work evenings and weekends but you're, you're securing business and you know you've got good relationships and all that. Database management, graphic design. So and this is not quite our list but it's pretty darn close we do p. Lead follow up. So prospecting, lead follow up appointments, meeting with buyers and sellers to sign them as clients, not to show them homes. Negotiating deals and then systems is the s so content creation. Sure, that could be a good one. And then of course your entrepreneur hat so that being the backdrop. Let's jump in here real quick. So the backdrop of everything we do, even if it's, even if you never come into our world and you never become a private client of ours. Of course if you need help implementing all this stuff, we have a 13 week program called Million dollar agent method where we just get it done all with you built on you own it 100%. It's not on our tech, we're not selling you leads, none of that stuff. We're just building all this stuff in your business. And when you figure out how to sell multiple homes per month, I'm talking two, three, four plus homes per month. That's when this business gets really, really fun because you're making an amount of money where you can buy back some of your time and you can, you know, save 10, 20, $30,000 per month, make investments and really achieve a level of freedom that is only possible I think in a business like real estate once you figure it out at the highest level. So we're not going to get into pillar one which is all about leverage. Lead generation. This is our obsession. This is what we're known for uh, putting pillars, lead generation levers as we call them into your business that produce one to two plus transactions per month. And we install while we work together, appointment setting process, all the nurture sequences, 90% of folks aren't ready to meet with you when you have your first conversation with them. How to qualify appointments, all the scripts and all that, consultation frameworks, all the pre appointment packages for buyers and sellers, the listing packets, buyer packets, all of the sales collateral, we're not going to go through that. This is where most agents miss the boat. They think that once you sign a client, so once you have the consultation and you get a buyer or seller to agree to let you help them buy a home or sell their home, that's where you're to spend all your time showing agents, not showing homes anymore. But there's a lot of levers, right? Even chat GPT knew that. Listing coordination, marketing coordination, closing coordination, you know, bringing on a virtual assistant, that was one of the things it mentioned. All the workflows around, you know, delivering a world class experience so that you get more business. So when you're in our world you get access to everything you could possibly need to grow your business. All the tools, templates, everything. Stitching it together, the training, implementation, someone holding your hand and helping you go through it. So if we jump into leverage client care, there's a process to go about hiring an admin which that's the first thing that ChatGPT said, right? First thing admin. We have a really good relationship with a company that sources and trains virtual assistants to take 20, 30, 40 hours off of agents plates. I know folks that are new to the business. They come into our world and they decide they're just going to focus on listings and all of the leads that are the buyer leads that are generated from their listings. They get a junior agent that doubles as their showing agent and they just do their own deals and they never deal with evenings and weekends. So there are ways to slice this business where you can really dial up what we call your business freedom index, which is the money you're making per unit of time you put in the business is directly correlated to the decisions on what you're going to spend your time on. The whole point here is it's a massive leverage point. You can basically be the one in charge of securing the business. So you're still going to give the consultation. You know, when we look at, we jump into the library here and you look at your consultation framework, so you look the buyer consultation framework, all of These templates, we give you canva versions that they're completely editable. I have probably tens of thousands of dollars in building all of these. We have scripts around our presentations. So this is just a sample of a buyer. So you still would sit down, you'd secure the business, you'd make all the prom, you give all the satisfaction guarantees, all of that stuff. Our seven step process, you take them through and convince them that you know you're going to be the only option in terms of helping them handle their transaction. And then you just mentioned in the process that one of the benefits of working with you is that you have a showing concierge. So basically, rather than relying on your schedule, they're going to have access to book in for showings with your showing specialist. And this is going to give you a lot of leverage. Working with someone that's going to have you put the right thing into your business at the right time is certainly super important. A good showing specialist will help you sell an additional four to six homes per month and you can continue to do four listings on your own right and not have to deal with all the showings. So we've got sample calendars, we've got compensation plans. So if I go back to leverage client care, we've got all of offer letters, we even have like different bonus schedules, a playbook on how you would train them. We didn't allow our agents to show homes. We had a very specific process, but we have all of this documented on how to run a showing specialist the right way and train them up do's and don'ts, you know, different objections you might get from a buyer working with a showing agent, how to run a consultation, all of that. So there isn't much guesswork when you do this the right way. The leverage, the amount of leverage you can get with a showing agent is profound. So think of, what if your only responsibility was, you know, let's say you have 20 hours in working with a buyer. What if we could, you know, offload 15 of those 20 hours to, to a showing agent where you just had a little, not even that much, maybe less than two hours. You do two hours and the showing agent does 18 hours. So the year that I did, 33 buyers, 33 listings, I don't think my commission checks at that time were 10,000. But for easy math, let's just do 10,000 and I'll tell you the compensation structure I use. I'm going to do, pull out a calculator here. Actually, I'll do the exact math it was a lower price. One is about $8,000 per deal. 33. So the gross commission available was 264. If you were to do like the typical, you hand off the client, you would pay. I don't suggest this, but you would pay 50%. You'd pay half of that to an agent. What I did was I gave them $25 per hour. So 25. Let's do it on a per transaction basis. So 25 times, let's say 20, that was $500 of hourly work. And then I would give them a bonus. They would get, write the contract up and do. I would give them a bonus of $250. So I would pay them $750. And my agents at the time were super happy because 750 divided by 20 was $37.50 per hour. It's less than you want to make, hopefully. You want to make $100 an hour, $200 an hour. I made $4,000 an hour in my business, but they made $37.50. So if I take the 3,750 times the 20, they got paid 750. And I subtracted that from, I added the 8,000. I was able to take 7,250. So I had two hours. Even if I added in the lead generating time. And let's say I had 10 hours. If I divide the 7250 by 10, I made $725 per hour because I was able to secure the business. That is where the money is made in real estate. Seven, let's say 7,250 divided by 8,090.6%. You multiply that by 100 and you get the percentage 90.6%. So instead of just doing the like, oh man, I don't want to work with buyers anymore. You know, I'm just going to pay an agent to just take that client. You can just hire a showing agent. Let it. Let them do their own business on the side, essentially, maybe that they have some soi that they'll do maybe five, six transactions per year and they're going to show homes for your clients and write contracts. And they'll be thrilled doing that. But you could retain 90% of the total commission check. And they're super happy because they're making $40 per hour and there's no pressure. They don't have to secure the business. They'll do the repair negotiations. They'll do any appraisal negotiations. You may have to step in, you know, and help them out. But generally they'll go out and measure blinds when it's in under contract. They'll meet contractors out there, whatever they need to do to not only get home showed to them or with them, get them under contract, but everything that follows. If it ends up being more than 20 hours that you're paying for, it doesn't matter because it's time that you don't have to spend doing that activity. And you can bring back those hours to your family or back into areas of the business that are even more dollar productive than $40 per hour. But only do this if you want to make $250 an hour or more. That was my goal when I got into the business. Wanted to take home a half a million working no more than 40 hours a week. So 40 hours a week times 50 weeks is 2000 hours a year. Simple math. I took $500,000 to divided by 2000 hours. So $500,000 divided by 2000 hours was $250 per hour. And that's the number I obsessed over. So I was happy to hand off tasks that I could get off my plate for 40, 50, 20. You know, I had a runner that we paid like 15, 20 bucks an hour plus their gas. So anything that I could get off of my plate that didn't require a level of expertise that was like top skill level, I was happy to delegate off my plate. And that included showing homes. Some agents will never wrap their head around this. They'll say no way could I possibly let someone else show homes to my buyers. But once you figure it out, that you can document your process exactly how. And we've got all that stuff in the drive and we help folks implement it, but you can document exactly how you want them to be handled and how you want the home showed how you want after each home, exactly the questions to ask that client about if this is the right home for them. How to fill out an offer, how to collect transaction fees, how to you've already secured the commission rate. You were the one that secured the relationship. You got them to sign a buyer agency agreement. I hope this is impactful. I know it's not for everyone, but if it is for you, or if you even know you want to get on the path of building an actual business with leverage points in the business, go to Million dollaragent method. Com, there's like a seven minute video there. Book a strategy session with the team and and we'll take really good care of you. There's no hardcore close in our process. If it's a fit and we're a good match for each other and you're going to crush it in Million Dollar Agent method, then we will talk about it. Much love, much respect. We will talk to you on the next training. See ya.