From Agent to Owner | Real Estate B-School Client Case Study

On today's video, I want to talk through one of our members, their journey with real estate B school. And I want to do it in a way that allows you to connect with any part of this member's journey so that you can build a better business that gives you more freedom, allows you to do more financially and to have a bigger impact in your family and in your community. This member is Dan Jones, who's actually one of our business coaches now, and he was actually on my real estate team when he first got his license. So this journey is a special one for me to chat through with you. And the journey from agent to owner is not an easy one. And it's everything we sort of fanatically focus on at real estate B school. Before I get into that stick around to the end of the video, I want to invite you into our next challenge where I'm going to push you, coach you, train you to build a bigger business that allows you to have more money, more freedom, and more impact. If you like these videos, give me the thumbs up. Subscribe to the channel, make sure you turn notifications on and leave me comments as well. So Dan moved to Charlotte from Hilton Head, South Carolina, and he got his real estate license to join my real estate team. He started out as inside sales, so he was working through our platform, calling buyers and connecting with sellers and attempting to set appointments for our outside sales agents. He quickly. So that's a grind it out kind of job. He quickly moved into an outside agent role and quickly became one of our top producing agents, selling 30 to 35 homes per year. I knew Dan had more in him than being an agent on a team. And there's nothing wrong with being an agent on a team. I just knew that Dan had this entrepreneurial spirit about him. And so he. He left my team on great terms and we agreed to keep in touch and I was going to help him in any way that I could. Real estate business school did not exist at that time. So in case you didn't figure out, the B in real estate B school is for business. So we do business coaching. And so Dan went on his own. He hired an administrative assistant. If there's one thing among the dozens of things he learned inside our world is that we have people on our team play different positions and there's so many administrative responsibilities that a real estate agent typically does themselves, that he wasn't, you know, going to perform at the level he wanted to, doing all those things he could personally. So he left my team. He went on his own he figured out a way to hustle, working probably close to double the hours that he worked on my team. But he was top agent, sold 60 homes with a part time administrator two years in a row. Not sustainable, right? He met his wife, actually he met his wife when he was on my real estate team. So I was sort of connected to their love story. They now have a three year old Charlotte daughter. And he was able to kind of go from that, grind it out, you know, real estate agent, busy agent, top, you know, 0.5% of agents in my market. And the steps that he went through to give himself some of the freedoms that he has today. The punchline of this story is that he will sell 300 homes this year. He hasn't sold a home personally in the last three years. He coaches and holds his team accountable. So he's taking on a different role in his team. He has Fridays off, he works half days on Thursdays, like just building a business for himself. And now he's able to give back to our community as one of our business coaches. And so let me break down the steps that Dan went through to go from, you know, an agent on a team to going out on his own, you know, working seven days a week doing the 60 transactions, which is pretty awesome, five deals a month. But he wasn't showing up the way he should as a husband. Right. He wasn't able to be present in that really important role. His dad wasn't there for him as a kid, so he didn't want to not be able to be there, you know, for their daughter. And this is sort of pre Charlotte coming on the scene, their daughter, their first daughter. And so the first thing that Dan did was he kept the time system that we had in place when he was on my team. So I've always been intentional, me personally and anyone in my world about planning, very intentionally planning out your week and your day and making sure that most of your time is spent doing the dollar productive activities, the things that are going to lead you to be successful. So when Dan went on his own, he was able to, you know, be really productive because he filled most of his time with things that got him deals. Right. Not everybody in our market sells five homes per month or 60 deals per year. So that was the one thing that he used individually that every person that came into his world, you know, used that same exact planning system. The second thing that we put in place was Dan was spending two too much money on too many leads. So the first year I started working with Dan, he had Just come off of selling 65 homes working seven days per week and it wasn't sustainable. I said, Dan, you're spreading yourself too thin in terms of your lead sources. You're spending money on four things at once and you're not going deep on any one thing. In real estate B school we teach eight specific lead gen levers, each of which is good for 50 transactions. So if you want to build a team that does 400 units, you have to install all eight lead gen levers, each doing 50 transactions on average. You don't do them all at the same time because you won't go deep enough on anyone and have them pick up momentum. So Dan was in a position where he came off 60, 65 transactions. He wanted to build a business, he wanted to sell hundreds of homes, he wanted to put himself in a position where he can coach and lead others and and not have to do transactions and have time freedom so he can be a great dad. Because they were planning on having a family, right? And so how do you go from like this sense of security because you're spending money and you're getting transactions from each of these four lead sources. I said, Dan, pick one. He's like pick what? I said pick one of the four. And so he had to drop three of his four paid lead sources by doing that. So at this point he had his database, he had four paid lead sources to get to 65 transactions. He dropped three. He went from 65 to 105. Which is pretty on point with you know, each lead source can generate 50 transactions and then the next year to go from 105 to 165. I said alright, add one of the three that you dropped back in. He said okay. So he picked it. He went to 165. Then I said, okay, the next iteration is you just got to go deeper on the three that you have. So he went from 165. And I think at that point we had database yard signs and two paid lead sources. And it doesn't matter what the paid lead sources are because that's not the punchline of this story. Because I know many of you are going to think hey, what are the paid lead sources? Doesn't matter. They all work if you work them. So four lead sources, database yard signs, two paid buyer lead sources and he went to 225 transactions on four lead sources. And then the only other thing that we added beyond that is an expired system to generate business from expires and Fizbo Expires and Fizbo direct response marketing system. And that pushed him over the edge. I think they did 225 and 267, and then last year they did 300 transactions. He got out of production about six months before Charlotte came on the scene. I think she just turned three, I want to say. So the freedom that he has now was a combination of, you know, using this planning system, being intentional about your time, but also really going deep on specific lead source, specific lead sources. Another key part of his journey is the heart that he has for coaching. So you could work like 10 men. So in Dan's case, an average agent sells about 6.5 homes per year and he was doing 65 in a single year. So he was working like 10 men. You know, he came from a background of sports and coaching sports and just a hard charging guy. You know, he does crossfit. He's up at 4am in that whole insane world. So he has this in him to sort of push himself and push others to become better versions of themselves. And I said, dan, you've got to go from working like 10 men to, to teaching 10 men and women how to work. And so his team now, it's not a very complicated business. He's got a couple administrators, he has seven or eight agents on the field, you know, maybe two or three on the bench that he's training up and they're selling 300 homes. And all he does is sort of, you know, look for talent and train the talent that he has in his team and really love and serve the people on this team. So that's a critical part of the journey that allowed him to seamlessly go from losing his mind at 65 transactions where his wife Nadia was not happy, you know, about the hours he was working, but this vision of doing something different, to go from 65 to 105 to 167 to 225 to 275 to over 300 transactions. He's now able to work four days a week. He's able to coach a half day for our members to, to allow them to work with somebody that went from each stage of this business growth journey. So it's not, you know, it's not like you just snap your fingers and this thing's going to happen. It takes intention, it takes planning, it takes mindset. It takes doing less, you know, doing more with less. Right. Going deep on lead sources, serving your team members. And so depending on where you are in your journey, I invite you to come spend a little bit of time with me where I can coach you and push you to do more business in less time so you can have more freedom of time and freedom of stress and more impact in your family and in your community. So go to rebschallenge.com that's rebschallenge.com if you like this video, give me the thumbs up. Subscribe to the channel. Make sure you turn notifications on and make sure you leave comments as well. We'll see you in the next video. Sam.