How I Closed 33 Buyers in a Single Year Without Showing ANY Homes | The Showing Agent Model

I decided that I was going to make no less than $250 per hour. And I had to be willing to build systems and get out of the things that weren't making me that level of income. So there were other things I was able to delegate, automate and delegate or even just stop doing before I exited showing homes. But that was one of the things that I knew that if I could just get someone else showing homes, it would give me a tremendous amount of freedom. And so as you're looking at your business, what are the things that are keeping your hourly wage down? You just gotta do the work. So you may be calling BS on the headline How I closed 33 homes in a year without showing any homes. In fact, I closed 66 homes in a single year. 33 of those homes were buyers and very, very rarely did I show a home. So it's the showing agent model. And when you think about your real estate business and you think about where your passions are and what gets you paid really, really well, I just decided early on that spending evenings and weekends with buyers. When I had a young family, I was just married. We had our first child about 15 months after we got married. And I wanted to be a great husband and a great dad. And once I brought a junior agent on my team and that junior agent was interested in staying busy and earning an hourly income, I was able to step out of showing homes. The backdrop to all this is there's a decision to make about where the real money is made in real estate. Is it really made in showing homes or is it made in doing the new business development activities that get you in front of first time presentations with buyers and sellers, securing that business and then letting someone else service the business. That's the decision I made early on in my journey. And I just wanted to play a different game in real estate. I wasn't interested in my personal production. I really wanted to put the systems in place and allow those systems to be the catalyst for growth. And once I was generating too many leads, so we had marketing systems with Legion levers, as we call them. I wasn't able to get to all those leads, so I was basically forced to bring a junior agent onto my team. Chris Goodwin. We actually just had breakfast here recently. He came into my world in the end of my second full year and he didn't sell, I guess he sold maybe two homes. His first 18 months in real estate, his first 12 months with me, he sold 27 homes and he showed property for me on my clients. So he Was happy to make an hourly wage doing those activities. So let me share my screen here. I want to dig into this in a way where you'll hopefully understand the mindset behind this. I did all the things in the early days. This was me working on a buyer deal where I ruined the whole vacation. The deal never even went through. It was just an awful situation. My wife still remembers how I stole from our family here. Not in a bad kind of way, but it just wasn't a good situation. So when I think about the business and my why I I mentioned that, you know, I didn't have a great childhood, so my upbringing was a little bit sideways. My dad was an alcoholic, drank until I was 15 and my parents divorced when I was four years old. He wasn't really in my life. And my mom was entrepreneur. She was a business owner. She owned her own hair salon. And so I had a good role model in that regard, but just a very chaotic childhood. So I knew what my why was. It was to provide a lifestyle for my that they never thought was possible. These are my kids around the time. They're 14 and 16 now. But this is that cute picture that we put on our Christmas card at the time. Real estate B school was born out of that time. And wherever you are in the journey, there is hope. The whole point of the reason I do this work, even if you never become a private client of ours, it's to help you increase your net worth with more time off so that you could do the things that matter. And a lot of times showing homes happens at times where you should not be working, right? It's like, oh, this property just came on the market and we need to see it Friday at 7:30. It's like, well, Friday is family night. It's like, no, it's not. Because I have no boundaries that I put on my calendar when it comes to work and personal obligations. So you guys have heard me talk about playing a different game and doing more of a systems approach where what I want to go into today is, you know, in my personal journey, 44 homes. My first full year, 58. I sold 54 of the 58. Chris came on the tail end of 2009, the year we did 118 transactions, I did 66. Or it could have been the year that we did 178 that I did 66 and 33 were buyers and I really didn't show homes at that point. Had my agents essentially make 20 or 25 bucks an hour plus 250. $250. Bonus if they got them under contract. And I maintained that relationship. So you gu have heard me talk about the four pillars, this conversation around, like where, you know, to invest my time and what I was passionate about and what paid really well. That's how I kind of looked at what I did in my business. The four pillars here of the million dollar agent method, the pillar that we're talking about now is leverage, client care. So I could sell 33 homes to buyers and maybe I had five hours in each of those deals. And my buyer agents, on average, they would show homes for 10 hours. So that was $25 times 10 hours. They would get a $250 bonus for putting them under contract. They made $50 an hour, no risk of their own. They didn't convert that buyer, you know, to work with them. They made $50 an hour working with that buyer. That's more money than they've ever made at another job. Right. So overall though, that was way less than 10% of the overall commission check. So I was able to secure, I lead generated, secured that appointment, signed them as a client, and then I had someone else deliver the experience according to my standards. When I forced you to think about your business as these four pillars we're always going to think about where are you weak right now? Or where could you get some leverage where you can buy back your time essentially and reinvest that time in something that can earn you a factor way higher than $50 per hour. There are things you do in your real estate business that earn you 1,000 plus dollars per hour. You're just not doing enough of those tasks on the daily. So the thing I want to spend time on here and really have a conversation about is this concept of knowing your worth. In my world, we call it the Business Freedom index. This calculation will change how you see everything and it will at least pivot your mindset around how many things you're doing in your world. And I'm going to get to showing agents specifically, showing home specifically. But when you take your I do just adjusted gross income from the last year and I divide it by an estimate of the hours that I've worked on average. The game that I wanted to play in business was I wanted to make a seven figure take home income and I wanted to work 1,000 hours, which is 20 hours a week. It was never exactly that, but I came close. Pretty much. I come close every year on both of those metrics. Took me a few years to figure that out, but I decided to play like a very different game. And once I decided, I calculated what my number was. Currently, when I came up with this Business Freedom Index 3 thought process, the number that it was was not the number that I wanted it to be. So I decided that I was going to make no less than $250 per hour. And I had to be willing to build systems and get out of the things that weren't making me that level of income. So there were other things I was able to automate and delegate or even just stop doing before I exited showing homes. But that was one of the things that I knew that if I could just get someone else showing homes, it would give me a tremendous amount of freedom. And so as you're looking at your business, what are the things that are keeping your hourly wage down? And maybe this is worth a screenshot. So it's the amount of money you take home divided by the hours that you work. So if your adjusted gross income on your tax return is $100,000 and you work on average a 50 hour work week, that's 100,000 divided by 2,550 weeks times 50 hours per week, that's $40 per hour. And I should change this one because it's actually $4,000 per hour. If that's your. If your number is 100,000 divided by $2,540 per hour. Look at the trajectory. Basically, from 2009 to 2014, I was essentially doubling my hourly wage in my business every year. So are you putting yourself in a position where you're consciously playing the business building game versus what traditionally real estate agents are doing? I might as well talk through this while I've got you looking at this. We teach to this, we call it your ideal week. Not that I had it perfect, but when I decided in advance where I was going to work and not work, it really didn't leave time for showing homes. If I was going to be with my family most every night, couple late, late nights, I would do listing appointments, but I wouldn't really show homes. Family night. Friday night and then most of Saturday I had off date night and then Sundays I didn't work. If I didn't make the decision around what I wanted to make per hour and I just willy nilly like, hey, you want to go out? You know, have a buyer client ask me if I want to go out on a Sunday and look at homes, it's like, well no, I don't want to do that. I've already pre determined that that's not going to give me the level of freedom that I'm looking for. And so if you're not running any sort of time system, we've got something called the time freedom system. If you're not investing the time in your business as wisely as possible, there's a really good definition of productivity where it's you're not just getting stuff done during the day, you're actually moving the needle on making the kind of money you want and you're moving meaningfully, meaningfully closer to goals that matter. Right? So every day you're moving closer to meaningful goals that you've set for yourself. And most agents are not even in this game. They've got one buyer client, two buyer clients, they're showing homes, they're looking for homes in mls and they're never really making the kind of money that's possible in real estate. So let me jump into the toolbox here. In our world, if you ever come into our world and you consider working with us, go to Million Dollar Agent Method. There's a seven minute video there. If that video resonates with you and you want to have at your fingertips, it's 13 weeks that we work together, but you've got access to everything we have built and we will ever build as part of Million Dollar Agent Method. But we work with you for 13 weeks to fully build out all of the lead gen levers, all of the appointment setting processes and lead nurture sequences, all the consultation frameworks and leverage client care as well. So when I jump into leverage client care here and I look at just on the showing agent side of it, you can see here that everything you might need in your business, once you decide that, okay, my next best step, that the step that makes the most sense for me right now is to bring on a showing agent. There is no guesswork. We've got position agreements, we've got job profiles, we've got ads that you'll run, we've got offer letters, we even have a detailed playbook on how to train in this position, right? So there's no guesswork on any of this stuff. So yes, the example today was around showing agent and how to utilize a showing agent. But the premise of all of this is that you want to put yourself in a position where you're going to apply leverage in your business at every part of your business. So maybe showing agent that this is not the time for you to even consider that it could be that you don't have your legion leverage set up properly. And what I mean by that you don't have you know your database organized. You should have your database organized where 10% of your database is throwing off deals every year. So if you have a hundred people in your database, that's 10 deals. If you have 250, that's 25 deals. If you have 500 people that know, like and trust you and they've been nurtured via the 60 touch blueprint that we use, that's 50 deals. We've had members scale to seven figures just on the database touch blueprint. If you're not generating business from social media or your digital footprint, maybe that's the second thing we work on with our members. You'll start to realize that this is the only way to build a business. If you ever want to have complete financial freedom as well as time freedom, the only way to do this is to look at it like a true business. So that is my final word for this video is that we, we are looking to help agents that want to scale blow through six figures into multiple six figures, if not five hundred thousand or a million gci. Hence million dollar agent method. If that's you, go to milliondollaragentmethod.com watch that 7 minute video, get an overview of what we do and then if, if it resonates with you, just come onto a strategy session. These are not very high pressure sales situations. It's just a consultation about where your business is it to be in the future. And if that's, if that gap is something we can help you with, we're going to be happy to do it and we'll talk about what that would look like. So we'll see you on the next video. Much love, much respect.