Episode 838: Your Passive Approach Is Costing You Commission Checks

0:00If you're a real estate agent right now and you feel like business has slowed down or maybe it just never really picked up this year for you, I want you to be attention to this because I'm about to share with you eight things that you can start doing today to generate business and some of these will work really fast. So not next quarter, not next year, actually right now. I've been in this industry now for over 22 years and I've seen agents from going to completely stuck closing one due in a year to closing multiple deals in a month just by shifting what they do every day. So this is not like I'm going to do this every once in a while. This is an all in situation. All right. Let's get into this one. I'm Tristan. I started LabCode agents 12 years ago. I started this podcast two and a half years ago. You were daily real estate and it's grown quite a bit. I hope you continually tune into this one. So please subscribe or share this with somebody

1:04that you think may need this. Number one, work your database with the daily five. Here's the truth. Your next deal is already in your phone and you are refusing to use it. You don't need more leads. You need more conversations. So here's what I want you to do. Commit to five real conversations a day. Five, not texts, not DMs, actual phone calls or face-to-face check-ins with people that already know you. Now, it can start with the text but it needs to jump into a phone call or it can start with the text and they could be meeting them for coffee like that. Ask how they're doing. Mention something personal connect with them, right? It's all about connection and let the real estate come up naturally kind of like when we talked about the whole coffee one. You don't have to pitch anything. You don't have to say, hey, I'm in real estate or I need referrals or anything like that. I think when you start meeting with people, people get to know that you're in

2:07real estate. You do well. You're doing okay. Or when they ask you about real estate saying, I really say it's good. It's a it's a it's a different year, right? Obviously, you know, if you know anybody, let me know. But don't force it on them and think about this. Five conversations like this a day, every day. That's 250 conversations a quarter. You'll get a deal from that and you'll also get better at talking to people. Number two, use the hop method each. Oh, P, right? That stands for just because you don't remember and you can look it up. It's one of our podcasts that we've done. It's in the book too, real estate prospecting that I wrote so you can go and get that too. But it stands for home, online and in person. And that means your brand needs to meet them at home, online and in person. When you're looking at your whole database, you've got a lot to work with. People who already know you, right? That's pretty crazy and online. I mean, if you looked at the most visited websites in the world lately, right? It's almost all social besides Google, which is crazy and chat GPT. But now you start thinking there's an opportunity

3:13there to connect with people. What should my plan be? How can I connect with my past clients more? Is it a pop buy? Do I go to the dollar store, get them something funny and cute at home, quarterly? I'm not talking about thousands of dollars here. But online, you can show up for free. You can connect with people through a newsletter. You can connect, find your top 100 and start using hop on them. Also, the P is you meeting them face to face or in person. That's the key, right? Almost going back to number one. What does this look like? Look, most agents, they're only working on one of these things. You need to hit all three. Your brand needs to meet them at home in person and online continuously. And you need to know who your top 100 are. And when you do that, you're creating multiple entry points for business to find you. That's the key to that one. Obviously, a lot deeper, but let's go to number three. Host open houses every weekend. This is probably the fastest, freely generation strategy in all of real estate.

4:17Obviously, some areas, depending on if it's snowing or not or what the situation is, you may not be able to do this. So skip it if this is not for you. But if it is and you have opportunities to do this, man, there is no excuse. Zero. And most agents sleep on it. If you don't have your own listings and your brokerage allows it, go to the top producers in your office or outside your office and your broker should allow your own, right? But outside your office and get those two. And if your broker says no, go to the ones in your office. But the point is, you should be doing two, three a weekend. And the key, don't just show up and sit there. Dornog, 50 homes around the listing before the weekend. Set up a proper sign-up system and follow up the same day. Not Monday. Listen, if you had it on Sunday, Sunday it is right after you're done. If you're doing on Saturday, Saturday is the follow-up. Same day. You'll meet active buyers, potential sellers all in one afternoon. And you do this every weekend. You get into a habit.

5:24That becomes pretty powerful and you get business fast. Number four, post one video a day. I know video can feel uncomfortable, but there's a hack to this. Just listen. You don't need to be polished. You need to just be consistent. Shoot one video, short video a day. And it could be a quick market update, a neighborhood tour, a mortgage breakdown. Just sold story, anything that positions you as a local expert. Post it on Reels, TikTok, YouTube, shorts, Facebook, it takes 15 minutes. And over time, this compounds a lot. People start to see you everywhere. They start to trust you. And when they need an agent or they know somebody that does, guess what? They reach out to you first. That's how this works. It's all about attention, but here's the hack. If you're on a broker tour or if your area has broker tours, you tour the property with your phone. Obviously get permission. Do it. And you do this consistently.

6:24I built a whole TikTok channel on this from Alibu and it works. Not only did we get business and close it, but I was using my broker opens to get three to four, sometimes five property tours and then post them up on TikTok and YouTube and Instagram. And we get business from this. Now one of our agents, a younger agent up in the Silicon Valley is now doing this. And her, she doesn't have a large following. And she does it specifically on TikTok more than Instagram. And she's already got two clients and 30 days from this, just the tours. That's the hack, but you need to do it every single day. See, all of these require consistency. Number five, call expires if you're allowed to and for so owners before 9 a.m. Right. So eight, eight, oh, one, these are people who already want to sell expired listings, just lost their agent. And just remember, follow all the guidelines. I know some states don't allow it. Some brokerages don't allow it. So if you're not allowed to call expires don't, but for

7:28so by owners, they have their number out there. And you can call them to approach it from a point of contribution from a point of help or even mail to them. And for so by owners, they're trying to do it alone, but most will eventually end up using an agent. It's just all about connecting with them and nurturing them. There's such a massive opportunity for for so by owners, depending on your market, but you could just drive around and grab those or you can grab a service that provides them for you. There are multiple ones, right. Red X land voice and a whole bunch of other ones. The point is, you know, you need to practice. What is it you're going to say? And you can use AI to practice daily. Just have it role play with you. That's how easy that one is. Number six, run a come list me campaign. You're like, Justin, what the heck is that come list me campaign? Well, this one is simple and it works. Send a direct honest message to 50 to 100 people in your sphere. So people that already know you. So it doesn't, I'm not telling you to go spam a brand new list here. That's not what this is about. Something like, hey, I'm growing my businesses

8:33here and I'm looking for anyone who might be thinking about selling in the next six to 12 months. There's a little bit more business oriented. I don't usually go this route, but it worked. So I'm telling you, might be something you want to test out. Right. Well, anyway, let me repeat this. In the next six to 12 months, do you know anyone I should talk to? So you're being very direct. And that's it. No fancy funnel. No, it's been just a really genuine ask. People want to help you. That's what I've noticed. They just don't know what you need because you don't ask. And you'd be amazed how many referrals come from this. But it has to be your sphere. Your past clients, people that know you, not some random people that don't know you. They don't care. Number seven, partner with a local business, go to coffee shops, gyms, salons, mortgage lenders, financial planners, all in your area, build mutual referral relationships, offer to co-host a first time by a workshop or a state of the market event at their location. And then they can invite people,

9:36invite people, maybe their own database. You do the same. And you get in front of their audience, they get value from you. And it costs you nothing. And it builds a pipeline. This compounds over time, especially if you're doing one of these a week, especially if you belong to clubs like the rotary or other local clubs, and you're bringing this value, not only are you getting practice in presenting, but you're getting business from this because it adds up over time. So stop trying to do everything alone. The best agents out there, they build these ecosystems of other businesses and they work together. Number eight, use the stay frame work. And we talked a little bit about social media, right? Showing up with video, especially with the tours that work incredibly well right now. Well, this one ties it all together. It's stay. You remember my stay formula, STAY, right? It means sell with a story, teach, show up authentically, and talk about you, right? STAY. Sell with a story means share real client experiences and wins. Not just listed, just sold,

10:41but the actual story behind the deal, teach means educate people. Listen, you have so much information about real estate and you don't put it out there because you're shy. Maybe you feel like nobody will pay attention to you. Maybe that may be the case at the beginning. But if you do this routinely, you cycle through selling with a story, teaching, and then showing up authentically, which means Sanskrit, not a character and talk about the things that you love doing, the hobbies that you love, vegetable gardening, pickleball, racing, horseback riding, hiking, you start connecting with people. And then you close it with why, which is you, where you're going, what you're doing, what you're eating, all this stuff. And you circulate through that and then you pay attention to see which one works best. You start finding how people want to connect with you based on what you're

11:41putting out there. So what I need you to do is pick one of those. I would love for you to pick two or three of those, but I don't want you to pick all eight. Pick three. Commit to them. Write them down. Say I'm going to do this every single day. 90 days. Be relentless about it. Track it. Measure it. And I promise you your pipeline will change the difference between agents who are thriving right now and the agents who are really, really struggling isn't talent. It's not the market. It's intention. It's showing up every single day with an actual plan that you can execute on because they're actionable thing. So stop waiting for leads to come to you because it's not going to happen yet and make something happen. Show up. And if this was really helpful, please share it with other agents because they know a lot of them are struggling out there. Share with them. Let them know what you learned. And I just appreciate you being here. Have a awesome day.