87 of real estate agents fail and quit
within the first five years if you're a
new real estate agent going into 2023
these are the exact steps you need to
take not only to succeed but to make
more money than you ever dreamed
possible coming up right now
all right let's get right into it no
fluff I am going to give you the truth
the only things that you need to focus
on so that you can be a successful real
estate agent in 2023. before I get
started my name's Mark Brenner I'm a
team leader and multi-million dollar
producer and if you want free coaching
reach out to me using the link in the
description below alright so when you
get your real estate license one of your
biggest challenges is going to be not
doing work that does not produce income
there's all these random things that you
can do that a lot of new agents waste
their time with like building a website
or creating an email signature creating
their logo none of that matters this
video this is the core strategies the
core activities that you need to be
focused on and one thing you'll notice
is that we're not going to be talking
about showing homes or how to interact
with clients we're not even going to
talk about how to work with clients this
is all lead generation because if you
don't get lead generation right you're
not going to have any clients to serve
you're not going to have any clients to
figure out how to do your job with so
your new real estate agent going into
2023 this is what you need to focus on
there's only four items here I'm going
to keep this super simple for you okay
if you're a literal person like me you
can get caught up in a lot of
information I'm gonna break this down as
simply as possible so for your mindset
you know there's a big failure rate in
real estate just think like this there's
four things on this list if you can do
these four things if you can focus on
these four things a little bit every day
you will succeed and you will make a lot
of money and that's the truth so I'm
gonna make this very simple and very
direct for you so number one is CRM
immersion CRM stands for customer
relationship management now most
brokerages that you join will provide a
CRM program for you I'm at exp Realty I
get KV core there is a lot of software
to help you manage your clients but
don't get bogged down into the details
use the free CRM that your broker
provides or just write it down use an
Excel spreadsheet okay do not spend
hours researching the best CRM pick one
and use it now to give you a framework
for why this is important a CRM is your
Rolodex okay now listen when a doctor
goes to sell their business what are
they actually selling they're selling a
lot of things it could be the building
it could be the brand it could be the
website but really what they're selling
is their Rolodex of past clients because
the person buying it is going going to
Market to those clients to build new
business off those clients and it's the
same thing in real estate so I need you
to understand how important this is if
you ever want to go to sell your real
estate business you need a Rolodex you
need a CRM if you don't have a CRM full
of clients and people that you could
potentially work with you really don't
have anything to sell so who do you put
in your CRM you put anyone who would
answer a phone call from you into your
CRM that's in your area probably not
across the country so let's say and I'm
going to use this as an example a few
times you're in Atlanta Georgia everyone
whose friends or family anyone who know
likes trusts you anyone who would pick
up the phone from you in the Atlanta
Georgia area goes into your CRM so what
this looks like is it's your first day
as a brand new real estate agent forget
the website forget the training forget
anything else open up your CRM and start
putting people's names and information
in there okay now what information the
information that you have first name
last name email address cell phone
number and any other information you're
going to want to take meticulous notes
so that if it's an acquaintance you can
build on what you write to deepen those
relationships so obviously your friends
are going to go in there with all their
contact info your family if you're a
part of any groups any clubs any hobbies
you're going to put people's basically
use your cell phone use your phone book
in your cell phone and put everyone in
there who would be happy to answer a
call from you into your CRM don't
overthink it we're just adding names to
the CRM so you're going to put as much
information about those people as you
have and you're going to categorize them
you've got a relationships B
relationships and C relationships again
don't over complicate this you can
categorize it however you want but
you've got the people that you're really
close to the people that you're kind of
close to and the people that you're more
acquaintances with and you are going to
slowly bring the acquaintances up the
level to friends over time but over the
course of your real estate career you
are going to have conversations with
people every day if you're doing this
right your CRM documents these
conversations and it tells you who to
reach out to every day so the CRM is not
only your Rolodex but it's your North
Star for who to reach out to every day
so again I'm trying to describe big
picture Frameworks to really help you
understand the importance of this and to
understand why you're doing this to
increase the likelihood that you will do
it okay every day when you wake up home
base is your CRM you're figuring out who
you need to talk to today when you have
those conversations you're going into
your CRM and you're adding new notes and
then any new conversations with new
people they go into the CRM so step one
out of step four where 25 percent of the
way there for your success CRM immersion
figure out how to use it figure out how
to get good at it learn your CRM really
well and have a daily habit of using it
pillar number two pick up the phone now
this is one of the hardest things for
realtors and one of the biggest reason
why there's an 87 failure rate but maybe
this framework would help you okay I've
worked in all types of jobs I've worked
in retail corporate any kind of job that
you have you have a money maker okay if
you're a software engineer your money
maker is your knowledge related to
computer science writing code or
building programs it's the knowledge you
have related to that if you're an
electrician if you're a Tradesman of any
kind it's whatever skill you have that
is your money maker in real estate your
phone is your money maker okay
regardless of what anyone told you or
what your thought real estate agent is
not a job you who are actually a
salesperson you are in sales and if you
didn't realize you were in sales well
you know now and if that's a problem you
should probably change career paths
because real estate agents are sales
people okay and the sales people their
money maker is their phone if you are
not willing to pick up your phone then
you better be willing to pick up a mop
or pick up a hammer or put on a hair net
or whatever it is and and this this
mindset really helps me whenever there's
phone calls that I don't want to make I
think about what the alternative could
be I could be doing back breaking labor
I could be sitting at a desk staring at
the clock waiting for 5 30 to roll
around until I can go home okay and I
did do that for many years that kind of
motivation will make you pick up the
phone now who do you call and what do
you say I'm gonna make this really easy
for you if you're a brand new real
estate agent all those people that you
put into your CRM that would be happy to
answer the phone from you at some point
you're going to call them okay don't
overthink it you're just calling them uh
you're calling them to connect you're
gonna ask questions just like a friend
would but really you are personally
telling them about your new career in
real estate okay you're going to just
share with them that you're really
excited you got your license you hung
your license at this brokerage and it's
your first day or it's your first week
or it's your first month and you're just
gonna share and you're going to say I
hope it's okay if I keep in touch with
you I'm going to try to create a
referral based business okay so you're
not calling asking for business we're
going to keep this very genuine and
listen use your own personality you have
personal relationships so you have
comfortable banter topics that you want
to talk about okay you don't have to
make this awkward it should not be
awkward to pick up the phone and call
somebody especially someone that you
know so you're going to inform them of
your career change and I also recommend
you get as much information as you can
on these phone calls okay so if you have
someone's phone phone number but not
their email address ask what their email
address is or vice versa where you're
going to have their phone number but
maybe you get their home address say hey
I would love to send you gifts from time
to time can I have your home address
okay you're gonna get like 99 of people
more than happy to do it I also like to
ask for birthdays or anniversaries and
if they hesitate just say I'm literally
going to be sending out gifts fun gifts
that you will like to people in my
sphere of influence and that's true that
is what you're going to be doing most
people will like gifts and so you'll get
an address now you can make your CRM so
much more powerful because you can go in
and plug in that information you got now
you have contacts you know their full
name their email their phone number
their birthday anniversary and address
now you can really do relationship
marketing so pick up the phone that's
your first one to let them know of your
career change and then you need to be
picking up the phone every day now I
want to keep this video short and to the
point so I cannot break down what calls
you need to be making every day but you
need to be checking in with your people
consistently the Keller Williams model
Gary Keller millionaire real estate
agent calls it a 36 touch program
meaning you have to interact with these
people at least 36 times a year to stay
top of Mind as their go-to real estate
agent now that does not have to be 36
phone calls it's 36 points of contact so
maybe you call people once a month or
once a quarter it doesn't matter but if
you are not picking up your phone at
least once a day you were on your path
to failure okay so this is just the
sacrifice that you need to make to have
a life of Freedom where you don't have a
boss where you can make a crap ton of
money where you can retire early where
you can have freedom of time where you
can create a business that you
eventually sell so your phone is your
money maker pick up the phone all right
pillar number three social media deep
dive now we all know social media is not
good for you right we all need to be on
social media less it's rotting our
brains it's putting negative thoughts
into our head but you're a real estate
agent and it's 2022 and Zillow and
realtor.com and Amazon all want to
eliminate your job they all want to take
money off your plate you need to be on
social media unfortunately you have
chosen a career where it's my belief
that if you're not on social media if
your face is not in front of the camera
you are increasing the likelihood that
you will fail and quit so that's just
something that you have to reconcile
with ASAP so is social media healthy no
personally what I do is I don't have the
apps on my phone I have them all in the
computer so I can still post on all the
apps on my computer but I can't really
scroll like I can on a phone I could but
I just wouldn't do that on a desktop now
you might not have a problem with it you
might be on social media already but
what I'm trying to get through to you
and this really is relevant maybe you're
an older real estate agent okay and
maybe maybe you come from a time where
social media it wasn't there when you
were growing up and I get that it's also
an excuse okay I don't care if you're 76
years old in fact if you're 76 and you
start social media accounts you probably
have such a huge Advantage you're
probably going to gain a massive
following really quickly if you can just
get comfortable in front of the camera
because you would be a one of one or not
a one of one but you would be much more
rare than you know someone much younger
on social media so I need you to
understand like your CRM was your
Rolodex your phone is your money maker
your social media is your brand it is
your social presence and when you go to
sell your business yes you're selling
your Rolodex but you'll be able to sell
it for so much more if you have all
these social media platforms with x
amount of followers that engage that
give you data and that reach out it is a
lead generation strategy 95 of my
business in real estate comes from
social social media lead generation and
now you know if you're not going to do
social media you have to have to ask
yourself what is the alternative I hope
you like cold calling fsbos and expireds
because if you're not on social media
that's what you're going to need to be
doing again I could do an entire video
on social media I have done an entire
video on social media I'm going to keep
it very brief in this video social media
does a couple things first of all you're
going to stay top of mind and what you
post does not need to be real estate it
can almost never be about real estate
but you can't be a ghost okay you need
to be in people's orbits in their sphere
in their frame of reference okay and
that's what posting daily on your social
media channels does now I do recommend
you take that even deeper and choose one
social media outlet and become a master
of it and learn to generate leads from
it the number one platform I recommend
for that is YouTube go check out my past
videos I tell you exactly how to
generate massive business from YouTube
my second choice would be Tick Tock okay
tick tock is the fastest growing
platform I believe it's going to be
bigger than Facebook or Instagram
combined soon you could do Facebook and
Instagram I find that those are getting
older kind of decaying platforms I think
those are better platforms for staying
top of mind but listen don't overthink
it you need to be documenting what
you're doing every day you need to be
posting inspirational things you need to
be taking selfies of you smiling in
front of your new office you can get
into any vacant house in your area okay
ask the listing agent permission get a
gimbal attach it to your phone you can
do a home tour for free people love
seeing home tours on social media so
don't over complicate it okay it's very
simple you can shoot great content that
people will love to see but broad
Strokes pillar number three you have to
be on social media have to be on it
every day posting every day picking one
and becoming a master at it this is your
brand all right we're already at Pillar
number four I told you I was gonna keep
it brief and right to the point
neighborhood domination this is going
going to be kind of like your Rolodex
this is your area of expertise what's
great about this framework is that you
can apply a lot of different lead
generation strategies within this
framework okay so again you're a real
estate agent in Atlanta Georgia you live
in a neighborhood that's probably the
neighborhood that you should focus on
why because you probably already know a
lot about it you know the best
restaurants to go to you know what the
homes are like what they sell for you
know what streets to avoid you know
where the best amenities are and where
the worst places to be are so this is
great for new real estate agents that
are really self-conscious about not
knowing anything you know what you do
know you know your neighborhood so don't
focus on the entire city of Atlanta or
whatever City that you're in pick one
neighborhood and you're going to
dominate that neighborhood so now that
you've chosen a neighborhood your daily
routine will be look at the news in that
neighborhood okay whether that's you
know the low local newspaper or there's
usually blogs and websites about your
neighborhood you want to stay up to date
on the ongoings in your neighborhood if
there's a festival if there's an event a
parade if there's something going wrong
if there's a controversy educate
yourself every day about what's going on
in the neighborhood you're going to
dominate also you're going to look at
the MLS every day in this neighborhood
what are the new listings in this
neighborhood what are the price
reductions price increases this is going
to over time establish you as an expert
and an authority in this area so that
when you're having conversations with
potential clients you already have the
expertise in the information you know
they're going to reference a house
that's on the market you're already
you're already going to know what the
house they're talking about and you're
going to know that it's overpriced or
you're going to know that they have five
offers in already Okay so this takes the
pressure off of focusing on a huge area
that you have to figure out all at once
that nobody knows you in this is also
great because if you want to do open
houses now listen and I have a whole
video about open houses guys go check
out my old videos but see what a lot of
Agents do is that they will see open
houses advertised at their brokerage
that are in all different locations
around their city and they'll host them
on the weekend and that's good but it's
not powerful powerful is only hosting
listings open in the neighborhood you
want to dominate okay so for me it was
Grant Park in Atlanta now if there was
not an open house available it's easy I
call up the agent for a new listing in
the area I tell them hey I would love to
host your beautiful new listing open
this weekend I provide my own signs I
put out 10 to 15 of my own signs I
provide feedback on the same day and I
make sure everything is nice and clean
when I leave now yes some agents will be
like I don't know you're talking about
many agents they experience ones will be
like oh my God I would love that so now
you choose which listing you're going to
host open and you're in the same
neighborhood every weekend do you
understand how powerful this is first of
all you can answer questions people are
asking if you host an open house in a
neighborhood you've never been before
you're not going to seem like an expert
if you host an open house in the
neighborhood you grew up in or you've
lived in the last five years you're
gonna seem like a genius and when you
say I live in this area you establish
Authority and when you put out 10 to 15
branded signs with your face on them
every weekend in the same area all the
people driving around like oh I see this
person's face every every weekend right
this is how you dominate an area this is
the value of going micro of focusing on
one area now this can apply to other
lead generation okay if you want to do
neighborhood calling okay Geo calling is
very popular right now where you just
pick an area and call it people randomly
and say how can I help you the Ricky
Carruth method okay that's going to be
more powerful if you focus on one
neighborhood that you live in if you
want to send out postcards or Flyers
about a listing that you have in that
area it's going to be powerful if you
focus on one neighborhood that you are
familiar with that you want to dominate
even if if you want a cold call for sale
by owners or expired listings it's going
to be more powerful to focus on the one
neighborhood you want to dominate and
tell them hey I'm your neighbor why
didn't your house sell it doesn't make
any sense to me or hey I'm your neighbor
you're trying to sell this home yourself
you're sure you don't want to talk about
how I can get you more money so
neighborhood domination is extremely
important it is going to establish you
very quickly as an authority and it's
going to create a lot of brand
recognition and awareness way more
quickly than if you focus on a huge area
alright so that is the nuts and bolts I
just gave you four pillars CRM immersion
pick up the phone social media Deep dive
and neighborhood domination okay your
Rolodex your money maker your brand and
your area of expertise now there are a
lot of things that you could be doing as
a new real estate agent I promise you if
you focus on these four pillars you'll
make some mistakes you won't know how to
do things you'll figure some some things
out if you can focus on these a little
bit each day even if you just spent a
half an hour for each of these pillars
every day that's only two hours I
guarantee you if you can do that every
day over the course of let's say eight
months if you can do that every day for
eight months you are not only going to
succeed you are going to make more money
than you ever thought possible I promise
you so don't waste your time with all
the BS that you can waste your time with
in this industry focus on money making
activities I just give you the four
pillars to turn that 87 percent into a
zero percent okay or to a hundred
percent that you're gonna succeed so
really hope that was helpful for you
hope it got you excited you can succeed
in this industry it's a very high
failure rate but if you know what to do
I think it's a very high success rate if
you know what to do and you can execute
over a long enough period of time I
literally think it's about a zero
percent failure rate I just don't see
how you can fail if over a long enough
time Horizon in you do these consistent
lead generation techniques I really
think it's impossible so that should get
you excited but you need to reckon with
the work that needs to be done and if
you cannot do this work every day you
need to find another career hope you
found that video helpful I'll see you
next time
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