Massive Agent Podcast

122: How One Agent Sold 40 Homes in Their First Year as a Realtor w/ Matthew Kane

April 23, 2020 Dustin Brohm Episode 122
Massive Agent Podcast
122: How One Agent Sold 40 Homes in Their First Year as a Realtor w/ Matthew Kane
Show Notes Transcript

Being a Realtor is hard. Real estate agents are in one of the most competitive professions there is. In my first year as a Realtor, I sold like 4 or 5 homes. My second year, 7 or 8. This business took me many years to get a handle on and to learn how to attract clients. 

Then there's Matthew Kane in Wilmington, NC. In his very first year as a Realtor, he sold 40 homes all by himself, without so much as a Transaction Coordinator. Matthew just got it, and he figured out a system that worked for him. 

This week, Matthew Kane shares exactly how he's been able to sell so many homes as a brand new agent including...

  • How he leverages online reviews
  • Where he gets reviews on and which platforms are most beneficial
  • The real estate website he uses
  • How he uses it to generate real estate leads
  • Which real estate CRM he uses, and how that CRM automatically texts back and forth with new leads
  • The 3 or 4 lead sources he focuses on

Success leaves clues. For anyone aspiring to have success as a real estate agent, one simply needs to do what successful agents do. Well, Matthew Kane left a ton of clues for any Realtor willing to follow in his footsteps. 


**********************
I'm currently seeking team leaders in every market for my eXp Realty team. I'll be picking market leaders soon, so if you'd like to be our team leader in your market, shoot me a DM asap.

Watch: eXp Realty Explained

**********************

Looking for the best real estate and mortgage podcasts?

Find them all on the Industry Syndicate mobile app! 

iPhone: http://bit.ly/SyndicateApple
Android: http://bit.ly/SyndicateGoogle
__________________________________

Products or services mentioned:

Wise Agent: The real estate CRM I use - 14 Day Free Trial PLUS copy my drip campaigns

Massive Agent Society: Our "One Agent Per Market" Real Estate Lead Gen Coaching Program and online course - Claim Your Market Now

Buzzsprout: Affordable, simple t


***********************
RESOURCES :

Referral Network: Claim your market *exclusively* in the new Massive Agent Referral Network - CLICK HERE

REAL Broker - Learn how we can be business partners and build a business together @ ΓEA⅃ Broker- CLICK HERE

Massive Agent Society: my Coaching program for real estate agents that I wish existed when I was starting out as a Realtor. Join the Society HERE

Witly: the fully automated Facebook Ad management system for real estate agents. Get a 14 day free trial HERE

Shop my Amazon Store: all the shit I love on Amazon + my Book List for Agents, podcasting equipment, and cool stuff for agents, etc

BamX: get 10% off with the discount code MASSIVE. You still get everything on nowbam.com and all BAM podcasts (like this one) for free. So, check it out, and use MASSIVE to get your discount on an annual subs...

spk_0:   0:00
on this episode. We're talking to an agent in North Carolina who, in their very first year as an agent, sold 40 homes and they're on pace to nearly double that this year. As a solo agent. Massive agent podcast, we lead generation tips and strategies give you more leads and sell more homes. I love to buy houses. I like to sell houses, takes brass balls to sell. Wait a minute, believes a weak You're weak. I've had better. Oh, I got your attention. Now here's your hose Dust in the brome. What is up? Everybody? Welcome to Episode 1 22 of the massive Agent podcast I am your host, Dustin Brome. So glad to be here so glad you are here. And this is this is an awesome episode. We get into a lot of specifics and tactics and tools and platforms that Matthew Kane uses and has used to sell 40 homes in his first year as an agent. It's just it's such an awesome interview. He's done some things very, very well, and some of the stuff is probably gonna be repetitive. You've heard it before, but I think for the first time you're going to hear how it's all been put together and how he's built his system and how it's kind of snowballed in a positive direction. So this is a great episode. Very tactical. If you're looking for the meat. If you're looking for the girth of it. God, that sounds awful. If you're looking for you know, the tactics. If you want an episode that will force you to take notes, this is probably the one, and it's a good one. So if you guys are new to the show, thank you for joining. My name is Dustin Brome, your host. I almost forgot my name there. Did you hear that stutter? Totally stuttered. Totally hesitated. I don't know why. Maybe a question myself. I'm an agent in Salt Lake City, Utah, have been for over nine years now. I'm the co founder of the Industry Syndicate. This show is a proud founding member of the Industry Syndicate Podcast network. You can go get the industry syndicate mobile app on the APP store on Google, play totally free and check out all of our other shows on the network. And there's a few more new ones that are coming this month which is awesome. I'm a national speaker on all things real estate marketing and podcasting. At least I used to be when we had conferences and those were a thing. So hopefully I hopefully I will be again. I write a weekly column for housing wire, and I am the founder of the Massive Agent Society, our one agent per market Li Jen training, coaching mentoring program. You get the details on that and see if your market is even available. To claim for yourself and Onley for yourself over a massive agent society dot com, I want to give a quick thank you to everyone of you who has subscribed to the show and or left a review for us on iTunes or Spotify or podcast addict or wherever you're listening. Thank you so much. It it really helps us to grow the show. You know, we do this for free. This is this podcast is free of charge. Doesn't cost you anything. So the fee for you to get this podcast every week is if you find value in it. Please leave a review. Please share it with a colleague, share it with your broker, share it with a team member. Share it with ah friend. Share it with a Facebook group that you're part of. Agents help us to get this this podcast in front of new agents because we're helping agents survive these crazy times. Okay, We're also helping agents who have their heads removed from their ass to actually thrive and and do well, and lay the groundwork for dominating for the second half of 2020. If you're doing the right things. If your list If you've listened to the last 45 episodes of this show, you know that there's there's a path forward, that there's a specific road map of things that you should be doing right now to grow your business and you may not. You may not get a new client here in the next, you know, 14 days or something. But that's okay. If you do the right things in the next 2345 months, you're going to start growing dramatically because you're gonna do the right things when your competitors are sitting on the sidelines and laying down incredible time, incredible time. So if you're new to the show, if this is your first episode, please go back, listen to some of the most recent episodes and really dig in there. So let's let's start the interview with Matthew Kane. He is like I said, he's so first off. He's a full time firefighter that he's a firefighter who sells homes full time as well. And once you hear his schedule is a firefighter, you like that. That's a cushy schedule. Now it's one of the most dangerous jobs on the planet, you know. So so there's that. But his schedule allows him to be a full time firefighter while still being a full time agent and, obviously crushing it sold 40 homes in his first year. He's off to a hell of a start, just two or three months into his second year as an agent, he should hit. He's on pace to hit icon agent status with the XP Realty, which is where once you cap, you sell 20 homes beyond that, and they actually give you your whole $16,000 cap that you've paid into the company to give it back to you in e X p company stock. So he should hit that this year. That's incredible, but let's jump into it. Matthew has a great system. It's not overly complicated at all. He's focused on a few things, and he's done it very, very well. So if you guys were looking for that road map, that blueprint to make it happen, this is it. So let's jump into it with Matthew Kane from Wilmington, North Carolina, right now. Alright, guys, I'm here with Matthew Kane in Wilmington, North Carolina. One of the rising stars or industry. No doubt. Matthew. Welcome to the massive agent podcast. What's up, man?

spk_1:   5:27
A Dustin, Every spirit. Here. Thanks for having it,

spk_0:   5:30
You Batman. You bet. Yeah. You know, you're, you know, full transparency. You're part of my E XP organization. And, you know, I see you're doing a lot of deals. You're selling a lot of homes, but you're also a fairly new agent. And so obviously you found a rhythm. You've figured you've figured out how to do this business. Obviously, the proof is in the pudding. And so I just wanted Teoh. I wanted you to be able to share your story of what's been working for you and how you been doing it. Because you you've been having success in a relatively short period of time and especially right now with this huge shake up in all this uncertainty I saw on social Media you let's say you had within 30 days 66 homes closed and seven mawr under contract. That's nuts. Like for a for a six month period. That's great. You've done it in 30 days. So, um, first off, how long have you been in business? You know, give us the 62nd scoop on who you are, and then we'll jump into how you've been able to have success so quickly.

spk_1:   6:30
Yeah, absolutely. I think I come from a little bit of a unique background as far as real estate goes. Um, I joined the Marine Corps in 2008. I was, ah, Marine until two thousands. 12. 2013 got out, went to school, studied entrepreneurship for four years, got my degree on, actually got brought onto a business strategy and operations consulting firm for the big Four firms of D. C. Stayed there for a year or so ago. So I really kind of learned how to engage his clients conversation systems, Um, and really having a plan for success. Ultimately, I found out that I was miserable in D. C. And I wanted to leave and go have my own business. And my family's always been involved in real estate, primarily on the building side. So I knew it a little bit, and I thought it would be in area that could executed and ultimately. So I made the shift and move down to Wilmington, North Carolina, where I I actually started working for a real estate firm, was unlicensed. Doing some inside says, if you get on the phones, got you so you know, being rejected in every way possible, kind of how to overcome those objections and got good at that eventually decided to go out, get my own real estate license and, um, been actively selling for about a year and 1/2 now. Nice. Had a great first year. Um, on top of real estate, I'm also a full time firefighters, so I'm working two jobs right now, too.

spk_0:   8:12
That's awesome. So what does that schedule look like? A. D do like the 44 days on three days off kind of thing.

spk_1:   8:18
Yeah, it's pretty awesome. You dio 24 on 24 off 24 on 24 off 24 on four days off. So you don't know I have a second job, and, you know, it's a great network grid spear. A great way to connect with people in them. Kind of carry that through my entire real estate career. So far, Benny really focusing on other service oriented individuals? Um, find that there's the people I connect with. And, you know, um, it's been a great way toe generate business for myself.

spk_0:   8:52
That's awesome. So you had a somewhat of an understanding of the industry being being in. I s a helpful, obviously. But what was but real quick, I'm gonna get into in just a second how you've been able to jump in and sell homes. But what was the biggest misconception you had or what? Or what did you just not even consider that was different than what you thought it would be coming from? You know, working as an I s a two. Then once you became an agent, what was the biggest learning curve? What was different? You didn't expect,

spk_1:   9:24
um tough to say different. I was brought into it on a team, so I saw that there was a lot of issues with handing clients off from an I s A to the actual agents selling over to a transaction coordinator. And I just felt like the whole customer service was not continuous. And you were getting, you know, very in various levels of customer service throughout the process and just sitting in a team. And I was on a team that was selling, you know, close to 200 houses a year with four or five people, and, you know, there were killing it. But I thought to myself that I could do it better. Ultimately, I was with a firm that's required me to go Teoh gold setting meetings and things along those lines. You don't really have freedom. I was looking for. Expected to be on the phones from eight AM you know 3 p.m. And then show houses in the afternoon. I don't find it that's necessary for the way that I do. Things

spk_0:   10:30
were being put into a box so they

spk_1:   10:32
get put into a box doing it their way, making the people above me money. And it was very clear, you know, go into these goal setting the things that the only reason I'm seven goals is to make that other individual more money. Um, it just didn't really sit well with me. I know that if I am going to be putting in that much effort, I'm gonna make myself more money. I'm not really, Um call it selfish, but just kind of the path that I took. And it's kind of What's that to me? The entire time I was there?

spk_0:   11:01
Call it selfish. Call it just being a good business person and putting yourself first and your needs first like that. That's how it should be. That makes sense. Um, So Okay. So once you once you jumped in, you got your own license. You went into business for yourself with, you know, outside of this team and obviously with a different company. What? What did you do to hit the ground running like and I mean, give us the whole story. Was it Was it tough to start? Did you find it somewhat easy or what were those struggles when you first got started and and tell us how you really jump started your whole real estate sales career?

spk_1:   11:38
Yeah, it was It was tough to start first, few deals were just, uh, family members and really close friends. I focus going into every transaction, making it known up front. My goal here is for you to be happy with my service and for you to be happy enough to leave me a positive review. And this is all done. So those positive reviews accumulated very quickly. And as did my ranking on Google Facebook, you name it. And then I started getting more organic calls, just people who found me online and then, you know, focused on customer service with them. And then you get there referrals, and it just escalated extremely quickly for May, especially doing programmes like Homes for Heroes. You're in my area outside of a major military base. You can dio Homes for Heroes Program while also giving them the best customer service that you can provide. You're going to be successful.

spk_0:   12:38
So tell us about homes for heroes, because I know I know a few agents that have done it. How does the program work? Because from the outside looking in, it's awesome. But like tell us the behind the scenes.

spk_1:   12:49
Yeah, it's pretty. It's pretty unbelievable. It's, um, you know those. They'll say that you get a reward check at closing. The reality of the program is that if you work with the homes for heroes agents, you are getting 25% of their commission as a thank you for the service. No strings attached. It's a nice check after closing, where you can either apply it toward your closing costs. Or if you buy a house that needs some work, you can put it towards remodeling after the fact. It's really 100% up to you. There's no catches. It's a win win for everybody. It is really, um, around here. It's a great tool for me to have if I'm running into a client who have shown some houses. But I could tell they're kind of on the fence about May. It's a pretty good chance that I could qualify anybody in this area for home. Shapiro's if I really wanted to, and that's a great way for me to lock them in as a client and eventually get this still. So

spk_0:   13:46
I love it s so how many of the of the deals that you've done so far how many have been through that Homes for Heroes program.

spk_1:   13:54
Uh, I don't already deals my first year in real estates, and 26 of them were home for heroes. Oh, wow, that's all. Um, you know, home for euros doesn't give you leads. It's not a lead generation. It's ah, it's a tool for your tool box where you could take that. And, um, you know, marketed yourself. And I'm also a first responder. So my network was all first responders. I support those events that they have and they see the homes for heroes, and ultimately they end up reaching out to May.

spk_0:   14:29
That's cool. How of you have you gotten the word out that you are that you have access to that program and what it is like selling 40 deals? Your first year is frickin incredible. That's awesome. Appreciated? Of course. How have you gotten the word out? How what have you been doing? Marketing wise, because I know a lot of it's word of mouth, but

spk_1:   14:49
so, you know, sponsor their events. I don't dio you know, some things I don't do. I don't do cold calling. I don't do door docking. Um, it's 100%. I'll sponsor a few events. I sponsored the firefighter ball this year. The police fire hockey games. And, you know, really, it's if I give great service to John Smith. John Smith is a police officer. These are extremely tight knit communities. They talk to each other. Their friends are other first responders. So ultimately the referrals coming.

spk_0:   15:27
That's also man. So and earlier you mentioned how the reviews You started getting some great reviews and then you started getting found through Google searches or elsewhere from those reviews. Are you finding Google is the best source or the best placement of those reviews for you?

spk_1:   15:44
Um, you know, I think Facebook's do a little bit better from a interesting Yeah, okay, it's really strange with Google, you know, I have, as I use the XP's website Great website. Great crm, great combination package All together. However, I don't have control over the CEO of that website. True, What hurts I have I'd say I have 30 30 some odd er use on there right now. My first year in real estate, all five star reviews yet if you search my city real estate agent, I don't pop up. Whereas if you search me on. You know, Wilmington, Realtor on Facebook. I will pop up and I'm not sure I'm not sure what happens behind the scenes there, but for some reason, I have more. Uh, I guess a higher relevance score on Facebook if you google.

spk_0:   16:39
Interesting. OK, so you I assume you have the Google my business profile set up in all that nice.

spk_1:   16:47
Yeah. Try to once every other week, I'll post something on Facebook, put the same thing on instagram also go ahead and copies into a Google. You go post and try to keep all my open houses on there. But ultimately, I think it comes down to that website that you have. So one of my next one of the things on my huge to do list is Teoh. Get a real website developer in there, building any website and start working on that s idea.

spk_0:   17:19
It's cool. That's that really quickly. You've noticed that there's different levels like obviously what you've started with is fantastic and for a lot of agents, that K V Corps website will be fantastic for years to come. But sometimes depending on what you personally, you're doing what you want to do and how you want to be found. You outgrow certain things, and you've just done that relatively quickly, so that's cool. And I want everyone to listen to everyone listening to to realize that there's no one size fits all because there's different levels. There's different needs. There's different. Um, you know where you're at in your career. So all these air considerations that it's not unfortunately, there's just no black or white easy answer to any of it. It the answer is it depends what you're finding that out because you're out there just doing ship. You're just You're just doing it right. Like from the outside looking in when I see what you put on social media, you're just you're just going You're just doing it.

spk_1:   18:15
Why? No, right? Yeah, yeah. And even, you know what? That website in mind, Even if I do pay developer to really beef up and amazing website for me, I'm not gonna give her that Katie core website because that website is, you know, it's useful and it's a syncs up perfectly with KP court generating leads, you know, sharing my listings on through my K V Corps website. It ties back perfectly to the CRM and in automatically gets him on drip campaigns. I've also noticed that if you do, uh, leads to brew your baby core website and automatically saved search alerts for them based on what they're looking at. Not happen. If I had my own custom developed website correct, it's definitely has its pros just hold onto it. So ultimately, uh, K V Corps website integrates really well, and I can actually see what people are searching for when they search on my Cavey Court website. And it will automatically generate that perfect search alert for the client without me and manually having to go into the CRM and added in there myself. So with that in mind that probably never give up that free website, especially if it's free,

spk_0:   19:34
right? I mean, you know, some brokerages will include it. E x p is not the only one I know there's. There's local independent brokerages here in Salt Lake that provide it. It's a it's a great tool. The CRM is not perfect. As you know. It's not perfect. By any stretch. It still has some shortcomings. But yeah, a lot of those smart behavior triggered, um, things that it does. It's very scientific. Were there things? Ah, a lot of those things. Like if somebody revisits your website within a certain period of time, it'll automatically like, send them a certain notification or it notifies you and and the smart campaigns a really cool. Um, you're right. You have to recreate that from scratch elsewhere.

spk_1:   20:15
It's kind of funny when you have someone on there looking at your website and you don't even realize it. Katie Quarters texting back and forth of them. Not just a Can I help you with this house? They're actually responding to the questions without me even realizing it. Yeah, it's really need. Yeah.

spk_0:   20:30
Oh, for sure. Yeah, it's Ah, it's a great platform. That's something I was super surprised about when I first moved e x p two years ago. I already had my website through Easy as pro. I had my wise agent crm I had my system and I'm like, Well, I have this Katie core thing. I should probably try it out and, like, I haven't used it nearly to the extent as you because it's like a an additional thing for me. But it captures leads really really well, and it follows up with them really effectively. It's great.

spk_1:   21:00
Yeah, We actually had that conversation, and I kind of always go back and forth of stuff like this and my website. Get a conversation a few months ago about keeping my own personal websites actually add my own website developed at one point, Okay. Hundreds of dollars a month. This is when I very first started real estate and scared of crap out of me because I'm paying $100 a month. My business is already limited us it is. And then I have this K v corps free website. You know, maybe I'll I spend my efforts beefing that one up, But at that time, I did not realize that I could not control the CEO of that Katie core site. So now I'm probably gonna shift right back to where I was when I started.

spk_0:   21:43
Sure. Ah, and he had to. You had to get there. You You're right. Like the the meta tags and all the settings of the website. You can't do anything about the content on it. You can, but e mean, that's like one handbook, one hand tied behind your back. Yeah. So what else you doing that's working for you? So, um, you know, word of mouth, obviously is working, marketing wise? Like, are there any specific ad campaigns or posts or anything that you've done that have just worked better that you want people to know about?

spk_1:   22:19
Yeah, I guess when I got into this, I don't really know much about Facebook marketing. That's why I am the following you. And, you know, I took a lot of your ads, ended up tweaking them and make them my own. Nice. Um, I had a lot of ads running and, quite frankly, was generated more leads than I myself could possibly handle. So I turned them down. I turned them off. And, yeah, I'm a big component of a big believer and having just a few the generation sources try to work 3 to 4 at a time and hit those hard on three or four. That work. Mine's mine are personally homes for heroes leads Dave, RMC leads and I do Facebook. Sela rides. It's currently what I'm working out right now, and I'm even even at this point of a max at a time on time. So often turn those Facebook seller, lad. That's off. Um, my seller at it's just that simple. You know, if I know your home is worth, I sport around with pictures a lot, and I actually found for me, the best performing picture has been, um, so you know, when you search on Zillow and you see the little red lips for houses? I took a picture of my city with all the little red blips on it, and I've been using mats, and it was generates probably 2 to 3 times more leads than it was when it was just a picture of a pretty house or something along those lines. Seeing those little blips in your actual location, Uh, I'm not sure what it is, but I think that I think that perhaps the local audience a little bit better.

spk_0:   24:00
Yeah, I think it right. I've noticed that in my business, I've seen I've seen that working well, so that's interesting that you found the same thing that it's dramatically better. Um, and then so So your home value site is Are you doing a Facebook lead ad or a traffic where you're sending them to? Ah, landing page

spk_1:   24:22
uh, it's funny. I'm actually, um I'm actually doing neither. I have them to a, um it sends amount to a form. A, for my form is basically name, phone number, email, address, address. And then I have a question there that says, Have you made any changes since your last purchase? You

spk_0:   24:44
created your own home value request. Landing page.

spk_1:   24:47
No, it's just it's just a legion. A Facebook form.

spk_0:   24:51
Oh, so the legion objective

spk_1:   24:54
this form? Yeah, you know this way better than I do. Whatever lance to that form, that's what they get hit with and form zaps over to K before immediately, you know, triggers a text, and I call as soon as I get an opportunity to um and that's always my first question for them. Say it's going to connect with you. Wanted to see if you've made any changes since your last purchase because I cant I cant correctly give you a price without knowing a little bit bored by your home. Exactly. That kind of gets that conversation gets me in the door, and once you're in the door, it's done. Deal.

spk_0:   25:34
You've done something that a lot of agents are afraid to do, and I don't even know if you realize you've done this. But when you ask so on the that lead form So it's Ah, Facebook ad a lead generation objective, which is the Onley add that gives you that form you by asking for more. You're limiting, in theory, how many people will fill it out? More friction equals usually fewer leads, but you get better. Lee. You get higher intent. So have you noticed that just by doing that you're just getting better leads? Like if they're going to give you their address like

spk_1:   26:15
I almost always get a response from the I very rarely have a lead coming through there who will not at least, um, entertain a phone call or a text conversation. Um, and I do that very comfortably. As you know, I work a second job. I don't have time to call to 300 people a day. I I honestly would like to call five people a day, and that would be it. And if I could get five, which I pretty typically get the readers six good seller leads a day. Um, if I could have a conversation with three of them. That's a good day.

spk_0:   26:52
That's also man. I mean, what do you do it on the targeting for that? Are you keeping it fairly loose for a Sfar? Is the

spk_1:   26:57
audio No, I do the I think I start with Zillow Zillow dot com or something along those lines an interest and pretty much hit all the recommendations after that for anything

spk_0:   27:11
like a red fan and mortgage calculator and Althea buying a home stuff like that. Nice Goldman. No, I love it. That's Ah and thank you for getting specific on that. Because admittedly, seller, it is harder to get seller leads, especially quality, um, motivated ones. It's harder to get those through Facebook than it is. Buyer leads by air. Leads are much easier because it's like, here's this list of homes here is this. Everybody wants a house, so it's it's easier. There's a lot less friction there in the subject matter, so I'm stoked that you've done it that way. I know that a lot of agents and this I'm not even saying this is a bad thing. It's just a different way when they're trying to get seller leads, they will. They'll do the traffic objective to send them to their website where then they have to put their address and everything in on their website now. Obviously, that's more friction. You're getting the information right there on Facebook. It auto populates their name, their email address, their phone number, whatever's attached to their Facebook account. And and so that's That's good. But you're not. You're not waiting on them to hopefully go to your website, wait for it to load, then fill it out without getting distracted by all the other shit that's on it. We're and and so I like the way you've done that. It doesn't mean the other way doesn't work. You know, you just

spk_1:   28:35
it's less of an opportunity for them to back out. Yes,

spk_0:   28:38
and it's such a great reminder to people that when you're marketing, when you want somebody to do a specific thing, don't give him a bunch of other options. If you want them to fill out a form, don't add a bunch of extra text to it. If you want their name and email address and phone number, don't have a big paragraph before that. Just have name email and phone number. They know what to do and then the submit button. Um, yeah. So? So I like that there's a lot of great principles there that I think you're gonna be super helpful. Um, what else do you doing that that's working homes for heroes? Sounds amazing for you. Especially in your market. Um and then there, Dave Ramsey, GOP.

spk_1:   29:17
I am a Dave Ramsey LP. Um,

spk_0:   29:19
what does that look like? I suddenly take a, uh, percentage.

spk_1:   29:24
Yeah, it's, Ah, 20. You know, it's 30% of pearl. It's a for healthy, which is pretty standard. It's a hit or miss, um, long people go into the Dave Ramsey program aren't necessarily. They might be looking at Davor empty site because in the credit repair or, you know, they're trying to get back into the spot where they want to be financially. So a lot of them end up being no longer term, nurture clients and connected with Millender, and hopefully they stick with the plan. But so far so good met some really good people from it actually just started this program a month or so ago. I've already got two mistakes out of it, and Dave Ramsey is a little bit unique because they actually recommend that you speak with the really different. Ramsey endorsed local providers. So you're competing against other Ramsey providers. Interesting, though. Every time I go to listen for men, I know the two people who were coming the door Bob. So if I going to eat them great but can't win them all,

spk_0:   30:33
get minimal now and you're filling your pipeline, it's it's crazy because So Dave Ramsey. When I first before I got into the business, I started as a real estate investor. I was trying to flip homes and I was doing it with my parents. They were my partners, and so I was not an agent yet. I listen to Dave Ramsey and we reached out to one of the real peas and Salt Lake for advice on this, this property that we were, uh, that we were wanting to buy and and then resell. I just remember what was going on in my mind At the time. It was, Hey, here's this guy Dave Ramsey that I trust and respect, especially on the topic. And so if he says this person is good, they must be good. That's branding that that is branding Dave Ramsey through his voice has done that. Um, it's just creating credibility for yourself, That's what, guys. This is what we talked about all the time. Starting a podcast, starting a show, doing a video show, writing articles. Any of that will do the exact same thing that is going on there with Dave Ramsey. So, um, interesting. I've heard I've heard a lot of people having success with being one of his eel peas. Um,

spk_1:   31:47
so I want to get Teoh is actually, um, probably the hardest referral program I could find. You needed to do 35 transactions a year, and you need to maintain that you have to go to monthly coaching calls. There's a lot to this one. Um, I

spk_0:   32:04
like that. That's cool, because then and that's smart for them. And they know that if they're recommending someone that they're likely pretty good. Yeah. Yes, some of these other ones. All they care about is their their 30% or 35% referral fee. They don't give a shit who they endorse.

spk_1:   32:19
Oh, yeah, yeah,

spk_0:   32:21
yeah. It's funny. Um, awesome. And what? What's in store for you next? Like what? You had a great first year. You're halfway into you ish into your your next year. Um, like, what? What's in store like what you planning and, uh and what you working on?

spk_1:   32:40
The tough question. I'm still figuring that out myself. I'm here two months into my second year with the XP, and I should cap within the next month and 1/2 or so. Thanks. My time is pretty much maximum. But I know you and I had the conversation a few times about starting a team, and they have also gone back and forth a few other people about starting a team. And it seems, you know, deep down that's probably not what I want to do.

spk_0:   33:09
Get traditional team Buyer's agents. Listing is

spk_1:   33:14
really care about my reputation, and I don't want to put that in other people's ants. I would rather continue to grow myself and, you know, try to bring some more people on board to e x p. I think that's ultimately the next, um, the next best best path for me to take started under critic.

spk_0:   33:36
It's I kind of went that same route to our originally, and you've probably heard this story I believe I've told on this podcast before, but when I first got into in the real estate, I wanted to have my own brokerage because I didn't know any other way to do it. I thought, like that's the ladder of success in real estate is you get licensed, then you become a broker, and then you become your own broker with your own brokerage. And then I started to learn. Well, wait a minute. Why don't I just have a team? So I could still do all the stuff that you could with your own brokerage? Just let another brokerage handle all that crap that I don't want to do. I don't wanna manage. I don't want to deal with trust accounts and liability and all this stuff. So I'm like, I'm gonna do a team. And I was operating under that assumption and with that goal for for a couple of years and then, you know, he XP came along and that I did not want to make this episode e x p episode. But like, it's ah, it's a different business model, so you should probably talk about it. Um, I realized that I don't need to do that. I don't need to have a traditional team cause Matthew, I don't I don't want to manage people. I want to help him. I want to be there to support and guide and coach. But I don't want to manage anybody. Ah, that's a lot of responsibility. If I'm gonna have a buyer's agent that has a have a commission split with and you know, part of that is me feeding them leads or whatever, like that's responsibility that I just don't have time for or want. Um, and it's not necessary with some of the business models of today. So it's interesting that you kind of followed the same path, albeit in just a very short period of time.

spk_1:   35:12
Yeah, it's it's essentially right of my head's at today. That's kind of the way I'm thinking of things, and I just know my time is maxed out completely. However, even handing off leads to a buyer's agent that puts my name at risk. That's ultimately that's more responsibility for May. Um, no, I'm looking for

spk_0:   35:34
Yep, yep, there's a There's another way that there's

spk_1:   35:37
absolutely I just need to get good at the other way. Waiter

spk_0:   35:41
you're selling too many damn homes.

spk_1:   35:43
Yeah. What's another problem? I know myself. I knew I did going into this site. And then this is me being early honest with myself. I'm not a recruiter. Very process or inundated. I I could sell. I'm extremely driven. I'll do what it takes itself, homes. But I need to learn the ways of, actually, um yeah, reporting,

spk_0:   36:07
right. I felt exactly the same way. And I still don't consider myself a recruiter in the traditional sense, because we think of recruiters is like, you get a random cold call from somebody. It's like a It's so and so from, you know, own Brooke blah, blah, blah. You know, would you like to sit down with our broker? And he's offering, like, that's That's always what I thought. And I'm like, I know not gonna do it. Can't do it Won't do it. Um,

spk_1:   36:32
the best. I love those.

spk_0:   36:34
Yes, And by that I mean the worst.

spk_1:   36:37
Yeah, the team leader here is really interested in talking with you. Would you like to come in and sit down and speak with her? And I'm just thinking in the back of my head if she's really that interested in talking with me? Well, I feel calling me right now.

spk_0:   36:49
Yeah. Why are we not talking if Ah, yeah, So that's I think people get that they feel like that's who they need to be with. And this is not just any XP thing, you know, you can recruit, and they incentivize you to attract agents to your brokerage at Keller and exit at, you know, a bunch of different brokerages. So, um, what I've found is is to completely just forget about this notion of recruiting. You're not gonna do it. That's right. It's not what works anyways attract. And the best way to do it is you become a professional invite, er to invite people to see the information. And thank God E XP has a great video that shows the business model, and you can see that at massive agent podcast dot com slash e XP. But you're basically you don't need to convince people you don't need toe create your own presentation. You don't need to know every detail of everything. You're not there to convince people you're there to invite them to watch a video which does the heavy lifting for you and then it's just following up afterwards and helping them to decide whether or not it makes sense for them and their priorities and their strengths and their weaknesses. Um, once, once I fully embrace that and started doing that. And I know I talk a lot about it on the show because, you know, to attract people to watch the video, I'm just following that system. And it Once I did that, it started working very, very well. As long as you're with a as long as you have a business model that is attractive that people actually want to begin with, that's it. You just become a professional invite. Er have have 1/3 party tool. Do the heavy lifting of the information in the details, and then you just talk to him afterwards and like, Hey, does this make sense for you? No. Okay, cool. Like you've done a job. That's it. So

spk_1:   38:41
only actually pushed that video towards two people. Both of them ended up joining the XP. And both of them, uh,

spk_0:   38:48
I'm sure

spk_1:   38:49
it will be an interview with other firms. So apparently the video does a great job.

spk_0:   38:54
You're two for two. Yeah, unbelievable. Well, let's get you to 10 for 10 by the end of today. That's that's cool. And for anyone listening, if you if you are recruiting for your brokerage, that is the way that works. It's 2020 for God's sakes. OK, everyone is being hit up by multiple brokerages to join. And if you can just learn to invite someone toe watch a video or a webinar or something, there's so little friction in that. And then then they can get the information and decide if, if they even want to learn more. Not like that. That's that's it. That's the key to success, whoever you're recruiting for. So I'm stoked to hear that, man, that that video is great. Um, so what? Is there anything that we didn't cover? I mean, you've sold a bunch of homes already. Um, you you get reviews, you set the expectation upfront before you work with them. That your that you expect to do such a great job that they leave you a review. And by the way, whenever I do that, they remember that. Oh, yeah. You don't need to remind him every week

spk_1:   40:04
like no, I feel that expectation. A spreadsheet For every all the friends actions I have going on about 6 to 7 days after closing that request for use goes out. I would say I probably have 80% of my clients have left reviews on one medium or another that might sometimes we'll do Facebook and not do well. I asked him to do all three, but you get what you get. You know, if I want my mom happy. So

spk_0:   40:33
you ask for Google, Facebook and Yelp,

spk_1:   40:36
Google, Facebook and Silva

spk_0:   40:38
until he does

spk_1:   40:38
that. I am. I am a Zillow premier agent. I know you might not want to hear that, but I am. Yeah, it works. I mean, if the turnout of that for me, then I'm not gonna turn it off.

spk_0:   40:52
See, that's one of those. That's one of those topics that there is no one all or nothing. Answer. You know, I chose not to do Zillow because I saw that other agents in my large market we had 305 100 reviews and then mine with 12 were behind or whatever, and I'm like, Why would anyone click that? So for me, I was like, I'm just gonna focus my efforts elsewhere. But depending on your market, depending on who you are and how many reviews you can accumulate quickly. And and it matters what kind of state you're in, Is it a disclosure state? Is Ilona Disclosure state for sales is North Carolina Disclosure State,

spk_1:   41:32
Um, I am not sure

spk_0:   41:34
is ILO so So, like, half the state's Zillow is more accurate than others. So in Utah, where a non disclosure state so the sale price does not have to be disclosed. And the only thing that's public information is, you know, the deed of trust, like you know how much was financed or whatever. So Zillow gets very it does not get complete information and excuse all their numbers dramatically. And so it sucks.

spk_1:   42:00
I would say that we are disclosure State that because it's not pretty spot on here.

spk_0:   42:05
Okay, Cool. Yeah, And that factors into the conversation as well. So And if it works for you, if you're like if you're comfortable with spending X to get, why freakin do it like that, don't let anyone else tell you not Teoh.

spk_1:   42:17
If I'm winning with it, that I'm not shutting it down that's just business. So I love it. Yeah,

spk_0:   42:23
love it, man. Cool. You've shared a lot of great tips and nuggets, and it's cool watching your success that that's happened fairly quickly. But you're obviously, you know, it's not a surprise. You are methodical and not in a nerdy way, but like your thoughtful about the things you do and why you do them. And you're not just like throwing shit against the wall to see what sticks you. You set up front, you pick three or four sources of leads and business, and you focus on those and you don't get distracted with all the other stuff. Like, uh, that's worked for you. So any any parting words of wisdom or guidance for a new agent or an agent who's who's struggling toe to really grow.

spk_1:   43:12
So you took you took it out of my mouth that there's a lot that people are gonna put in your face a lot differently sources that people gonna push on you and different sites you're gonna push on. You stick with three or four and get out of your comfort zone with him. And super you could make happen. Give it three or four months for each one of them. They don't work. Try something there.

spk_0:   43:34
Love it, man. Love it. So before we wrap it up, we every time we have a guest, we do our rapid fire questions. So, um, let's just get to know you a little bit better will do that, and then we'll wrap it up with ah ah, an app recommendation and the most impactful book you've ever you've ever read, sir. Just pick either, or you don't need to elaborate. You could just pick one of the other, and we'll go from there. So Facebook or instagram? Facebook, Facebook or linked in Facebook Books or podcasts? Podcast, podcasts or audiobooks?

spk_1:   44:19
Podcast. Uh, that I wasn't body. I listen to a podcast for fun. If I'm trying to learn something, I listen to an audiobook, so I'm gonna go. I'm gonna go podcast because I enjoy it more

spk_0:   44:30
nice. IPhone or Android? IPhone Did call Alexa or Google home, Uh, Alexa Burgers or pizza burgers? New York or L. A.

spk_1:   44:43
I'm originally from Boston. So it's gonna be l. A over New York.

spk_0:   44:49
Fair enough. Um, mountains or beach? Oh,

spk_1:   44:55
man. Um, you're in

spk_0:   44:58
a beach community. Right?

spk_1:   44:59
Look, that's the water right there behind you. I live at the beach. However, I'm also a climber. Uh, I'm gonna say I'm gonna say the mountains because I enjoy going to the more whereas I have the beach. Your home?

spk_0:   45:13
Fair enough. Fair enough. NFL or N B A NFL? Ah, football or baseball? Football, college or pro?

spk_1:   45:27
I don't know anything about college, so I'm gonna go for

spk_0:   45:29
okay. Yeah. Podcasting or blogging? Gas it, YouTube or Facebook live

spk_1:   45:41
you too,

spk_0:   45:42
uber or lift Loomer, Gary V or Grant Cardone. Oh, great. Okay, so I have a question for you then. So I saw on your instagram live or something. The other day he claimed he was bankrupt, that he was filing bankruptcy, and and, ah, the bank was taking back this big portfolio of properties and his plane and shit. But there was something so weird about it. What was that all about? Like, is he really bankrupt already, like a month and 1/2 into this deal? Or is this just some bullshit marketing thing he's doing?

spk_1:   46:19
It sounds like bullshit. I didn't see that. Yeah, but that sounds like a load of crap. Yeah,

spk_0:   46:24
Yeah, I had somebody text me, and they're like, Do you see Grant Cardone is filing bankruptcy. I'm like, my first reaction was already Yeah, this thing just barely turned, But I know through, Ah, what card on Capitol or whatever. He's got that huge portfolio of commercial real estate which is getting killed. So Yeah, it was weird, though. And he had this weird haircut like, I don't know, man. He's a weird dude, but what do you like about him versus Gary v

spk_1:   46:55
therapies to high energy? He stresses me. Okay, He just got He's got so much going on. I can't even, uh Every time I look to do his podcast, I feel like I'm not doing enough. It's like you think this, this, this, this and this. And if you're not, then we'll crap who can do all that

spk_0:   47:13
right? That's fair. Very nice. Give us an app, recommendation and app that you've been using a lot that you love business or otherwise.

spk_1:   47:22
I I absolutely live by things. Three. I'm not sure if you ever heard of that. One is a trip. I've been watching. You heard of a to do list or it's only get it a really, um, well developed to do list. Whenever I have a client doing a contract, I move them out of my CRM and I add the entire sales process under their name in my to do list. And that's the only way I think. Right now I have 15 sides and her contract, and the only way for me, the key of them. Instead of just going back to my serum, I keep running to do list for each clients. And once I, for example, if I get three due diligence, were raised due diligence from their name, and I just moved down the checklist for each one. So really helps. We stay on top of things. Things. Three

spk_0:   48:22
things. Three. Yep. Sounds like a movie that my kids would be watching.

spk_1:   48:27
Yeah, I've tried all the to do list that this one blows him out of the water. I think it's, Ah, apple specific.

spk_0:   48:35
That's cool. That's cool. And then what's the most impactful book you've ever read or listen to?

spk_1:   48:44
It's a rich dad. Poor dad.

spk_0:   48:46
Same changed everything for me. Absolutely awesome, Matthew, Thanks so much, man. And how can any how can people follow you and see what you're up to. You. What's the best place to find you?

spk_1:   48:57
Yeah. This place to find me is on Facebook. Matthew came coastal Carolinas. Favorite realtor. I

spk_0:   49:03
love it. It's a man. And I'll have your social links up on massive agent podcast dot com as well for this episode. So if you want to find Matthew, then that's where to do it. Cool. Thanks so much, man. I appreciate you sharing your story. And congratulations. You've been doing great. I'm sure your family is pretty excited about that. So, uh, excited to see what you do it with this next year.

spk_1:   49:24
Thanks for having me. Doesn't

spk_0:   49:26
you bet. Guys, Thank you so much. Hope you enjoyed that interview. There was a lot of great stuff, a lot of good tactics and specifics given, so I really enjoyed that. Matthew, Thanks so much. Great stuff, my man. You are absolutely killing it. And leading by example, you're showing other agents how they could do it themselves if they just focus on doing the right things and doing it well and doing it over and over. So nice job, my friend. Guys. Thank you. So much for listening. If you have not yet. Please subscribe to this show wherever you're listening. Whether that's on apple podcasts on Spotify on stitcher wherever please subscribe to the show. If you have already subscribed, go ahead and unsubscribe and then re subscribe again. From my understanding that actually helps us rise up in the charts so we can actually grow our audience be found my more agents and do cooler stuff in the future for you guys. So that is awesome. Thank you for doing that. And if you if you've already subscribed, if you've already left a review, thank you. And if you haven't just go to massive agent podcast dot com slash review. That'll take you right to our podcast on apple podcast where you can leave a review if you have. If you have 10 seconds or 15 seconds to spare, type of quick review helps us out a lot. And if not, just give us a quick rating. Hopefully, we've earned five stars from you and you found value and then please share this with a colleague. Share it with a Facebook group that you're part of Help us if you found this or any other episode valuable. Please share it with other agents. Don't keep it secret. Don't be a secret agent on your social profiles. And don't Don't be a secret agent with hoarding information that you find valuable. There's so much business to go around and please pay it forward, so to speak and help other agents discover this as well. Thank you guys so much. I appreciate you will be back next week with another episode of the massive agent podcast. Take care.