Your Broker Will Hate This Episode

Have you ever wondered if being a real estate agent would be more rewarding without the constraints of a brokerage? In this thought-provoking episode, we explore the reasons why some realtors might develop a sense of discontent toward their brokers. From witnessing the success of independent agents who leverage social media and cutting-edge marketing strategies to feeling restricted by traditional brokerage practices, we delve into the allure of forging one's path in the real estate industry.

On this week's episode of the Massive Agent Podcast, Host Dustin Brohm uncovers the paradigm shift occurring in the real estate world. As he shares success stories of agents who've embraced independence and built their brand through social media, Dustin raises a crucial question for all realtors: Could you be better off as your own business? The episode delves into the empowering potential of self-representation, highlighting how technology and social platforms have revolutionized the way agents connect with clients, expand their reach, and retain control over their careers.

Is it possible that venturing out on their own, armed with social media strategies and modern marketing techniques, would lead to greater success and fulfillment? YES. While brokers have played a significant role in the industry's history, embracing independence and harnessing the power of social media might just be the key to unlocking a whole new level of success in today's competitive real estate landscape.

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Transcript

far too many old school brokers, old school in their thinking, okay, age really has nothing to do with this. But I mean, realistically, they trend older. But there's some newer brokers that have been trained by older brokers that just don't fucking get it. And here's the thing, you as an agent have a decision to make, are you an entrepreneur who just happens to have a real estate license is your goal to build a business, or you just want to be another agent on the roster of your brokerage or your team, and you just want to keep selling home after home after home after home. And you see no end in sight, you're just going to do it this year, next year, you're going to try to do a little bit more the year after that, try to do more, and so on. And you don't really have an exit strategy. I know that the way that I worded that it probably sounds like there's judgment on it. I don't mean to have judgment on it. I've met people, I've met many agents that don't want to have the, the stress, the responsibility, the weight, the pressure of building a business, I totally get it. So if you just want to show up at the office have leads in your in the in the database, and you call them then you close the deals, and you hand it over to to the team to do all the bullshit, you have the transaction coordinators, and it's more of a job to you and you're fine with that. Great, awesome. But I'm also not talking to you today. This episode is for anyone, any agent who is an entrepreneur that wants to build something big, who you're not just satisfied with owning your own job. And you also want leverage you you are seeking lifestyle. If you believe that you're seeking income, you're either naive, because you haven't thought this through yet. You're just haven't gotten there yet, which for a for a large part of my career. That was me. I didn't understand I thought income was the goal. Well, great. But lifestyle. Really, if you think about it, that's what we all want. Because if I asked you,
you know, would you rather make a million dollars a year but you're working 90 hours a week? Or would you rather make 800,000 a year and work a few hours a week, most of you would probably take HOLY SHIT work a few hours a week make make 800k Yeah, that shows me that you value lifestyle over income. Now you can have both. But you have to start by right now deciding, you're gonna have both. Unfortunately, for you guys, most of you guys, if you listen to the show, if this is your first time, Great, welcome, frickin love you. I promised I'm going to deliver today. If you if this not your first episode, and you've been listening for a while, you know, I'm going to over deliver on this shit, and I'm gonna be real with you. And you are an entrepreneur, you want more, if you if you were, if you were totally satisfied, you wouldn't be listening to the show, you wouldn't be you wouldn't be part of the massive agent society, you wouldn't be going to trainings you wouldn't be, you know, trying to level up and trying to learn how to do it, you would just be good. So you just like check, you know, clock in, clock out and be good. You want more
I see you. I also want more. I'm wildly grateful for everything that I have. I'm incredibly grateful for everything that I have. I've grown a lot over the last few years, not just with my income, but with where I'm at mentally, spiritually, romantically with my wife, where I'm at as a, you know, as a father, to my kids, with the friend that I am in the relationships that I have. I've grown dramatically in so many ways. And I'm grateful for all of that, while at the same time. I want so much fucking more I want. I want so much more because I know that so much more as possible. Why? Because I spend time with others who have so much more. When others have something it means. Obviously, it's possible to get the problem is if you have that mentality, but you have a broker or a team leader or you're with a brokerage that stifles or holds you down and does not encourage and does not empower you along that path.
Then you'll never get there.
For a lot of you
for a lot of you you're gonna need to change brokerages if what I'm saying to you resonates if you're like yep, my broker is like that or Oh, I can't do those things that my brokerage then you need a new brokerage that
The I'm sorry, but you just do I had to switch brokerages five years ago to, which allowed me to build the business, the way that I built it, I couldn't have done it at my old brokerage, I couldn't have done it, there's only a few that I could have done this at. And only one of them existed at the time, actually. So your brokerage absolutely matters, but it matters to you. It matters to you. If you're one of those agents who just wants to clock in and clock out and just be a solo Agent with the broker. You don't even have your own brand. You don't even think of yourself as a brand. You're just showing up selling houses, you have your sign with the brokerage. You're, you're another one. And I don't mean that negatively, get no judgment, but you're just another agent with the brokerage and you're trying to be one of the top ones, right? Well, if you do that, your brokerage doesn't matter nearly as much as it does to an entrepreneurial agent who wants to build a business. So if you want to build a business, you may not be in the right seat. Your broker may not be the right one, maybe the brokerage is right, but your broker is the problem. Because they they don't want you doing social media, they don't want you to build a business, they're not showing you how to do it. They're not they, here's the thing, if your broker has never brought up an exit strategy, it's kind of a red flag. Think about this, when was the last time your broker or your brokerage trained you on how to get out of selling homes one day?
Think about that. I would bet a single digit percentage of you can say that your broker or brokerage has actually proactively said hey, one day, here's how you get out of sales. One day, if you build this business, here's how you can stop personally selling. I haven't sold the house personally in
four years or so aside from my own
on purpose. Yet last month, we had 132 homes sold in my business. That's because I've structured it a certain way. I've built leverage over time, there was a period of time where I took a pay cut when I went from personally selling. And that was the only way that I had income to building this this revenue share based mentoring model that I have now. Where we have agents on my team in 37 states and four countries. It's been a process. But I was also following the process of of someone who had done it before. And they were following the process of someone who had done it before them. And so it was proven, I just had to implement. So all of this is possible, but not if your broker or your leader is not willing to guide you down that road. Either they've never been down that road themself, or they're not willing to share it with you.
I did a video I posted a reel the other day about how your broker may actually be holding you down, your broker may not not actually want you to succeed, I thought it would ruffle some feathers. What I learned was Holy shit, this is so much more widespread than than I ever knew.
The messages that I got from you guys, about your brokers holding you down, not wanting you to use social media to build a brand, not wanting you to build a business not wanting you to scale and build a team. They just wanted you to shut up, sit down, make your calls, you know, be in the cubicle from this time to this time, make your fucking calls and do it again tomorrow. And then the next day the next day. That's a problem. If you're an entrepreneur, if you want to build a business, yet you have a leader that doesn't want you to so you first you need to decide what you want.
What I wanted was to eventually get out of personally selling houses I had been selling that when I first made this decision. I had been selling for seven or eight years, I've sold a few 100 houses something like that.
And I realized this is not something I want to do forever. I saw real estate as a stepping stone to a business in real estate where I could build some leverage build some systems have other agents and just put all of my efforts all of my energy into helping them to sell a shitload of houses and then help them to build a business so that one day they could get out of it if they wanted to. That wasn't possible at my previous brokerage it wasn't possible almost anywhere. So I found a place it was and then found someone who had done it and just follow his lead. This is what I do with the agents on our team. Those that want to some of them think you know one day but right now I just want to I just want to sell some houses first cool.
If you one day want to get out of selling and build a business.
In the short term, you probably need to start selling a bunch more. You're
Self, you're going to have to build up some money, you're gonna have to build up some experience all of those things, right? Awesome. But that at the same time, if you know one day you want to stop selling houses, you're going to start making different decisions along the way. And you're going to start attracting, as long as you're very clear, and very open and very direct about what it is you want, what is the lifestyle that you want, you're going to start attracting people resources and opportunities that align with it. So sometimes, you're stuck, your broker is holding you down, they, they don't want you to grow a business, because then you won't need them anymore, you may leave them and go to another brokerage, they just want you to fit in their box, the messages I got for you guys blow my fucking mind and really pissed me off actually.
This mentality, this old school mentality that a lot of brokers have, where they don't want you to build a real estate business, they don't want you to build a team, they don't want you to build a revenue share based organization, they don't want you to build a personal brand on social media, they just want you to make your calls and do it again. And again. Because that's how they get paid. And it doesn't threaten their income, the moment you start to build a personal brand, you may grow out of needing them, the moment you start to build a team you might be you might start looking for places where it makes more financial sense to run that team. And you might leave your broker. So this is why so many of them hold you down. And some of them they just don't know any better. They're just so small minded. They don't know any better. Real quick, I found some some messages from you guys. Just three of them that stuck out. An agent said I had one broker telling me I'll never be successful because I wouldn't call people very old school broker. Of course, he told me this as I was switching brokerages, then the broker immediately unfriended and unfollowed them interesting. Obviously, not a broker who really will I don't even need to say much more you. We know everything we need to know about that broker. Thank God, this agent who sent me this left, kudos. A loan officer said my my executive vice president of the company and other partners in the office would put them down and made fun of them for doing social media. They said it's not necessary that, hey, just dial keep dialing, keep talking to agents, this has worked for years. It's tried and true, right? Why reinvent the wheel? Well, this loan officer didn't want to do that. They've only been focusing on social for about 12 months. But during that time, they can attribute a number of new agent relationships, which is huge for loan officers, of course. And because of those relationships, many, many clients have come that way as well.
Calls, they don't really do calls. They they feel like they don't feel like emails or calls. It's not a good focus of their time. So they build relationships consistently through social media, and it's working for them. Interesting. Weird because the broker said that that would never work. And then this agent said that they were fired from their previous brokerage because he refused to stop using social media. His broker wanted him to stop using social media. So he said, Fuck you. And he left. That broker said, and I quote that this agents feed made him want to vomit. How insane is that? These are the brokers that some of you guys have. Hopefully, you don't like I don't want to be right about this, this does not make me happy. This actually pisses me off. But for those of you who have a broker who at a maximum is really holding you down, or at a minimum, they just don't know how to help you get to where you want to go, you still need to be aware of it and then act accordingly. You're going to have to act accordingly. If you want to get out of sales, you need to be following someone who's done it. You need to be partnered with someone who's done it. There's a bunch of different ways to do it. And I'm going to be doing a lot more content around that in coming months because I am blown away at the appetite from you guys to follow. Follow that path. I get it. I wanted a lifestyle where I didn't have to manage people, I had full flexibility in my schedule. And my income could scale infinitely based on how many agents I was helping to sell a shitload of houses. That's what I wanted. And I've since built that it's still I believe it's still very, very small compared to what it can and should and will be, but the amount of
it's just been so, so rewarding to see other agents out sell me. I've never been someone that's claimed. I'm this big top producing agent. Like I've never I haven't sold 1000 houses. I don't want to
I want you guys to so I have agents on my team that sell more in a year than I did ever. And I love that. That actually that fires me up and they know it they don't mind
Because like, it's all just been a big synergistic relationship, it's awesome. So make sure that you find a leader. Hopefully that's possible at your brokerage. If not, you need to go somewhere else. Find a leader who has done the thing you want to do, or at the very, very least, knows where you want to go supports it understands it, and is willing to plug you in with the people and the resources to make it happen. That's a great broker, even if they haven't personally done it. If they're like, Oh, hey, I've never done that. But let me have you talk with so and so because they, they, they don't sell houses anymore, they built a business, they're out of production, but they're still selling 800 homes a year talk to this person, that's great, because they support you in that you have to have someone that supports you. Ideally, someone that's done it themselves, or can plug you directly in with someone who has. So you're going to have to audit your situation. This is where I said in the beginning, this could be uncomfortable, this could
lead to some bold steps that are very uncomfortable. When I left my brokerage five years ago, to go to my current one
and start building the business that I that I have today, which allows me to never sell houses, never talked to clients, I'm still connected with some deals like I kind of know what's going on I'm I still want to stay up to date. Because I'm interested, I want to stay fresh on the market and what's happening and technology and all of that, right. I don't want to be 100% removed, I want to be like 95% removed, which I am. But 132 homes got sold last month in my business. And I didn't know any of those clients. And I shared in a small piece of revenue out of the brokerages cut not it didn't cost our agents on the team any extra to to align with me and to be part of my group. I just got paid a small amount from the brokerage to, to facilitate this, and to support mentor train guide our agents. And it's me and a bunch of others, like it's not all on my shoulders, there's a there's a huge team.
A huge team above me even have my mentors that help out. It's so amazingly cool. But I couldn't do that at my old brokerage. So I saw it was possible here. It was only theory at the time five years ago. But I knew that at the end of the road, there was lifestyle, I saw that this could let me never have to miss family dinner again, this would allow me to never have to be on the phone with a client during date night. This would allow me to never miss one of my kids events, or games or recitals because I had showings or because I had to write offers or put out fires after a bad appraisal or some shit. I dealt with that for a period of time while I built what I have now. And that's what I help agents do on a regular basis. That's what I'm going to be helping you guys with, I'm going to be doing a lot more content around this because I believe when we start talking about exit strategies, this is what agents actually want entrepreneurial ones anyways, this is if you're still listening, this is what you want to one day, not need to sell houses anymore. See, that's the thing, if you want to if you still want to be involved in transactions, you still want to get in there and write some offers and show some houses and meet with clients. You absolutely can. There's nothing holding you back. But you don't have to. Because there's a business that's operating and selling a shitload of houses without you being involved in the day to day. That's pretty cool. And I'm here to tell you, every single one of you it is possible for you. But it starts with deciding what you want for a lifestyle, the income that would make that lifestyle possible, and then aligning with people who have done it are doing it know the roadmap can give you the blueprint and are financially aligned, financially incentivized to help you do it. That's what's super unique about my company, and with my team is with every single one of my agents. I get paid when they sell a bunch of houses. So you join our team, and we become business partners. i The only way that I get paid, the only way my business grows is if I help you sell a shitload of houses and to start building your own business. That's great. That's perfect. That's not possible in most places. So that's just kind of what I've built. Because based on what's important to me, I'll be totally transparent and honest here. I am leaving a crapload of money on the table by not having a traditional sales team like by not being the team leader and having buyer's agents and listing agents and having commission splits with them. I'm leaving a bunch of money on the table, no doubt. However, five years ago, I decided I want a certain lifestyle. And then I started to take steps towards that lifestyle to me Trumps income. They go hand in hand
Of course, but I put lifestyle first, which made me realize I don't want to manage agents, even if it's for a short period of time. I personally don't want to do it. Even though we have a bunch of agents and partnered with on the team who do run traditional teams, they are building traditional teams, and they're doing very well. And they're very lucrative. But I just did, I made those decisions, in accordance with the lifestyle that I wanted, I prioritize that over income. And that's why I made the decisions I've made. I'm very grateful for that. But to each their own. So you need to find you need to have a broker that understands this, that gets it that supports it, that sees the value in leverage and building an actual business. If they don't support that, you have to ask why. If your broker doesn't want you doing social media, ask why. Why wouldn't they want you to what could possibly be the negative there? Why is that? They don't want you to stop selling houses? Why? Usually the answer is something selfish, something very self serving for the broker, great brokers, with great brokerages with business models that allow for it, which is not most places, business models that allow for it, the broker says, you want to get out of sales fucky out, let me plug you in to this training this system with these people. And let's help you build it because that's awesome. Because it also benefits them. That's when you know you're in the right place. So I think you really need to ask yourself today, what is it that you want out of out of real estate? What is it that you want, if you one day want to stop selling houses? Great. I don't mean next week, okay? I don't mean next week, but one day, you want to get out of selling houses, say it out loud, write it down, commit to it, say this is the end goal, I want to have a business that sells a bunch of houses, I just don't want to have to do it myself. And then you put an income with it. Here's how much you want to make. Here's what that looks like, here's the lifestyle that you want that allow you to do this, and this and this. And this.