How Confidence and Authenticity Drive Real Estate Success with Jared James

In an industry where trust and personal connections matter a lot, projecting confidence and maintaining authenticity can set you apart from the competition.

In this episode, I'm joined by Jared James, a leading figure in real estate coaching with a wealth of experience and insights. Jared talks about his own career transition from a successful agent to a coaching guru and the real lessons he learned along the way.

We discuss the importance of investing in a solid database, and why ongoing coaching and community support are indispensable for continued growth. And, of course, we broach the subject of how being your true self can make a world of difference in your professional life. 

You won't want to miss Jared's actionable advice and real-world experiences. Tune in now to gain insights that can have a huge impact on your real estate career!

Specifically, this episode highlights the following themes:

• The importance of investing in databases and predictive analytics
• The ongoing need for coaching and community support
• Practical tips for quick listings and leveraging buyer leads

Links from this episode:

• Connect with Jared James: https://www.connectwithjared.com
• Register now for the 2024 Jared James Advance on Sept 19-20: jaredjamestoday.com/advance
• Learn more about Happy Grasshopper: https://www.happygrasshopper.com
• Get more support videos and documents: https://support.happygrasshopper.com
• Get pricing for Happy Grasshopper: https://happygrasshopper.com/pricing

Happy Grasshopper helps real estate agents and brokerages grow sales and recruitment. To schedule a call and learn how we can help you, visit https://happygrasshopper.com/tour

Happy Grasshopper utilizes best practices to deliver emails, text messages, voicemail drops, and handwritten notes in order to help real estate professionals succeed and convert more leads to closings by building relationships through conversation.

Chapters

• 0:00 Introduction
• 1:07 About Jared James
• 2:11 Importance of having valuable conversations in real estate
• 4:19 The reality of social media and purchased followers
• 6:07 Building a genuine following by being authentic
• 10:08 Confidence in real estate agents
• 13:35 Agents’ awareness of their needs for coaching
• 16:57 Levels of growth and changing needs in coaching
• 21:59 Addressing client misconceptions about real estate
• 23:39 Effective communication strategies in real estate
• 27:07 Creating clarity amid industry changes
• 30:02 Data-driven decision making in real estate marketing
• 35:07 Real-life experiences and the importance of community
• 41:02 Coaching as an ongoing process
• 46:11 Effective lead generation strategies
• 53:54 Connect with Jared James

Transcript

Jared James [00:00:00]:
One of the things you do for people is you provide, you know, an easier way or easier pathway to, well, how. What is the solution? What do I use to do that? You know, they rely on you. But underneath all of it, beyond any of that, none of that matters without confidence. You know, confidence comes from certainty. And so I think one of the major ways that we help people is that we are able to bring a certain amount of certainty and a certain amount of knowledge. But perspective and practice and certainty, and we know how this works. And then putting people into the track and seeing, yeah, that's how it works. They create more certainty, and repetition creates certainty.

Dan Stewart  [00:00:42]:
Hey, everybody, you're listening to What to Say Now. A podcast dedicated to helping real estate professionals do a better job communicating with the people they work with and serve. I'm Dan Stewart, and today my special guest is Mister Jared James Yahara. Yo, hummus. Wow.

Jared James [00:01:01]:
They have no idea what that means.

Dan Stewart  [00:01:02]:
Justin Timberpuddle. No, absolutely they don't. But, guys, you can tell, Jared is one of my closest friends. I love this man. We have been palling around in the real estate world for close to 15 years, which is just crazy to me that it's been that long. And if you don't know Jared, you should. He is one of the most influential real estate leaders today. He runs a coaching organization.

Dan Stewart  [00:01:30]:
And this September, I'm hoping you'll join us at the Jared James annual advance in Orlando, Florida.

Jared James [00:01:39]:
What are the dates on September 19 and 20th?

Dan Stewart  [00:01:41]:
The 19th and 20th. And people can just go to jaredjamestoday.com and learn about that. Okay, cool.

Jared James [00:01:47]:
Advanced.

Dan Stewart  [00:01:47]:
So there we go. That has now cashed the check here for this episode of the ipod.

Jared James [00:01:52]:
By the way, I am AI, so I can't lie. This is AI generated. This is not Jared. But I sound just like him. He does. Dan programmed me to be.

Dan Stewart  [00:02:02]:
He smells way better than the real Jared. That's the important part.

Jared James [00:02:06]:
Not even sure what that means.

Dan Stewart  [00:02:07]:
That's important.

Jared James [00:02:08]:
Yeah, I am not even sure what that means.

Dan Stewart  [00:02:11]:
All right, so on What to Say Now, what we're really trying to tackle are the conversations that people need to have. And your perspective as a coach, I think, makes you a potentially hugely valuable guest for our audience because, you know, you've interfaced with so many thousands and thousands and thousands of agents all around the world.

Jared James [00:02:32]:
Yeah.

Dan Stewart  [00:02:33]:
Like, how many followers do you have.

Jared James [00:02:35]:
On social today between God, probably. God. Tick tock. I don't know, 300,000? 350,000. Do you know what I say about that? Just to be clear, what I'm most proud of with that, and that's growing and growing every single day, is that not one is purchased. When you go and look at all of 99% of the people that you follow that have all of these tens and hundreds of thousands of followers and whatever guys, they're almost always purchased. Almost always. And there's so many ways to see how they are and whatever, but really, just look at somebody and be like, really? You have 80,000 followers.

Jared James [00:03:14]:
You're a local realtor. How is that possible?

Dan Stewart  [00:03:16]:
You know?

Jared James [00:03:17]:
But then you get into my space when you start talking about the coaches, the speakers, the whatever, and they feel like it's almost like a mega church pastor now. They feel like they have to have a big following or they're not worthy. And it's like, no, no, no. You have to be worthy of a big following. And if you don't have a big following, that means that you weren't, you know? And I see it all the time, and it's. It's just like, everybody who puts in their Instagram bio, they're a coach. Cause they couldn't sell a house, right? You know, it's like, we just. We live in a world right now of so much fraud and so much.

Jared James [00:03:45]:
Fake it till you make it. Like, that has been so built into everybody's head that they now have lost. They've blurred the line between truth and fiction, and it's like, no, no, no. Fake it till to make it doesn't mean that you buy followers, right? Fake it till you make it doesn't mean you put titles in your bio that aren't accurate. Fake it till you make it. That's not what that means. And so I think one of the things that I'm most proud of, and that still boggles my mind to this day, is every one of those is real. Like, they're all real.

Jared James [00:04:19]:
Like, I did a thing the other day. I was talking to an audience, and funny enough, I was in an arena, and I made a joke, and I said, you're the second biggest audience I've spoken to today. And the point was. And the point I try to drive home for people when it comes to social is like, you have this audience every day where it's like, at that point, I'd put up a video, I don't know, 2 hours ago or something, and it had 30 something thousand views, and I went, that's insane. Like, that more. That fills up Madison Square garden twice. And I'm excited about being here with you guys. And yet here's this.

Jared James [00:04:54]:
And when you take that on a local realtor level, sometimes people get so down because they listen to people like me and they're like, well, I'll never have that. And they're the local realtor who every video they get is getting 217 views or is getting 308, and they're like, share it. I don't get that many views.

Dan Stewart  [00:05:10]:
I worked out once. I probably won't ever need to work out again.

Jared James [00:05:13]:
No, but here's my point, though. We're not respecting the views. Like, social is so targeted that it's going to a specific audience. And so when you're a local realtor and you get 287 views, how much would you pay today to have a ballroom full of 287 people? Talk about your local real estate stuff. Your local whatever. How much is that worth to you? And when you put it in those terms, people are like, oh, my God. Yeah. Like, I would do that in a second.

Jared James [00:05:46]:
And I'm like, you have that every day for free, but you just don't take advantage of it.

Dan Stewart  [00:05:52]:
Okay, so for context here, right. And then we're gonna follow a little different program here.

Jared James [00:05:57]:
Go for it.

Dan Stewart  [00:05:57]:
Because I have a great deal of admiration and respect for the way that you've built this audience very organically. Right. You've said, look, I'm just gonna be me.

Jared James [00:06:07]:
Yeah.

Dan Stewart  [00:06:07]:
Right. You go live anywhere and everywhere.

Jared James [00:06:11]:
Yeah.

Dan Stewart  [00:06:11]:
You know, if you're, like, fresh out of the shower, you know, wherever it is. Yeah. He's never shy about that.

Jared James [00:06:19]:
Yeah. Yeah. That's never. Never where I really built my following. It's on the closed pages, Dan. It's my. What's it called? My. Not my foot.

Jared James [00:06:26]:
What's it called? The big paid thing now. Onlyfans.

Dan Stewart  [00:06:31]:
Oh, God.

Jared James [00:06:32]:
God. I don't have an onlyfans. I know most of you don't even know what that is, but, yeah.

Dan Stewart  [00:06:37]:
Thank you for being you, Jared James.

Jared James [00:06:38]:
Yeah. Yeah. There you go.

Dan Stewart  [00:06:40]:
All right, so I want to circle back, right? Because as it's funny, isn't it? I just described you a couple of minutes ago as sincerely one of the strongest leaders in real estate, and here you are, super comfortable, making jokes about onlyfans. Like, one of the points of leadership, I think, is really being comfortable and in connection with who you actually are.

Jared James [00:07:04]:
Yeah.

Dan Stewart  [00:07:04]:
No one wants the plastic, artificial, blah, blah, blah. Right. They want the real, authentic experience of who each of us are.

Jared James [00:07:13]:
Dan, if I have to fake who I am to get your approval or.

Dan Stewart  [00:07:16]:
To make it, you're not as good as the real Jared James.

Jared James [00:07:19]:
Well, here's my point, though. Like, if I can't get to the place that I think I belong in this world of words like authenticity and all these kind of things, if I can't get there authentically being me, right, well, then that's actually a great thing, because I don't belong there. So rather than spend the next five years trying to be something that I'm actually not, I'm better off finding out now, what am I great at? It wasn't that. So let me pivot and go somewhere else. There's that great Chris rock routine, which today's world hates, but it's just the truth. And he's like, we need more bullies. And everybody's like, what? You know, like, what do you mean we need more bullies? He's like, I'm a comedian because I found out I suck at football. You know? He's like, I go in.

Jared James [00:08:08]:
Nowadays, you go in, everybody's great. Everybody's got a trophy. Everybody's this, everybody's. I found out I sucked, and they made fun of me and told me I was terrible and I was discoordinated. I was, you know. You know, whatever. Now I'm a comedian. I never would have done this in today's world because they would have told me I was great at everything I did.

Jared James [00:08:23]:
Right?

Dan Stewart  [00:08:23]:
Yeah.

Jared James [00:08:24]:
And so one of the great things that comes from being authentic, everybody follows the path of, well, it's great because that's why you make it. No, no, no. One of the great things that comes from being authentic is you don't make it, and you figure out which direction you actually should be going in that more naturally fits who you are. And so when my career took off, when I just started being me everywhere I was, do you know how freeing it was to not have to be stopped in the airport or be at my kids soccer game or be in the office or be whatever, and go, which one? Which one? Which. 01:00 a.m. i right now. And just know that I got here without having to play Halloween. I got here being 100% the actual definition of authentic.

Jared James [00:09:07]:
And it's so freeing to know that whether that mic is on, whether you and I are hanging out, having beers.

Dan Stewart  [00:09:14]:
Later, it's the same.

Jared James [00:09:14]:
Whether it's the same guy. Like, that's. There's something so freeing about that.

Dan Stewart  [00:09:19]:
Yeah, it's a lot easier. I mean, it can be scary for some people, right? Cause a lot of people live lives where they've been made to feel like they're not enough. And so being authentic with themselves. They're just afraid they're not gonna measure up. Right.

Jared James [00:09:35]:
Some things you don't, though, that's okay.

Dan Stewart  [00:09:37]:
Right, right. And here's the beauty. Right. There are people who can help you with that. Some of them are called coaches. Right? Like, so let's think about all of these agents, these brands, these teams that have come to you and rely on you to help them achieve whatever goals it is they set out for themselves. I'd be really curious, where is it internally? Do you think most agents feel like they're lacking something that they need support with?

Jared James [00:10:08]:
So, confidence, I think we spend so much time talking about the tools. Like, yeah, you should use Happy Grasshopper. Right? Brokerage. You should use first up. Yeah, you need, you know, like, when we go into all that stuff, people.

Dan Stewart  [00:10:21]:
Coming to you for selection of tools, though, that's not why they're coming to you.

Jared James [00:10:25]:
Well, believe it or not, though, believe it or not, that is a huge part of what we do, because I think that, you know, part is strategy. Right? So you. So you define a problem. You give the solution. But one of the. One of the things you do for people is you provide, you know, an easier way or easier pathway to, well, how. What is the solution? What do I use to do that? You know, they rely on you, because in a world that's so confusing and so, you know, it's like, jared, just help us. You're in that world.

Jared James [00:10:48]:
So if I talk about your database and using them, making the most, hey, guys, it's not about what's changed. We need to focus on the things that haven't changed, and we need to. Whatever. And your database is the thing that's there, always there. If you'd have worked your database, like we said the last five years, you wouldn't be worried about these changes right now. Well, then they go, well, how do I get more out of my database? Do you not want me to say, Happy Grasshopper? Do you want me to say, just. Just sit there in Himalaya five times and think about it, and maybe you. Or do you want me to say, Happy Grasshopper? So, yes, we do talk about those things, but underneath all of it, beyond any of that, none of that matters.

Jared James [00:11:25]:
Without confidence, none of that matters. Confidence comes from certainty. And so I think one of the major ways that we help people is that we are able to bring a certain amount of certainty and a certain amount of knowledge, but perspective and practice and certainty. And we know. We've been there, done that. We know how this works. And then putting people into the track and seeing. Yeah, that's how it works.

Jared James [00:11:50]:
And now they create more certainty, and repetition creates certainty. So one of the things that we really have to do for people is that we have to create for them before they can even go get it for themselves. Confidence, you know, confidence. Well, let's look at the flip side. We know that confidence is a weapon. It's a good thing. Like, we need it. It's a whatever.

Jared James [00:12:10]:
But what's the. What's the. What's the other side of that? It's having a lack of confidence. Well, how's that gonna go? You know, I'm a big believer when you talk about what to say and everything. I'm a big believer that we tell people what to object to. I was at an event once, and this lady with an accent that I am not gonna try to do, because no matter what accent I do, it ends up turning into asian or australian. It just naturally flows. And yet, my best accent is indian.

Jared James [00:12:41]:
Okay? So it's, you know, like, no matter what I do, this is where it goes. I'm just not good with accents. And she comes up to me and she says, jared, how do I get over my accent with my clients? You know, I'm not american. I came from wherever she came from. She goes, how do I get over it? And I looked at her and I said, you just answered your own question. You need to get over it. Nobody cares. I literally did not even think about that until you just said it.

Jared James [00:13:10]:
In fact, I actually thought it was a strength. I was like, what a beautiful accent.

Dan Stewart  [00:13:15]:
It's a differentiator, for sure. Right?

Jared James [00:13:17]:
And yet, in her mind, it was, you know, and so she lacked confidence. She wouldn't do the things we were asking her to do. She would not do videos. She would not do content. She would not network. She would not reach out. She would not talk to her database. She would not.

Jared James [00:13:30]:
Cause she had this one blockade. So we help people get over that.

Dan Stewart  [00:13:35]:
Do agents who are hiring you, choosing to work with your coaching organization, do they know that's what they're hiring? Do they know that's an area they need help? Or is it. It's something you see in them that, you know is like a first domino. You've got to help with that, or everything else you can help with isn't really going to land as well.

Jared James [00:13:53]:
Yeah, that's a. That's a blanket. And what I mean by that is every agent's different. Every team is different. You know, we do team coaching. We do brokerage. Why we do whatever. Everybody's at different levels.

Jared James [00:14:03]:
You know, when we go work with the number one team in the country, their issue is not confidence.

Dan Stewart  [00:14:07]:
Right.

Jared James [00:14:08]:
You understand what I'm saying? Usually their issue is organization. There is. Their issue is, you know, so part of the process for us, one of the greatest things I did was doing what I was teaching others to do. And let me explain to you the number of messages I get from people. You know, Jared, I want to join your coaching. You know, I need to find better structure. I need to grow my team. I need to.

Jared James [00:14:31]:
But I only want to talk to you. I need to talk to you to find out who I should be. I need to talk to you. And I always think to myself, how do you trust me as the leader? How would you trust me to tell you how to create better structure, how to delegate, how to, when I won't even do it for myself? And all you have to do is send me a direct message, and I'll jump on a call with you. How does that make any sense? And so one of the best things we ever did was we hired a full time director of coaching, and you got your salespeople and you got whatever. And the first step is really that discovery call. Not just discovery for you, but discovery for us. Are you a good fit for us? We have no problem saying no to somebody.

Jared James [00:15:12]:
We're at the point now where I. I don't want bad testimonials, because if something goes bad, because you're not coaching.

Dan Stewart  [00:15:19]:
You used to want bad testimonials.

Jared James [00:15:21]:
No, but I just wanted to collect the credit card until that time came, you know? Like, because you're just. You just need money. You just need to. You need to make it as a company, you know? And now you realize that at a certain point, even though they're coaching with one of your coaches, if they're not coachable and they don't listen, right? They don't go online and say, dan from Jared James Enterprises really sucks. Whatever. You know what they say? Jared James sucks. And I'm like, I gotta go look it up. Who are you? What do you mean, Jared James sucks? Like what? Like.

Jared James [00:15:50]:
But that's how it works. And so part of that is just discovery, seeing. Can we help you? So we're gonna figure out where you need help, you know? Cause it. And it goes along different phases. Right. But then can we help you? And if we can, okay, we're gonna diagnose that. We're gonna start helping in those areas. But I think one of the things that people don't understand about real estate.

Jared James [00:16:09]:
Coaching is people think when you sign up for a coach, that that's your coach for the next ten years.

Dan Stewart  [00:16:14]:
Right.

Jared James [00:16:14]:
And I don't agree with that. We have. We have one guy who was on the stage last year. He was on his fifth. Jared James coach.

Dan Stewart  [00:16:21]:
Wow.

Jared James [00:16:21]:
I freaking love that. Because he had gone from here to here, and he had got everything he needed from that person. He respected them and he needed them. But if he continued on with them, he then would have moved into a. I had a bad experience with Jared James coaching when it wasn't the experience. He needed a different thing. Now he had mastered that. Now he needed to work on the structure.

Jared James [00:16:41]:
Now he needed to. And there's all these different levels that occur, right? So our job is to really diagnose that, figure out where you are and put you in the right place and fill you in to say, okay, where are you in this? And how do we plug you in correctly? And then we go from there.

Dan Stewart  [00:16:57]:
All right, so we've talked about confidence being something that is kind of the blanket, like, and then you go deeper and you find out what each specific client needs and then match them with the right person in your organization to help them achieve it. Right.

Jared James [00:17:10]:
Can I make a comment about that? Because I think it's a really important point. There is a big difference between confidence and arrogance. Okay. And, you know, if you were driving down the highway, the difference is one exit. So? So some people are calling themselves confident, but they missed the exit. They just took a right turn off to arrogance. And the way that comes off to clients is completely different. Okay? So we have to understand, as an industry and as professionals and as salespeople, yes, we need to be confident.

Jared James [00:17:46]:
Yes. We need to be confident what we're saying and doing. Yes. We need to have clarity. Yes, we need to have certainty. But if you miss the exit and go into arrogance, no one wants to work with you. There is a huge difference between the two, and the difference is one exit. It's that close.

Dan Stewart  [00:18:02]:
Okay. So I'm thinking about the perspective of an agent who's first got to make a recognition. I'm not exactly where I want to be. Right. I'd like to be somewhere else. I'm not exactly sure how to get there. All of that is kind of owning the fact that they know they have to look outside themselves to get to the place that they'd like to go. And here on what to say.

Dan Stewart  [00:18:27]:
Now, we're always focusing on the conversation. So there's a coaching conversation that happens in a one on one. There's a group conversation that anyone can listen to, but it's kind of a one way. Right. And then there are the conversations that your coaching clients have with the people that they serve.

Jared James [00:18:45]:
Right.

Dan Stewart  [00:18:45]:
Right. So I'd like to focus there for a moment.

Jared James [00:18:48]:
Okay.

Dan Stewart  [00:18:49]:
How well prepared do you think agents are to discuss the things that are happening now as this is being recorded?

Jared James [00:18:57]:
Who? You know, my head goes to a couple places. I think part of the reason my content is so popular right now is. Cause they're not prepared. Now, I'm sorry, but that's just the truth. When you don't need something, it doesn't get that much attention. Do you understand what I'm saying? Um. When I'm starving and you put buffalo wings in front of me, they're gone. When I'm full and you put buffalo wings in front of me, they're taking up space on the table.

Jared James [00:19:37]:
So I think part of the reason why people are eating up my content right now is because they're starving.

Dan Stewart  [00:19:43]:
Yeah.

Jared James [00:19:44]:
And they're hearing so much misinformation, and they feel like they're operating in an industry that is not standing up for them, that has no backbone, that they have to just sit there and take it, even though they know it's wrong. They have to sit there and listen to the DOJ tell them all of these things about their business, when they operate in the business every day, and they're going, are you stupid? That's not how our industry works. You know, compensation being listed doesn't mean we're going to steer someone like, you know, it's 2024. That's not how this works. So I think we're on the road to educate, and I'm doing everything I can to help in that path, whether it's with our students, whether it's in 60 to 92nd reels that we put out, that are just quick things that you need to know, like what to do, what to say, you know? Like, for example, here's a great example of what I'm talking about. We can't overthink these things. Sometimes we get so in our head, you know, sometimes we're. Sometimes we're in an effort to show people how much we know.

Jared James [00:20:54]:
We end up making them say no. Okay, because we over talk it or we overthink it or we overanalyze it. And you have to remember that consumers don't live in our world. They're not in our bubble. They don't know everything we know. They're not listening to Jared James every day on what's happening. I'd love to think they are, but they're not. Okay? And so when you start to look at, you sit down at a table and the seller says something like, heard, I don't have to pay the buyer anymore.

Jared James [00:21:29]:
I heard, you know, whatever, right? Because they saw a misleading headline on Good Morning America that was really just clickbait. There was no truth found in it. There was no anything. Sometimes there's a jump from an agent to go into the script. They heard from their Jared James coaching when. This is why I've always said that I don't believe in being scripted. I believe it's a buffet. You gotta understand when it's a time for an appetizer, you gotta understand when it's the time for the dinner.

Jared James [00:21:59]:
You gotta understand, you know, that apple juice doesn't go in your cereal. It's all food. But you gotta know when it's the right time for what? And for that particular person, what I think is underrated, that we're not doing enough, is just the simple stuff of saying, what did you hear? Because where most people are at, we're in an election season. And I think you and I were talking yesterday, and you saw just how little interest I have. I just. I'm over it. I don't care. Like, I'm just.

Jared James [00:22:30]:
I'm moving forward my life. I'm over the charades, focused on what you can control. I just don't care what you're trying to. It cracks me up when I see people comment in my stuff, like, thinking, like, they're. Like, he's just saying about. And you show. It shows me how political they are. I'm not thinking about the candidates.

Jared James [00:22:45]:
I'm not. I'm literally. But if you talk to someone right now, uh, the average person, about whatever it is, Trump being this one, doing whatever, and then you actually got into a real con. So what do you mean? What. What happened? What actually happened? What? They just go, well, you know, and they say, another headline, and they say. And they don't know. That same mentality. When you start talking about our industry right now pervades.

Jared James [00:23:13]:
People want to be experts in things that they're no more than headline readers of. And so they'll say, I heard. I don't have to wait. Well, I saw that you go, oh, my God. Tell me, what did you hear? And then you just shut up and let them. I don't know. I kind of like, yeah, and now you know what? You're dealing with. And now, you know, what portion of the buffet to go to because they've told you it's dessert time.

Dan Stewart  [00:23:39]:
I love that you bring that up. This is a key point that Jared's just made here, right? You may have an absolute sense of what you want to communicate, but until you get them to ask you for that, yes. The chances are you're going to say the wrong thing.

Jared James [00:23:55]:
Yeah. Pull the string on your back.

Dan Stewart  [00:23:57]:
Yeah. Gosh. That's right. You know, you know, here's a three bedroom, two bath pool home. It's 2100 square feet. And blah, blah, blah, blah.

Jared James [00:24:03]:
People said, like, what do we say when they say, you know, I heard that, you know, we don't have to pay out, whatever. So I have this great response, right? And it's, you know, we tell people, hey, did you hear that now? Or five years ago? Because it was true in both senses, you know, but here's the truth. If you do that and we go through the whole thing about, about demand and exposure and how that limits price and how we do the whole thing, and that's an awesome script and it got almost a million views online and they love it and it's awesome. But listen to me, please, okay? There is not a string on your back. You're not a puppet. It doesn't mean that you just take that thing and, you know, pull it and go. You don't bring a steak knife to a toast and butter meeting. You know, that's not necessary right now.

Jared James [00:24:49]:
You don't need to do that yet. You're pulling out the wrong equipment right now, you know, and so the best way to know what equipment you need, the best way to know what part of the buffet you're at is almost like a great podcast host. Just be curious. Don't be so defensive.

Dan Stewart  [00:25:05]:
You know, how simple is that, right? I think we, anybody who watched Ted Lasso learned that it pays to be a goldfish, right? And to be curious, like, you gotta just move on at some point. But everyone loves to really talk about themselves.

Jared James [00:25:21]:
Yeah.

Dan Stewart  [00:25:22]:
And so many sales professionals make this mistake of they can't stop themselves talking, right? The whole two ears, one mouth thing. And I think in a lot of real estate transactions, a consumer is looking to you, the real estate professional, much the way that the real estate professional is looking to you, Jared, as the coach. Yeah, right. There's, there's some desired outcome that we're not certain how to achieve on our own. So we're looking to an outside resource to bridge that gap.

Jared James [00:25:55]:
Yeah.

Dan Stewart  [00:25:55]:
Right.

Jared James [00:25:55]:
To bring certain.

Dan Stewart  [00:25:56]:
And there's you to bring certainty. Yes. This is a really great point, because one of the driving human needs is certainty.

Jared James [00:26:03]:
Yes.

Dan Stewart  [00:26:04]:
We have to have a sense of certainty. So variety, we click the switch on the wall. Right? We need to see the lights go on. We need to know how things work. And as a service provider, part of what we need to deliver is that sense of certainty. Yeah, right. That's important.

Jared James [00:26:19]:
You know what? You know what's funny about that, though? I had a conversation yesterday with one of our big brokerage clients, and they were like, I won't even say gender, but they were just like, at what point? They're like, we need our agents. They watch you. They listen to you. We need clarity. On which way do we go now? What are our steps? What are our. And it's this really interesting thing, because I just said to this person, I said, you know, I'm on the way there. The problem is there's so much dust in the air right now, and I'm not the flipper that controls it. These outside forces keep on just cranking more dust every time you think you're about to have clarity.

Jared James [00:27:07]:
Right, right. You know what's going to happen then? The NAR settlement happens, and you're like, oh, my God, is this going to get approved? Is it not going to approve? Okay, what does it mean? What are all these things? Okay, it looks like it's going to happen. Then the DOJ comes out and goes, I don't think that went far enough. I think we actually need more. And it's like, well, wait a second. So these aren't going to be the things. They're going to override it. They're going to, you know, the DOJ had a deal with Nar that they just reneged on.

Jared James [00:27:28]:
They came back and went, you know what? On second thought, I don't think so. I think we're going to. And so now you've got, oh, so wait. As an industry, we can't trust when we make a deal with you, like, what's going on here? And so all these people, it's so tough when. When all these people want clarity and they're looking to you for clarity, and you're going, guys, I don't control these flippers in the sand that are just going like this every day. It seems like there's something new. And so I'm trying to take it all and create the amount of clarity around what we can control and say, hey, regardless of what these other forces are, regardless if they change this they change that. Whatever.

Jared James [00:28:04]:
Here's what we know.

Dan Stewart  [00:28:05]:
Right.

Jared James [00:28:06]:
So let's. Let's just. Blinders. And while also not being dumb to what's happening. Cause you gotta be able to discuss it. Sure. But we need to. We need to start moving forward.

Dan Stewart  [00:28:14]:
Yeah. You know, so things, you can control it and certain, like, overriding realities here. Like, I know it's easy to get wrapped up in this uncertainty, like what's going to happen. No one ever knows the answer to those things.

Jared James [00:28:29]:
Right.

Dan Stewart  [00:28:30]:
And yet we know for sure. It's an undeniable fact that if you're alive, you have to live somewhere.

Jared James [00:28:37]:
Yeah.

Dan Stewart  [00:28:38]:
Right.

Jared James [00:28:38]:
Yeah.

Dan Stewart  [00:28:38]:
And. And if you're alive, you know, people who have to live somewhere.

Jared James [00:28:43]:
Yeah.

Dan Stewart  [00:28:43]:
Right. So you have this totally vast, untapped market of people who all have to live somewhere all the time. It's not a question of, you know, can I force someone to sell their house because I want a transaction? Can I force someone to buy a house because I want a commission? That's never the case.

Jared James [00:29:02]:
No.

Dan Stewart  [00:29:03]:
It's always maintaining that relationship so that when they decide being an option, when they, like, when they decide on their own merit, that it's time to make a move in their life, whether it's buying, selling, investing, whatever it might be, that you're the person they're really thinking of.

Jared James [00:29:20]:
Visibility. What I say all the time, visibility trumps ability. Your job is to be there when they make the choice. You're not going to talk them into doing it. And one of the things we've missed here is, you know, last month, there was data that came out that nobody paid attention to because they were so focused on the other hand. Everything going wrong. Everything. What's going on? What's the changes? What's this? We had a week where all of a sudden we had more listings put on the market, and we had more buyer contracts signed than in any week in all of 2023.

Jared James [00:29:48]:
In other words, the best week we've seen in over a year. Did you read it anywhere? Did you see it anywhere? Did you? Of course you didn't, because that's not the hand we want you to focus on right now. And so whenever. Whenever you see a market like this, it's like, look at the amount of money that was made during COVID when everybody was freaking out. The amount of money that changed hands. Right? So you have to learn to start to understand that opportunity is opportunity because everybody doesn't recognize it. And so you can't just go in the way of where everybody's going. You got to learn to stop and go, wait a second now.

Jared James [00:30:24]:
And so while everyone was focusing on all of this fear and all of this scarcity and all of this, what's going to happen and what's going to whatever the best week of real estate in over a year occurred and nobody knew it within the real estate industry. So that's an opportunity.

Dan Stewart  [00:30:40]:
It definitely is.

Jared James [00:30:41]:
It's like while you're freaking out, I'm going to go over here and go about my business.

Dan Stewart  [00:30:45]:
I'm trying to remember the quote from Warren Buffett's business partner. Do you know this quote?

Jared James [00:30:50]:
Which one? About the tide going out.

Dan Stewart  [00:30:52]:
It's like the stock market is designed to separate impatient people from their money.

Jared James [00:30:58]:
Yeah. Yeah.

Dan Stewart  [00:30:59]:
I mean, I love that quote. I hope I got it right.

Jared James [00:31:02]:
Yeah.

Dan Stewart  [00:31:03]:
And yet, you know, it's just so interesting.

Jared James [00:31:05]:
The point is, by the way.

Dan Stewart  [00:31:07]:
Yeah, well, like, I'm going to talk about my business for a moment, right. Because when agents can stick their finger in a wind, just stick their finger in the wind and come back with transactions, they're not thinking about their database.

Jared James [00:31:20]:
Yeah.

Dan Stewart  [00:31:20]:
Right.

Jared James [00:31:21]:
Yeah.

Dan Stewart  [00:31:21]:
And then when things were tracked and they're like, where am I going to get my next transaction from? That's when it's like, oh, my God, now that I have to run a marathon, I guess I should have been, like, working out and eating right the whole time, you know?

Jared James [00:31:34]:
Yeah.

Dan Stewart  [00:31:34]:
So our business has always been countercyclical. And, you know, we're constantly saying, hey, you've got to eat right and exercise no matter what. Right. No matter what. Not just for beach season. Like, if you want to have a great life, this is something you really have to do. And so when I think about the many people that I've met through our association, all these people that are in Jared James coaching that are also members of Happy Grasshopper, I think about the constancy, the through line. They didn't join coaching, get coached and then stop.

Dan Stewart  [00:32:11]:
They stay involved. They might move from coach to coach to coach, like you mentioned earlier. Right. But they are still committed to being a better version of themselves in the future than they've ever been in the past.

Jared James [00:32:23]:
Yeah.

Dan Stewart  [00:32:24]:
Right. And here's a core belief.

Jared James [00:32:27]:
Yeah.

Dan Stewart  [00:32:28]:
Every year that a person is in real estate, it should be easier than the last year they were in real estate. Should be like. It absolutely should be. Because there's this growing pool of people who now know who you are, right. Who should absolutely be willing to make referrals to you. And yet, that is the thing. When, when I talk to an agent who's, like, hyper experienced, 20 plus years in the industry, he's closed, you know, ridiculous numbers of transactions, and they're struggling for business. It's just like, as a doctor, you go, oh, I can tell that your leg is broken.

Dan Stewart  [00:33:06]:
Right. In that scenario, you know for sure they didn't invest in their database like they should have.

Jared James [00:33:11]:
Yeah.

Dan Stewart  [00:33:12]:
Right? So let's pull this back.

Jared James [00:33:13]:
You know, one of my favorite, real quickly there, we're brand agnostic. We work with all brands and everything. But I will say one of my favorite features I've ever seen on a tool is re Max owns a company called First IO, and which they shut down. They shut down.

Dan Stewart  [00:33:32]:
I did not know that first IO was shut down. And yeah, it's a predictive analytics.

Jared James [00:33:37]:
I had no idea. But here was my favorite feature about that. It would not only be telling you who you should probably be talking to, it told you who went and bought and sold in your database and didn't use you and what the number was you lost. And I'm like, now that's a motivator. You know what I mean? Like, wait a second. They were right under my nose, and I lost 16 transactions last year that were worth $256,000. Cause I was out chasing this and doing that and whatever, and it was like, oh, my God. Yeah.

Dan Stewart  [00:34:09]:
Well, so I'm an advisor for a company called revaluate. It's a predictive analytics company similar to what first was. They have this feature where they actually grade your database.

Jared James [00:34:21]:
Interesting.

Dan Stewart  [00:34:21]:
So anybody listening, you can go to revaluate.com, and you can upload your contacts, and they will give you a database score, which is so cool. And part of that score is. Part of what it does is it shows you the transactions you should have had for us. Hopefully, this isn't something that anyone's going to experience today, but it happens way too often. A well meaning, hardworking, talented, dedicated real estate professional drives home, and they're in their own neighborhood. It's like, ugh. But about to let the stress of the day go. I can't wait to be home with my family.

Dan Stewart  [00:35:07]:
And then there is. They're passing a house that they pass every single day is someone else's real estate sign. It's like, oh, it's that spear in the chest moment that has. That's the moment of pain that someone goes, I'm never going to let that happen again.

Jared James [00:35:24]:
Right? And then they get hairspray in a.

Dan Stewart  [00:35:29]:
What happens, like, throughout life, you know, there's a moment where you go, okay, I need to make a change, like, whatever it is. And that moment. For someone in coaching, they're not satisfied with the results they're getting. They've consumed some content. They feel a sense of trust. They know that you're a consistent voice, and then you pull them in and you actually help them. What I've been really impressed about is the number of people that I met at that first advance ten years ago that I'm going to be hugging and high fiving. And that's the 10th advance.

Jared James [00:36:01]:
It's one of my favorite things.

Dan Stewart  [00:36:03]:
I mean, that is really an amazing thing, right?

Jared James [00:36:06]:
It is.

Dan Stewart  [00:36:07]:
So I I'm going to ask you a question. Do you think coaching can ever be finished? Uh, is there a point when you go, congratulations, coaching client, you don't need us anymore?

Jared James [00:36:22]:
I I think that that's the misnomer people have is they're like, because you sign a one year contract, they're like, oh, coaching's up.

Dan Stewart  [00:36:29]:
Yep, I did it.

Jared James [00:36:30]:
The most common thing we have is people come back and then they come back like, guys, you're not ready for the summer because you worked out last year. Okay, coaching. And this is, it's such a great question because coaching has levels of growth and levels of different periods of time when you need different things. But you have to think of it like a person who goes to the gym and needs to lose 50 pounds. They don't lose it and then stop. Now, there's a period of maintenance that occurs in order to stay at your best self. Right. And your business gets to a point where, okay, we got rid of it.

Jared James [00:37:04]:
We've finally taken care of the database. We got rid of this crap. We're not wasting time over here. We didn't stop wasting money over here. We're putting it in the right place. We're now documenting our numbers. We track, we know we did whatever. And now there's a maintenance that occurs that keeps you at that level.

Jared James [00:37:17]:
Getting there is not enough. You know, you don't pay your mortgage on last year's success.

Dan Stewart  [00:37:23]:
Right?

Jared James [00:37:23]:
Like, there is, there is. You have to understand where you are. And that's part of us figuring out where people are is like, okay, where are they in this process? Where are we trying to get to? And then there's a maintenance component to keep you there, which is completely different than the climb to get there. No different than, like I said, when you are overweight and you're like, I need to. There is a program that gets you there that's a lot different than when you actually get there. The workout's different. The food is different. All of it's different.

Jared James [00:37:51]:
Your business is no different. So the answer to the question is no. Coaching never ends. How it looks like can change. What it looks like can change, but no, coaching doesn't end. You know, when the. When the bulls were on their three peat, they didn't, after two times, go, no coach needed.

Dan Stewart  [00:38:06]:
Right. Yeah, we don't. I guess, you know, we want.

Jared James [00:38:08]:
We've got this.

Dan Stewart  [00:38:09]:
We don't need to.

Jared James [00:38:09]:
We've got this now. Like, this is. This is. These guys know what they're doing now. No. The job became harder because they had been there before, and now. Now there was an entitlement. There was a.

Jared James [00:38:21]:
Well, this is just going to happen now. No, no, no. It happens day by day. It happens brick by brick. It happens, you know, like, so, no, it doesn't end. Just what it looks like changes.

Dan Stewart  [00:38:31]:
I think there's an amplifier here, too, that often goes unnoticed. Right. It's. It's one thing if I say I'm not satisfied with some aspect of my life and I hire a coach to work on that, if I'm just one on one with that coach, and that's it. Yeah, it might work. Right. I might keep it up for a little while.

Jared James [00:38:48]:
Right.

Dan Stewart  [00:38:48]:
It's. It's hundreds of times more powerful when I become a member of a community that's all working to create that thing. And I think that's what I hear from your members every time I'm at the advance, you know, like, Paco comes to mind.

Jared James [00:39:03]:
Right.

Dan Stewart  [00:39:03]:
I mean, all the growth that I've seen in people within your. It's just amazing.

Jared James [00:39:10]:
Yeah. He's one of our coaches now, too. You know, like, they remain students, but he's one of our coaches now, too. It's the same. Yeah, man, it's. I love that you talk about the community, you know, because we're doing even more now. I've got some stuff that I want to release soon to even create more community on an ongoing basis that I think is available to us. But there is something about that, man.

Jared James [00:39:28]:
Like, there's, you know, the value even look at the community of our coaches. Like, I love what Max, one of our coaches, said. He's like, I don't care what I get paid for being a coach. He's like, this community of coaches, being around them, having that network, he's like, this is well worth it. Like, this is, you know, so you have to look at everything altogether.

Dan Stewart  [00:39:47]:
So I think this is really about environment.

Jared James [00:39:49]:
Yeah.

Dan Stewart  [00:39:50]:
Because, you know, you. You can have all the right ingredients, but if they're not in the right environment, it's just not gonna assemble into what it could be.

Jared James [00:39:58]:
Yeah. You gotta pick the room. You're gonna hang it.

Dan Stewart  [00:39:59]:
You gotta. You gotta have that. You gotta have this. Like, we were talking about tribes earlier.

Jared James [00:40:04]:
Yeah, right.

Dan Stewart  [00:40:05]:
You know, you. You have that sense of what you hope to accomplish.

Jared James [00:40:09]:
Yeah.

Dan Stewart  [00:40:10]:
Right. But what's the saying? If you want to go far, oh.

Jared James [00:40:14]:
They go to, if you want to go fast, go along, go alone. If you want to go far, go together.

Dan Stewart  [00:40:18]:
Yeah.

Jared James [00:40:19]:
Yeah. And it's so true. We had that on the back of our shirts one year. On the back of our hoodies one year. And it's very true. You know, it's like we idolize people. Like, if you look at in our day, you grow up, and there was posters on the wall.

Dan Stewart  [00:40:32]:
Right.

Jared James [00:40:33]:
You know, yours would be of women on your wall. I would look at role models that.

Dan Stewart  [00:40:39]:
I wanted to be my wife and daughters on the wall. Oh, that's creepier, isn't it?

Jared James [00:40:44]:
That's weird for back. Yeah, but. But no, it would. When you think about it, though, we idolize these people, but the truth is, nobody gets anywhere significant alone. Any. Anybody that you idolize, there's no way they got to a point of somebody idolizing them worldwide alone. It's not possible. Well, you know, I.

Dan Stewart  [00:41:02]:
You know, as a person who has had a life experience where I, quite frankly, amazed that I am where I am.

Jared James [00:41:11]:
Yeah.

Dan Stewart  [00:41:12]:
How did this happen? And I know for sure I wouldn't be where I am without a lot of people who poured into me. Some of them are coaches that I retained. Like, we haven't talked about this in a little while, Jared, but, you know, I want everyone to know I'm not done yet, either.

Jared James [00:41:25]:
Oh, yeah.

Dan Stewart  [00:41:26]:
Right. I have coaches in my life. I have two active coaches that I work with on a regular basis.

Jared James [00:41:33]:
Wow.

Dan Stewart  [00:41:33]:
One is with a personal area of my life and others in business.

Jared James [00:41:36]:
Yeah.

Dan Stewart  [00:41:37]:
And I don't ever expect to not need a coach. Like, why would I not want to be under the guidance of someone who can help me achieve more than I ever have before?

Jared James [00:41:47]:
You can't see the picture when you're in the frame, you know? And, Dan, by the way, if you think you're surprised at where you are, we are shocked. I mean, we, you know, it doesn't make any sense to us.

Dan Stewart  [00:41:59]:
But.

Jared James [00:42:00]:
No, but think about it. Even something as simple as you and I have done podcasts. We did my podcast. We're doing your podcast right now, that's gonna go out to thousands and thousands of people. Right. If Tom doesn't show up to work today, it goes out to nobody.

Dan Stewart  [00:42:16]:
Right.

Jared James [00:42:16]:
You know?

Dan Stewart  [00:42:17]:
Yeah.

Jared James [00:42:17]:
And so it's. I mean, right. It's the truth.

Dan Stewart  [00:42:20]:
And so the people, the infrastructure, the technology that allows it to be disseminated. I mean, it just.

Jared James [00:42:25]:
That's it, man.

Dan Stewart  [00:42:26]:
We're all interwoven. We're so interdependent on one another.

Jared James [00:42:29]:
Everybody's valuable, and you. And as a leader, you have to think like that. And it's the truth, though. It's not just to say it like, the big. The big buzz word now is like, servant leadership. I serve you, you know, like, and whatever. But there is an actual mentality when you understand and you appreciate the people around you and what they mean to you and what you mean to them, obviously, but what they mean to you as well. And the synergy that occurs and that we all have different roles to play, and one is not more valid than the other, but we have to understand what piece we are on the chessboard, and we are most effective when we play our piece, not when we try to be a piece that we're not, you know? And when you start to view things like that and you start to have a real self awareness and you start to really understand, then you start making moves, and it feels right.

Dan Stewart  [00:43:12]:
Yeah.

Jared James [00:43:13]:
And it's, you know, well, so think about this, right?

Dan Stewart  [00:43:18]:
If you're listening to this, you might not know, like, real estate coaches are a dime a freaking dozen.

Jared James [00:43:22]:
All you gotta do is not be able to sell houses.

Dan Stewart  [00:43:24]:
Everybody can claim to be a real estate coach. And. And one of the things that I remember about the first time we really started getting to know each other was, you know, at the time, there was something on your website that was like, you know, I'm Jared James, and I'm a real estate coach. And unlike, you know, a lot of these other people, I've actually done it.

Jared James [00:43:42]:
Yeah. I've sat at the dining room table. I understand. There's the theory, and then there's the reality.

Dan Stewart  [00:43:47]:
Right? Yeah. And so you were a successful agent.

Jared James [00:43:50]:
Very.

Dan Stewart  [00:43:50]:
Right. You succeeded at a high level as an agent, and then you said, you know what? I'm going to start a completely different business. And, you know, here we are, all these years in. Right, the 10th advance, for God's sakes.

Jared James [00:44:03]:
Crazy, man.

Dan Stewart  [00:44:04]:
So here's a question I'd like you to think about. Let's imagine that for whatever reason, you had to start over.

Jared James [00:44:11]:
Yeah.

Dan Stewart  [00:44:11]:
And you didn't have 300,000 people following you on social. Right. And you didn't have anything but your experience and what you've learned along the way.

Jared James [00:44:19]:
Yeah.

Dan Stewart  [00:44:20]:
Like, do you think you could be highly successful a lot more quickly?

Jared James [00:44:23]:
Of course.

Dan Stewart  [00:44:24]:
Yeah, naturally.

Jared James [00:44:25]:
Of course. Well, here's a question. Could you do things to screw it up and make it take longer?

Dan Stewart  [00:44:31]:
Sure.

Jared James [00:44:32]:
Well, then, of course, you can do things to make it go quicker. Right? Like, it's. Yeah, absolutely.

Dan Stewart  [00:44:36]:
Like, well, so what would be the first three things you would do if you had to start over right now?

Jared James [00:44:42]:
I always love these questions. The first three, because then it's like, someone's gonna be like, wait, why didn't he mention this? Well, guys, first off, there's a lot of things, but if you were to put me on the spot and say, like, what are three things that I would tell people if they were starting right now?

Dan Stewart  [00:44:53]:
Um, no, what you would do. Jared James, your name is now something else.

Jared James [00:44:58]:
Yeah.

Dan Stewart  [00:44:59]:
You have no social following.

Jared James [00:45:00]:
Yep.

Dan Stewart  [00:45:01]:
You still have all of your experiences, your capabilities, your talents, your skills.

Jared James [00:45:05]:
Yeah.

Dan Stewart  [00:45:06]:
All of that still exists. Easy. What would you do to get back to where you are? Like, what are not necessarily three, but what are a few things that you think?

Jared James [00:45:15]:
So when you said it, I immediately had three pop into my head.

Dan Stewart  [00:45:18]:
Yeah.

Jared James [00:45:18]:
Okay. And you know what's funny is that you and I were talking earlier, and you said this in the car, and I was like, well, that's a podcast question. And you were like, we're going to bring it up. I forgot about it till just right now, I did not even think about it. So when you just sit there, I'm like, well, what are three? But three popped into my head. Okay. I'm a big believer that a big mistake that people make is they don't understand that our industry is boats over fishing. And what I mean by that is all the questions, everybody.

Jared James [00:45:46]:
It's just fishing. Creating business. Fishing, fishing, fishing, fishing. And the problem with that is that you're limited in what you can fish.

Dan Stewart  [00:45:52]:
Right?

Jared James [00:45:52]:
You're limited to how many you can fish. You're limited. You don't go shark fishing in a canoe. It just doesn't work. And so the first thing I would say is, it's boats overfishing. The first thing that I would do is I would get my infrastructure in place, so I would get my CRM set up. I would get my Happy Grasshopper set up. I would get my tc in place, transaction coordinator.

Jared James [00:46:11]:
I'd go call cleared and closed and get a tc. I would get my boat to a place that we are prepared to fish on the level that I'm expecting. That's the first thing I do now. On the same time, fishing is a part of it. You know, now that my boats there, I don't create, I don't create deals without throwing the line in the water. Okay. So, yeah, I would throw lines in the water and there's a lot of ways that I throw lines in the water. It's when you talk about, when you talk about lead creation, when you talk about visibility trumps ability, when you talk about marketing, it's.

Jared James [00:46:47]:
And not. Or people always say, would you do this? Or this? And I go, no.

Dan Stewart  [00:46:52]:
And is my favorite word, it's.

Jared James [00:46:53]:
And completely agree with that. Yeah. So obviously doing what I do and understanding what I understand, I'd be creating content like crazy. I would go into Google, I would search locally and I'd be like best agents in blank. And then I would see what happens. I'd go halfway down the page where it says people also searched, which is just Google telling you what their algorithm is going to return. I would look at those eight results and I would make videos with those exact titles so that I know I'm going to start showing up in people's feed when they're asking these things. Best way to sell in blank, go down.

Jared James [00:47:22]:
People also asked, you know, people also search. Those are my videos, those are my titles. Like, that is the greatest hack when it comes to like, you can do that with just about any engine.

Dan Stewart  [00:47:32]:
If you have good data, you can make good decisions, right? And they're giving you the data. This is what people want, so provide it.

Jared James [00:47:39]:
So I'd be creating content like crazy in the world. If you're talking about if I would be doing today, today I'd be doing open houses like crazy. Because in a world where now signed agreement is required in any kind of a touring situation, the only place that's not required is that open houses. So once buyers figure that out and they figure out, well, now there's a friction. No matter what, if I want to, and they're like, I don't want to sign anything, I just want to see a freaking house. I was just able to do that last week. You know what they're all going to do? Path of least resistance water herds. You know, where they take the, they take the dogs and they create this friction and make this cattle go together and go where they want them to go.

Jared James [00:48:17]:
Guess where they're all going to go? The cattle's going to open houses. Cause there's no friction. So I would be doing four open houses a weekend, right? Because the greatest way for me to actually learn my scripts, my dialogues, to learn the theory of what's happening in my business is to get in front of real clients, right? And so I go where they're gonna go.

Dan Stewart  [00:48:38]:
Sure.

Jared James [00:48:38]:
And I'd be doing those open houses, and I'd be doing circle prospecting. I'd be finding every listing in the area. It does not have to be my listing. We know within 30 days, when a listing comes up in an area, another one's coming up. So what am I doing in that area? Okay. I'd be walking the neighborhood with a publicly listed MLS sheet going, hey, your neighbor's property was just listed over at blank. Thought you might want more information you can't find online.

Dan Stewart  [00:48:59]:
All right?

Jared James [00:48:59]:
You can't find online. Wait a second. I thought I found everything online. Now we're having dialogue, as you would call it. Conversations. There we go. And I'd be doing two closes, right? I'd be like, hey, you know, nobody sells a neighborhood like the neighbors. I didn't know if there's anybody you want to get in here before everybody.

Jared James [00:49:11]:
Great. Also, by the way, your neighbor's property being listed may have changed the value of yours. Would you like to know how it may have changed? And I'm just. I'm going for the buyer. I'd be having those conversations all day, every day.

Dan Stewart  [00:49:22]:
Okay, so here's. Here's a question, Jared. Let's imagine the world is going to end unless you sign a listing agreement within 24 hours.

Jared James [00:49:30]:
Yeah.

Dan Stewart  [00:49:30]:
What are you doing? The Clark stock starts now.

Jared James [00:49:33]:
Well, first thing I'm doing is telling people to get off of the world, because that's a lot of pressure. So I'm at least warning my kids.

Dan Stewart  [00:49:40]:
No, seriously, what do you do to get that listing signed in 24 hours?

Jared James [00:49:43]:
Okay, so if I had to get a listing in 24 hours, the easiest way, in my mind, there's a couple of ways we can go with that, but the easiest, easiest way is always investors. Investors are the easiest, like, the quickest business. You got to remember that when I got into the business, I had to create business immediately, or I was in a lot of trouble. Okay, so easiest way as investors, I'd be. When you look at your local rios, your local real estate investors associations, those places, those are the easiest now because those only happen once a month. You said it has to happen within a day. Let's sidetrack the investor talk for a second, because that is a very important one. It's actually something we're going to start talking about more in the coming months as an organization.

Jared James [00:50:26]:
But exactly what I just said to you from the perspective of the circle prospecting numbers, look at the numbers. If tomorrow, seven listings come on in an area, uh, that means that if the average one has 50 houses around it, whatever that means, I have 350 opportunities, which means if 2% of those are going to list as a result of their neighbor listing, that means there's seven houses in those 350.

Dan Stewart  [00:50:53]:
There you go.

Jared James [00:50:54]:
I would go get rejected 343 times, and I'd walk away with seven listings. You know, it's just a time game. It's just a divorcing yourself from being rejected game. It's just a like that's available to people every day. You know, you look at, you look at, you know, Q from, from who was like, the number one or number two individual agent in the country, you know, it's all he did. That's it.

Dan Stewart  [00:51:22]:
Yeah.

Jared James [00:51:22]:
Whether it was calling those neighborhoods or where it was walking those neighborhoods, it was just circle prospecting, you know? So the quickest way to do that, first off, I would argue that's a lag measure, getting the listing. I would do enough of the lead that leads to that. Meaning you can't control result. You can only focus. You can only control, you have to sell the process.

Dan Stewart  [00:51:42]:
Just have to get the listing signed in 24 hours.

Jared James [00:51:45]:
But I'm just saying, like, that you can't control the result. You can only control the process you follow. But if you do enough of that process, you know what comes with it. Right? And so I would put myself in a position where that circle prospecting, all those new listings that came up, I would just be all over every one of those neighborhoods saying exactly what I just said to you.

Dan Stewart  [00:52:01]:
I like it. So feet on the street, knocking on doors like bam, bam, bam. Right.

Jared James [00:52:06]:
That'd be the quickest, easiest way. Whether it's doing that way, whether it's doing it on the phone, saying the exact same thing, whether it's putting out a video or an ad and targeting that, that city and saying it, whether it's whatever, it's going to be like.

Dan Stewart  [00:52:17]:
Multi channel, multi touch, outbound message.

Jared James [00:52:20]:
Here's one more thing for you. One more way for you. Every buyer you have is an opportunity for a seller. You know, so you have to look at what people want, what's valuable to them. So when you have buyers, that's valuable to a seller. So what I would be doing is I would take this little phone in front of me. I would take the needs and wants of every buyer I had. I'd shoot separate videos for every one of them.

Jared James [00:52:39]:
And I'd say, hey, everybody in the so and so, you know, whatever. I've got a buyer looking for a three to four bedroom, one to two bath, 1502 thousand square foot home in the so and so school district due to the low inventory but unable to find anything. But we're committed to getting it for them right away. Can you do me a favor? If you or anyone you know is even considering selling, could you please let me know right away? I may be able to sell their home without it ever even hitting the market. I would take that video from all my buyers separately. Put a big budget behind it.

Dan Stewart  [00:53:05]:
Yep.

Jared James [00:53:05]:
Put it in front of everybody in those areas and watch how many DM's, watch how many comments my mother's thinking of doing. My. Once you realize the power of that, you will never stop playing that slot machine because you're like, yeah, I spent $50, I got three listings. Yeah. Oh my God. I spent $200, I got, you know, sure. And that's called proactive. It's taking, every action in this industry deserves a reaction.

Jared James [00:53:30]:
So a buyer is a reaction to get more sellers, right. A new listing in the market, even whether yours or not, is a reaction to go get the next listing in the market. It's all, every action deserves reaction.

Dan Stewart  [00:53:42]:
Sure. People have to live somewhere.

Jared James [00:53:44]:
Yeah.

Dan Stewart  [00:53:45]:
Buyers need to sell.

Jared James [00:53:46]:
Yeah.

Dan Stewart  [00:53:47]:
Sellers need to buy.

Jared James [00:53:48]:
That's it.

Dan Stewart  [00:53:48]:
I mean, it just makes perfect sense.

Jared James [00:53:49]:
That's it, man.

Dan Stewart  [00:53:50]:
So, Jared, thank you very much for joining me today on what to say. Now, where can our audience follow up with you? What's the best way to get to you?

Jared James [00:53:58]:
Quick, close? We're just shutting it down. We're good. We're good. So yeah, I mean, simple guys, you got two places you can. Jared James today.com. very simple. If you type my name in, that's what you're going to see. And when it comes to social, connectwithjared.com is a simple way, guys, but you know, put out a ton of stuff just to help you guys.

Jared James [00:54:18]:
Ton of free stuff. Go check it out. Um, and Dan is the title sponsor at our advance in Orlando. So you want to come check it? Uh, check him out to September 19 and 20th in Orlando. Uh, that's Jared James today.com forward slash advance. And uh, it's going to be a good time. We're going to learn a lot at a time that we need it.

Dan Stewart  [00:54:37]:
Awesome. Thank you, JJ. Love you, buddy.

Jared James [00:54:40]:
My man.

Dan Stewart  [00:54:41]:
Are we doing that?

Jared James [00:54:42]:
Turkey, you're going to end with an awkward two white five right now.

Dan Stewart  [00:54:47]:
Okay, let's do it. Come on. One, two, three.

Jared James [00:54:48]:
What is this?

Dan Stewart  [00:54:49]:
Let's go.

Jared James [00:54:50]:
All right, there we go.