Honest Mistakes New Agents Make In Their First 5 Years

Most new agents don’t fail because they’re lazy. They fail because they don’t know what they don’t know.

In this episode, Mike & Rachael pull back the curtain on the 10 mistakes new agents make in their first 5 years—mistakes that crush momentum, kill consistency, and keep agents broke.

We’re not sugarcoating.
We’re not theory-talking.
We’re dropping raw, tactical truth from coaching hundreds of agents nationwide.

You’ll discover:

• Why “flexibility” is killing your career before it starts.
• The single fastest way to scale from 10 deals a year to 50+.
• The mindset shift that turns $25/hour grind into $500/hour leverage.
• How to lock in your schedule, dominate income-producing activities, and finally build a business that lasts.
• Why not staying in touch with past clients is financial suicide.

This isn’t motivational fluff. This is a wake-up call. If you’re in real estate and want to avoid the traps that take out 87% of agents, this episode is your survival guide.

Listen now, take notes, and get to work.

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Transcript

Okay, honest mistakes new agents make in their first five years. This is going to be a very

tactical podcast today. We're going to drop some serious knowledge on you guys just from things

that we've learned and also from coaching and mentoring lots of new agents in the industry through

real brokerage and through warrior agent coaching. Like we've interacted with literally hundreds

and hundreds and hundreds of new agents and we've kind of put together a list for you of mistakes

that we see new agents make that they don't necessarily make intentionally. No one's trying to

make these mistakes. They subconsciously and unintentionally make these mistakes because

they're unaware of what's really happening.

[1:13] Well, I think that there's a big disconnect between when people are getting into the industry,

what they think real estate looks like and feels like and is versus what it actually is to run a

successful business. So that's the disconnect where almost all these mistakes fall into.

[1:30] Yeah. So consider this maybe your wake up call and your reality check if you thought or came

into real estate with some assumptions that maybe you're finding out aren't necessarily true.

[1:39] Right.

[1:40] And these aren't hard and fast for everyone, but they are commonalities that we see across

the board with a lot of people. So the first one, we're going to just jump in and we have 10 of them

for you. So we've got a lot to drop. The first one is not treating real estate like a job. Let's talk about

that.

[1:55] Well, how many I have done hundreds of real estate agent, partner, you know, real estate

position interviews in the last 10 years. And, 99% of them want to get into the industry because of

the flexibility and they are not associating the flexibility of the job with consistency that's necessary.

So the whole treating it like a job thing, they're not thinking that they have to be in the office at a

certain time. They're not thinking they need to be consistently doing the phone calls at a certain

time. Like they're not treating it as if they're showing up to a job or showing up to a task every

single day as if you would in a nine-to-five job because of that flexibility.

[2:40] Yeah. And I think flexibility can be earned, but to expect it in your first five years is a really

unrealistic expectation. Once you're selling like 40, 50 homes a year, year after year after year,

meaning you got that consistency and you've got leverage, now you can be a little bit more free

with your schedule and your commitments and things like that. Like a lot of what we do. You know

what I mean?

[3:03] Yeah, exactly.

[3:04] We have certain things that must be done every day, but when they happen necessarily, it

doesn't really matter.

[3:08] Right. Exactly.

[3:09] But when you're starting, it really does matter. We're going to talk about that a lot more on

schedules and stuff in just a minute. But not treating like a job is definitely the most, like, biggest

mistake that I see.

[3:18] A hundred percent.

[3:19] So lock in your schedule, treat it like you're getting a paycheck because you are getting a

paycheck, right?

[3:25] Well, I think that's, people, like, are not associating it as job because you think you have the

flexibility, like, well, I don't need to be in there until 10. And I don't need to, I don't need to stay in

the office because there's nothing to do. Right. And that's like the big mindset shift that people need

to get into when they're coming into real estate, especially if they've been in a corporate setting, or

they've been in a nine to five, or they've been in a job where they're paid hourly, where every hour

they work is money coming in, right? Now they're coming into this position where, like it, we're not

paid like that. We're paid on the value that we bring in the amount of effort that we bring every

single day, right? And so by not treating it like a job, staying as consistent as you would be as if you

were getting paid hourly, but understanding you're not getting paid hourly and you're not even

getting paid until you actually start producing. But what can happen, of course, and the reason that

people get into real estate and the reason that people stay in real estate is because you can go

from working 40 to 60 hour work week as long as you're treating it like a job consistently, working

your way over years and years. And all of a sudden, you can now decrease that amount of time

that you're working in the business to 25 or 30 hours or 35 hours, but still be making $300, $400,

$500 an hour for your efforts during those times. So that's kind of something that a lot of people

don't talk about. And I talk about a lot in the interviews that I do and when I'm mentoring with

people.

[4:52] Like, get out of the mindset that you're just going to get paid your 25 or 30 or 50 or whatever

dollars per hour as you as if you would with a job you treat this like a job for long enough you're

going to get paid 10 times that per hour in this industry right.

[5:06] So it's an investment.

[5:07] Exactly number.

[5:08] Two directly connects to number one underestimating the value of consistency right.

[5:12] How do those connect.

[5:14] In your mind.

[5:14] Well i mean treating real estate like a job is being consistent it's showing up to the office or

showing up to your home office every single day. It's showing up to the tasks that need to be done.

The phone calls, the outreach, the marketing, the different things that need to be done every single

day and not letting emotion or not letting bad five minutes completely derail your day and take you

out of the line, the lane of alignment for where you need to be in your business.

[5:41] Right. Just like being focused and doing those repetitive kind of boring things every single

day, day after day, week after week, month after month, for year after freaking year. And that's

when you start to see some serious fruit, right?

[5:54] Yeah. The consistency side of real estate is the not sexy side, right? Like we've talked a little

about this before, but consistency in real estate is continuing to do the boring things that eventually

bring the results.

[6:10] Right. And one of our real partners, Corey Williams said a few weeks ago when he was on

the podcast, he said, you know, the ability to understand the way gratification is really important to

success in this business. I think consistency speaks to that.

[6:21] Yeah, 100% agree.

[6:22] Yeah, absolutely. Number three, not implementing an ideal weekly schedule, what we call

your IWS for short, and honing it in. So this also connects to consistency, right? This is all about

mapping out what a perfect week in real estate should look like, right? What do you do in the

morning? What do you do in the middle of the day? What do you do in the evening?

[6:42] Well, I think, you know, this ties back to that. idea of agents getting into the industry wanting

the flexibility. They don't want to have to think like they have to have a structured regimented

schedule anymore. They want flexibility. That's where they got into the industry, right? But it's very

counterintuitive because having a consistent schedule, having an ideal weekly schedule where

you're building in time blocks or building in windows of time throughout your week where you're

going to be hyper-focused on the different things you need to do will create the flexibility in your

business eventually that you're looking for.

[7:17] Yeah. And so some of the things that I recommend coach people on on the IWS, schedule

your gym time that should be on there. So you've got like your mindset in the right place. So your

whole morning routine is in there as well. Schedule your role play time. Schedule your lead

conversion time with un-mets. Schedule separate from that your lead conversion time with mets

and follow-ups and clients, right? Those are two very different things that we've about a couple of

different times. Have some time to work on the business, which we're going to talk about here in

just a minute. And then have your appointment time in the afternoon, right? I always quote people,

like, do not meet with clients in the mornings. Because if you do that, you now take away the

consistency of that lead conversion time that you were doing, right? And then all of a sudden, now

we stop doing what got us these pending deals and we start having very inconsistent income,

right?

[8:02] To this day, I still don't take appointments before noon.

[8:05] No, I don't either. It's just like a non-starter. It's just not an option.

[8:08] Yeah.

[8:08] That like blows most people's minds when I tell them that.

[8:10] It's like, what?

[8:11] What if you missed the deal? I'm like, then I missed the deal.

[8:13] That deal wasn't meant for me. Yeah, exactly.

[8:14] There's going to be another one right behind it.

[8:15] Well, and that's the thing. It's like, look, these are the times that I'm available. And 99% of the

time, if you give people two options for an appointment time, they're going to pick one of those. If

the day absolutely doesn't work, they absolutely have to do a morning. Well, that's what Saturdays

and Sundays are for.

[8:31] Right. I'll do a morning on Saturdays. Yeah. Like at 10 a.m. Like not an early morning, but I'll

do like a 10 a.m. or a noon appointment, which is morning-ish.

[8:38] Well, I actually only take morning appointments on Saturdays and Sundays. So I'll flip the

script during the week. I will take appointments only after typically like actually two o'clock would be

the first appointment that I would take depending on the client. On the weekends, I don't take

appointments after noon. It's 10 o'clock and 12 o'clock on my appointments on the weekends.

[8:55] Yeah, absolutely. So figure out your IWS. We've got a lot of content out there about this.

[9:01] How to build it.

[9:02] Yeah, how to do it.

[9:02] Yeah, exactly right.

[9:03] Um, number four, not defining who your ideal client is. People think that you should work with

everybody. Like I get asked sometimes like, Mike, do you do commercial? No, Mike, do you do

industrial? No, Mike, do you do multifamily? No, I don't do any of that shit. I know exactly what I do.

I represent people that are coachable, that are savvy, that are motivated, that are financially

capable, that are buying and selling single family residences.

[9:25] You're getting very passionate about this.

[9:27] It's because it's called focus, right?

[9:29] That's exactly right.

[9:30] I'm going to do one thing and I'm going to do it at a world-class level.

[9:33] Exactly.

[9:33] I'm not going to spread my focus amongst 15 different things.

[9:37] Exactly.

[9:37] It's one of the reasons I also don't deal with land unless it's one of my very few VIP developer

clients. Right. If I know I'm going to be listing all the houses on that property later on that land, then

I will put the time into the land. But I generally will not take land listings because of this exact

reason. Yeah. It doesn't fit my ideal client. Yeah. You don't have this luxury when you first start, but

within your first two to three years, I think setting a target to make this your reality is really, really

important because it's going to allow you to say no to the wrong opportunities and yes to more of

the right opportunities. And your bandwidth is only so high. And so every one of these non-focused

opportunities really becomes a distraction.

[10:13] A hundred percent. And that's, I was going to say, that's exactly what we did. So the first

couple of years that you're in the industry, you kind of do want to take anything and everything. Like

you're learning.

[10:22] Take the vegan land.

[10:23] Yeah, you're learning a lot of lessons. You're getting your teeth kicked in. You're learning

how to set expectations. You're learning what not to do, what not to say, what clients not to take.

You're learning what red flags to listen to, what green flags are. There's a lot of things you have to

learn just by getting your teeth fucking kicked in every single day. So spend those couple of years

and understand that that is the price of admission to be good in this industry. Then when you've

actually closed some deals, you're stacking up a track record. You've had some big W's. Now we're

two, three years in. And what did we do? We sat down and we literally wrote out exactly the traits of

our ideal client. And you said them.

[11:02] Right. They're like they're they're bred into my DNA. Exactly.

[11:05] So go over them again.

[11:06] Coachable, motivated, financially savvy, a nice human being. Right. Good character. Right.

[11:12] Yeah. Yeah. And ambitious. Right. Like they they want to do something. They're financially

qualified. And this isn't saying I'm only taking clients over a million dollars. This is just financially

qualified for the market. for their price point. They're realistic about their price point versus what

they want. They're coachable. They're going to listen to things you have to say. They're going to

take your suggestions. Like these are very specific and very necessary traits to work with people

and have a great experience. People who are out of alignment with your target or if they're not

coachable, if they're not really motivated and you're trying to push them up a hill the whole time,

you're wasting a lot of energy. You're wasting a lot of time where you could be get them out of the

way if they're not motivated. And I'm going to go help three more people.

[11:53] The not motivated part, I really think is smart to emphasize. You know, I had a, I guess she's

a client because she signed, but she called me like three weeks ago and she's like, Hey, I haven't

heard from you in like a year. And I was like, well, the reason you haven't heard from me for a year

is because I didn't hear from you for the last year before that. And I followed up with you or my

partner followed up with you every week for 52 weeks. You never once called her Texas back.

She's like, oh, you're right. I'm sorry. She's like, we'd still like to buy. I'm like, cool. So let's like talk

about that more. See if this still makes sense for us to help you. Because it probably doesn't.

[12:24] You know what I mean?

[12:25] That's your track record. You're probably not going to do anything anyways. The other thing I

want to make sure I mentioned is investors. Everyone calls themselves an investor. Very few

people are investors. I do not work with investors unless you're a personal friend of mine.

[12:36] Yes.

[12:36] Right? There are select people I will, but I know these people extremely well.

[12:40] Right.

[12:40] Right.

[12:41] Right. Exactly right.

[12:42] Just be careful of the investor label.

[12:43] One quick tip on the investor label if some if you are having a conversation with somebody

said oh i'm an investor i'm looking for this type of property new real estate agents are gonna get

really excited they're gonna be like oh sweet like they see repeat business oh i see like a forever

client here okay first question you need to ask as a real estate agent number one pull your

emotions down for a second okay we're calm first question you ask how big is your current portfolio

yeah all right i don't say how big your is your current portfolio i say tell me more about your current

career portfolio. There you go.

[13:13] Like what exactly is, what kind of assets do you have in there as far as dollars go? Like, is it

multifamily? Is it duplex? Is it single family homes? Tell me more about what you currently have.

And 99.99% of the time, it's zero.

[13:25] Yeah. They've never actually bought a house.

[13:26] Oh, this will be my first time. No shit.

[13:29] So you aren't actually an investor. You are a want-to-be investor. Got it. Yeah.

[13:32] And usually they're broke too.

[13:34] Exactly.

[13:34] All right. Enough of that one. Number five, not utilizing a CRM. Again, I've had a lot of

coaching calls of people were, when they come to us, they are not using one. They use a

spreadsheet. And that's cool. If you're selling like four homes a year and you want to stay selling

four homes a year, if you want to sell like 40, 50 homes a year, scale, have consistency, you need a

freaking CRM.

[13:53] Even 25 or 30 homes a year.

[13:55] I love follow up boss. That's what our team uses. It's super intuitive. You can get a one user

seat for 99 bucks a month. You know, it's, it's almost irresponsible to be a real estate agent and not

have a CRM at this point. You're going to miss things like home anniversaries, birthdays, you know,

reach outs for events. Like it just, it makes things so much easier and cleaner. Like we had a CRM

our first day in real estate. And I literally cannot even imagine not having one as an agent. So get

past the 99 bucks and just do it and know it's going to make you back probably a thousand ROI on

that money.

[14:28] Oh, at least. Absolutely. Number six, not allocating time to work on the business. So what's

the difference? Let's clarify real quick for anybody listening. What is the difference between working

in the business and on the business?

[14:42] So to me, in the business means I'm the doer, right? Like I'm out there talking to leads. I'm

out there setting appointments. I'm going on appointments. I'm negotiating deals. Those are all like

real estate tasks and activities that are getting done. Working on the business means I'm actually

improving as the business owner what I am operating. Okay? That's things like developing financial

controls, establishing SOP, standard operating procedures, hiring, training, meetings, all of these

things are considered working on the business. And you can't do too much of these, right? This is a

very, very delicate balance. People want to go all in on this and just spend their whole day on it. But

if you do that, now you're out of your production lane and the income quickly dries up. And so I

coach people to do this from about 12 p.m. each day to 2 p.m. Just two hours is all you need. and

you need it four days a week. Don't even worry about it on Fridays, just Monday through Thursday.

Just do this consistently. That is eight hours a week that you are progressing your business. If you

have a game plan and you've got systems and processes to start implementing, you will make

huge progress during this time.

[15:47] That's exactly right. Like this is the time that you can like pick a day and for two hours work

on improving the action plans or creating templates or email campaigns in your CRM that you've

now got. Work on marketing, like create some infographs or hire a graphic designer to create some

infographs or work on your public pages, right? Your LinkedIn, your Facebook, you're getting

everything synced, making sure that your public profiles look good.

[16:10] It's even more basic than that too. It's like develop your buyer's guide, develop your listing

guide, practice this shit, right? Develop your script that you like and that you're going to be

committed to using. Like get your CRM set up like we were just talking about. Like very, very basic

things that agents just don't do because they get really caught up in just being the real estate

agent. But if you were a real estate agent, you're a single agent, you actually have two jobs. You're

the real estate agent. You're the business owner. We need you to do both of these things. We need

you to balance them in the correct way so you don't shut off your income source while you're

improving your business. But this is the single fastest way to go from like 10 units a year to 50 or

60 units a year and not run out of money along the way.

[16:52] Exactly. Yep. So you've got to allocate that time to work on the business.

[16:57] Yep. In small doses.

[16:58] Exactly. Number seven, not having a savings and a tax plan.

[17:03] Yeah, big one for sure.

[17:05] This is a huge one because so many real estate agents I know will go from commission

check to commission check and have the thing already spent by the time they get it. Like, no matter

how much money you ever make, if you continue to scale up your life and continue to see the

money coming in as all spendable, you are going to absolutely cripple. yourself when it comes to

tax time. Tax time in real estate or any entrepreneur endeavor is really tough.

[17:40] Well, it shouldn't become a surprise. It should be something you've planned for. You should

hire a CPA, literally your first year in real estate. Don't wait to do this until it's tax time. Do it right

away. Most of them won't even charge you until they file your tax attorney year later to give you

advice and make sure you get things set up. But you got to have clean bookkeeping. And again,

this is like business owner kind of stuff.

[17:58] Yes, this is working on the business stuff.

[18:00] Absolutely. But, but you don't want to get, I know people, and we've had this where you get

like a multiple six figure tax bill and you're like, Whoa, okay, there goes all my savings. Right. And

you don't want that to happen to you. And so just have a plan for that. I recommend putting aside

about 25 to 30% for taxes and hopefully you don't end up paying that much because you're able to

write off a lot of expenses.

[18:20] Exactly.

[18:21] You know, but, but have a plan for it. And then on the saving side of things, live on a fixed

budget, right? Like treat yourself like you've got a fixed income and save the difference. And you

can still go splurge a little bit. Like let's say you have a month remade $20,000, but it costs you

$5,000 a month to live. And we know that we want to allocate 20%. Let's just say for round

numbers to taxes, right? So that'd be $9,000, 5,000 plus 4,000, right? The expenses to live and the

tax right now I've got $11,000 that I can theoretically go save, go take that and spend 15% of it on

fun shit. Go on a trip, go buy something nice, go buy some clothes. Like, so you feel like you got a

win out of your hard work, right? Because if you don't feel like you got that win, you're not going to

keep working that hard because it takes a lot of work to make that kind of money, right?

[19:06] It does.

[19:07] But then save the rest.

[19:08] Yeah.

[19:08] That way, when you have a shitty month, you're still able to make your mortgage payment.

[19:11] Well, this is like, I think when, when people see you and me, babe, like when they see what

we do, we travel and we, you know, we're building a new house and we're doing all these things.

That is the culmination of literally two decades worth of this exact strategy. We have lived on a

budget. We have lived what we call the spending plan on very fixed income, essentially, for our

personal overhead. And then anything above that, like we've, and we've talked about this before,

but we have like a certain amount every single month that we prioritize into savings that we don't

even touch. So, and then we have other budgets that we now utilize, like we have the travel budget

that we pour into, but we have not scaled our lifestyle to our income. We have stayed in this realm

and stayed humble with our clothes. And we stick to our budget. We don't go like massive, huge

shopping.

[20:05] We don't have car payments.

[20:06] Yeah. We have not scaled our lifestyle to our income. Therefore, we have the flexibility and

the freedom now. And of course, we have the savings and tax plan. So when the tax tax bill comes,

it's like, I mean, it's never fun to write that check, but we can write that check from the tax account.

[20:21] Right. Cool. Number eight, not utilizing leverage soon enough. You know, a lot of agents,

they're control freaks. They, they, they.

[20:28] I can do it better.

[20:29] They, yeah, they think they can do transaction coordination and assistant stuff better than

somebody else. That's just not true. Like what we know to be true is the reverse of that, that if you

are a fantastic salesperson, you're a horrible administrator.

[20:40] Correct.

[20:40] I've yet to meet the person and maybe they're out there. That is like a top tier. I mean, like

top 1% kind of salesperson that is fantastic and enjoys administrative work. Tell me I'm wrong.

[20:51] No, you are absolutely correct. I thought for a long time that I was an admin person.

[20:56] You were horrible. I take that with love.

[20:59] Right?

[21:00] Oh, yeah. For real estate, you managed like 19 pendings at one time for the two of us and

you were still producing, right? That's a lot of plates to spend and inevitably... plates get dropped.

[21:09] It was awful.

[21:10] Yes. So learn from our mistake. Outsource your transaction coordination as fast as possible.

There's no reason you can't even start the section on your first transaction just so you can go back

to selling more houses, which we're going to talk about here in just a second. But typically three to

$500, depending on your markets that I've seen for transaction coordination, they're going to

handle all the compliance stuff, all the document uploads, you know, some client communication,

things like that.

[21:33] And I want to, I want to challenge anybody who's who's maybe newer into the industry or

who is resisting utilizing a transaction coordinator because I want to save the money or my favorite

excuses. Well, I want to learn how to do all that stuff. Guess what? Utilizing a TC is going to teach

you how to do that shit way better than you are going to teach yourself from absolutely knowing

nothing.

[21:54] Yeah. A lot of people at real call me like, hey, how do I do X, Y, Z on? Is it called resin?

[21:58] Reason.

[21:59] I'm like, I don't have a freaking clue. I've never even logged into there, man. Like, Why would

I be uploading documents to my own stuff? Like it's so far out of my lane of genius, right? So

outsource TC. And then the second one to think about is an assistant. I recommend hiring an

assistant as soon as you can afford it. Like if you've got four to five months of savings in the bank

and you're on a trajectory to sell 10 to 15 homes a year, perfect time to hire an assistant. It's going

to allow you to double that amount of home sales almost immediately. Like, it's a really quick ROI

return if you're going to train that person well and utilize them and trust them, you know.

[22:34] Yeah, 100 percent for sure. Number nine in the honest mistakes that new agents make in

the first five years, not staying focused on income producing activities.

[22:45] Yeah. And this ties directly to not utilizing leverage.

[22:48] Yes.

[22:48] The income producing activities for real estate, I'm just gonna be really freaking clear with

you on them. They are lead conversion. That makes you money. Yeah. Meeting with clients makes

you money. Negotiating deals makes you money. Marketing kind of makes you money.

[23:03] Right?

[23:03] There's passive and active marketing. So you can make an argument for that. If it's not one

of those four things, you need to get it off of your plate, get somebody else to do it, probably your

assistant, plan outsource TC, but you got to focus on those things. Those are the things that are

going to make you an exponentially more amount of money, right? So many hours in the day. So

how are you going to spend them? Spend them on the highest income producing activities, which

are the ones I just laid out for you.

[23:25] 100%. So many people get so caught up in paperwork or organizing their office or making

sure that their file cabinet is really nice and neat and color coordinated and putting cutesy things up

on their wall. Like, what are you doing?

[23:39] That's all perverse versions of procrastination and delaying what you know you need to do.

And I put this in my stories that I had a coaching call from my clients and this is a top, top producer.

He's on track to sell 100 homes this year. I mean, he is balling at a high level, but it was not always

like this. When he came to us, he only made $100,000 in a year, right? And so I said, you know,

what did you do? Like, what was the pivotal shift that you made to actually get to this new level of

income? Because he's tracking to make per month what he was making per year.

[24:07] That's amazing.

[24:08] That's insane.

[24:08] That's amazing.

[24:09] Right?

[24:09] Good for him.

[24:10] And he thought about it for a few minutes. He said, Mike, you know, and I love how

retrospective this guy is. Fantastic coaching line. He said, I stopped avoiding the hard work that I

knew needed to be done. I was trying to find a way to not have to do it, whether it was getting the

right person or the right technology or adding on more businesses. But ultimately, I knew what

needed to be done. I just leaned into doing that shit and my business exploded.

[24:33] I'm like, I freaking love that. Yeah, you're like such a proud moment.

[24:35] It's like, I'm so proud of you.

[24:37] Yeah, that's awesome.

[24:39] So just stay focused on those things and watch it compound. It happens fast. I'm talking like

90 days fast.

[24:45] Yes, you can literally turn your entire business around in 90 days.

[24:48] Yes, you can.

[24:49] Absolutely.

[24:49] All right. The last one we've got for you, not creating a way to stay in touch with your past

clients regularly. So what do you mean when you say that?

[24:57] Well, so I have, I have literally talked to agents and, and, they've shared that they, you know,

just can't figure out, like, why they're not getting a ton of, like, past client business, or, like, they're

not really getting a ton of referrals, like, they're just having to go out constantly, like, pound the

pavement and make phone calls and, like, generate new business. And so my first question, of

course, is, well, like, when was last time you called, like, all of your, like, your past clients? And they

kind of look at me with, like, a blank face. And I'm like, okay. So first of all, calling your past clients

is not weird it's actually really important because you had a great relationship with this person right

like 90 95 of your clients you have a great relationship with but it's such a short window of time that

you get right we get to enter this person's story for this small little chapter or it's a big it's important

chapter but it's a short chapter of this part of their life where they're purchasing or selling or

transitioning in some way in real estate okay and then we just disappear. And then we're just like a

character who never, ever reenters their story ever again. Well, then how would we expect them

six, seven years from now when they're going to sell or have another transition? Why would we

assume that we are going to be the one that they lean on if we haven't kept in touch with them?

[26:08] I care about every single one of my past clients. I legitimately have friendships with these

people. Is it friendships that I'm gossiping with them or sending memes back and forth? No,

probably not. But are they somebody I care about their life? I care about their house. I want to see

the updates to their house. I follow them on Facebook and social media so that I can see how their

garden's growing this year and comment on all the stuff. Absolutely.

[26:29] If you do not have a way to stay in touch with your clients regularly, so sending them even a

newsletter or, you know, birthday card every year, home anniversary card every year, giving them a

call every other quarter just to see how they're doing. Like, hey, I saw that you're going through this

tough stuff. I saw you had to put your dog down. I saw your oldest or your youngest moved off to

college. How are you doing with that? Like, literally just connecting human to human. That is what

is going to help propel you. And that's what's helped our business in the last 10 years compound

because it's like now we still have new lead generation. We still have referrals coming in from out of

state or from local. And then we have past clients. And it's like when all of those different lead

sources converge, now you've got a super sustainable business and you're helping people again

that you really like. So why would you not keep in touch with your past clients?

[27:17] 100%. So, I mean, you kind of just gave a past client action plan.

[27:21] I sure did, yeah.

[27:22] Send them something in the mail every quarter. Like, I think we're just getting ready to do

ours. It's going to be candles, right?

[27:27] Yeah.

[27:27] Like a scented candle or something like that.

[27:29] Don't ruin the surprise.

[27:30] Sorry.

[27:30] Gosh.

[27:31] If you're past client listening list, you didn't hear that.

[27:33] Nope.

[27:34] And then... Call them or send them a gift on their birthday and their home anniversary. Super

easy to do. Create a market report monthly, like a video one breaking down the market and send it

to them. Create a home valuation report for them on your automated system so they can track their

value. Be the source of information on their home's value for them. It's very, very important.

[27:52] A hundred percent.

[27:52] And this literally just is a closing task to set up when the transaction closes, right? This buyer

is now a homeowner, which makes them what? A future seller, right?

[28:00] Exactly.

[28:00] So very easy stuff to do. And then check in on them once to twice a year.

[28:03] Yeah.

[28:04] Are you opposed to people texting past clients and just saying like, hey, just thought of you

today and putting like to me, like the text is OK if it's unique to the person, you know, like if I drop

something in there that I saw about them.

[28:16] Yes, I completely.

[28:17] I'm not talking copy and paste or mass messaging your past clients, but now a lot of past

clients like, you know, or even like most people just don't simply pick up the phone.

[28:26] Yeah, no, absolutely. And honestly, like it doesn't even have to be text. I DM a lot of my

clients. I'm on social media with them. I'll talk to them on social media.

[28:33] To be totally candid, I used to call my past clients every quarter and I got like maybe a 10%

pickup rate. I would always text them afterwards. Everyone always responded to the text. And so I

just think if you're going to send the text, please don't send a mass text. Send something

personalized and mention something that you've seen about them or something about, you know,

how's their home going? Or it's been four years since you moved in. How are you like in the back

deck? Did you get that project done that they mentioned you and you saw it in the house? Like very

specific things. That's super, super important in my opinion.

[29:01] And like, don't overcomplicate it. Like, don't overthink it, right? Like, at the end of the day,

you worked with these people in a huge life transition. You worked with these people, like, buying

and selling this home. Like, you got to know them in this huge process. And now they're living in

this home that you helped them purchase. Of course, they're going to remember you, right? So

don't overthink it. Just freaking connect human to human as if you would with a friend.

[29:24] Yeah. So there you go. Lots of lessons in these 10 points that we're sharing with you. If you

want to connect with us further, there's a couple of ways that you can do so. You can go to

thewarriorager.com if you're interested in coaching with us. There's also a link down below. If you're

interested in just mentorship, we do mentorship at Real Brokerage. We've sponsored hundreds of

agents nationwide at our brokerage, and you've got access to us through that as well. And that

costs absolutely nothing, which is really, really cool.

[29:50] Right. Actually, you get paid to be at Real.

[29:53] Right. And in full transparency, Real has been a game changer for us. We went to Real in

2021 when there was 2,500 agents. There's over 25,000 now.

[30:01] 29,000.

[30:02] Yeah, it has really changed our lives. One of the best business decisions we've made. And,

you know, it's just, it's truly a place that we call home.

[30:09] Yeah, I agree completely. Love it.

[30:10] All right. We'll see you guys next week.