Network with Networkers

In this episode we talk to a Seattle area top producer who despite the “locked in” effect that everyone else is talking about has continued to grow his business this year. He and his small team did over 120 units and 80 million in production last year and are on pace to beat it by a tad this year.

Although 20 years of practice doesn’t hurt Jon’s biggest secret to real estate sales is in networking with networkers and professionals. Most Realtors network but network in all the wrong places. Jon seeks out people in professions who share mutual clients, and who he can add value to as well. He then layers into their life/professionally and personally to stay top of mind. In addition to focusing on professionals he also stays in constant contact with his sphere of influence by layering in new marketing and touch points – including being personally present in the areas he markets.

Jon is coached professionally by the CORE coaching program and has been for over 10 years where he gets to meet agents from around the country and get new ideas.

Get in touch with Jon: https://jonbye.com/

The Neighborhood Realtor is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon.

Learned something new, or have a suggestion? Message Matt Muscat on Instagram!

1:00:22

Heyeverybody, welcometo theshowtoday.I amsuperexcitedand it'salwaysfascinatingto seehow newpeopleenteryourlife.So acoupleepisodesago, wehadSasha, anawesomerealtorwho wasin thecorecoachingprogram.And sheconnectedme withsomeoneshe said,youabsolutelyhave totalk tothis guy.He's outofWashington.He'sdoingreallycoolstuff,butoverall,hisepisodewill beverydifferentthan mineand yourlistenerswill getsomethingdifferent.So everybodywelcomeJohn byto theshow.John, I'mreallypumped tohave youtoday.- Hey,thanksfor havingme, Matt, I'mexcited.- So inthismarket,you know,like,I don'twanna sayanythingnegativeabout itbecausethere area lot ofpeoplewho aredoingwellthroughit, butit'sdifferent.And I, inpeople,we allunderstandthat weneed tobe doingdifferentthingsand whatgot usresultsfrom like2015 to2019,when itwasfairlyeasy toclose thedeal,might notnecessarilybe thesameas what'sgettingus therenow.And Iknow whenwe talkedpreviously,and thisis usjustgettingrightinto it,right?Like, smalltalk, butyoumentionedthatlike, youknow,back inthe day,yourbusiness,you've been in thebusinessfor 20years,you had alot ofbusinesscomingfrom yoursphereofinfluence,yourdatabase, andthat'sbeen likeeveryguestI've hadon theshow forthe lasttwoyears.But thenyou toldme thatthatis notwhereyourbusinessis comingfrom thisyear.Where isit comingfrom?- Yes,so, well,thebusinessalwayscomesfromthere,but Iwould saythisrightnow,there'sjust notas muchof that.So Idon'tthink youcan counton it,likewe'vecountedon it inthe yearspast.So forus, forthe last10 years,it'sreallybeenbuildingourbusinesstobusinessrelationshipand goingtokind of,not doingthetraditionaltypethingswhen itcomes tohow mostagentsbuildtheirbusinessand howmostpeopleareguided tobuildtheirbusiness.It's just, yougotta go adifferentdirection.It's justlike, yougotta bedifferent.And inanymarket, Ithink youhave tobedifferent.You alwayshave tobestandingoutandbuildingdifferentrelationships.So forus, we'vedone averygood joband stillcrush itin ourdatabasebusiness,but what ifthey'renot doinganythingand whatare yougonna doabout it,right?If that'snotthere?- Yeah,so Ithinkmostagents indifferentmarketsarehearing alot ofthislocked-in-effectbusinessfrom thatverbiageoflocked-in-effectfromtheirclients,right?Theyboughtwith you,you weretheirfavoriterealtorever,right?Like youhelpedthem buya house,theirdreamhouse at3%interest,and nowrates areat eightorwhateverthe heckthey arewhen thisepisodedrops.And so acouple ofthemmightmove hereandthere,but a lotof themjust feellikethey'rein a goodspot,they're gonnastay.And wedon'tknow whenthey'regonnamoveand noamount ofgreatmarketingis gonnamake themmove.So whoare thepeoplethat youguys arefinding?Like whatare thelifesituations?What arethecircumstancesof thepeoplethatyou'reworkingwithtoday?Like whatis thisyearlookinglike foryou?What traitscouldotherrealtorslook forand spotin theirdatabaseor intheircommunitythatmightlead tosomesales?- Yeah,absolutely.So rightnow it'slifeeventstuff.You know,the lifeeventstuffalwayshappens,but rightnowthat'sreallythemajorityof thingsthat arehappeningare lifeeventtypetransactions.So thisis death,divorce,this isoutgrowingthe homethatyou're inand youneed morespace nomatterwhat theratesare.You know,ifthere'sno roomin thehouse,you'vegot tomake amove,right?- And that'sprobablylike,that'sprobablylike the, itwould be,it's notthat itwould beniceto have a littlebit morespace.You'retalkingaboutlike,youphysicallyhad threemorekids,you justsaidtwins,triplets,whatever,you absolutelyneed morespace tosurvive.- Yougot it.So it's theabsolute,right?It's thetook ajobtransfer,right?And you'removingout ofstate.Well,can'tkeep thehouseor you'recominginto thestate,right?So peoplethat aremoving,alsopeoplethat aredownsizingintosmallerhomeson thatsame noteand ormovinginto likeretirementhomefacilitiesor 55 andovercommunities,like peoplethat aremakingthatlifestylechangethat havea wholebunch ofequity in theirhouse,right?And maybethey'remaking acashpurchaseon theother endor goinginto afacilitywhereit's notapurchasepiece,it's amonthlycost typescenario.But thesearepeoplethat haveto makethatmove,right?Like theydon'thave achoice.- Solet'sdwell onthat one alittle bitbecause Iknow inone ofthe newspublicationsIfollowed,just putsomethingout thatsaid,somethinglike 60%ofRealtorstransactionsright nowarecomingfrom the55 and upcommunityon thelistingsidebecausethey owntheirhomesoutright.They'renotafraid tosell.Anotherportionof themis agingout oflivingindependentlyand theyneed tomove toone ofthesetypes ofplaces.So howare yougettingthosereferrals?Becauselike Iteachagents tolook atFacebook,call yourclients,seewhat'sgoing onin theirlife.But Ifeel likethat's anoddlysensitivetopic,right?I feellikeeveryonetalksabouttheirdivorce,but likepeopledon'talwayspost onFacebookabout tomove intoan oldperson'shome.So howhave yougotten,and I'mnottrying tomake funof asituation,right?But Iwant tounderstandlike howa Realtorcouldspotthoseopportunitiesor howyou mightget someof thoseat batson the 55and up,you know,or Imean,it'sprobablycloser to65and up.My parentsare welloverthat,but otherpeople at50 mightnot be,a lot ofmybusinessloanofficersare 55.They mighthear thisand getoffended,but whereare yougettingthose atbats?- So youhave tobuild arelationshipwith theotherpersonthat'sconsultingthemon what'shappening.So that'stheticket,right?So youhave toknow thatattorneythat'shelpingtheclientthroughthedivorce.You haveto knowtheattorneythat'shelpingsettlethefamily'sestate.You haveto knowtheperson attheseniorlivingfacility.You haveto knowthe siteagent atthe 55and overplace.You haveto knowthefinancialadvisorthat isadvisingthem onwhatmakes thebest movefor theirsituationin theirretirementrightnow.So youreallyneed tojust putonyour capof whoelse ishelpingthemguidethemthroughthisdecision.And thatis howyou getthe atbats.Yes,you'll beable toget someof thoseat bats,like withthepeoplethat youalreadyhave.And youmightneed tolet themknowthat,hey, wealignwith allof thesepeople.So if youneed goodreferrals,like letus know.But a lotof itstartswith theotherprofessional.- Realestatehas a lotofcontracts.I wantthispodcastto have asocialcontractas well.Here'swhat Ineed fromyou.If you'relisteningto theshowand yougetsomethingvaluableoutof it,or youhearsomethingthat youthink,that'sawesome,I wantyou tosend me aDM onInstagram.Or if youfind myemail,send itthat way.The morefeedbackthat Iget helpsme to puttogetherbettershows andattractbetterguests.- I lovethat.So thisbrings upa coupleofthings,right?Because peoplelistening,I feellike alot ofthemare inthe carusually,and theyhearthings,and Idon'twant themto glossthis oneover.Numberone, youguys canlook inyourcurrentdatabaseof pastclients,offriends,ofprofessionalcontacts,and thinkwho isservingpeoplegoingthroughlifechanges?That'sstep one.Startwith thepeoplethat youalreadyknow, I'massuming,and thenreach outto themto setthatmeetingto letthemknow,hey, Iknow mostrealtorsmarketto youand theyjust wantto sellyourhouse.I want toreferbusinessback andforth toyou.And Ithink toomany ofus insales,ourcustomersjustthink wewant onesalefrom us,from themonceevery 10years.And that'sshallow,right?We wantto be inarelationshipprofessionallyand notjust atransactionalone.Thesecondstep isprobablythenlookingto seewhatholes arein yourprofessionalnetwork.So I'massumingit's,John justmentionedhavingsomeconnectionsthat arethesigningagentsat thoseassistedlivingfacilities.I don'thave oneof thosein mynetwork.So Ialmostthinkmaybe Ineed tohave agoalthat whenI'm outthere in thecommunitythisweek,I need tomeetsomeonelikethat.So everyperson Italk to,I'm goingto ask,do youknowsomeonethatdoes Xand makeit a goalto havethat,right?LikeSasha inherepisodementionednetworkingwith apurpose.And everytimeshe'sout, shewants to,she has agoal oflike whattype ofpersonor whospecificallyshe wantstoconnectwith.And I thinkthatcouldworkreallywell intandemwith yourstrategy.Is thatkind of aversionof whatyou'redoinghere?-Absolutely.And onething toois asyou'recallingjustthroughyourdatabase,right?It'slike,"Hey,Matt,like I justwanted toconnect,"checkin, seehowthingsaregoing."And I'mreallylookingto likebeef up"myprofessionalnetworks."And theseare thecategoriesthat I'mlookingfor,right?I'mlookingfor goodestateplanningattorneys.I'm lookingfor goodfinancialadvisors,a goodinsurancebroker,right?Like alltheseareas, doyou knowsomebody?And ifthey say,"No,guesswhat?"Do youneed agoodrecommendationtosomebody?So nowyou gettheopportunityto give areferralas well,right?But ifyou don'tknow ifthey dohavesomebodyand youdon'tknowthem,then it'slike,"Man,Matt, isit okayif Ireach outto them"and namedrop you?"Like I'dlove toget anopportunityto meetwiththem."Youspeak sohighly ofthem."You know,they're10 outof 10.So itgives you anopportunityto askthe rightquestions.And thenthere'sreally,it putsus in agreatsituationbecausewe're eithergonna gettheopportunityfor a newintroduction,or we'regonna beable togive themareferraltosomebodyelse wealreadyknow.- Well,and Ithinklike whenyoureallythinkabout it,thatsolvesthefundamentalproblemthat allsalespeoplehave,right?Likeeverysalespersonout thereat everyconference,at everymarketingevent,theirbroker orapresenteristellingthem,"You justneed tocall yourdatabase."You justneed tocall yourpeople."But thereasonthey'renotdoing itisbecausetheyreallydon'tfeellike theyhaveanythingvaluableto say.But ifeverytime youmade acall,your goalwas toreferthem tosomeoneand toget areferraltosomeoneelse theyknow,that'seasy.Like Imight,John, Ineed ababysitterfortomorrownight.Like ifyou knowanybabysittersin GrandRapids,Michigan,referthem overto mebecausethat'sthe mostimportantthing Icannotget to myprofessionalnetworkingor blacktie eventwith mylovelywife,unless wefind asitterforThursday.But thinkof all ofthe otherbusinessprofessionals.Like arealtor,in myopinion,is betterpoisedto givereferralsthan anyotherprofessionon theplanet.Now, ifanyonewants tochallengeme,you can hit me uponInstagram.But Imean,likethink ofall thehomeserviceprofessionalsout therethat yourclientsmightneed,right?Think ofthecommunitythough.You haveclientsmovinghere,movingwhereveryou arefrom allover thecountryor world,and they don'tknowpeople.They mightneedsomethingfor theirkids,like aswimschoolfor theirkids togo to.They mightneed anewchurch, a newvolleyballleague.Like whateverthey'reintopersonally,they needthat inyourcommunity.And arealtorshould be acommunityexpertin additionto justknowingaboutwhat ahouse isworth.So Ithink weall needto leanintocollectingandgivingout morereferrals.Now, doyou trackthose,John?Like Iknowyou'redoing itall thetime.And 20yearsinto yourcareer,you'redoing itlikeunconsciouslysometimes.How are youtrackingthereferralsthatyou'regiving?I thinkmostrealtorstrack theones theyreceive,but doyou trackthe otherside?- So wedon'tnecessarilyreallytrack theotherside.It's moreoftalkingpoints.And thenthroughthatopens up theopportunities.It's nota badidea totrackthem,but Ithinkrealisticallyfor mostpeople,like let's bereal,Matt,mostpeoplecan'teventracktheir ownleads,let alonegive itliketrackingleadsthat theygive out.So Ithink--- It's morebefore wecan run.- Yeah,so it'slike,this istheintention.I got apiece ofpaper.After Imake thecall,have thecall,then Iput it onmy to-dolist onmy dailyprintedcalendarand Imake suretheintroductiongetsmade,right?And thenthroughthere,make anote inthe CRMor dowhatever,then youcan checkin whenyou callagain,see ifthatintroductionwentwell,stufflikethat.- That'sreallybigthere.Like Idon'twannaglossoverthat.So youmake thereferraland thenthe thingyou addedwas thatyou thencheck in.Like talkmoreaboutthat fora second.Cause Ithinkthat'swheremostpeopledon'treferwelland mostpeoplewhoaren't inrealestatespecifically,like they'renot usedto makingreferrals.So talkto usaboutthat.Like what'sthatsecondstep?- Yeah,well, theone thingis thatonce youdo that,goingback towhat youinitiallysaid,peopledon'tknow whatto saywhen theycall.Well,it'slike,Matt, youneeded agood CPAand I'mgonna getyou to myguy, EricWillsey.He's mytop notchguy.So I givehim acall, I'm gonnamake anintroductionand I'mgonnafollow upandcheck inand makesurethingsare goinggood.Then justput alittlereminderin yourcalendarand thenguesswhat?I get acall ofmy CPAand say,hey,Eric,I justintroducedyou toMatt.He'sfreakingawesome.He'sgonna bereachingout.If hedoesn'tcall you,let meknow,right?I wannamake surethisconnectiongetsmade.Hang up,right?And thena week ortwolater,I get tocall youandcheck in.I get tocall Ericagain andcheck in.Like,hey,how'sthat leadgoing?How'sthatreferralgoing,right?So itgives usthat ammotocontinueto makethesecalls,right?Andthat'sthetrickypart ispeopledon'tknow whatto say,why tocall, whoto callor when.And thisis justfillingall ofthat.- I lovethat.It'sammunitionforcalls.So likehow I doa versionof that,right?Is like,I made areferralyesterdayfrom onerealtorto astateplanningattorneyand I putin mycalendarfor nextweek,Monday,check inwith bothattorneyandrealtor,see ifthey wereable toconnectforlunch.Becauselike weall getbusyand likeit couldgetmissedjust for,one ofthem wasonvacation.Then the otherguyslike,oh, thatA-holenever gotbackwith me.Like, andI wannabe theone thatmakessurethat goodpeople Iknow areconnected.Like Idon'thave an$800,000referralto sendto therealtorthisweek,but Iwant himtolike me.And Idon'thave anewestateplan formy familythat Ineed thisweek.And Iwant himtolike me.So I'mhopingthat bymakingthisconnection,I'mgivingboth ofthemvalue.And that'swhy thisreferralstuff isso big.It's morethan justreferringsomeoneexactlywhatthey do.It can bethenetworkingside.So somethingreallyimpactful, John,that yousaid tome whenwe werechattingbeforeis thatyou settimeasideand thatyou makeaconsciousefforttonetworkwithothernetworkers.So asidefrom justcallingondivorceattorneysandpeoplethatmighthaveclientsfor you,talk tome aboutthenetworkingwithnetworkers.Cause Ithoughtnumberone, it's aliteratewhichwillprobablybe thetitle ofthispodcast.It soundssexy, butalso itsoundslikesomethingI haven'theardbefore.So talkabout it.- Well,that'sreallythe nextlevelof theprofessionalintroduction.It's justveryeasy.All ofthosefolksthat wejusttalkedaboutare alsonetworkingsalespeoplehavereferralbasedbusinessand areclientfacingall thetime.So it'sreallyonce youhavetheseintroductionsnow,like yougottacontinueto workon them.You gottakeepcallingthem.You gottaget intheirlives.You gottainvitethem toevents.You gottasponsortheirevents.You gottago totheirevents,right?Andthat'swhere youstartbuildingtherapportand therelationship,whichtakesthings tothe nextlevel.So thatall thesepeopleare justlike us.They'reall smallbusinessowners,havetheir ownshopor workat a bigfirm,butthey'reresponsiblefor abook ofbusiness.So thosepeoplearenetworkers.They might notthinkthatthey'resalespeople.They'rejustsittingtherebackwaiting,but theyall wantreferralsandthey'realltalkingto otherpeople.So that'swhereit's thenetworkingwith thenetworkers.Now youcan go tonetworkingevents,right?Andnetworkwiththosepeoplethat areobviouslynetworkingwithothers.Mypersonalopinionthough,is thatit's morebeneficialfor youto do theoutreachand workto buildthatrelationshipmoregrassrootsthangoing toan event.I thinkmost ofthepeoplethat movetheneedleat areallyhighlevel,don't goto thosethings.- I wouldagree.I mean, Ithinkthere's,I mean,there's,if youlook atthe boardofrealtorsin almostany areaand youlook atthe sheeramount ofeventsthat arebeinghad,youtypicallydon't seethe toptopproducersat a lotof thoseevents,not toknockthem,butmakingyour 50calls aday takesa lot oftime.So it'sjustpickingyoureventswisely.And Ithinkgoing inwith apurposethat can reallyhelp,but pickingthoseeventsvery,veryselectively.And thatkind ofbrings inanotherpoint.So youmentionedthat oneof yoursecretpowersin yourrealestatebusinessthatyou'vebeenbuildingslowly,likedelayedgratificationover thelast 20years,is thisconceptoflayering.And Ithinkthatreallyties intowhat youjustsaid.So walkusthroughwhat yourdefinitionoflayeringisand howyou've beendoing it.- Yeah.So when you lookat, asyou'redoingoutreachandconnectingwithclientsandbuildingnewrelationships,you wannatry tohit themfrom alldifferentavenues.So whenwe talkabout allthedifferentthingsthat wedo in ourbusiness,whetherthat'sfrommailingtopersonalnotes,to video,to socialmedia,emailcampaigns,like allthesethings,eventsthat wego to,eventsthat wehost,it's like,okay, howmany oftheseareas canI targetand beinvolvedin Matt'sworld?So you'regonna getall thesethings nomatterwhat.So it's likeclockwork.But through aconversation,you say,"Hey, Igot thisBlack Tieeventthat'scoming uponThursday."I'm like,"Man,tell memore.What'sgoing on?What's itfor?Are thereways Ican getinvolved?Do youhave anyextraseats atyourtable?Now can Icome inand getinvolvedin adifferentway?"Thenthroughthat,"Hey, is thereotherpeoplethat Ican meetat thateventand thentry tomake moreintroductionsandreally beanadvocate?"So themore thatyou cankind ofattackfrom differentareas andbringvalue andstay topof mind,thebetter itwill be.I madetheexampleearlierof themarketingthat I dowithin myneighborhood.So theygetvideos,they getmail,they getcalls,they seemy signsin theneighborhood,but theyalso seeme atevents.They seemewalkingaroundtheneighborhood.They seeme at thelocalcoffeeshop.They seeme at theeventsthat I'mhostingat thebigneighborhoodmeetings.So all ofthesedifferentthings,butyou'reapproachingthem andmakingconnectionsin allsorts ofdifferentways.And thebestthing isthesocialproof,right?So as youget moreclientsand asyou earnmorerespectand youbecomethe go-toperson,then nowyourneighborsaretalkingtoneighborsaboutyou.All thisstuff ishappeningbehindthescenesand youhave noidea.That'sthebeauty ofthisbusinessand alsothe mostchallengingpart ofthisbusinessbecauseyou don'treallyknowwhat'sgoing on.Like themoreyou'redoing,there'sall thisactivitythat'sgoing onoutthere,butyou'renotreallysurewhat'ssticking,whycertainthingsaresticking,so themore youcan dothebetteroff.- NeighborhoodRealtorpodcastisproudlymadepossibleby thesupportof oursponsors,TreadstoneFundingandNeighborhoodones,twoamazingMidwestmortgagecompaniesthat nowhaveofficesallaroundthecountry.If you'rea realestateagentlookingtopartnerwith anamazinglender,DM me atMattMusk88and I'llconnectyou withsomebodyin yourmarket.If you'rea lenderand youwant tojointhe rightmortgagecompany,DM me,and I'llconnectyou aswell.Part ofleeringfor metoo is alot ofsalespeoplestart alot ofnewthingsfrom amarketingand salesperspectiveall thetime, butthen theylikedo itfor ayear andthen thenext yearthey dosomethingcompletelydifferent.And sofor me,part ofit is,allright,we'regoing to,we'regoing tostartwith likea generalneighborhoodfarm totheneighborhoodyoulive in.Cause Ithinklike weall agreethatthat'slike abasicform ofmarketing.Everyone should behittingcauseyou'regoing tobe upsetwhen yourneighborlistswith someother,someotheragent.But if,if you'reone, youcan justmake surethat thatmailergoes outwithgreatinformationonceeveryothermonth.And thenyou'retwo, youwant toadd in.Okay.I'm nowgoing tohost aneighborhoodevent andthat'sgoing tobe oneadultand onekid eventper year.Andyou'rethree,I'm goingto now doofficehours atthe localcoffeeshopthreedays aweek andyou'refour, I'mgoing toaddsomethingelsein, butyou'restilldoingthose,thosethingsfrom yourone, two,and threeand notjustgiving upon thembecauseyoudidn'tget alistingday one.And Ithink inthismarket,that'sespeciallybig,right?Likedon'tgive upon themarketingyou've beendoing foryearsjustbecausethismarket'sa littlebit morechallengingand isoperatingindifferentways.It'simportantto keepstuffgoinginto thena layerindifferenttypes ofactivitiesso thatyou canbeomnipresent.So youneverknow.Like everyonerespondstodifferenttriggersanddifferent,differentstimuliin theirenvironment.Yeah, Icompletelyagree.And youspend allthis darnmoney.Don'tgive up.Like thething isthatyou'renot goingto seetheresults,but thechallengeis whenthemarketgetstough and mostpeoplestopdoingthisactivitybecausetheyhaven'tsavedproperly.They don'thave thefunds todo it.They'rejuststraightupscared.Like allsorts ofthingslike, no,you'rerunning abusiness,right?Like weget thebest,like theartindustriesare justsoamazing.Like wedon'thave toworryabouthaving ahundredthousanddollarsworth ofproducton ourshelvesthatwe'repaying aloan on,right?It'slike,we'retalkingaboutreasonablecosts,but overtime youhave todo it.And you have tokeepdoing it.Like it'sveryimportant.When Iknow likeI've seensome of yourvideos onsocialandyou'renotnecessarilysocialmedia,isn'tlike yourmainthing,but it'spart of,part oftheoverallstrategyto staypresent.You'vebeendoingwhat avideo aweek forhow longnow?For threeyearsstraight.Threeyears.Andyou'reprobablynotgettingcallsfrompeoplethat aresaying,hi, John,I'd liketo buy amilliondollarproperty.I sawyourvideo twoand ahalfweeksago.That'sprobablynot it.What,what istherealityof whyyoucontinueto dothis andwhat itmeans foryourbusiness?I think alot ofthethingsthat wedo iswe'reconstantlybuildingfoundationalbuildingblockswithinourbusiness.So what Ilike todo is thereasonthat yousee avideofrom meeverysingleTuesdayover andover andoveragain,regardlessof youlook atit,if youdeleteit,whateverit is,we'reshowingto peoplethat knowus andsee us isthat wehavestructure.I have acommitmentto thisbusiness.If I cando thiseverysingleweek forthreeyears,like I'mprobablygoing totakeprettydarn goodcare ofyou.If youjump in,obviouslywe have aprocess.There's away thatwe do ourbusiness.So thechallengeis peoplestart andstop andthey'renotconsistentandthey dorandomthingshere andrandomthingsthere.Well,that's justreally aninsightinto howyourbusinessoperates.And that'snot, ifyou havethe kindsof peoplethat havesystemsin theirmarketing,typicallyhavesystemsin theirbusinessalso, andthat's, Ithinkclientscanreallysee that.So, you know,you'renot,you'renotalone.I knowyou havea reallygreatteambehindyou,includingyourwife.Yes.What, what,walk usthroughwhat theteamlookslike andwhat theproductionwaslike lastyear and thenwhere youguys areat thisyear yearto date.Yep.So lastyear, 114sales, 68of thosewerelistingslastyear.And rightnow thisyearwherethat wasabout $75millioninproduction.That'swhat 12of ustotal.So sixsupportstaff, sixsalespeople,includingmyselfand mywife.And thenthis yearwe'recurrentlyat 80closedtransactions,about65millioninproduction.So rightnow, youknow,knock onwood,right?Like, youknow, weshould beable tosurpasslastyear'snumbers.So shouldbe good.What areyou guysdoing?Anythingto ensurethat youhit thoseor what,what,what arethe dailytasksthatthoseagents onyour teamarehitting?Obviouslyyou'vebeen in thebusinessfor 20years.We know alittle ofwhatyou'redoing,professionalvendors, etcetera,networkingwithnetworkers.What arethe ninenegotiablesfor thoseon theteam?Yep.Well,it's oneis yougot tohave theplan ofattack.So dailyteammeetings,executingyourdailyprintedcalendar,settingout thosegoalseveryday,operatingin moreproductivetime.So moregreentime thanred time.So thatwould bemoresalestypes,activitiesversusbehindthescenes,clericalactivities.Like youhave tobe infront ofpeople.We have ateam hereto helpsupportyou withall thoseotheritemsthat needto getdone.But as asalesperson,you needto bemakingcalls,visitingpeople,buildingrelationshipsandhelpingpeopleaccomplishyour realestategoals.This oneis, thisone isfascinatingto mebecauseit's kindoflike thedirtylittlesecret ofourindustry.If, if,if I wereto go toa realtorevent andI were tomakeeverybodyfreezeand showme theircalendarof whatthey havescheduledfor thenextcouple ofdays,mostrealtorswouldhave verylittlerealestaterelatedactivitiesin theircalendar,right?Likethere'dbe someimportantstuff,likemaybe arandomdatenightwith yourwife,maybepick upthe kidsfromkarate,but mostpeople donot havetwo tothreehours aday ofprospectingin theircalendar.Mostpeople donot havemandatorylunches,dailyteammeetings,things ofthatnature.And whenyou thenlook atthe factthat 60%of thedeals aredone by4% of thetopagents,youreallystart tounderstandwhythat is.So I, youknow,John justsaid it.He makeshis teamdo it.I'msayingit.Look atyourcalendar.Yoursuccess30, 60,and 90days outisdirectlyrelatedto howmany realestaterelatedactivitiesare inyourcalendar.Now, ifyou'renew andyou don'thave twohours ofpeople tocalleverysingleday,startgettingspecificon thetypes ofpeoplethat youwant tomeet.Startfiguringout howmany openhousescan I dofor otheragentswithin mybrokerage?You know,if youdon'thave, youknow,John usedthis wordammunitionbefore,youknow,everypersonyou'recalling,you needto havesomeammunitionwhenyou'remakingthatcall.But ifyou're anew agentand youdon'tfeel likeyou havethatammunition,borrowthat fromthe otheragents atyourbrokerageor theotheragents inyourindustry.Um, what,um, youmentioned,you know,referralsfromotherrealtors.How areyou, howare youkind offostering?Are youkind offosteringthereferralsfromotheragents?Causeobviouslysomepeoplelook atthem ascompetition.I don'tthinkthose ofus who'vebeenaroundfor awhiletypically,typicallycan seethe, youknow, thevaluethere.Yeah.Sothere'slike acouple ofdifferentways whenyou talkaboutreferralsfromotheragents.So you'reeither,you know,the, Ithink thefirstthing ispeoplearelike, youknow,peoplethat areout ofstate,right?That havefolksthat aremovinghere.So whatis yourbranchandconnectiontonetworkwithotherpeoplethat areout ofthe area?And Ithink asyou'renew, itstartswith whenyou haveclientsthat areleaving,like youneed togo startfosteringtheserelationshipsand startbuildingthisnetworkof peoplethatyou'rereferringout to sothat nowyou'retop ofmindwhenpeoplearecoming intheoppositedirection.And thenyou haveagentsthat areherelocallythatdependingon whereyou'reat, itcould bea longwaysaway.Like, youknow,there's alot ofbusinessesdone upand downthe Ifivecorridorherefrom, uh,fromCanada toOregon,right?Well, Ican'tcover allof that.Likethere'sjust noway.Andthere'sotherpeoplethat arenot goingto dothateither.So a lotofpeople,there'smorereferralsources.An hourand ahalf awayfrom youthatyou'rejust notevencalling.So whywouldn'tyou haveaccess toall theirinformation?Like lookin theMLS,like,okay,like I'mgoing totargetthesedifferentbrokeragesor maybemy owncompany,but it'sindifferentareas.And I'mgoing tostartnetworkingor sayinglike,Hey, I'mhere.If youhavequestions, likewe'llmake sureto takegreatcare ofthem.So that'sthesecondone.The thirdone is,um,commercialrealtors,right?Likethere'sthis hugebridge ofbetweenlikeresidentialagentsandcommercialagents,nobodytalks toeachother.I don'tknow whyI thinkit'ssilly.It'ssupersilly.So, butthe mainreasonis, isthat theconceptionis thatfromresidentialagents tocommercialagents isthey justdon't doa goodjob.They don'tanswerthecalls.Like it'sjust,it's justdifferent.So theyhave thisperspectiveand allthecommercialagentsare like,Oh, they'rejust abunch of,you know,parttimersthatdon'ttake thisseriously.So nobodyrefersanybody.So be thefoster ofthoserelationships.Go outthere, goto thosebrokerages,meetthoseagents,let themknow, um,throughyouractions,how goodyou areand howgood yourteam is.And thenyou'regoing toget someof thoseat bats.And thenthe lastone isagentsthat areretiring.Likethere's alot ofpeopleright nowthat arejustcallingit quits,right?If youwere intheheyday, you'rethe endof yourcareer,2000,like2000, youknow,2020,2021,even2022.Nowyou'relike,man, Ijust madethe lastof it andI'm out.Right.So youshouldprobablytry tofindthosepeopleand seeifthere'swaysyou cantake overthosebusiness.So thoseclientsdon't getorphaned.Well, andwhat'sfascinatingis thatsuch atangibleactivity,because Iknow inmostmarkets,mostassociationsliterallypublish alist ofthoserealtorswho didnot renewtheirlicense.I mean,if you'rea memberand youget thatlist inyouremaileverysinglemonth, itwouldtake youall of anhour tomakethosephonecalls.And again,that'ssomethingyou coulddo everysinglemonth inarepeatedaction.Your commercialexamplethough,it wasfascinatingto me becauseI'veneverreallythoughtabout itthis way.Whenpeopleare usingacommercialrealtor,they'resellingtheir,sellingtheir,theirbuilding,sellingtheirbusinessoftentimes.And whathappenswhensomeonesells abusiness,right?It'sanotherbig lifemove.They'reeithermovingout ofstate.That'sfinallytime togo toFlorida,or theyhad tosell thebusinessbecausethingsweren'tgoing sowell andtheymightneed todownsizesome of theirhouse.Maybethere's abankruptcyinvolved.I mean,like Iwouldcall thetop 10commercialagents ineverysinglemarket acouple oftimes ayear,take themto lunch,becausethere'sprobablya lotof goodbusinessthere and thenyou'remoresuccessfulclients.They're startingbusinesses, they'rebuyingcommercialproperties.They'resupersavvy.I mean,that issuch a nobrainer.And I don'thear thatone veryoftenfrom therealtorsthat Ispoke to.So speakto you.So John,thankyou.I mean,thesetips havebeenawesome.Ifsomeonewanted tocall you,uh, topick yourbrain onhow youdo someof thisstuff orto send areferralyour wayinWashington,how wouldthey geta hold ofyou?Yeah,absolutely.So ifyou'relookinganythinginWashington,obviouslywe can'tcover alltheground,but wehave agreatnetworkof otheragentsallacrossthe area.Right.So thebiggestthing isjust togo to ourwebsiteorGoogle us.Right.Um, so ifyou justGoogleJohnBynumassociates,you canshareout ourreviews,tons ofsocialproof,um,email,you cancall inhere totheofficeand tomy team,um, getin mycalendar.Andthat'sreallythe bestthing is,you know,it's, youknow, thepeople thatyou'rereferringto, likeyou'vegot tocheckthem out.Like I'llleave itwith thelast,like onelasttidbit islike, ifyou don'tgot a lotof Googlereviews,go getsomepeoplearelooking,peoplearelooking.Can you,how canyoupossiblyexpect togetreferrals?If youdon't, ifyou can'tbe foundonline,why wouldI trustyou tomarket mypropertyif youcan'tmarketyourself?It'spretty,prettysimple,right?It shouldbe, itshould besimplerthan itis, butpeople,peopledon'tdo it.So guys,speakingofreviews,take asecond.If youwant moregreatguestslike Johndrop areview on thepodcaststore.I wouldpay youif Icould,but Idon'tknow whoyou areall thetime.If youtell meyou leftyourview,I'll buyyou adrink thenext timeI'm withyou.Reviewshelp usget moregreatguests, moregreatlisteners.So John,thanksfor yourtimetoday.And everyonethanksfortuningin.

The Neighborhood Realtor

Network with Networkers — Jon Bye, WA

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