#456 – The Mail-Right: Why Do So Many Realtor Fail?

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Why Do So Many Realtors Fail? We Provide Insights and Advice So You Can Succeed in 2025)

In the competitive world of real estate, many agents need help finding their footing. In this week’s show, we dive deep into the reasons behind high failure rates among realtors. From inadequate training and lack of mentorship to unrealistic expectations and poor marketing strategies, we uncover the hidden pitfalls that can derail even the most passionate professionals. Don’t miss this essential episode.

#1 – Lead Generation

#2 – Not Understanding That You Are Now Self-Employed

#3 – The Need to Be Self-Motivated Month in and month out

#4 -Religiously and Consistently Using an Easy-to-Use CRM

#5 – Doing a Great Job For Your Clients

#6 – Don’t Become One of Those Invisible Agent Types

Episode Full Show Notes

[00:00:35.970] – Robert Newman

Welcome back, ladies and gentlemen, to episode number 456. This, my friends, is our last podcast episode of 2024. I am so excited to announce that John is getting the out of dodge. He’s going back.

[00:00:57.260] – Jonathan Denwood

I might be.

[00:00:58.530] – Robert Newman

He might be. We. Whether he is or he isn’t, he’s taking a break.

[00:01:03.900] – Jonathan Denwood

I’m oscillating, Robert. I’m humming and hiring.

[00:01:07.830] – Robert Newman

Okay, well, he’s taking a break from me, ladies and gentlemen. So he will not see my glorious mug at the end of the year. He will be doing something else, whether catching up on work, seeing family, or combining the two. So. But today, before we go, you know, attractive send-off subject, we will do the following: Why do so many realtors fail? Okay. We’re going to provide a few insights and advice so that we can help you succeed in 2025. And yeah, I can’t wait to get into this subject. Forgive those tiny handful of you who logged in. Look at us on the YouTube channel. Forgive me. I am definitely in streetwear today, which is rare.

[00:02:00.990] – Jonathan Denwood

You’re very golf. He’s very golf.

[00:02:03.330] – Robert Newman

I mentioned to you that I don’t own any colors. I’m, I’m the real deal. I have the earrings, I have the tats. I’ve got it all. So let’s. But let’s dive into this. Oh, John, when you come back in 2025, I have one of my closest friends, previous co-workers, a guy that’s run many sales teams for me, just got into real estate, and I’m probably going to want to do a podcast with him.

[00:02:31.170] – Jonathan Denwood

Yeah, sure.

[00:02:33.090] – Robert Newman

All right, let’s. Let’s leap into number one because this is our favorite subject. Lead generation.

[00:02:40.180] – Jonathan Denwood

Yeah.

[00:02:40.980] – Robert Newman

Okay. So, John, I’ve got a lot to say about this. What. What do you have to say about this?

[00:02:47.430] – Jonathan Denwood

Well, that is the crucial thing you know: if you still need to get a plan about lead generation, how you’ll get leads, and a lead generation plan that works, I think you’ll be in the real estate business for a while. You need to be realistic here, though. Unless you’re very experienced or have a lot of social capital, as I call it. Yeah, you, it’s. You will need a supportive partner or funding for the first three to six months. Or you probably need both. But at the crux of it, if you still need to get a strategy around getting leads, if you think your broker will get you leads, I believe you are deluded. I know some brokerages will provide some authority, but it will be down to you in most cases.

[00:03:59.980] – Robert Newman

Agree. So, I will give and echo a conversation that I had with two young, cold callers who called me the other day for an inbound lead for inbound rem. So they’re calling me about it. Well, they were, they were dual calling me one. They casually asked me how to do an SEO website. And as you can imagine, John, I get quite a few of these calls where they go. How long does it take? And you go, I don’t know, a year, two and a half. All right, what else do you think you could offer? So we immediately started calling. They started asking me a lot about what I do squeeze pages for. That’s. That’s what you do. And I sent this guy to you; he may have called you. And they wanted me to do a squeeze page and then do advertising—the squeeze page. But amid this conversation, I asked this young man what he was doing to generate leads today. And he had one of my favorite answers that I ever get on the phone, which is like, oh, I’m a cold caller. Like, how much do you cold call?

[00:04:56.790] – Robert Newman

He’s like, I cold call for three to six hours daily. I’m like, okay, so why are you calling me? He’s like, well, listen, I’ve been doing that for three years, and while it’s generating me an income, it’s getting harder and harder.

[00:05:10.510] – Jonathan Denwood

Yeah.

[00:05:11.510] – Robert Newman

And I said, okay, explain. He’s like, he’s like, I just can’t get a hold of anybody number. Like blocking in, like, ways to block your number if you don’t already know somebody. Are Becoming more and more prolific. He’s like, I do. I don’t, I don’t. I do door knock every once in a while. That’s getting tougher too. There’s a lot of ring doorbells. You, you, you end up holding up your car to a lot of digital things at doors and stuff like that. And it made me realize, John, that the gateways to, to actual humans, which is what you need if you’re, if you’re an aggressive salesperson or if you just like meeting, stopping you in terms of lead generation. Ryan Sirhan says that he generated leads at the dry cleaners. I believe him because you can, if you’re good at striking up conversation with complete and utter strangers, you can make a lot of money in sales, regardless of what you’re selling. Having said that, if you’re actually trying to get people where they live on their phone at home, it is getting much, much harder. Which is why digital lead generation has been a favorite avenue of mine for a while.

[00:06:21.090] – Robert Newman

That’s why keep ringing the inbound doorbell, because you’re getting in front of somebody trying to address a question they’re already asking, so there’s no screening. You’re getting their eyeballs, you’re getting their focus, and you’re getting their attention. And once you’ve had their attention for a bit, if you were able to collect their information even without them filling out a form, they would be far more qualified, far more likely to be a viable prospect for you. I just believe so, like very strongly in that there’s other ways to do this. It’s a five touch introduction system. I’m just saying, let’s do it with inbound. There’s other ways to do it. You can do direct mail, but guess what, John, everybody, you’d have to spend tens of thousands of dollars to do it the other ways. How much does it cost you? If you’re starting out new, John, and you knew what you know right now, or a little bit of it about YouTube, how much would it cost you to do your first YouTube video?

[00:07:17.040] – Jonathan Denwood

We’ve got a phone, I have to get some form of mic. Less than $100 maybe.

[00:07:23.960] – Robert Newman

Okay. And how many videos do you think you could create on the backs of that $100?

[00:07:32.080] – Jonathan Denwood

Hundreds.

[00:07:33.640] – Robert Newman

Okay. And then let’s just say we’re gonna get you an optimization tool to help you optimize these videos. So they’re done. You’ve got, you know, you’re uploading them, you want them to get some more attention. How much do you think that would cost You.

[00:07:46.250] – Jonathan Denwood

Well, the one. The one that we both use now, I think that starts at. If you pay month to month, it’s slightly under $20 a month, isn’t it?

[00:07:57.080] – Robert Newman

So all in about maybe for your first year, three, four hundred dollars.

[00:08:03.320] – Jonathan Denwood

And the time.

[00:08:04.620] – Robert Newman

And the time. Yeah, but. Okay, let’s just let. Again, lead generation. We’re having that conversation. John, I don’t know that in all the things you’ve done, have you ever doorknocked. Have you ever cold call?

[00:08:15.950] – Jonathan Denwood

No, not in America. I don’t want to be sure.

[00:08:19.310] – Robert Newman

Okay. No, I’m just. I’m not. And I’m not trying to. I’m not trying to put you under the. I’m not trying to put you.

[00:08:25.430] – Jonathan Denwood

That was why. That was my very dry English.

[00:08:29.430] – Robert Newman

Okay, so I’ve done that in here in California. And you know what?

[00:08:34.590] – Jonathan Denwood

The young man podcast folks almost three years and steal wine by. I think it’s humorous. But Rob. Rob’s got used to it and he’s up for it. But I still lose him totally sometimes.

[00:08:48.630] – Robert Newman

Sometimes.

[00:08:49.380] – Jonathan Denwood

Sometimes I totally lose you, don’t I?

[00:08:52.290] – Robert Newman

Every now and again you do the. But. But here’s. And I also am so, so horrendously adhd. I have to. I have to hold on to a thought like a dog that’s just caught the bumper of a car is chasing. And so. See, I’ve almost already forgotten what I was talking about. So when this young man that I was talking. Talking about, he does three hours of calls every day. Every day, John. So that’s 18 hours a week, conservatively. So you’re sitting here going, well, besides the time, you know, a good video, how long do you think a good video takes you to produce?

[00:09:31.310] – Jonathan Denwood

Depends what you call good video. Because the videos I knock out video.

[00:09:35.600] – Robert Newman

A video.

[00:09:36.680] – Jonathan Denwood

Just a video. I’ll do the thumbnail, do some basic editing. Probably hour.

[00:09:43.100] – Robert Newman

It takes me a lot longer. But still, in either case, I don’t think it takes either one of us 18 hours. My lowest videos get a couple hundred views, usually, and my Highest videos get five to 10,000. So I’m basically knocking on anywhere from 100 to 200 doors for that three to five hours I spent, right? And I’m slow. Everybody calls me slow. My team calls me slow. I’m slow, you’re fast. If you ever got the same result, you would knock on 100 doors for an hour. Let me tell you, as a professional door knocker, you never come close to 100 doors, John, per hour. You have to run to the doors and even Then you wouldn’t be able to do it. If you got into one or two conversations, you really wouldn’t be able to. That’s just knocking. That’s not anybody paying attention. So if 100 people pay attention to something you do, you are literally at about 80% more efficiency or 800%. That is why when we start talking about lead generation, everybody who’s listening, watching the show. As a lifetime producer and user of leads, there is nothing more efficient than digital.

[00:10:49.000] – Robert Newman

That is the point of my entire conversation.

[00:10:51.810] – Jonathan Denwood

Can I say something extra?

[00:10:54.030] – Robert Newman

Yeah.

[00:10:56.140] – Jonathan Denwood

Well, I, I just don’t believe in phoning because of the factors that you just said. And I really don’t believe in door knocking to some extent. I’m more, I’m more accepting of the argument around door knocking than I am around phoning. I just don’t see in 2025 it’s got much future. Anybody that phones me that doesn’t leave a voice message that’s not on my contact list, I don’t pick it up. I. But I, on the other hand, even though I run a digital agency, I believe that this is a person to person business. I just believe in a hybrid model. But I believe the hybe. I still believe that you should be out there, not the invisible agent. You need to go to social events, you need to be part of your community, just not totally because that helps you produce the digital content that will get eyes on it. To some extent, I don’t either. I don’t believe in people that are solely marketing online, even though that’s what I do. But I’m in two sectors when it comes to real estate. I think you need that person content. But you do that by engaging in events in your community, going to business events, having discussions, meeting people, and then you have your digital outreach as well.

[00:12:39.360] – Jonathan Denwood

That’s what I believe in, Robert.

[00:12:43.480] – Robert Newman

That which is fair. And English attitudes and American attitudes are different. Having been to England, I can tell you that there are certain things, certain types of things that we accept here as a very commercialized country that they don’t accept in England. So you’re, you’re, you’re really showing a bit of your English flair, you know, with these notes. But I don’t, I listen, I’ve done, I love call center work. I loved it. I stayed in it for 20 years. I’m not ashamed of the first part of my career. It just was losing its efficiency to such a high degree. I saw the writing on the wall and I said, I’m going to go do another kind of marketing. And that’s, that’s how I ended up where we’re at right now. So. Because it’s just not efficient. And my job here is to educate people on the numbers part of it. Because the number. There’s just no touching the numbers. John and I could show you a way to get in front of like. And even if we could. So here’s another idea. I spent $160 on YouTube advertising. My first expenditure ever. And I got 30,000 views on a video.

[00:13:48.710] – Robert Newman

$160. 30,000 views. If I was better at making commercials, which I’m not, it would have done really well for me. But in the meantime, I got in front of 30,000 people for $160. That’s crazy. All right, moving on. We’re number two on John’s list. Last list, last subject, last show of the year. Did you hear me the first time, ladies and gentlemen, which is many realtors fail to understand that you are now totally self employed. John, shed the light on us, baby. What does that mean?

[00:14:27.840] – Jonathan Denwood

Well, it’s been like being a school kid and then going to college, isn’t it? You know, school, kid, everything. The teachers there are, they will pest you if you’re not doing your work. They would talk to your parents. If you’ve got parents that care, they will get concerned. Your day is measured. Then you go to college and nobody f cares. Nobody f cares that you get your assignments in. Nobody f cares if you turn up. Nobody cares about anything. They don’t. They get you into debt, probably. And if you, if don’t get anything out your degree, that’s your f problem, isn’t it? Well, that’s the same working for somebody and being self employed, isn’t it? I feel.

[00:15:26.160] – Robert Newman

And I look good. Like, nice analogy. I like the analogy. Yeah, yeah. You know, I have never understood. John, here’s a great exercise. The second that anybody ever, ever, ever becomes a salesperson, I’ve always said I bought into heavily when I was 17 years old, and I buy in heavily now that it’s the lowest paid easy work and the highest paid hard work that you’ll ever find. And the decision is mine, all mine. And guess what? That would mean that that is basically the same principle. Like, I love salespeople that walk through the door when I’m. I’m hiring and they’re like, the first questions are about the salary. How much are you going to pay? I’m like, in my brain, every single time, every single salesperson, I go, well, nothing if you’re so concerned. If you’re not asking me about the bonus structure or the commission structure, and those aren’t the first words off your tongue, you’re not a salesperson, full stop. You got to believe whether it’s true or not. You got to believe that you’re going to sell something. Like you got to believe it at the core of your being. And then you got to look at it and go, can I really do what I want to do?

[00:16:39.810] – Robert Newman

Anybody that’s walking in and asking about the salary is coming in to make the salary, like so. It is a terrible, terrible thing. And that should educate everybody listening to the show, what this is truly about. When you’re a real estate salesperson, even if you’ve managed to convince somebody to give you some kind of draw versus commission or something like that, man, oh man, you’ve got no safety net. You’re dancing on a tight wire. You will learn a lot of respect for both money and time if you’re, if you’re going to experience success. I couldn’t agree with you more. What the. Whether the analogy school or walking on a tightrope or whatever it is. Boy, oh boy, oh boy, oh boy, what a learning experience being self employed is. John has five more amazing subjects. I’m going to read them to the audit. Four more. They need to be self made.

[00:17:30.970] – Jonathan Denwood

We need to go for our break first.

[00:17:33.110] – Robert Newman

I know. I’m telling them what they’re gonna, they’re going to face when they come back. For religiously and considered consistently using easy to use CRM. Doing a great job for your clients and don’t become one of those invisible agent types. So that’s what we’re gonna cover when we go. When we come back from breakfast. We will be right back. Did you hear me the first couple of times? This is our last show of 2024. All right, can’t wait. See you soon. Everybody. Stay tuned. Three, two, one. Welcome back, ladies and gentlemen, episode number 456. We are back from our break on the last show of the year. And the need to be self motivated month in and month out is our subject. How do you keep yourself motiv motivated? John, what’s your secret?

[00:18:23.680] – Jonathan Denwood

I don’t want to end up on the street. It’s a very strong motivation because I live in a small town of Carson City and every month there’s more people on the street and this is just a small, pretty middle class, not super wealthy but not poor. And there’s more and more people on the street in this town. And if you go To Reno. There’s a larger amount of people and I don’t particularly want to be one of them. And real estate, you know, you’ve got all these glamorous shows, haven’t you, with these top producing agents and their top producing lifestyle, where the reality is just grind, isn’t it? Grind and more grind and more grind on top of that.

[00:19:23.520] – Robert Newman

Yeah, yeah. So I agreed, agreed, agreed. You know what? I’m gonna. I’m gonna capitalize on what John said. Fear is a big motivator for me too. No, I wish I could tell everybody otherwise, but I’m gonna be really honest with everybody on the show. I’m gonna be really honest with you. I’m neurodivergent. I wake up anxious. I have been homeless twice. I’ve been in jail. It’s generally terrifying. Like, it’s just terrifying in LA is harder than where you’re at if we’re both super honest. So fear is a decent motivator. On my good days, of which there are less than my bad days, I focus on not. Like I’m just not a money person. So I usually focus on a task list and I keep myself motivated by having things. I try to make sure that I have one exciting thing on that list and it doesn’t matter what it is, just anything I’m excited about. And it could be meeting with somebody. You’ve worked with me a long time, John. You know, I get excited about weird things. Like sometimes I just get excited about a particular person you have on the show. And those days light me up.

[00:20:25.140] – Robert Newman

They’re really fun to do those podcasts with people that you’re interested in talking to. And I love good conversations with good people. It kind of sends puts wind to my sails for the rest of the day. And so that’s one of the ways that I motivated my motor. I motivate, I find little tasks. And then last but not least, the main task for my business that I do consistently myself is I hold on to the thing that I’m good at, which is sales and talking to people. I’ve spent a lot of time getting good at it. It motivates me to be on a phone and know that I did an amazing job, probably better than most other people could have done. I like doing good work. That usually gives me a little bit of motivation for later in the day. And I carry that through to other tasks that I really hate, like accounting and bookkeeping and operations. And I can go on and on because I do it all now because I am self employed.

[00:21:24.380] – Jonathan Denwood

Can I say so add something to it.

[00:21:26.520] – Robert Newman

Of course.

[00:21:27.820] – Jonathan Denwood

It’s a bit like our last podcast where we were interviewing Steve and I did like this concept and that’s why I asked him to come on the show this. Are you the favorite or are you the fool? He’s very traditional. He’s very intense, isn’t he? I mean, obviously knew what he was talking about, but he is intense. He’s more intense than you and your pr. You could be pretty intense. I can be, but not. I’m not generally as intense as you, but he was pretty intense. But that I believed in this concept. Are you the favorite or are you the fool and the video? You know, doing the video you are already when they ring you, if you’re doing video, you’re producing content, especially the video you are and they’re ringing you. You are the favorite. You know, even I. I’m not very good. I am very good at getting out of a cell, but even I bag the cells if they’re watching a lot of my videos. Because you are already the favorite.

[00:22:47.050] – Robert Newman

I do like that concept too. Steve was a fun guest for those of you who didn’t catch him.

[00:22:52.170] – Jonathan Denwood

That fun, wasn’t he?

[00:22:53.680] – Robert Newman

Yeah. You go to episode number 455 and you can check out Steve. He’s got a lot of good things to share. He is very proudly one of the very first performance coaches for Realtors. If not the first. He claims the first. I wasn’t sure about that, but I wasn’t going to say anything religiously and consistently using an easy to use CRM. Yeah, okay.

[00:23:22.110] – Jonathan Denwood

Which I don’t, I don’t. But I think if you are in real estate, I think writing notes and keeping information about is important, but I think it’s not gonna. It’s gonna help you be more efficient when you’re talking to people. But a lot of agents don’t follow through. They don’t touch base with previous clients. They don’t do a lot of real outreach. So ain’t gonna help them. But those that do it will. But the. And I forgot who said this. I think it was Tom Ferry Ferris. The best CRM is the one that you use. And a lot of these systems, unless you’ve got somebody in house that’s working with it 247 in your brokerage and that they godforsaken difficult to use, that nobody uses them.

[00:24:29.500] – Robert Newman

When I was using like I use CRMs at Sprint, I use CRMs when I was selling computer surprise. I used CRMs throughout my entire career. And I Had the simplest system ever. I used Last Action, Next action and opportunity grading. That’s it. That’s really what I use my CRMs for. So last action is what, what did you say and what was discussed. Next Action is what did you agree to talk to about the next time? Usually these things can be small and then depending on the grade. So I forced myself to give the client a score of 0 to 10 based on my perception of the match between us. Like how qualified they were as well as how excited they might be about my specific offer. It’s two of those things and so like a 10 of 10 when I, when I moved that call, the call opportunity was always at the top of my list because I graded it the highest and kind of. And then there was a rotation downwards. I’ve experienced more success with that very simple system than most people ever have.

[00:25:33.230] – Jonathan Denwood

Can I ask you about this? I’ve been thinking about this for a long show. You might have because you’ve got more experience in the real estate. I’ve been at it now for six years, so I think I’ve got some reasonable. You’ve got almost 20 years. Right. There’s a, there’s insane amount of discussion about CRMs. It’s, you know, it’s probably your most favorite videos that get watched are your reviews, the CRMs, blah blah blah. There’s a lot of miss terms about what is a CRM. We’ve got episodes where we’ve discussed the total wackiness. You know, a lead generated platform is seen as a CRM. I see a CRM as the way in the parameters that we’re discussing it. Right, right. But there’s so much talk. But when you look at the amount of agents that don’t ring up old clients, don’t do any follow through, don’t, don’t keep in touch with their old. It is mind blowing. So you got all this talk about CRMs, which is about to some extent mixing lead generation with CRM. And then you’ve got these industry surveys show even now that most agents to keep in contact with their old clients, they just don’t do it.

[00:27:05.160] – Jonathan Denwood

What’s all this about? Robert?

[00:27:07.750] – Robert Newman

Well, call reluctance, sales psychology, you know, my fear and anxiety I discovered would put me at a standstill. John the only reason I like, I’d love to keep telling people stories about my drive and my motivation. I have legitimately been top one through 5%. That’s true. What I did though is I learned to use my neurodivergence to some degree in my favor. I walk in the office, if I have nothing to like, if I don’t have a list of people to call and there’s a cold calling list over here, I’m probably not calling anybody, John. That’s just the truth. I’ll figure out a way to waste time. And I think a lot of salespeople do exactly that. But if I walk in and I have a small, like, little list of people to call with the graded opportunities I already told you about, for some reason, it kind of generated me into the habit. The motivation, the cold call reluctance was. Was diminish. And so I would then hammer out a few hours with cold calls. And that made all the difference in the world because the cold calls led to more opportunities which you grade and put into future days.

[00:28:12.990] – Robert Newman

And it’s a system that builds on itself so that you walk into the office and you go, oh, fantastic, I’ve got 10, 20, 30 good calls. And then you’re like, okay, I ended that. You know, I still got an hour left before I’ve been here for eight hours. Might as well knock out an hour of cold calling. A lot of really driven, disciplined people do all their cold calling in the morning. I could never do that. Ever, ever, ever, never, never.

[00:28:36.420] – Jonathan Denwood

No, I couldn’t do that.

[00:28:38.040] – Robert Newman

So I think that what it’s about is that this psychology.

[00:28:42.380] – Jonathan Denwood

Yeah, but I’m not talking about cold calls, am I? I’m talking about people that they’ve done, They’ve met, they’ve got. Might have bought a house with them. They might have done a open house, they might have had a conversation. They don’t even outreach to those type of.

[00:28:56.470] – Robert Newman

I have no idea. A will, a desire to fail, a lack of organization and not understanding what the basic principles are of, like, taking their. Like, usually when I talk to salespeople and you’re coaching them, right, and you come down to, okay, how are you going to get back in touch with this person? And they look at you blankly, and you’re like, let’s say somebody’s doing an open house. You go, you do have their contact information, right? No. What do you mean? You don’t have their contact information?

[00:29:25.640] – Jonathan Denwood

No.

[00:29:26.130] – Robert Newman

What do you, what do you say to somebody? You got them there, you paid for hors d’oeuvres, they’re in the house, and it’s like, I didn’t ask for it, or I didn’t have a signing sheet or whatever the freaking is.

[00:29:40.760] – Jonathan Denwood

And you’re like, yeah, can I interrupt to be. If you, you, if you’re new to the Industry, you find a mentor, you find somebody, you be a junior with you. Do you say, well, for six months, I’m not going to have a social life. I’m going to be doing open houses every weekend, Saturday and Sunday. I’m going to be available to this mental agent, I’m going to do anything he wants or she wants me to do. And I just do religious open houses. And these open houses are for me to build relationships, to get these people’s phone numbers, emails, put me my bloody CRM and then call them.

[00:30:22.770] – Robert Newman

Yeah, exactly. Call them, message them, whatever it is. Right. But one way or the other, do outreach. And obviously calling them is the best process. Calling them and starting to try to generate a relationship. But honestly, a lot of realtors just lack process and they lack the intuition that you do as a business owner, which you think is basic, but it’s not. It’s not basic. Getting phone numbers, names. The very basic stuff that we is the dribble of being a marketer, the dribble of being a business owner. At the end of the day, you and I both know you can’t make a sale with if you don’t have somebody’s contact information. That’s basically business 101. Even you in your English frame of mind are going to be like, well, I would at least like your contact information. We can email, we can push out, we can not call them, but we need their contact information to do anything at all, like, full stop. So it’s basic process stuff, I think, John. Lack of. Lack of knowledge, lack of training, lack of confidence, doing a great job for your clients.

[00:31:32.810] – Jonathan Denwood

This is basic stuff. But it’s true, isn’t it? You look at Bill, you look at me, very successful in real estate. You know, some clients are. You never make them happy, you never make. But there should be a basic line of service. And when you start getting busy, that’s when the hit. Sorry, I’m gonna swear the hits the fan.

[00:31:54.660] – Robert Newman

You already have to edit this one. I. I started off the episode, Chris.

[00:31:57.780] – Jonathan Denwood

Yeah, because that’s when your quality standards start going all over the place because you’re busy, you’re stretched. But that’s when you know you’ve got some processes that actually work. You only know that is when you’re under stress and being consistent, when you’re being pushed is the sign that you’ve worked out these practices, isn’t it?

[00:32:26.130] – Robert Newman

Yeah, it really is. So, my goodness gracious, doing a good job. I’m just going to give one tip here, ladies and gentlemen, to the Good doing the good job part. You want to know if you’re doing a good job? Try to get a. Try to get your clients to do a report card. There’s no more like dual proactive thing than to ask somebody for a review, to prompt them with a template to say, will you leave me a review? If they say yes, you send them a template while you’re standing in front of them. I don’t freaking care what part of the process you’re in. If it’s a prospect, somebody you’ve talked to spent a few hours answering questions, this is a great time to ask for reviews. It’s a report card.

[00:33:07.800] – Jonathan Denwood

I know a platform. I know a certain real estate platform, marketing platform, Robert, that has that survey system in. Built into it. Robert.

[00:33:18.290] – Robert Newman

Oh, really? No kidding. You led the shit. Share it with the audience, please.

[00:33:24.090] – Jonathan Denwood

Oh, it’s something called Bill, Right?

[00:33:26.670] – Robert Newman

Okay. All right. John is taking off from the podcast, but he’s not shutting the doors of his business. So, should you want to reach out to him before the end of the year?. To talk to him about a real estate marketing system, call him, call him, call him, call him, or reach out. All right. Don’t become one of those invisible agent types.

[00:33:52.730] – Jonathan Denwood

Nobody’s coming to you. Nobody cares. They don’t care that you’re a real estate agent. Nobody’s knocking on your door to give you a commission check. Ain’t going to happen. And if you’re like 80% of agents, the invisible agent that does one or two transactions a year, a lot of. Many brokerages love it because of the split they can give to these one and two transaction agents. But if you have a proper career, you aren’t going to happen if you’re the invisible agent, right?

[00:34:30.260] – Robert Newman

Yeah, I agree. Well, ladies and gentlemen, invisible agents like not being seen or heard. That would be 101, but we’ve covered many fundamental things. And honestly, when it comes to real estate agents and why they fail, I will go back to something essential that Tom Hopkins said long ago when I was in a training class with him. And it was in the 80s, it was. That’s how long ago this was. He also said that the willingness to fail is the willingness not to be trained. And he was talking to a room full of wannabe real estate salespeople. I was taking a sales course, knowing I would use the information for telephone sales. And I had to go out to Arizona, where he was Training, to take the class in the first place. It was revelatory, though, because he basically kept saying repeatedly that being a salesperson is similar to being a doctor. You get out of it what you put into it in terms of your learning. Granted, he was selling training, but he had an extraordinary amount of people in the room who were successful salespeople attending the meetings, his training, the second, third, and fourth time, some of whom were selling real estate.

[00:35:41.320] – Robert Newman

He made half a million dollars a year in real estate back in the 80s. The 80s. So, the guy knew how to sell. When you’re thinking about what you can do and what you know, do you want to fail? I’m so sorry. But even more than me and John or digital marketing or anything on this list, I will tell you. Go back to basics. Read some books, listen to some audio tapes. Start becoming a professional salesperson and understand what you want to do; being trained creates confidence. I don’t. I don’t like, lack, or understanding. John, what would I say if I knocked on the door? I know what I’m going to say and what I’m going to do. I know what my elevator pitch is at all times. Like for, for inbound rem, for anything. I know what the elevator pitch is from the Mail-Right. I know what the elevator pitch is for half my competitors. Right. I know it, and I am not scared to say it. But all that came down to training and repetition and practice and drilling and becoming very good at something like 10,000 hours.

[00:36:49.680] – Robert Newman

There’s that old, super old training principle. It takes 10,000 hours to be an expert at anything. I’ve got my 10,000 hours on the real estate marketing side and actually on sales, way more than that. So that’s my advice to everybody listening to the show and closing it out with training yourself. Read some sales books. Read them from sales professionals and read them from people who are not sales professionals. Read little ebooks that famous salespeople have written in real estate because they all have Ryan Sirhant. The list goes on. Read their books. I read their books. I don’t like what they say. A lot of times, I read their books. You should do it because you want to know what they’re saying works, and then you want to practice it if you think it would work for you. That’s all I got. John, how would you like to sign off for the year? The year?

[00:37:41.960] – Jonathan Denwood

Well, I believe in the Hybrid system. You need to get out there and go to business events, kinds of community, social events, and discussions. Don’t be one of those agents that keeps handing your card out, but have discussions and, you know, do video, have some digital marketing strategy. And if you combine, you know, you might have to. If you’re new and haven’t minted, you’re not doing open houses, which you should do. You’re going to have to buy some leads. You’re going to have to go to reiter.com and buy them. But I don’t need to because I think as a newer agent, I’ll be a mentor with an agent, and I’ll do open housing. But I would do a video. I would have a decent website. I’ll get the package up and running and be at it. I won’t be doing cold calling because I don’t. If I thought it worked, I would do it. If it meant success or failure, I would do it. I’ll do anything. Right. Rather than end up on the street.

[00:39:06.310] – Jonathan Denwood

Right, Right. But I don’t believe it works now, so I don’t have to do that. Right. In my opinion. Right, Right.

[00:39:15.070] – Robert Newman

Right. I find no better way to sign off the show. I would like. I hope everybody listening to the show will mentally do what I’m going to do and wish you a farewell or success. Whichever. Whichever is more appropriate depends on what you end up doing, whether you visit your family where you stay home and get some stuff knocked out. Could you take a break from the marketing schedule? I have had a lot of fun in 2024.
I’m looking forward to 2025 and wish you well, sir.

[00:39:47.800] – Jonathan Denwood

All right, we’ll see you later, folks. I wish you and your family a happy Thanksgiving, Christmas, and New Year, and we’ll see you in 2025.

[00:39:59.350] – Robert Newman

Same, same. All right, take us offline.