Realtors: This will make you a lot of money (If you do it...)

Added: 2026-05-27

[00:00:00]We're talking about making money as a real estate agent, somebody who goes out there and sells houses. We're not talking about building a team in this video. We're not talking about building a brokerage in this video. We're not talking about recruiting agents into your downline or investing in real estate. We're talking about the person who wants to go out there and have a successful career actually keeping the main thing the main thing, which is selling houses. Now, if that's you and you're like, "Okay, talk to me, Brandon.

[00:00:27]What do you got for me today?" We're going to break down the only three ways in which you can make not just a little bit of money, but a lot of money selling houses in real estate. I'm going to break down what they are and then specifically I'll dive deep into each one of them so that you leave this video with some practical takeaways that you can implement in your business right away. And really quick, if you're a real estate agent, you're watching this video and you're not selling at least two homes every single month consistently month over month, I want to invite you to join me on my next live workshop.

[00:01:05]It's 100% free and for 3 hours over Zoom, I will personally work with you to build out a stepbystep lead generation action plan that you can follow every single day that will allow you to get clients on a consistent basis. The days of you wondering where your next deal is going to come from and when your next commission check's going to happen will be over. I'll teach you exactly how to do this without you having to buy leads, post on social media, give up your nights and weekends sitting in open houses, and best of all, you can finally stop chasing and begging your friends, annoying them, asking them for referrals. So, if you're sick and tired of riding the commission roller coaster where one month you've got this great income and then you go months and months without getting a commission check, then simply go to reverscelling.com to save your seat or simply click the link in the description. Now, for most agents that aren't earning the amount of money that they want to make really fall into one of two buckets, but primarily, if we're being honest, and you probably fall in this bucket as well, 90% of agents, they don't have a supply issue.

[00:02:16]They have a demand issue. They don't have enough leads. They don't have enough clients. And so, that's primarily what we're going to unpack on this video. So, let me uh introduce you that I call move this a little bit so you can see this better. Okay. So, I call this the money pyramid. So, the first way in which we make a lot of money in real estate, which is why you're watching this video, I would assume, is by talking to people about buying and selling real estate. Talking to people every single day about buying or selling real estate. Now, you're like, "Uh, yeah, no kidding, Brandon, but wait a minute. Let me just challenge you for a second because I'm going to unpack that in greater detail on who you should be talking to in just a second. But let's be honest for a second. If I were to follow you around, I'm talking about for the the past, we'll call it 90 days, how many people would I have seen you actually talk to either face to face or voice to voice about buying or selling real estate? How many people on average?

[00:03:25]I would love to hear from you guys in the comments. Be honest. So, how many conversations are you having every single day with new people about buying and selling real estate? See, the reality is, and this took me I don't know why this takes people so long to really understand, but the number on average, if you break down the numbers, you start tracking your numbers like crazy, what you're going to find is this, that the number of people that you talk to daily about buying and selling real estate typically is about the number of homes you sell annually. Now, for some of you that are watching this, maybe you just connected some dots.

[00:04:06]Maybe you said in the comments, okay, I'm talking to roughly three to five people per day on average. And then when you look at your production, it's like, yeah, I sold four houses in the last 12 months. It starts to make sense. So when we look at this, when we talk about making money in real estate, money making activities, the first one is talking to people. Now, most of you, if I said this, you probably are going to click off this video as soon as I say what I'm about to say. But it is true that most of you should be having no less than 30 30 conversations with new people every single day about buying and selling real estate. Brandon, 30 new people a day.

[00:04:54]Where in the world am I going to find 30 new people per day to to talk about buying and selling real estate? I'm going to let you know that in just a second. But I want you to start thinking about some of these things that I'm going to uh talk about in today's video.

[00:05:08]The same way you would think about your your practice if you were a surgeon.

[00:05:14]See, I always give people this analogy and hopefully this will make a lot of sense to you that if you are a surgeon, what is the only way that you are allowed to bill the insurance company under which activity? Hopefully, you're saying, "Well, duh. It's when I'm in the operating room doing surgery." Right? So that surgeon, in other words, what you're saying watching this video right now, that surgeon does not make money when uh their staff is following up with people. That surgeon does not make money when the nurse out there is taking someone's temperature. That surgeon does not they're not allowed to bill the insurance company outside of any other activity except for the actual surgery itself. Now, if you look at our business, I introduced you to the first money making activity, which is talking to people about buying and selling real estate. Now, some of you are like, well, you said this 30 uh contacts per day or 30 conversations per day. Who in the world, Brandon, would would that be?

[00:06:21]Okay, well, fine. Let's look at uh something that I call the the prospecting funnel. Okay. So, everybody in uh your market right now, we're talking about the consumers. Now, the consumers fall into one of three categories. All right? They are either at the top of funnel, middle of funnel, or bottom of funnel. And by this, I mean, where is this person in relation to uh the time in which they're thinking about making a move or they're thinking about selling. See, what ends up happening is your your biggest challenge and the biggest challenge when it comes to lead generation in real estate is finding people that want to buy or sell real estate. When I explain this to you in a second, this is going to make a lot of sense. So, instead of having conversations with just random people that you have no idea whether or not this person's ever going to buy a house, uh uh uh ever. Let's get a little bit more targeted in our lead generation efforts. Okay. Now, let's pretend for a second that you're going to spend uh we'll call it 3 hours a day actually reaching out to people proactively. I know that's a that's a that's a crazy number, but let's just pretend you would. You'd be willing to do that.

[00:07:39]Well, you only have three options. All right? You can contact people that are uh bottom, middle, or top. So, by bottom of funnel people, I'm talking about the people in your market right now that want to sell a house right now. Okay? As an example, that's going to be your for sale by owners. That's going to be your expired listings. That's going to be your uh canceled or withdrawn listings.

[00:08:08]That would be an example of people that you could contact right now, not have to wait around. You could pick up the phone, go see them at the door, and talk to them about buying or selling real estate. Now, some of you watching this video, you have lots of people that are at the bottom of this funnel. We'll put this in red. Some of you have a lot of those people. Some of you watching this video don't have any of those people.

[00:08:30]That's perfectly okay because I want to introduce you to some sources at the middle of funnel. So, these are people that are looking to typically buy or sell real estate within the next 6 months. Within the next 6 months. Some examples of those, and if I'm coaching you, you know that I love middle ofunnel business because there's not as much competition as there is when you deal with people at the bottom of funnel, right? You've got every Tom, Dick, or Harry realtor that actually picks up the phone and prospects every day going after for sale by owners, canceleds, and expireds. what they're not going after because most of them don't uh have a clue about what you're going to learn in this video right now, which are middle ofunnel opportunities. So, these are people like what I would call tired landlords. So, tired landlords, these are people that um have owned a property that is not their primary residence.

[00:09:26]Obviously, this is an absentee owner who's owned the property for 20 plus years.

[00:09:31]They have the property uh it's paid in full. So, there's uh no mortgage at all.

[00:09:37]So, it's paid off. They've uh also with inside of that time frame, so they've owned it for 20 years, which means they've had it rented for for 20 plus years. It's paid off uh which means that it's all equity and they're 70 years or older. So, we know that the likelihood for this person to transact or to do something soon is very, very high. So, that would be an example of a lead source of people, and there's thousands of these people right in your backyard, by the way, that fit this criteria.

[00:10:11]Another one, if you uh if we're not talking about tired landlords, maybe we could talk about just regular old absentee owners. Absentee owners, these are people that uh have homes where they don't live, secondary residents, uh rental properties, vacation homes, etc. This is a great middle-ofphunnel opportunity for you to go after and there's tens of thousands of these in your market. And then lastly, we have top offunnel. So, uh top offunnel opportunities are very very very abundant. Um they are looking to do something call it within the next 12 to 24 months and there's very very little competition. By this we're looking at things like uh downsizers.

[00:10:56]Okay, so this is one of my favorite lead sources of all time because most agents don't know how to do any type of target marketing. So they just call everybody and they hope that they find somebody that wants to buy or sell. I get a little bit more strategic with agents that I coach. And so maybe you go after downsizers. Again, these are people that are 70 years or older. They've had uh they've owned a house for 20 plus years and uh there is no mortgage on the on the property. So, this is another great opportunity for you to go out there and find seller leads. Now, the point is this. There are tens of thousands of people that are thinking or going to be selling their house. Don't believe me?

[00:11:37]Go into your MLS right now and tell me how many closings happened in the last 30 days. How many closings happened in the last 90 days? How many closings happened in the last 12 months? So there's plenty of business if you will go out there and have conversations with people. Now let's talk about the second pillar. So the fir the first way we make money is talking to people that want to buy or sell real estate. We don't make money when we're doing uh Instagram videos. We don't make money when we're playing around on Canva. We don't make money when we're going to the broker's little uh training on contracts. We don't make money when we do that. These are the only money-making activities.

[00:12:21]Number one is talking to people. Number two is following up with people that we've talked to about buying or selling real estate. See, here's another big problem. So, once I can get an agent to finally accept the fact, okay, uh if I want to sell a lot of houses, uh it probably makes sense for me to talk to people that want to buy or sell houses.

[00:12:44]Okay, I know that's common sense, but it's not common practice. Most agents have what I call the disease of knowledge. They know what to do. Most of them know how to do it and they don't do it anyways. That's most people's problem. Once I can get them to start doing that, the next big issue that they have is having a system to follow up with those people on a consistent basis.

[00:13:07]So that between the day they have the conversation, uh maybe that's today, you have a nice conversation with a for sale by owner. The conversation goes really well. You ask them one of the best questions you could ever ask them. You can get this right from my script book.

[00:13:20]If you don't have it, there's a link to that in the description. And you ask the for sale buyer. You say, "Mr. For sale buyer, listen. I know you've got every realtor in town calling you trying to convince you to list your house with them. Here's the truth. You and I both know that you can sell this house on your own. I won't argue with that. The my only reason for calling you, my only question for you, Mr. For sale by owner, is this. In the event all albeit that it's low, in the event 30, 60, 90 days goes by and you're unable to find a buyer who is willing to give you the price that you want for your home or more. At that time, would you be completely opposed to you and I having a conversation to look at some backup options? Be honest. Let's say you had a nice conversation and a for sale buyer says no listen I appreciate I appreciate the the approach and if we can't find a buyer in this time frame call it 45 days or less then yeah why don't you call me and we can have that conversation okay fine that's talking to people okay so you talk to somebody the problem is what's going to happen over the next 90 days what type of system do you have in place that allows you to follow up with that uh person over the next couple of months so that you stay top of mind. So that if and when the day comes, that person specifically needs a real estate agent that you have won the business, that you've become um uh the obvious choice because you've stayed top of mind. Now, here's some recommendations.

[00:14:56]If I'm coaching you, here's what I would coach you to do. Number one, I would have them on a phone call cadence. Okay?

[00:15:05]So, if somebody is uh going to be doing something or open to an opportunity with you and call it, you know, 2 or 3 months, that person needs to be called at least once a week. Once a week, that seems like a lot. Listen, you would much rather follow up too much than not enough and lose the opportunity. I'll let you chew on that. You can make peace with that. You need to call that person at least weekly. You need to stay top of mind. You need to become a resource for that person while they believe they don't need an agent so that when they do need an agent, you've already demonstrated your expertise. Number two, they should be getting an email every single week from you. High value pouring into the relationship, making deposits.

[00:15:49]They should be getting a weekly text message from you. Number four, they should be getting a piece of direct mail from you every single week. And so this is what I would coach you to do so that when this person gets to the the day and time where they need a realtor, and it doesn't have to be the for sale by owner, it could be any lead source. I just gave you a bunch of different ones, and there's there's dozens and dozens and dozens of more people out there that are going to be buying or selling a house in your market in the next 3 6 9 12 months. But how are you following up?

[00:16:20]So, we talked about two money-making activities. We talked about number one, the only way we make money in real estate, a lot of money in real estate, is talking to people every single day about buying and selling real estate.

[00:16:33]This is has to be your priority. Number two, we talked about following up with those people that you've talked to in the past about buying and selling real estate. And three, no shocker, you have to meet with people about buying or selling real estate. I'm talking about actually presenting, not just meeting with any Tom, Dick, or Harry to have a cup of coffee. Not just to play patty cake. I'm talking about having meaningful in-person conversations with property owners at their home about listing and selling their house. Maybe it's a discovery appointment. Maybe it's a preview appointment. Maybe it's a listing consultation.

[00:17:13]But you have to these are the only three things that you should be doing. Now, can we be honest for a second and you not get all mad at me uh in the comment section. When I look at most agents and we look at these three things that top producers are doing every single day, they're spending at least, listen closely, 50% of their day. So, if they're working 10 hours a day, they're spending at least five of those hours.

[00:17:39]At least minimum at least five of those hours. either talking to new people about buying or selling real estate, following up with people that they've already talked to in the past about meeting or buying or selling real estate, and then three, meeting with people face to face about buying or selling real estate. But when I see most agents, and I mean this with much love and respect, they are doing everything but those three things. They're, you know, you name it, they're doing it. We call it creative avoidance. Now you have a choice to make. You have a choice to make. It's not about time management, but rather choice management. Now that you know the only three ways in which you actually can uh uh generate income in the business of real estate sales, will you continue to avoid these three things because you've got so much mental baggage? Um or will you actually accept this as your new reality? If that is you, this next video is going to help you a