Being A Real Estate Agent Made Easy

[00:00:00] This is Commercial Real Estate Secrets. My name's Aviva. I'm a commercial real estate owner, broker, manager, and internet personality. Commercial real estate has been a gate kept industry until now. I believe in opening the gates, sharing strategies and techniques necessary for achieving financial freedom through commercial real estate.

This week's Listener of the Week is Jessica on Fire 22. Jessica, DM us your mailing address and thank you for leaving a 5 star review. For those of you listening, if you leave us a 5 star review below, you might be next week's listener. Of the week week week when I started in commercial real estate um, I interviewed at a bunch of different brokerages and It was very I didn't get hired I sat down in one meeting and the managing broker looked at me and told me Because I was a female I was a liability [00:01:00] and that I would become pregnant soon and that made me Two times the liability.

This wasn't even, this was in like 2000, I don't know, 15. Anyway, I didn't get a job out the gate and I was over it. I had gotten my license. I technically could hang my license under my father. My father had a, he had a license. He didn't really operate it for. Outside deals, but he had his own brokerage. I could hang my license with him.

He didn't want me to, which is why I was interviewing elsewhere, but I got sick of these guys telling me because I was a female I couldn't do the job. So I just went out and started getting leads, physically. Showing up to people's door, physically getting leads, and I just started working on them. And, uh, eventually, I, you know, a couple days or weeks, whatever, in, I looked at my father.

I said, Dad, I got a bunch in motion right now. I have to [00:02:00] hang my license somewhere. Can I hang my license with your brokerage? He said, Okay, you know, sure, whatever. And While he did teach me everything I know He was never, he was never into the broker. He hadn't been into the brokerage game in a while He had found other ways to create more money through real estate and he was leaning into them and He had started as a broker.

He's been a broker for 45 years. He just, uh, did my PhD in real estate theory, where he started his career as a broker, learned the game the first 10 20 years, and then executed it the next 30 40 years. So, as a result, when he hired me on, he didn't... A had no systems to teach me. Literally, he took a phone book and he dropped it in front of me on my [00:03:00] desk and he just said, uh, start calling.

That was the only thing he told me to do, to get leads, do deals, and see them through. And in the, in that moment, like, it was so, it was frustrating and intimidating and What I didn't realize would be that that was the best thing he could have ever done for me. Dad structured it so I had to figure out everything myself.

And that led me to finding ways to find leads as a real estate agent that nobody else was doing. And I'm about to tell you all of them. So, everybody thinks that in real estate to get leads, you just got a cold call. Just hit the phones, rip the phones, get to work. And don't get me wrong. That method works.[00:04:00] 

However, there are a lot better, more streamlined ways to get leads right now, period, point blank. And if you lean into cold calling all day, every day, you weren't testing anything new to get More leads, better leads, streamline your leads. You're just repeating the same run of the mill steps that everybody does, right?

If everybody says you have to cold call, that means all the agents are doing that. Cold calling, right? So say,

let me take a step back. Why do people make the mistake of just cold calling or, or, or, Only doing what [00:05:00] everybody else is doing, right? If I'm cold calling everybody and all of my competition is cold calling everybody, how in the world could we ever stand out? Okay, someone's got to have a better sales pitch.

Is that the best way? Right? How can you stand out if you do... Nothing but stick in the crowd. That makes no sense, right? That's not how we get business. That's not how we market. But this mistake is made because mentors brokers teach poor form. Brokerages teach poor form. I got a buddy who is a broker in Arizona, Eddie.

He used to work at a different brokerage until he, uh, saw the light and moved to a better brokerage. Anyway, Eddie's managing broker wouldn't, would not allow him to post his company logo, their company logo online [00:06:00] on social media, right? The boss said, no, don't do that. What's funny to me is if the boss was living in reality in the 21st century, The boss should be requiring every single social media post to have the emblem, right?

These, these technology has changed so much about the industry and the gatekeepers and the people who are running the brokerages have no idea that this is happening. So they're teaching and instilling poor form into the younger generations. And what does that become for you and me, the crew? It's absurd opportunity.

Take it from somebody who has tripled down on this.

They have done nothing but make a fast lane for me to grow a brokerage business without having to cold call [00:07:00] with really strong direct leads. So if you choose to go with the crowd, you know, if you choose to rip the phones and you're at a brokerage and your mentor is telling you. You know, get, get to calling, get to door knocking, that's fine.

I mean, at that point, you just have to work with volume, right? Because you're doing the same thing everybody else is doing. You just have to do more and you have to do it better than other people. So that's just rinse, repeat, rinse, repeat, rinse, repeat. Um, and that's pretty miserable, right? Like. Trust me. I have made the cold, the cold calls.

I have definitely like tried to have a sales call and had no idea what I was doing and failed miserably that I realized I had to take a step back [00:08:00] and really, really assess and look at the market, how we market and how it all applies to commercial real estate, right? Or residential real estate, because if you are a real estate agent, yes, you transact real estate on behalf of people.

But. You're a marketer. You better put your marketer hat on because if you're not good at it, I hope your teammate is. Because if you guys can't get that going, oof, it's gonna be a friction filled world. But if you do what everybody else is doing, you can't stand out, right? That's marketing 101. If you do something different, it's like shooting fish in a bucket.

Literally, and what's crazy is that there is so much new technology, right? Like if you think of lead [00:09:00] generation as cold calling in commercial real estate, that's it. It's like, Oh my God, like Facebook ads, Instagram ads, tic tac ads, podcast ads, Google ads, SEO. What, right? Like there are so many very, very basic, very common ad streams that people are not utilizing.

Ah, they have started to, you know, some people are, most people aren't. Commercial real estate is really, really behind and it's... Nothing but beneficial for people like you and me, but there are so many ways to absolutely crush it as a real estate agent with online lead generation today, tomorrow, and the next day.

And I'm about to tell you like My secret recipe. Um, I would highly suggest to push yourself past the [00:10:00] boundary of what your mentor is telling you and the rinse and repeat cycle that worked in the nineties because it's not going to work the same today. So. What I want you to do is think about what you're trying to sell.

Maybe you're a residential real estate agent. Maybe you're a commercial real estate agent. Maybe you're a tenant rep.

If you were looking to buy a home, if you were a business looking for a broker, if you were looking to sell your warehouse, how would you do it? Reverse engineer your lead. Become your ideal customer. And say to yourself, how would I do it? Because I'll tell you how they do it in commercial real estate.

They pull up Google, and they Google, sell my warehouse. Commercial real estate [00:11:00] broker Denver. And guess who's there when they do? It's me! I have built my entire commercial real estate brokerage business off of Google ads. Right? I have a highly branded Company that tells people exactly what we transact warehouses.

My company is called the warehouse hotline, right? So when they Google it and they want to sell their warehouse and they see the warehouse hotline, they click it. Now they're on the website. Got to have a converting website. That's Googleable information. You just kind of look up on YouTube how to make a converting website.

You'll get there. So now we have Google ad plus. Brand plus converting website equals a phone call with a direct lead, right? So now I am not calling 500 people who are sick [00:12:00] of people like me calling them. I'm getting inbound calls from Exact target market, right? I want to sell my warehouse. I googled you you came up What are you gonna do differently and then I run with it?

Look we're better at marketing in this They and age and anybody else that's that's why we're here. You're gonna have the listing before you know it Technology has changed everything. I went to college from 2010 to 2014 round numbers, right? I was a DJ I wanted to learn how to produce music and what I learned in college was how to record in the 90s, right?

All my professors they went to college for recording never really made it There were musicians, but [00:13:00] for all intents and purposes, I learned how to record in the 90s, and that was not applicable for 2014 me. It was a waste. It was, it made no sense, right? Marketing with old tactics that have been washed, rinsed, recycled, whatever.

Is that really the most efficient way for you to do business?

Reverse engineer how you would get, how you would search for your service? Right? Analyze that psychology and then reverse engineer it. Humans, we're, we all think we're special. We're actually all very similar. We all really kind of have the same, uh, habits, right? So, like, I love being in the airport and just looking at what people are doing on their phone.

[00:14:00] Like, right now it'll be younger folks with Snapchat and people our age on TikTok Our parents age on Instagram or Facebook, right? If I'm doing that, and the person next to me in the airport's doing that, we probably have a good idea that everybody Or majority of folks are doing that too, right? Because the average man thinks he's not average, but we're all pretty dang similar in the end.

So reverse it. I want you to understand that technology is changing everything and we have barely scratched the surface of its capabilities in the human eye. Real estate industry. So lean into technology, but you have to support what you're doing with understanding psychology and human behavior, right?

We're all staring at our phones. You don't need to throw a billboard up, right? You drive by the [00:15:00] billboard. You're not looking at it. You're looking at your phone. Go there. Cause that online ads could be way cheaper than the billboard anyway. It doesn't make any sense.

So now that I've told you all my secrets and gone over. My 10 minute goal for our episode. What questions can I answer for you? DM me at Aviva Real Estate. If you want to get started in commercial real estate, head to my show notes for my free guide. It's a really dense free guide how to get started in commercial real estate brokerage and investing.

And next week, and stick around for next week, where the episode is three real estate investing tips for passive income. Thank you for listening. I'll see you next week. Ready to start building your commercial real estate empire. We are now [00:16:00] accepting new members into the commercial wealth creator membership.

This is for dreamers who want to become doers and know they can do so with our help. Head over to commercialwealthcreator. com and we'll see you inside.