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Far too many agents are 100% reliant on someone else for your business. Your team leader, Zillow homes.com, maybe pay per click through Google, whatever. But if you're relying on some outside entity or someone other than you for your lead flow, then you can run into problems. Today I'm going to break down exactly how you can break the chains. Because honestly, whoever controls your lead flow controls your income. So. So let's break the chains. I'm going to show you exactly how to take control back so you can be in 100% control of your business and how much of it you get. Let's go. The Massive Agent podcast. We lead generation tips and strategies to get you more leads and sell more homes. I love to buy houses. I like to sell houses. It takes brass balls to sell real estate. Wait a minute. The leads are weak. You're weak. I've had better. Oh, have I got your attention now? Here's your host, Dustin Brome. What is up, guys? Welcome to episode 416 of the Massive Agent podcast. I am your host, Dustin Brome in Salt Lake City, Utah. Getting close to Christmas. Dangerously close to Christmas. Hope you guys are having an awesome pre Christmas build up to Christmas lead up to Christmas. Yeah, I hope you're enjoying this time of year. It's fantastic. So.
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Guys, I've been, this is something that, what I'm going to talk about today, I've been passionate about for years and something. I don't know, I don't even know why, I don't know why this week of all weeks I'm bringing this up and why I, I felt compelled to talk about this. But I see so many agents that are depending on somebody else for their business. Look, whoever controls your lead flow controls your income. That maybe that's a team leader. If you're, if you're a team member and you just get all your business from the team, that's cool. Well, what happens if it dries up? You're screwed. You out of business. It's not, it's not safe. There's no security in it whatsoever. If you're relying on Zillow or realtor.com or Facebook ads or Google PPC or whatever, you have to take control back of your business. And I'm going to show you how to do that today. But first, I told you last week, I think for a couple weeks I've been, I've been telling you this is coming. It's here. I've been working my ass off to build something for you and it's available today. So first off, I'm.
- [02:35]
This is actually very relevant for today's show. If you are an agent who's depending on someone else for your business and you don't have control over how many clients you get, this is for you. Okay? If you, if you're spending hours and hours on social media and you feel like you're doing pretty good stuff but you get no results, this is for you. If you're. If you have an inconsistent business and you get a big. It's ups and downs, you get a big spike of business and then it dies off and your income is just doing this all the time. I built this for you. All right? Now I'm hosting a free masterclass to show you exactly how to fix all this. Because it's. It does not have to be this way in 2026 and beyond. It does not have to be this way. I'm going to teach you the simple formula that top agents around the country are already using to turn views and followers into conversations and closings. All right, I'm going to break down the entire five new clients a month formula and strategy. So I built a free masterclass. It's called the Clients from Social Masterclass. It won't last forever, but. Go. I'm hosting this thing totally free, but you can register for it over at clients from social.com clientsfromsocial.com go, go check out these. Wow, I'm struggling. Go register and save your spot for my free Clients from Social Masterclass. If you want to finally take control and be able to get 5, 6, 7 new deals every single month from social and be able to count on it and have it be consistent and you can, if anything, you can just, you know, crank up the volume increase. How nice would it be to have a business you can count on every single month and it doesn't cost you money. You're not paying for it. You're not hoping that Zillow doesn't, like, look, if you're, if you're getting Zillow leads, that's fine, but what happens if they're like, okay, we're going to increase the price Now, I've seen so many teams and agents over the years just get priced out, and they were, they were super reliant on Zillow, but you didn't spend time to build a brand, and you can go out of business that way. Like, I've seen a lot of agents who are doing really, really well. And then an algorithm change happened, a price increase happened, and they get pushed out of business because they don't have a solid base. I'm going to teach you that base. I'm going to teach you the proven formula to get five deals a month from Social every month. Clients from Social.com go register. Now, as we get into, into the, the meat and potatoes of today, is your business yours? I mean, ask yourself, is your business yours? Do you fully control it now? It's, oh, look, it's okay. I'm not telling you that you're screwed forever or that you're, or you're a bad person or whatever. If you do rely on some outside force, it's okay. And it's actually very common. It's also not optimal. And so I'm going to show you today, I'm going to break this down in a way where if you are reliant on, you know, the teat of Zillow or your team or whatever, I'm gonna, I'm gonna teach you the importance of, and the solution to, you know, getting business for yourself. Because if any of those things dry up, you want to be able to, to sustain and, and thrive. I mean, if you're on a team, that's totally cool. There's a lot of wisdom in that. But do you want to be on the team forever? Do you see yourself on that team that you're with for the next 10 years or one day? Do you want to go solo? Well, if you want to go solo, you've got to start thinking about brand building. You have to start thinking about the formula on Social that gets business. You need to start thinking about creating a referral machine. So the people in your sphere of influence, in your network that already know you, they start to refer you more and more and more. And that's what we're going to talk about. So, unfortunately, I've been in real estate for what, 14, 15 years. One of these days, I'll have a definitive answer for you. Okay, I got, I got my license in, in 2018. No, that's not right. That's when I started my podcast. It was, oh, my gosh, I've got to go back and look. 2011. Yeah, it was 2011. I got my license in 2011. So whatever. That's like 15 years now almost. See there, a definite, a definitive answer. I've been in real estate for, for a long time. I've, I've personally seen what happens if you become too reliant on any one, one thing, like early on in my career, this small team. And if you're watching me on YouTube, the team air quotes that I was with. We got, we invested in Trulia. Now. True, this was before Zillow and Trulia merged. So there was Trulia, there was Zillow. We did Trulia leads and same thing. And we got reliant on it. And then all of a sudden, you know, it was bringing some business for us. But then at a certain point they, they came and they're like, hey, if you want the same package, it's actually going to be X amount. It was like a 50% increase. And we're like, we can't afford that. That doesn't make any sense. Like that. That makes these not even worth it for us anymore. And so all of a sudden that lead source went away and we had it. We struggled that next year to make up for it because we got too reliant. So I know how that is. And you maybe have seen this in your own business where maybe it's Facebook ads. You've been doing Facebook ads for years and they every. They just keep increasing in cost, increasing in. Because Facebook's evil. I mean, that's a separate conversation. But the, the reason that those ads keep going up is because the demand keeps going up that there's more and more people competing for that limited ad space for that limited real estate in your newsfeed. So as it becomes more competitive and there's more demand, of course the cost goes up. That's supply and demand. Pretty simple. That kind of crap, if you're too reliant on it, crushes businesses. So, team member, relying on your team, Zillow, realtor.com, homes, homes.com, op City, pay per click with Google Meta ads, they can raise their prices at any time. And just all of a sudden you can't afford it anymore, or you're paying the same amount, but you're getting half as much. This happens all the time and it will continue to happen. So expect it. I remember one time I was at Exposure at the time and Dave Ramsey, the Dave Ramsey elp, the endorsed local provider company or a platform that's part of the Dave Ramsey deal where they endorse a local real estate agent and they push business to the agent for a referral fee. Right. Well, something happened where Dave Ramsey didn't like exp or exp. Something about exp he didn't like. Maybe it was the business model. I don't know if there was like a personal thing with somebody at exp. I have no idea. But Dave Ramsey woke up one morning Basically, and decided that the ELP program is now closed to EXP agents. And so I watched so many of my friends overnight just have a huge part of their business just shut off overnight. Like literally they woke up to an email. Usually when shit happens overnight, it's not literally overnight. This was literally overnight. They woke up to an email that's like, oh, by the way, we've decided that we have to part ways because you're with exp. Blah, blah, blah. I'm paraphrasing. But that was basically it. And everyone's just like, what am I going to do? There were some. There was one of my friends, 65% of their business came from Dave Ramsey's ELP program. And that's just gone. So do you want. Do you like being in this position? Do you like being beholden, being reliant on someone else? I'm not saying that you shouldn't do those things. Like, it's totally. It makes a lot of sense to supplement where your leads come from with some of those sources. But if you're paying for leads at all, whoever controls your lead flow controls your income. So this whole episode today, and the reason why I did that, why I hosting that free masterclass, is I want to make sure that you're the one that controls your lead flow so that you control your income and not someone else or some algorithm or, you know, executives at some other company. Now, the key here is to understand what your most valuable asset is. I believe your most valuable asset is your network. Not just the people that you know, but the people who know you. Now, if that's true, and I mean, let's just assume for a moment that that is true, that that is the most valuable thing that you, as a realtor, or as a business person in general, as an entrepreneur, the most valuable thing you have is your network, the people who know you. And of course the people that you know, that's also great.
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So how do you reach those people? How do you reach. There's a lot of different ways. You could send them letters, you could send them postcards, you could drop door hangers off, you could do pop buys, you could call them, you can text them, you could do all that stuff. There's like all that traditional old school prospecting where you make, you know, sit down for two hours or three hours every morning and make your calls and just call all the people that you know and ask them the golden question, which I think is actually brown for the color of shit. But that, that golden question, who do you know who needs to buy or sell real estate. Yeah, it's a compelling one. It's. It's the color of shit is what is what that is. It should be that. That is the ultimate brown question. But that's what we were taught. And guess what? It works. It works. So of course, the more you do it, the more business you're going to get. Awesome. That's taking control of your network. That's taking control of how many people remember what you do for a living. It takes control of and creating new conversations. So all of that is good. I just think there's a better way. I just think there's a much better way where it takes much less of your time and you can reach so many more people all at once. And that is social media. So if you're using Instagram, for example.
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And you create something interesting, something educational or entertaining every day, and you put it out there, the people who follow you are going to see it over and over and over. So you're building your brand with them, you're building your name recognition. They, you know, it's not just about who you know, but who knows you. So you're increasing how well they know you just by you spending time doing social media in a specific way. Certain types of content, learning how to grab attention, learning how to, to stop the scroll, grab attention, keep attention, how to get people off the fence with calls to action, all that stuff which we teach in the, in the masterclass, the clients from social masterclass.
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When you get really good at that, you're now fully in control of how often people see you and what they see from you. And are you giving something valuable? Are you just making them smile? Are you teaching them something that they didn't know? Are you giving them something that they can you use with their family? Like if it's a, you know, Christmas lights, map of the city, lead magnet type thing, that's a good idea. Actually, this time of year, you, you should do that. But if you are, I believe that that's the best way to take control of your ability to get business, because you are fully in control of how many people see you and how often. And here's the big difference between the traditional prospecting stuff, the phone calls, the text, the pop buys, which all works okay, but that is all one to one. So this is a leverage conversation. You have so many things going on in your life, so many things to do in your business. You're wearing so many hats. I get it. Wouldn't it be nice if you could just record One video that takes you five minutes and another three minutes to, you know, get it all ready to post. So less than 10 minutes of time on something now, you could post it and only 43 people see it. But guess what? 43 people saw it. Or you could post the same thing and 4300 people see it, or 43,000 and so on. It still took you the same eight minutes to create. Do you see my point here? Do you see where I'm going with the leverage and why? I believe that social media, Instagram, Facebook, TikTok, all of it is the tool that will lead to your freedom. It is the tool that will lead to consistent business, a consistent flow of conversations and, and closings. And all you have to do is learn how the right way to do it and do it consistently. You are in full control with. Social media is the tool that you use to reach a ton of people at scale in less time. So if you're going to reach, if you, if you want to talk to a hundred people a day, if your goal is to remind a hundred people a day that, that you're a realtor and you want to teach them something interesting and you're doing the traditional prospecting route, that's a hundred phone calls. Most people aren't going to answer. Most people are just gonna be like, why are you calling, you weirdo? Text me. Which is basically what my voicemail greeting says. Actually, I should change my voicemail greeting so it says exactly that. So that I just get straight into the point. Cause that's what I'm, it's basically what I'm saying in my voicemail greeting. But it's like, text me. Like, don't just freaking text me. Most people want to text. So when you call them, it's weird. And so that automatically they're like, why are they calling me this? I haven't talked to this person in three years. They must be trying to sell me something. Like, that's what happens. So you're going to spend all that time, I don't, I don't know how many hours it's going to take to call 100 people or to go knock on 100 doors, which again is weird. And you're going to freak people out because it's very unnatural. And they're going to see you coming on their ring doorbell camera and they're like, well, first off, they're just going to ignore you or just be like, oh, I'm not here, I'll come back later. You know what I mean? Like, people don't like to be interrupted like that when they can't control it. So let's flip it. You. Your goal is to reach a hundred people a day and give them something valuable. So instead you create a video or you do a post. You create some sort of guide or lead magnet or thing of value, and your goal is to just give it to them. The fastest way is to talk about it in your stories, do a post about it. And if it's. If you do a great job with grabbing attention and stopping the scroll and you deliver something valuable and it's interesting and it has personality and people want to watch it, it's going to perform really fricking well. And they're going to share it with people and more and more people are going to see it. And you could maybe your goal was to reach 100 people and you end up reaching 1800 or 10,000.
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The ultimate leverage tool is sitting in your hand right now. But a lot of you, I'd say, I'd say most of you just aren't using it effectively. You may think that you're doing it effectively because you get some business every once in a while. But why aren't you getting five deals every month? If you're not getting five deals a month, you have something that you just don't know yet. If you're not getting five new deals every month from social, if you're not getting five deals every month from Instagram, there's something that you just don't know that you don't know. There's something that you can tweak, there's something you can adjust, or there's something you're just not doing because you don't know to do it that you could be doing if you knew about it. I believe that going into 2026, the number one most valuable tool is Instagram, Facebook. TikTok is using social media to reach the people who already know you and to keep expanding how many people know you by getting new followers, new people in the door.
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But you have to follow a proven formula. You have to know how to do it. You have to look at who's doing really well with it, and then doing your own version of that and learning from them. It's not rocket science. It's not super difficult. It's just so damn easy to overthink how to do it. We all overthink. So you need a framework, you need a guide, you need all of that. But I want you to fast forward to even this summer. So over the next six months, which Honestly, is a long time. It doesn't take this long, but six months. You really commit to learning a proven social media framework that gets clients not just followers, not just likes, but attracts clients. And you really could. And you, and you practice, you learn the framework, you get someone to help you do it, you practice, you figure it out, you get more confident, and six months later, you're getting multiple deals a month from social. Wouldn't you look back at yourself today and smack you if you were just like, oh, yeah, okay, social media. Like, okay, I'll just post more. Well, if. If what you're doing now isn't working, posting more is just going to get you more of nothing. It's just going to take more of your damn time. And okay, those impressions are helpful. It's not like more people seeing you more often is a bad thing. But if it's not leading to business, you're missing something. You have to make an adjustment. There's a missing ingredient to your recipe that you don't know about that you don't know exists.
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You just commit to learning what that is and then learning how to use it, learn how to personalize it and internalize it into what you're trying to do with your audience and your market. And then you practice over time. And then you have someone that you can ask for help and you can collaborate with people and, hey, is this working for you? I'm struggling with this. How do you fix that? If you really commit to that for the next three to six months, you will have the best year of your career and you'll be in full control over your results. And then you could decide if you want to keep doing the Zillow leads or keep doing those Google pay per click. You may, you may continue to do those, but at least you don't have to. I want to give you freedom and choice and options so that you're in full control. And if you want to buy leads, it's choice, not necessity. Far too many agents do it because they have to, because they don't have business coming any other way. So let's change that for 2026. It does not have to be this way. There are hundreds. If not, okay, there are thousands and thousands. I'd say tens of thousands, tens of thousands of agents all across the country who are absolutely dominating their social media in their own way. But they all have a. They all have certain threads in common. They're all following a very similar blueprint. They're all, they're all making. There's a certain formula that they're all doing, they just interpret it a little differently. And even though they're hitting that formula perfectly, the way they implement, it's a little bit different because everybody's, you know, not everyone's style's the same. Not everybody's audience is the same. 2026 can be your best year ever. And I know that you're already sitting there and you're like, you're making those affirmations. You're pl. You're already, like, telegraphing it. 2026 is going to be my best year ever. I'm going to crush it. 2025 was rough. 2024 was rough. It's time for me to double my sales. Let's freaking go. Well, what are you going to do? What are you going to do different? If you're. If you really are going to double your sales next year versus this year, what are you going to do differently that you. That you weren't doing last year? Because just more of the same is going to get you fill in the blank here. More of the same. Maybe you increase by one or two sales. Great. Is your goal to increase by one or two?
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How about one or 200%? Let's do that. Instead. You've got to do something different, which means you have to learn something different. You have to try something different. You. You need.
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You need to. There's other people winning at such a high level on social media. Isn't it time that you figure out how you can do it, too? I believe it is. So go to clientsfromsocial.com. go check out that free masterclass that I'm hosting where I break down how to do this. I show you the formula. I show you how it works. You're gonna. You're gonna leave with a bunch of notes, and you're gonna be getting clients, clients from social.com totally free. And I'm hosting a whole crapload of them over the next little bit. It's not gonna last forever, but my Christmas gift to you. So hopefully, hopefully you're someone who's serious about what you say you're going to do. And let's see it. This is my challenge to you. If you are going to have the best year ever next year, if you are going to double, if you are going to triple whatever your goals are, if you're going to hit them, let's see it. Prove it through your action that you're going to do that.
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You're going to find out what you need, what's missing, the reason why you're selling 20 homes a year instead of 40. It's. You're missing something. So get that and take action to figure it out. Take action and if you can find someone who has the formula or someone who's already done the thing, someone who's already doing the thing and you can just get their blueprint, I highly advise you to do that. Rather than trying to bump, bump your head into the wall and figure it out for the next year or two or three. You can.
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You can, you can actually grow fast. You can actually, despite, despite popular belief, you can actually grow super fast. It doesn't have to be incremental and small and slow. So I wish super fast exponential growth for you next year, but it's going to take action now. Please share this episode with somebody who needs to hear it. Share this episode with your team leader, your broker, your your friends in real estate, anyone, your cousin across the country who's an agent, anyone? Look, if you found value from this episode, other agents will too. Please help me to reach more people. Help me to have a bigger impact, a bigger positive impact on agents in this industry. Please do your part in sharing this with those who who are in real estate. I'd appreciate it. I'll see you guys next week. Appreciate you all take care.