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Before we jump in today, if you're an agent who doesn't have full control over how many new clients you get every month, I'm hosting a free 30 minute masterclass that you're going to want to attend. I break down the new way that top agents are attracting five, six, even seven deals every single month for free, without relying on Zillow, without buying Google leads, without referrals or anyone else giving them business. This masterclass is completely free. All you have to do right now to register is go over to clientsfromsocial.com and reserve your spot. That's clients from social.com. your best months in real estate may be setting you up for disaster. All right, here's what happens. You get busy. You have a bunch of clients, all of a sudden you're super busy. You stop doing the lead gen, you stop doing the marketing, you stop showing up on social. You stop the follow up, all because you don't have the time to. And then the deals close and there's nothing behind them. You had this boom, you had this big spike and then you bust and you go down. And this is super common for agents. That boom and bust cycle is not bad luck. It's actually a you problem. It's a systems problem. And today I'm going to walk you through exactly how to build the machine that keeps running in the background even when you're too busy to run it yourself. The Massive Agent Podcast with 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. Better. Oh, have I got your attention now? Here's your host, Dustin Broome. What is up, guys? Welcome to episode 26,832 of the Massive Agent podcast. Actually, it's episode 431. Welcome to the show. I am your host, Dustin Brome here in Salt Lake City, Utah. Today we're going to be talking about how to avoid the boom and bust cycle in real estate. If you're an agent and you've been an agent for any period of time, you know what it's like. You get super busy. Spring happens, summer happens, you're closing all these deals, and all of a sudden, once those deals close, you have that oh, shit moment, that butt puckering moment. You're like, crap, I don't have anything left. And then you got to scramble to go do the stuff that got you busy in the first Place here is the problem. Okay, I see this with agents all the time. Super common. This was a big issue for me in my business for years until I finally figured out the solution, which is what I'm going to share with you today. I'm going to show you exactly what to do now while you're busy or ideally before you get super busy so that you can maintain your pipeline instead of going through this boom and bust all the time. So I'm going to, I'm going to break down exactly what to do, what to implement, what systems are put in place to avoid the boom and bust. But look, when you stop doing the stuff that got you busy, don't be surprised when you're not busy anymore. So you've got to figure out, and I'm going to show you how to stay, how to stay busy by doing the stuff that got you busy. It look when you are, when you get busy in spring and summer, you switch into management mode all of a sudden you stop doing the stuff that got you busy in the first place. You're not doing as much marketing, you're not doing as much content, you're not doing as much reach out and interaction with your sphere of influen and make. And a lot of times you stop doing that completely because you've moved into management mode now you're managing transactions, you're serving clients. So all the activities that you did during the winter months to get busy, you stop doing to then service the people that you're busy with. And then no wonder after all of that, once the deal is closed, you have, you have nothing left. Don't be ashamed. Like this is, this is not something that you should be super ashamed about or upset about. But it is a problem if you let this continue. And so going to show you right now what to do to eliminate those boom and busts because they suck. They cause a ton of financial stress. I don't know about you, but my credit has been hurt at times because I couldn't pay certain bills. Because when you're busy, you're feeling good and you're spending money and you're, you know, doing this, you go on vacation and, and all of a sudden and for some reason you think it's going to last forever. Well, it can, but you've got to put the systems in place. Then all of a sudden it crashes. You've got nothing. And you're like, oh, I'm making nothing this month. I have no closings for four months. Uh, crap, I have all these expenses now. What do you do well? You struggle and it causes bad decisions and it causes you to be a worse agent because you're thinking about your financial needs and not the needs of your client. And it's just bad all the way around. So what do you do about it? What do you as an agent do to eliminate the boom and bust and just have, just maintain a slow and steady, ideally not slow, but a steady growth. You know, how do you just keep growing? Okay, here's how you can keep doing the stuff that got you busy in the first place. Number one, transaction coordinator, some of you who already have one, you're rolling your eyes, you're like, no shit. Some of you don't have a transaction coordinator. Let me ask you this. If you are so busy that you cannot do the stuff that got you busy, the marketing, the content, the lead gen, the nurturing, the sphere of influence, if you're too busy for that stuff, why are you wasting your time on paperwork and sending documents over here, sending documents over there, marking up Addendum 4 for initials and signatures and sending it out to the clients and then once it comes in, sending it over to title, sending it over to the lender. Why is that a money making activity? The answer is obviously no. You need a transaction coordinator to do that stuff. I don't care how much time the transaction coordinator saves you, it's more than you think. But you're looking at it all wrong. You're like, well, that doesn't take that much time. The mental bandwidth, the fact that you even have to think about all those tedious little things is distracting you from doing big money making activities. So for a few hundred bucks per transaction, get yourself a transaction coordinator. And the best part is you don't even pay them until the deal closes. So it comes out of the proceeds of the sale. It's not like it's out of pocket in most places. So transaction coordinator, the lowest hanging fruit by far, every single one of you. If you are an active agent, you need a transaction coordinator. Get one. And if you don't have any deals yet, this is what I'm talking about. Don't wait until you have deals. Start interviewing transaction coordinators now. Get referrals for TCs now so that you know exactly who you're going to tee up, who you're going to send the deal to. Once you have that listing agreement signed, once you get the buyer broker signed, who are you going to send it to? You have to have a system in place, a team in place. So once the deal happens or Once you get under contract, boom, you send it over to your TC and they run with it. Saves you a ton of time. Then you can focus on serving more clients and doing more marketing and doing the stuff. Okay, what else takes your time when you're busy? When you have listings, signs and keyboxes, why are you spending time if you're so busy that you can't do content, you can't do social, you can't do marketing, but you're spending 20 minutes, 40 minutes, whatever, driving across town to put up a sign or to take a sign down, or to put up a key box or to bring one down. Why are you doing that? Someone will do that for 20 bucks an hour. Hire someone to do that for 20 bucks an hour. There are services out there that will take care of your signs for you. They'll even store them for you. You just tell them the address to go install it and they do it. Or you can find someone that just on a, on a case by case basis, you pay them 20 bucks an hour or 20 bucks per job, 30 bucks per job, whatever. They go, put up the sign, they go, take it down, they go put up a keybox, take it down, whatever. That's not a money making activity. So here's the key. You think about all the stuff that you are busy doing when you're busy. Which, which things on that list are not required? Which of those things do not require you? Well, the paperwork, the signs, the key boxes. Here's another one. When you have a bunch of buyer clients, what takes the majority of your time? Showings and scheduling showings. What rule says that you must be the one showing them the houses? If you really want to be a big player and be super productive and sell a shitload of houses and provide a better service to your buyers, you need a showing agent. So if you're not at the place yet where you where you need showing agents, start thinking about who can be a showing agent for you. Start looking at services like Shami or, and other other showing agent services where for 50 bucks per showing or whatever, or 100 bucks a day, they'll just go show your clients. And then if they want to write an offer, if they have questions about the property, then they come to you, you're still their agent. You're just outsourcing the physical literal, driving across town, unlocking a door, doing it again, going to the next house, doing it again. You don't need to do that. It sucks so much time out of your day. If you have a showing agent lined up on deck, ready to go. Think of how many more deals you can do. So the showing agent is that the, the TC is like the low hanging fruit. That's the obvious. Like you're an idiot if you don't have a tc. I'm sorry. No, I'm not. You're an idiot if you don't have a tc. You're not looking at it right. You're pinching, you're tripping over dollars to save pennies. Stop it. The showing agent is the real power play here. Get yourself showing agents. It's the same concept. Like if you go out of town, hopefully if you're smart and think ahead, you've, you've figured out someone else who can show your client homes while you're out of town and then you do it for them in return. Right? A lot of you already do this. It's that same concept, but just for all showings. And here's the beautiful part. The messaging to your client is not, hey, I'm, I'm passing you off on somebody else. No, no, it's hey, you now have a team. I'm your agent. But because I have other clients and you know, I've got other stuff to do at some times I can't always be available to show properties when you need to see them. So what I did for you buyer is I went out and hired someone and their job is, is solely to show you homes when you need to see them. That way the buyer's like, this is amazing. Like I have someone that like I can see houses whenever I need to. And then when it comes to the offer and everything else, they come back to you, their agent. So you just tee it up that way and they're going to look at it like, okay, this is so much better than everything being on your shoulders as the buyer's agent. So outsource those showings start and if you're not busy enough yet, start thinking about who you're going to hire it out to. How does that work in your state? How does that work? Talk to your broker, make sure it's all done compliant. But look at Showami, there are services like that where you can hire showing agents on a per showing basis or even per day, even other agents that you could pay to do it. It just has to be done the right content creation. Okay, this is a money making activity that must continue to be done when you're busy. So by freeing up, if you're not doing showings, if you're not running across town to do signs and key boxes. If you're not doing paperwork, you have a bit more time. Content creation can take hours and hours and hours and hours. It can be super complicated. It doesn't have to be. So I recommend you batch record. Get all your ideas, put them on a note, you know, put them in, put them in your notes, a voice note, whatever. I just have like an ongoing note on my phone that, you know, the Apple notes thing. And I just put all my ideas in there. And then for you, you may say, okay, on Tuesdays between 4 and 6, I'm going to record content. Or on Thursdays, or Tuesdays and Thursdays from 11 to 1, I'm going to record content. And you bake it into your calendar and you don't have anything else going on during that time. You know that every week at those times, that's when you create content. If you put it on your calendar as a non negotiable and you, and, and by the way, if somebody's like, oh, I can only go see houses at 11 and you're like, oh sorry, good thing you have a showing agent, good thing you have a showing agent lined up but you're not available from 11 to 1 because you have it on your calendar that you're doing content at that time. So you've, you have to stick with it. Don't. If you want to keep doing the money making activities, they have to be non negotiables. You have to schedule the other shit around those things. Content creation is one of them. Then when it comes to posting, a lot of us waste a ton of time doing the actual posting. Now this is something you can outsource or automate. I recommend you automate it. I use a tool personally called Repurpose. You can check it out, they have a free trial. MassiveAgentsociety.com Repurpose if you want to check that out. But what that does is for example, you get the post ready, you type it up in Instagram. Once you hit post, it automatically natively posts it on TikTok, on YouTube, shorts, on Facebook, LinkedIn if you want, wherever else, you set up all those connections. So it saves me a ton of time. So instead of posting on Instagram, then copying and then going over to TikTok and pasting and then re uploading and retyping the text on the screen and redoing the captions, it just, you do it once in whatever platform you want. So in this example Instagram. And then it automatically goes to all the other places you want it to Go. That's how you post in all the places in much less time. I'm a huge fan of repurposed. You, you need to be involved in the content, right? It has to be your content. But you don't need to be the one manually literally posting everything. Save yourself that time. If you can save yourself 10 minutes per post, that adds up. Usually it's 10 to 20 minutes. If you can save 20 minutes per post per day, there's a lot more time. You could be doing more content, more client conversations, more outreach, more soi, nurturing all the, all the good stuff. Another thing that we oftentimes don't see as marketing or legion, but commenting on social media, putting out content is great. You need to do that. You need to be putting out content. But, but comments are content. When you comment on someone else's story, when you comment on someone else's post, they get a notification. They're reminded of you sometimes in an even more powerful way than your video showing up in their feed. Cause sometimes they're hyper scrolling and they're just like, oh cool, there you are. But if you comment on their post, they see it, they read it, and they're probably gonna reply to it. I think comments are an even better way to stand out and remind the people that already know, that already know you, that you exist. Comment. If you're trying to get more business from social, creating content is great. You have to like that. That's a must. But the, the part that's lost is go comment on your friend's stuff. Go comment on the post that your network is already doing. Comment on the vacation photos like oh my gosh, what did you, what was your favorite part? Where should, where do you recommend we stay? If I were to go there, what's your favorite restaurant? And ask questions, be a human being. And they get a notification every time. It's a great way to stay in front of your sphere, your sphere of influence and the people that know you. Now, marketing in general, if you're not doing paperwork, if you're not doing the signs and keyboxes, if you're not doing the showings, you become more of a specialist. A specialist whose job is to, to communicate with clients. And I've got a doozy one for you. I'm making a note here. So I just thought of this. Your job is to communicate with the clients and to help them, you know, navigate them through the process, right? So you're going to do that. You're also going to have time to actually think about marketing. In general. So do you advertise here? Do you start running ads? Do you do a free webinar for first time home buyers? You can think about other stuff to add to your marketing machine if you're not so bogged down in all the tedious bullshit that has to do with transactions. Now client communications, when you're in the middle of transactions, is also a big time consumer. The phone calls, the texts, the questions, how does this work? What's next? Hey, we have the inspection. It came back with all these things. Should we cancel the deal or should we continue? What should we ask for all that stuff? If you, if it's all the same stuff, right? A little spoiler alert. The questions that you get during your transactions are always the same. For the most part, they're always the same. Well, what if you thought ahead and you created a bunch of videos that answer those questions ahead of time and create a seller, a seller guide or a buyer guide or a seller database or whatever you want to call it. It's not very good marketing. I got to think of the seller library, the seller FAQ or that, the help section or whatever, whatever you want to call it the Seller Success Center. How about that? And the Buyer Success Center. And it is a website with a bunch of embedded YouTube videos that walks them through. Okay, you're under contract. Here's what to expect next. Here's how earnest money works. Then we do the inspection. Here's what to expect there, by the way, stuff's going to come up. You're going to have electrical issues, you're going to have plumbing issues. Don't be scared. It's normal. Here's what we do about it. When you can have them go watch those videos ahead of time, it eliminates so many of those phone calls. And you're going to have a better prepared, better educated client to begin with. So that then when something crazy comes up on the inspection, they're not immediately spooked thinking they need to cancel and go find a different house. Because you preemptively prepared them. You, you set expectations with them that, hey, there's, every house has something come up on the inspection. Plumbing issues, normal. Electrical shit, normal. Maybe there's something like with the soil or the foundation, most things can be overcome. Maybe the roof needs replacement or repair or something. Okay, so do a lot of places. But here's the solution. Don't be scared. Here's what we do about it. You do that in a video. Cause if you have, if you have 10 buyer clients, you're going to have the same conversation with all 10. Now they may have questions after the video, but that cuts down the conversation time, right? So if you do one video and you just give it to every buyer, they start reading or, sorry, they start watching the videos, they're going to be so much more educated. They're going to be grateful to you. They think you're a great agent because you've, you've thought about this stuff and you're, you're reducing the amount of time required for client conversations. Look at all the conversations you're having. Look at all the questions, look at all the incoming requests and, and questions like that and find the common threads because they're all the same. All the buyer questions are the same, all the seller questions are the same. Record videos that go through those things and set expectations and give proper perspective and give them that seller success center, give them that buyer success center that they can go watch the videos and get up to speed. You're going to save so much time. The last 10 agents that I asked what, what is taking the most time during your transactions, they all said client communication. All the phone calls, all the texts, the videos will dramatically cut down on that and let, and it'll let you do more content, it'll let you actually reach out to your sphere of influence, it'll let you do more prospecting. The next thing. I'm not going to get into much today because this is a completely separate episode, but using AI to nurture and do some prospecting. So there are tools out there right now. One of them built by my brokerage that I am beta testing right now. It's actually live in my MLS that you can actually have the AI answer your Zillow lead calls. You can actually have your, your, the phone number that your leads call be answered by AI and they can speak to it just like they can speak to chat, GPT, voice mode. The buyer can. Then the AI will help them find a house. It's incredible. It does all the nurturing, it gives them properties, it will send them over to your preferred lenders, it'll get them pre approved. Uh, it will, it'll do all the stuff. So like finding the home, the nurturing of the, of the client over time, getting them set up, answering some questions on procedural. How does this work? Stuff AI is now handling. Imagine if you could just get a lead into the system like this and out the other end comes a nurtured ready to go client and you saved all that time and effort and they got to do it on their Time instantly. You can't be having 400 conversations at once. I mean, you're not going to be having 400 conversations. You're not going to, you can't be doing that with 50 leads at the same time. If it's you, your AI sure as hell can. So there are the reason I, I'm planting the seed. There are tools that exist today that will take the nurturing and the prospecting off your plate, do it better, and then you just talk to and, and work with the people that, that come out the other end or jump in when necessary when they have a question or something that the AI cannot handle. You're fully involved in the whole process and have full visibility in your, your CRM dashboard. So more on that. Soon I'm going to be doing a video that on YouTube showing you how that works. It's called hey Leo. It's freaking Amazing. And pretty soon that's going to be available all across the country. That's probably what I'm most excited about in real estate right now with all the AI stuff. Like the most needle moving technology for agents right now is the AI AI Buyer Assistant. More on that soon. So to wrap this up, if you think ahead, if you, if you make some moves, if you're proactive, you can absolutely eliminate the boom and bust cycle. You just have to build the bandwidth to continue doing the stuff that got you busy in the first place and then you can stay busy consistently. You'll have a marketing and lead gen machine that keeps business coming to you and then you service them because you have more client, you have more time to service those clients because you're not doing all the stuff. Please implement this stuff. Don't wait until you're too busy. The problem that I see the way this will not work for you is if you wait too long, you wait until you're too busy and you're like, oh, now I should find showing agents. Now I should figure out, you know, how to do this repurposed thing with my posting. Like start doing it now before you're insanely busy. Busy is not the goal. All right? Busy is not the goal. Productive is the goal. Selling homes is the goal. But if you spend all day, you're busy as shit and you're like, what did I even do? This episode has been for you. Take action immediately. I'll see you guys next week. Sam,