KGCI: Real Estate on Air - Tap Into the Power of Your Sphere with Jeremy Kane

Episode Date: July 1, 2025

Hey everyone, welcome to today's episode of the Top Producing Zone podcast. I'm one of your hosts, Michael Jin. And I'm Shane Carvalho. Today we have a super special guest for you, Jeremy Kane of the Real Estate Agent Playbook. Now, Jeremy's not only a friend, but also a trusted partner for us in the Denver market. He's a multiple icon award-winning top-producing agent and is recognized in the top 1% of all agents in the Denver market. Real estate is really in Jeremy's blood. And we are super thrilled today to have Jeremy on as we dive into how he built a massively

successful top producing production business using his fear of influence approach. So Jeremy, with that, welcome to the show. It's super great to have you on. What's up, guys? Good to be on with some fellow Wolfpack members and excited to dive in. Yeah, and we were talking about it before we started this show. I guess it's kind of meant to be because literally this morning, you know, I saw your reel talking about, you know, giving advice to agents about this very topic.

So it's very cool that we're talking about it today. For those that are listening who don't know what maybe sphere of influence means, like how would you describe it and maybe share a little bit about how it's impacted you and your real estate business? Yeah, I think, I think part of that is, you know, when people come into the business, they think, you know, sphere of influence is a pillar, you know, similar to YouTube or open houses or some way to build your business. I really think that your sphere of influence is actually your business at the top. And all these pillars are driving people into your sphere of influence. And how you manage your sphere of influence ultimately determines your success in real estate, in my opinion.

I agree. I'm a big sphere guy too. So I appreciate hearing that from you. It's because some people try to classify it as, oh, yeah, that's like calling expires or that's like doorknoggy. No, it's up here because these other pillars can bring them into that group. Right. I definitely. Yeah, and I don't know why, you know, just step back.

And I was like, if you don't have a sphere of influence, you don't have a business. Then people say, well, you know, I don't have a good sphere of influence. I'm blessed to be, you know, working in the same market I was raised in, moved an hour north for college and moved right back and, you know, have spheres in both of those locations. But I think ultimately our goal as leaders, you know, is to help people understand it, completely drive people. to your sphere of influence. If you don't have one, that can be temporary and you can use these other tools to drive people into your sphere. I hear that a lot, especially from newer, younger agents. I tell them go create it, but I don't want to take you off track. I know you got your that's absolutely it. And I think, I think the focus is, you know, focusing on what you're going to do

when they're in your sphere of influence as well, if we're looking at it in this type of model. Well, let's start with that a little bit. Like for someone that is starting out, but let's say they come and chain, like you said, like they say, hey, I don't have a sphere. How does one go about developing that? I think it's intentionality, right? I teach a six-week accelerator course for new agents that come into my downline. And it's like, okay, pick something you love doing where there's people, turn up the intentionality just a little bit and focus. on that. And then, so that's like an in-person event pillar is kind of what I call it. And then I have an

active pillar, right? The truth is, as new agents, if you don't have a sphere, if you need transactions right away, they're probably going to come from open houses, door knocking, cold calling, or internet leads, or farming, all of which can cost zero dollars or thousands, depending on how you roll. So that's kind of an active pillar. Like, that's how we're going to get deals as soon as possible is from that area. And then I also teach a passive pillar, which we're all pretty fond of. And the Mike Sherard lineage is using social media as a passive pillar, you know, whether that's YouTube or Instagram, TikTok, Facebook, whatever that is, those are more passive type of businesses or passive type of approaches. And they don't happen right away. And I think the biggest thing that agents do when they get

into the business is they try and build all of them, whether it's Instagram, you know, Facebook, TikTok, YouTube all at once, and then they suck at all of them. Just like if you're trying to do open houses, door knocking cold call, you're not going to be good at all of them. So just build one at a time and kind of focus on that. Yeah, that's funny. Shane and I are our most recent podcast episode, we kind of talked about that. One of the reasons why agents really failed to build momentum. And it's just that. They try to do too much all at once versus like choosing the two or three things and then really becoming a master at it and focusing in on it. Yeah, with an agent yesterday, I was talking about it's like drinking out of a fire hose because she was talking to me

about like, oh, I want to do the social agent academy and then what other fast start stuff and what I can I do it? And so since the beginning of the year, we talked about focusing on two or three things and going deep. So I agree with that. But I also wanted to add into what you were saying too, like when people say they don't have anybody, they don't have a sphere, one of the things I've told people to do is go make five new contacts a day. I mean, I don't care. Talk to somebody at the grocery store, like talk to the gas station person or, you know, talk to somebody that you see walking their dog down your street. Just go make five contacts every day. Five contacts every day. Like, that's not a big ask. Right. And I ask people, I'm like, oh, that's, that's pretty sad.

You don't have any contacts in your phone, you know, and that's something that people don't realize. I'm like, it's there. Start there. You have at least one one contact. I, Yeah, I was going to say, I had someone that only had 26 contacts yesterday in their phone. I'm like, what rock have you been hiding in there? I'd say, well, at least you got 26, start there. And that's, I mean, I think, you know, we've developed a relationship through the Wolfpack and all of that. I think that's huge is even if you are brand new to a market, like leveraging that previous market that you moved from through referrals is a huge way to help you jumpstart your business and get a few bucks in the bank. Yeah.

Talking about that yesterday, too, with another agent was about building that referral network. She's coming from a small brokerage that doesn't really have a reach. It's like a one shop. And talking about just the power of this network, which coming into the Wolfpack was not something I really thought about. And it's been at least one a month. And that's without even really intentionally working it. I mean, one a month. That's 12 deals a year.

Yeah. And that's, I mean, even if you're getting a quarter of the commission, you're doing, about a hundredth of the work. Right. You know, so that's, that's super duplicatable and, you know, that's worth. Yeah. And I think one thing I just wanted to add is sometimes I feel like people have spheres and they don't necessarily realize they have spheres, right?

Like, Shane, you're talking about go make, go talk to five people at the grocery store. Like that's an example of a sphere that you may not be aware of. It's just your everyday routine, right? Like I go to Orange Theory or I like to go wine tasting. Those are all potential spheres. It's just sometimes people don't think about. it or see it that way or sometimes they try too hard or sometimes they try too hard yeah sometimes they start and say hey do you want to buy or sell a house or know someone that is and i like commission breath

commission breath yeah and that's the thing is just teaching a little intention right to newer agents or just having a little intention and i talk about a lot that a lot with finding connectors right if you go to church that person who welcomed you into the community or you know the usher that talks to everybody or the youth pastor that's constantly involved at all levels, if you can build a relationship with that person, they're the connector and you can just go to church to do what you're supposed to do at church versus find clients. And I think that even just dropping that, you know, wall or barrier down and you're just there to do what you do and enjoy doing, it makes a world of difference. Well, reminding people that it's relationship building, you know, because that's what

the business has changed to. Like, you know, we used to have all these plaques on the wall and trophies behind us. And I'm the top producer. I'm this. I'm that. And it's over the last decade, I've seen business shift so much. People want to work with people they connect with. That's one of the reasons, like, when Michael was talking about, like, it's wine tasting or whiskey tasting or, you know, like maybe it's one of your activities or church or whatever.

Just building those relationships. And then at least not like saying, do you have to buy or sell something, but just keeping them aware of what you do. but it doesn't have to be like intentionally saying oh i'm a realtor by the way it's just having enough presence so they understand that or know that right and i think the back end of that is just having the knowledge of the market right and knowing what's going on to be on your toes because we've all been there myself included you know when someone asked you a question and you're like uh like you don't have a yeah uh you know it's not a script but you don't have a response because you never thought about that or, you know, being a constant learner in that

mindset is great, but also covering a lot of your bases with the market, I think is, is smart as well. What are some- Let's test you. How did the market, Jeremy? Sorry, Michael, sorry. No, no, no. I was going to say, Jeremy, like, so what are some things that you've, that you do for yourself that you found effective in terms of educating yourself on the market?

It's, I mean, ultimately, it's industry partners. You guys know my industry, you know, one of my lenders, Nicole Ruth. And she single-handedly changed my business, right? She had in-person events. I had one friend who would constantly say the market's going to crash, the market's going to crash, I'm not going to buy a house, I'm not going to do this. He sold a house, which was cool.

And then I started going to these events that Nicole had, and it was just market updates, right? And she has a high level of understanding of the market based on the financial, based on her, you know, being a lender and an ability to communicate that with agents that's second to none. And so every month I would attend these in-person events. And now, you know, she's not only a lending partner. She's a friend. She's a client. And, you know, it's just taken that step. But it was every single month going and listening to her, go through the market and talk about it and get the, get the lingo down and all of those things that have really changed

my business and then when you step back you're like oh like Nicole's kind of a badass so to speak but you also have other options of other industry partners and even other lenders that do things a little bit differently and if you can constantly consume that content eventually you can speak that content and so I think that's you just finding people in your market that speak the same language and you know can can help that because if you're just going on you know that you know that MLS and running data and that kind of stuff. Some people can do that. I can't. Like I need somebody to do that and then tell me and then I can regurgitate it. But I think that's huge. Well, and sometimes like I mean, I've run MLS data myself, but sometimes it's hard to like gather

all the insights, right? And to be able to put it into some kind of concise takeaways for people. And so it's kind of great that when you have a lender partner like Nicole, that's so aware of like kind of everything that's going on in the country and the market. to put it all together, that's super powerful stuff. And then when you have the data mixed with the boots on the ground, right? Because sometimes they're reporting stuff and it's completely different than the experience I had on three listings in that same time period. And so being able to, you know, kind of bootstrap that part and then, you know, take their data

and knowledge and their perspective and kind of tell your own story, I think is, is massive. Yeah. And Nicole's pretty amazing. And yeah, definitely appreciate knowing her. What I was going to share too, though, about market data, one of the issues we're having right now, too, why you really want to stay on top of things is that there's not much inventory. So there's not a lot of sold data or pending active data. And so it's a little harder to gauge for clients, like what's going to happen. So I think now more than ever, you need to have those additional like, you know, points of view.

Like having a lender that's super involved in the market like that, that's really good at the market data. Like you need to try and gather information wherever you can because I used to be able to. assess pretty good just off of market data like sales data, but we don't have enough right now. And we never have a crystal ball, but the market's been pretty volatile. And I'm super positive on the market. Like, I'm not pessimistic by any means, but it's hard. You know, there's some loals, even like right now. Like this week has been kind of a lull compared to two weeks ago. And so, yeah, I really appreciate actually the referral of her. She's been great. And understanding that data, man. I mean, ultimately, like, that data is going to come out in the middle of June, right? Or June 1st,

and you're going to have to remember this lull in the time period to speak to that. And that's what's going on now. But here's how it's changed, right? Because statistics definitely have that lull. And I think the biggest mistake that agents make is they take those headlines and the things that are going on and they don't know the data so they can't back it up. So they come up and they show up pessimistically. Well, if we're trying to get people into the market, definitely, you know, I'm not a guy that's like forcing people to buy or sell. But if I can take that data, find a winner, talk about it optimistically, I think that that's a huge delineation. Kind of the next step in that that process is what you put out on socials and stuff. If it can combat what everyone else is hearing through the media and all of that

stuff, it's massive. Right. Because then they know. Then they're like, oh, I can. can just call Jeremy. Then they can set the headlines down, not to mention in my content, I'm saying, hey, like last April was the peak of our market here in the Denver area. Right. So all these news outlets are going to be coming out with year over year stats that are way down. Well, that was like freak. I compare that to California. I'm like that was like California where the prices were spiked and people were going $200,000 over asking, which isn't normal for our market. And so, of course, the year-over-year data is going to be a little bit down, right? But three to six percent, when you've gained 40 in the last two years, is probably not, you know,

a sky is falling type of, type of headline. So I think that that's huge, too, is how you manipulate, you know, the data in your brain and present it to people. Well, and it's, I want to dig into this data aspect a little bit more, kind of, and I want to, I want to pivot on that topic a little bit over to the data of how you run your business, Jeremy. So when you talk about sphere of influence, you talk about growing out your business. You know, one thing that's really important in managing a business is knowing your KPIs, right, your key performance indicators, being able to track how you're performing. And so what do you use from like a metric perspective to evaluate like how your business, how successful your business is as you're managing your

sphere of influence. I look on this board over here and I see how much money I've made this year. That's my key KPI. But no, not really. But it's ultimately just consistency, right? And people say, oh, sphere of influence, that's old school. Well, I'm using modern strategies to pour into my sphere of influence, YouTube channel, social media, you know, that kind of stuff.

and I think the consistency in those places where I'm able to deliver content that's not just the same thing on a three-month repeating circle is massive. So I think, you know, I have two YouTube channels. So, you know, I do three, four videos a week. And then, you know, taking that to short form and just trying to reach everybody I possibly can is kind of that. But, you know, at the end of the day, I tell people all the time, like if I'm, if I don't have four or five, six houses undercom, contract. And my wife says this all the time. She's like, you like freak out for, you know, two days. But then in that time, I'm going back into my Facebook messenger and I'm reaching out and I'm stirring up business and I'm, I'm showing up for people. And that's how I kind of get back on

track. And I'm like, okay. Like now we got the pipeline back filled. And that's all it takes typically is to do that, not to manage managing partnerships, right? Referral partners across the country, lending partners, inspectors, you know, and kind of go that route. So it's, it's kind of a, there's not like, okay, you need to make 25 calls when it comes to sphere of influence, right? You just have to make sure you're showing up across your entire reach, I think, is huge. I was going to say just a nurture. Like, that's, that's where I lagged for a long time was just some kind of nurture. So that's, and we've had, you know, obviously we've had sessions on that talking about nurturing and how we stay connected and stay in front of our people.

And even with this stuff that's automatically in place, I still struggle to make those calls. It's not for any lack of desire either. Just, you know, get caught up and the other million things I'm involved in. And I think that that's the biggest thing is, you know, go back to your foundation. And that's why I teach that to my agents is like build the foundation. so you know what's going on, right? I don't believe in drip campaigns. I have a weekly email, right?

My weekly email shows my two videos that I did the previous week. So if my weekly email can't have those two videos on it, it's going to look pretty funny. So I got to do the videos. I got to produce them. I got to send them off to editing. I got to optimize them. And then I got to do the weekly email. And that's my, you know, constant touch on people.

Right. I also do a live video from my production side. every Wednesday, right? Every Wednesday, except for two since January 2020, I've been live on Facebook talking about something about the market. And so, you know, a lot of people look at how many leads did they get from YouTube and, you know, how much time versus the lead I get out. Well, my clients constantly tell me I saw your video, right?

It might be on Facebook. It might be on YouTube. It might have been on Instagram. But they mentioned videos. And, you know, just recently, I got my very first organic YouTube lead, you know, after two years. And she watched one of my videos. That video literally has 16 views.

I need to work on my optimization, I guess. But it did get me a $1.1 million listing. So that's, you know, more than paid for it. Right. But I tell people all the time, my YouTube videos just to educate my sphere. Or all my YouTube channels are just to educate the sphere. And then those relationships happen, whether they click on the link from the YouTube

description to call me or they find my number some other way, that's, you know, that's to be left unknown. And the very cool thing about that is, and you mentioned that was part of your passive pillar and we kind of all know is, as you put it out there, it kind of just works for, it works for you by itself, right, constantly there 24 hours. And you never know at what point or what time somebody's going to watch it, you know, that 16th viewer in the case of your video. Yeah. And they'll reach out and there you go. Yeah, the evergreen content. you know, that's the beauty of that and that's what I talk to a lot of people when we're picking those passive pillars. Give it 12 weeks, get consistent, get it right. Once it becomes automatic or once

it becomes part of your routine, then we can talk about building out the next and the next because I came into it, you know, with I'm going to just go all in on everything and I saw how that I made it work and I made it adapt, but it took me hours and hours and hours of time and probably time wasted, so to speak, because of how I approached it. Thanks for joining us for today's episode. Now, if you're watching on YouTube or streaming this on your podcast platform, if you could do us a favor, leave a comment down below and let us know where you're listening or watching the show from today.

It greatly helps with the algorithm and helps us get reach out to more people who need or want to hear what we have to say. We greatly appreciate it. And now back to the show. And I kind of want to dig in a little bit more on your sketch. schedule and kind of how you lay out your week. Because obviously to be able to establish that consistency, you really have to be doing things in advance ahead of time. Make sure you're filling your pipeline with content with your videos. So what is like a typical week look like for you

outside of what you've already mentioned, you know, like your Wednesday live videos. You're sending out your emails. Yeah. And I mean, I think the first thing is constantly learning. Like you guys know as part of the group we are in the live calls and all of that that comes into play is amazing. Now I tell people like you're going to learn how to do every aspect of the business and don't get shiny object syndrome, you know, because we've had calls the last five weeks on luxury using Facebook, cold calling, open houses, you know, like as we go. But and I kind of help people compartmentalize some of that. But the bottom line is always be learning. So I'm showing up to, you know, masterminds. I mean, you know, I'm in an in person mastermind that meets once a month with

top agents from different brokerages in my market. I'm in another mastermind that's called the real estate agent survival guide, right? And that's, you know, typically newer agents or agents that are supporting. I show up to that. And then we have, you know, our Wolfpack calls as well. And I think that it's crazy to me because people are like, oh, there's a lot of calls. There's so many calls. I'm so busy. And I'm like, dude, like let me talk to you about business. Right. And so that's, that's important to manage that, but those are non-negotiables, right? I'm always learning. I'm always looking at other ways to do something that I do a little better. And if there's new stuff, I kind of put them on the sideline, but I have a list of things

when when I get bored to dive into. So that's number one is commit to educating yourself, educating yourself in the market, as you've heard me talk about, but also, you know, what's going on in our next level group, right? We're modern. We're moving. There's people all around the country like yourselves that are pushing, pushing the group forward. and pitching into that.

So that's huge. Then, you know, it's kind of interesting because that's, you know, eight and nine o'clock on Monday morning. So that's how I start my mornings or my weeks. And then I actually coach, I do a six-week accelerator for agents, you know, myself and my downline. That's at 10 o'clock. So boom, that's all education, part me taking in, part me delivering.

And then it's, you know, time to focus on your deals. And I think as agents, especially when you're new the one deal or the two deals that you're under contract on consume all of your time, right? And so you're constantly doing that. You've got to remember that you can probably get most things done in an hour that you need to do for a transaction once you're under contract. Right. And so there's that piece. And then you've got to prospect a little bit naturally in my business.

Since I work mostly by referral with my sphere, you know, people are calling me. Like, hey, I talked to Maggie yesterday. You know, she said, you were the guy. Like, let's get a search set up or can you come look at my house to list? And so that's been really nice. I don't say that I have to outwardly prospect because of how I built it. Yeah. But you better believe that in the beginning I was prospecting one to two hours a day,

just working on those relationships. You know, I mentioned Facebook Messenger. I pretty much built my entire business. There's Facebook Messenger because I was able to reach down to people I hadn't talked to in many years, you know, from high school and that kind of. of stuff and, you know, start those relationships over again almost, you know, and it wasn't anything that we did or didn't do. It's just you grow apart. But if you can reach down to those people and build that relationship, it's huge. So prospecting is part of it. I also have a family of three

wonderful girls and a wife. And so I got to, I have to get, you know, really intentional about that, right? Like, yeah. My sponsor, Louie, really helped. me with this is like, dude, like if you're building this for the right life and for the lifestyle you want, like, you got to make sure you're taking care of the family and spending that time. So I have times blocked off in my calendar that just say, nope, family time. And, you know, I'm famous for, you know, people text me and I'm like, dude, no, it's family time. I'll get back to you whenever, you know.

And so that's important to me as well. I also have 45 agents under me. And I want to be a part of them building. So that's another piece where it's, you know, okay, I use a lot of Trello and a lot of organizers to keep busy. But it's just, okay, you got an hour, dive into that piece of the business, right? And so that's kind of how I manage my time. My big Andy Fursela guy, you know, is Power Five is huge. Five needle moving producing activities a day.

And if you can build billion dollar businesses with doing five things a day, then I probably can too and then kind of dive into your task list and go from there. No, I mean, I love that. And like keeping your, maintain your time blocks and keeping to them, I think is probably one of the hardest challenges. Yeah, especially as real estate agents, right? People call you and they're like, hey, the, you know,

the world's burning down, you know, because there's this on a title commitment or, you know, we have this issue as a lender or we have, you know, whatever it may be, like stepping back, understanding, again, dropping the ego, which is a huge thing as agents, like to drop your ego. And, you know, are we doing this to get the job done? Are we doing this to get trophies like Shane mentioned? Right.

And the truth is, if you drop your ego and do it to get the job done, the trophies come. And I agree with that. But also the other thing, too, like you were saying with sticking in time blocks, I'm terrible at that. Like, like, because it's, we get sucked into being reactive versus proactive. like you're owning your day for the most part it sounds like and i'm sure we're all human i'm sure you have your moments but i'm on a podcast right now i'm not i mean that's wait a man there's certain priorities though there's certain priorities but i'm just saying though it's being reactive is a problem

i know a lot of people turn off their notifications or put their phones on silent or whatever and i've been trying to practice other things just to stay more focused because i get i get easily distracted and a while back with my coaching this coaching program i was with they told me that when someone interrupts you takes you like 15 and a half minutes or something to get back to refocus so think about in a day like how much you can lose inefficiency by being distracted it's crazy absolutely and that's you know absolutely you can get taken off and if you just you just let your guard down for one minute you can get taken off track and all of a sudden you're like oh what was i actually doing like you know it's just like i mean social media scrolling right sometimes you just get stuck in that and you're just

lost half an hour uh and to say that you know i have it all figured out is is a little bit aggressive but i you know i try and model what i say as much as possible yeah and i appreciate that especially as leaders you know mentoring other agents it's like you want to practice what you preach people not really respect people as I do as I say, not as I do. So yeah, I appreciate that. And I think that's, I mean, within our entrepreneurial journey, like we're naturally going to be in a lot of different things, right? I know how many businesses and things that you're in, Shane.

And I think that that's pretty respectable. It's good sometimes. But other times you're like, oh, man. But I think it's super important to understand. Jeremy I'm saying sorry do you have something else you want now? Oh no I was just going to say like what you were saying the other day Michael like just go go like an inch wide and like 100 feet deep right like we were talking at the beginning too about just taking a couple of things. A mile deep. Yeah.

Yeah. Or is it a mile? Wow. Even more than 100 feet. But but anyway, it's what, 5,000, 280 feet. But no, I just. I was going to know with that focus. No, a lot of it circles back to that focus to be successful.

Like getting involved in a lot of things. even like Andy and some of these other guys that are, you know, billionaire companies and everything, if you notice, and I'm sure you guys have heard this as well, is that a lot of these people that had this massive success, they really just focused on one thing and ran it to the max. And then eventually they invested or got involved in other things once they mastered something. And I think that's like, I don't want to say I have shiny object syndrome, but I think like even personally, like I've gotten distracted, you know, prematurely and got into a lot of things that have probably kept me from, having even more success, like in my sales business, which is my first passion and true love,

you know. Well, and that's part of the challenge that you and I have talked about chain, right? Like, I think with new agents or anybody else, especially in this day and age of social media, they see, you know, like Jeremy, they see you. They see like multiple like, you know, these top producers winning all these awards, making, doing all this volume in sales. And they're like, oh, I want that. And I want that right away.

But what they don't realize is, you know, like Jeremy, what you've shared is, you know, you, you grinded. You grinded for how many years, you know, Shane, you've been in it for 20 plus years. Yeah. They don't see that cold that went into it. Yeah. Yeah. The grind don't stop, Michael.

No, it doesn't stop. It doesn't stop. It doesn't stop. But I think instead of seeing it as like the instant gratification, like one thing, like the change of perspective is like you guys are still grinding. But what you did all those years ago, like is what led to today. And you're building off of that and you're constantly continuing to build off of what you did yesterday. Right. I think the difference is is that you get to at Shane and I's level,

you get to kind of do the things that you know work. And, you know, that's, that's pretty easy. And what works for me isn't going to work for you. And so I think once you get that, you get to that work ethic. But then guys in our situation, like we're always trying to go up, right? I'm my only competition. I want to be better than I was yesterday. I want to have better production numbers than I had last year. I want to have more agents and I want to help other agents, you know, see what real estate is done for me. But I can't make the work ethic come together. And I think that that's that's huge. And I think, you know, imposter syndrome, you know, seeing other people crush it on social media, just like we talked about on our call,

you know, we had a great mental health call the other day. Like, you know, everybody's going through something and it's not super easy to to maintain or even get to where we're getting to so that's that's really hard in this day and age in social media as well yeah absolutely yeah and i totally agree yeah we've talked about imposter syndrome and yeah the other thing too is um you know as far as like one thing i mean michael were talking about this week too was like and this has come up even in other circles even within our wolf pack is um it's hard to take someone like me or you that's been doing it for a really long time at a high level. And Michael, you and I were talking about this yesterday.

It's like trying to figure out how to capture that and take it to a new agent. Like, because there's a gap there, right? Like, because definitely like, I'm even guilty of wanting instant gratification. And honestly, it was a lot of these, a lot of the reading, a lot of these books that I read that really slowed me down and got me to really understand that a little improvement each day takes you a long way. I mean, if you can get a newer agent to. see that. I mean, that's the start. But there's still that X factor that Michael and I don't really

quite have an answer for yet, but it's something that like, do you relate to what I'm saying? Like, because you have new agents, right? So I want to hear your take on that, right? And Jeremy, before you do, I was just a little bit more background. I was telling Shane, basically, Shane can talk the head off of anybody. Like, he is so good at just selling. And I'm like, yeah, you can't bottle that up and transfer it to me. I can't learn that through osmosis. I don't care that much, right? No, I think that that's huge. And I go through the same thing within my group is like, I can say something and I can say do it.

And if it doesn't work right away, people have different thresholds. And they're like, oh, I can't do that. I don't have the sphere that you have. I don't have, you know, this. My dad wasn't a broker, all the things that people kind of make up in their own heads. And I think that's why it's important. That's the power of our model. is that I can group newer agents together.

I can deliver content and then set up a workshop kind of mentality between them and say, okay, you guys are at the same spot. You guys both heard what I said. You probably heard it differently. And how do you level up your business? Because at the end of the day, you aren't going to catch me. Right? Until I quit doing production, no one's catching me.

Right? That's my mindset. But I do want you. to have the financial freedom and build wealth through real estate. And so I think it's huge to kind of pair the like personalities in the similar, you know, aspects together, you know, come together as a group, but then say, here's the people you can connect with because both our organizations are growing. And I think that that's a massive advantage that we have to other brokerages, right?

because the brokerage model, the traditional brokerage model or, you know, those other brokerages that are set up where it's the same thing, right? You have a top producer. Sometimes they're out of production, right? Up there teaching courses, teaching whatever they did it. Well, that's old news, right? And so I think that there's the gap there is like grouping people together. You know, it's kind of the team model, but I don't think it is even because even on a production team, you know, Are our agents treated as individual agents as part of the team?

Or is it like this is the team? And there's both both setups in there. But I think that that's massive is to find people who have similar drives, similar, you know, interests and want to build their business the same way. Group them together. Let them create synergy. And, you know, have the teachers and the, you know, people who are producing at high levels. give their secrets, but you have to organize it. Yeah, and organizing in a way, to your point, that that works for them, right?

And I really, I really like that because you can come in at the same level, but everybody comes in with a different perspective and a different skill set, right? Like Shane comes in with like, you know, Shane's a, I'm just using Shane and me, Shane and myself as an example, but like if we were to come together, like he has, you know, the sales background, right? I have the operations and strategy background, right? And so even when we hear, let's say you tell us. us something and give us an idea. I'm going to interpret it from my operations and strategy

perspective. He's going to interpret it from his sales perspective. And between the two of us, we might have this idea that's going to work brilliantly for both of us. Right. And that's the value stack, right? That's the beauty of our model is you have that on top of Mike Scherard and Connor Steinbrook and those people. And you can stack that value and give agents a ton. But they still need a roadmap. I tell people all the time when they come on, like we're going to sit down for 90 minutes and we're going to go through this roadmap

because EXP plus the wolf pack is a gorilla. You know, and there's no way, I mean, you literally could have state-of-the-art training between EXP and the Wolfpack and maybe your realtor board if you need to throw that in. You could train for five years with just the stuff you have at your fingertips right this second.

when you come into the wolf pack. And so, okay, where do you go? Right? Social Agent Academy, you know, and then I have on top of that, Louis and mine, he's various systems and processes. So you have a lot of stuff in there. And so you just want to help him navigate because overwhelm is real, right? And you have those lifelong students that, you know, aren't going to,

they might have a PhD and they still want to learn every little bit of every little thing. And we all know that you got to make some money. business. Yeah, absolutely. Well, before we wrap up, Shane, anything else you want to, you want to cover? I mean, since we're talking about sphere and, you know, having you as a captive audience today, a rare moment, I just, I mean, you know, we've obviously talked about because I'm big on sphere and nurture. I'm just curious, like, can you give like maybe one of your top like methods for nurturing and staying, you know, in contact with your sphere? Like what's, What would you say is like your number one?

Yeah. The honest truth is I run a pretty specific gifting program. And as an individual agent, I've, you know, been pretty successful. I close 52 transactions in 2021. 36 of them were from repeat client or repeat client referrals. In 49 were from sphere of influence directly. And so a lot of that is my keeping in touch with people. And so the gifting thing is cool.

I used to just give a really nice closing gift, like a nest thermostat or that kind of stuff. I know it's above the threshold and all the things. Don't go into that. But now I kind of spread that spend out over the entire journey. And one of the biggest things is my annual review process. And so everybody that's bought a home, which as new agents, news flash you're going to have a lot of buyers right and so if i can help them manage the asset throughout the journey it's huge so i do like an annual review and my tagline is kind of like you meet with your

financial advisor every single year to manage your 25 000 retirement 401k or whatever why aren't you meeting with an advisor like myself that can help you manage a much bigger asset that your money's growing you know through leverage your money's growing on you know 500 million dollar per whatever it is. And so that kind of gets them thinking. And then in that that view, I mean, here's here's the secret sauce right here. I'll unpack it. I don't do CMAs. And I call them annual reviews. And I don't provide them a 10 page packet with a bunch of tables and, you know, a bunch of pretty pictures on them. I just say, okay, this is your estimated market value. The only thing people care about when you hand them a CMA is that last line of the 13 pages.

And so I just tell them what that market value is. If it's an engineer or something, I might have some backup with me. But most people are not engineers. Yeah. I love the details. Yeah. And then I just have their net equity. And then from then on, industry partners, I'm just driving people to industry partners.

I say, let's look at your insurance situation. In Colorado, we had a big fire. I know you guys are familiar to that. but 80, 75% of those homes were underinsured. So those people were just paying basically their mortgage off with their insurance, you know, checks and, you know, went from a million dollar house because their market was so accelerated to having to start over, right? Because the insurance check didn't give them much.

Maybe they had the land that might be worth something. But so that's, hey, how's your insurance? Call your insurance guy. Make sure that your insurance is keeping up with your insurance. accelerated value. And then I look in the lending. I do a lot of first-time homebuyers, so you have a lot of mortgage insurance and that kind of stuff. How's your interest rate? Right now, we're probably not going to do a lot of refinances, but, you know, how is that? Can we drop that mortgage insurance off? Does it make sense to drop the insurance off? Cool, call this person, you know, and then I go to

contractors, right? Manage the asset. I'm pretty confident that if I help people manage their home throughout the life cycle of their home and they're using my contractors who I've vetted and trust, it's going to be easier to sell, right? If they have a new kitchen that's not done by Joe Schmoe off the street, but they, you know, a professional with a designer, that's going to pop, right? Any market, a home staged right, priced right will go well. So if they have new kitchens, new bathrooms, new landscaping, all of those things, but I'm also leveraging, hey, call this person. They're excellent. Hey, I've used this person. Call them. And I help, I help them build their business. So they help me build mine. And then I just talk about, you know, hey, do you have anything earmarked for your, your equity, right? You have three daughters like myself. You might have a wedding, a couple of weddings to pay for in your future or college or, you know, whatever you're looking at. And if they say no, like, have you ever thought about, you know, pulling some money out and buying a, buying a property, right? An investment. property or a vacation home. And so that's really the only time it comes back to me as,

you know, in that, you know, instance where I'm like, hey, this is, this is how, what changed my life, right, was, you know, duplicating properties. And so that's that. And then at the end, just like a financial advisor asks, like, I don't ask. I just say, hey, if anybody, you know, could benefit from a report like this, I'd be happy to talk to them too. I do it as a service for my clients, but let me know. Right. And so when they're at the party on Saturday nine, someone's talking about their equity or leveraging it or whatever, they're like, hey, my real estate agent just did this. It was really informative. And so that's, that's kind of the secret to my success there. I put a cherry on top. I usually on their

homoversary, send them a pack of crumble cookies every single year. Yep, $30 every single year. I'm pouring in my clients. It's a huge investment. Not really, but, you know, not just year one, not year two. It's every single year they're getting that in their home anniversary. And that triggers me to talk about the annual reviews and hopefully get them on a call. That this is, I love this, this annual review. Side note really quick, the crumble cookies, there's, I didn't know what that was. My daughter won't open year.

I might as well be a shareholder. There's always a box in my house and I can't eat any of that. Yeah. But I'm probably a shareholder by now. And one other side note, because I don't want to interrupt you. You have daughters and you're open to marriage. I have a daughter. Don't even bring a boyfriend around here.

How did you? We'll have to talk offline. I'd love to know how you process that because I'm thinking, you know, keeping the gun collection close, like no boyfriend type of thing. You're already like paying for weddings. That's insane. Well, there's seven. So I don't, I'm not quite in the same.

Yeah. Oh, okay. She's 16. So check back with me in seven or eight years. Absolutely. No, thanks for that, though. That's great. I want to add that to my, you know, my, what I do, you know, with my clients. Because I, yeah, we do, we do have the House anniversary's calendared. And I do try to keep,

you know, like, I'm their go-to for all their contracts, whatever they need. And recently had a couple clients that hadn't reached out to me and made some mistakes. And then I'm like, I wish you had called me. And then I realized I should be calling you guys and checking in. So it's kind of on me. But thanks for sharing. That's great. I really, I really appreciate that. Yeah, absolutely. Well, Jeremy, we really appreciate you taking the time. This was super awesome. And, you know, for those out there listening, I hope you stayed until the very end because, you know, that's where you got the secret sauce. If folks want to connect with you, what's the best way for them to do that? Yeah, a real estate agent playbook on YouTube, the RE agent playbook on Instagram. Just out there given given little tips like that to agents all over. Obviously, if you have, you know, somebody looking to relocate to Denver and that kind of stuff, my YouTube channel for that side of the business is living in the Denver suburbs. Awesome. How about the magic question, Michael?

Well, we always like to close with the one question of, you know, you mentioned at the very beginning, Jeremy, that, you know, when you first started out, you tried to do everything, right? If you had to go back and start your real estate business from the ground up today, knowing everything that you know, what would you do and how would you do it differently? I think I would have definitely looked at, you know, the question I ask all my agents, right? When they come on, I say, what do you do for fun where there's people? And if I would have just focused on that, instead of trying to do all the things and do the open houses and, you know, all of that, I think that would have jump started me a little bit sooner. Now, I had a sphere in place.

and over time I leveraged that. But I think at the very first, I could have just said, okay, what do you like to do and just change my intention a little bit? And I think that would have, you know, helped me. But, I mean, the honest truth is I had a pretty good jump start. I, you know, my 10 years July 5th. And I made 60K the first year and six figures plus ever since. And so I think I was there.

but I think a lot of agents don't, they overthink the business and they do things that they don't like to do and that causes burnout. And I think that's the real reason that our failure rates so high is people don't leverage the things that are right in front of them. And so ask yourself, what do I like to do, where I communicate with people, and then what's my plan to not be the annoying commission breath realtor? what's my plan to leverage that? Awesome. Thanks so much.

We really appreciate you having you on and just joining us today and just all the the nuggets of knowledge that you dropped for our audience. So thank you so much, Jeremy. Yeah, thanks. Jeremy. Really appreciate all your time. Absolutely, brothers. We'll see you soon.

See you soon.