No Broke Months For Salespeople - How Showing Agents Can Help You Level up Your Real Estate Business

Episode Date: November 2, 2023

Matt Kuchar, is the Founder of Showami, that's a platform that connects buyer's agents with showing agents willing to show homes for a small fee. While keeping your client, your commission, and your life!Matt Kuchar has 18 Years of Real Estate Experience and has worked primarily in residential real estate and New Construction.In this week's Interview, Matt will discuss How to Make the Most Out of Every Real Estate Transaction.--To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Do you want to win a FREE 45-minute complimentary coaching session with Dan Rochon and a FREE copy of the book "Real Estate Evolution," a comprehensive 10-step guide to achieving Consistent and Predictable Income?❗❗JOIN THE NO BROKE MONTHS FOR REAL ESTATE AGENTS MONTHLY RAFFLE HERE ❗❗--Stop 🛑 wasting your time ⏳ or spending too much money 💸not getting the results you want in sales; I would love you to join me for the upcoming 5-Day Listing Challenge.You will learn how to find YOUR Way to having closings every month.www.5daylistingchallenge.com--Get your free copy of the Real Estate Evolution here:bit.ly/RealEstateEvolution_GetYourBookThis book shows you the step by step on how to:Step 1: Believe in your unknown potentialStep 2: Deconstruct persuasion techniquesStep 3: Find a business and get hired consistentlyStep 4: Be proactive in the relationship with your clients.Step 5: Learn and implement the exact steps to hire, train, lead, and train virtual assistants so that they can build, support, and guide a winning team to scale.And if you’d like to have a consistent and predictable income, like this page, and don’t forget to join the Facebook group to network with the top agents:https://www.facebook.com/groups/newbieagents/ To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

I was trying to do it all on my own. And I think that's one of the beauties of real estate is there are models. You don't have to recreate the wheel. The wheel already exists. You just got to figure out what works for you and go out and just do it on a daily basis. Welcome to the No Broke Months

for Real Estate Agents podcast. Working as a real estate agent can be incredibly rewarding and fulfilling, but it can also be frustrating if you aren't making the money you deserve. So if you're ready to end the stressful cycle estate agent can be incredibly rewarding and fulfilling but it can also be frustrating if you aren't making the money you deserve so if you're ready to end the stressful cycle of working hard for no results then get started with a proven step-by-step system so that every month is no broke months matt kushar is the founder of showWaMe. That's a platform that connects buyers' agents with showing agents willing to show homes for a small fee.

While keeping your client, your commission, and your life, Matt Kushar has 18 years of real estate experience and has worked primarily in residential real estate and new construction. In this week's interview, Matt will discuss how to make the most out of every real estate transaction. My name is Dan Roshan. I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke months. Thanks for joining me. Enjoy the show. Mr. Matt Cushar, who's the owner founder of a company called Showami. You may have heard of Showami.

And what Showami is, is that they are a portal that's available across the country to be able to connect agents who have a buyer. And they want to either like leverage themselves to be able to do more buyers through using a showing agent. Or maybe you want to take a vacation and you still want to make sure that your buyers can go see a home. So WAMI is the portal that will help you to do that. Or maybe you're full time as a nurse or as a whoever doing something as a full time gig. And you're just looking to pick up some extra dollars and your real estate agent makes some extra cash. So that's what Showami is, is a connection. It's a showing service to connecting agents who are doing lots of business,

agents who are looking for a little bit of a part-time gig and everything in between. So what we're going to talk about today is we're going to talk about how to be able to be more leveraged in your business and how to be able to be more effective in make more money. So welcome. So tell me a little bit about yourself if you could, please. Yeah, sure. So I've been a real estate agent really since 1990. I started selling mobile homes in Florida, eventually got my real estate license in 2000 and have been at every stage from a broke agent. I think I've done that more than once, actually. And all the way up to an owner with several, you know, lots of agents with me and been the employing broker in multiple states.

So you've been from a broke agent to a broker broker? Yes. Yes, I have. I've experienced that. I've seen amazing success that I thought would never come to an end. And then I saw 2008. But, you know, you learn. Everything's learning. Life is just that way. So tell me. So today I want to talk a little bit about your journey on on Xiaomi. So here, you know, from your voice of how you would describe it. I know how I just described it.

And I want to hear a little bit about your entrepreneur journey. And I'm going to help to connect the dots of, because here's the thing. Entrepreneurs, whether you're selling pens or selling sticky notes or selling real estate or selling a service for real estate agents. It's a journey that's similar. It's a journey that you can find commonalities. And so there's common threads that we can connect. So Matt, so tell us about your journey.

So what is Xiaomi? And then I want to hear about the founding of Xiaomi. I want to hear about all your struggles and everything that you suck at doing and how you figure it out. Any entrepreneur will learn that they make more mistakes than successes. And it's just being able to push through a lot of that stuff. But yes, super busy agent in Denver have finally ramped up. So I have the team, the KW team was selling lots of homes, but I wasn't making any money. So I kind of went out on my own, tried to figure out how to make money just as a solopreneur and was doing really well. Tried to take a day off, went skiing.

And I got a call from the buyer going like, I got to see this home today. And at that point in Denver, things were selling off the market like within minutes, right? So I'm like, but I'm up on the slopes. What am I going to do? So I did what every other agent would do. I started calling, Hey, can you help me? Can you help me? Can you help me? And it's five o'clock on a Friday, downtown Denver. Nobody wants to go in that traffic. It's the worst thing ever. So eventually I got an agent who's like, yeah, I'll do it. And then we had this awkward conversation. Am I going to pay you? Are we

trading off? How is this going to work? So ended up, she was really nice. I'm like, hey, I'll pay you a hundred dollars. This is a client I've known for years. I just need to get them into this house in this specific house in this specific neighborhood. Showed the home, sold it. Later, I was having a beer with the front. I'm like, there had to be an easier way, right? That took me 45 minutes to an hour to find somebody. And then I had somebody that was really driving from 45 minutes to an hour away. It would have been better to have somebody who was downtown Denver show the home. We needed Uber for realtors. And basically that's where we kind of, you know, you always hear we're at a bar with a napkin. We really were at a bar with a napkin and created the business plan. How old was that, Matt? So that was 2015 when we first came up with the idea. By 2016, we launched. And it's so similar. I want people to understand that it was my real estate business that helped me move into the

entrepreneur because I learned a lot. And there were so many similarities, right? When you first get into real estate, it's all you, right? You're doing almost everything yourself. You're the marketing person. You're the guy putting the lockbox out there. You're the one who's showing the homes. You're writing the contracts. You're the admin. You're everything. And it's the same with when you start any business, everybody kind of starts in that same place. You're the self-leadership, you're the solopreneur. And that's basically what I was, right? So I went and hired a development company to create the software. We spent six months, I spent about $80,000 to $90,000, created it, put it out there. And I'm like, it's my baby. And nothing happened. But it's the same thing

with real estate. When I got my license, if I didn't go out and tell people that I'm a realtor, if I wasn't lead generating, how would anybody know? So the lesson there is I don't care how freaking good you are as a real estate agent if nobody knows it. OK, so understand that you could be the best agent in this entire planet. And if nobody knows it, you're not able to serve anybody and you'll go broken. They will miss the opportunity of your service. To back up, I'd moved from Fort Myers, Florida to Denver in 2006. So I had two years, nobody knew me, right? So I had to, who cared that I'd sold a hundred homes the year before in Fort Myers. It made no difference. Nobody there knew me. So I had to gear up and market myself. I had

to get out there. And it's the same thing with any business. If you create something, you got to get the word out. So I just got creative. I started sending emails. I started calling all my friends, hey, I could do this. I could do this. And the more I used it, the more it started to grow, starting out maybe 10 showings a month and then 15, then 20. But we weren't really profitable, right? I'm spending more every month than I'm making. And that's tough, right? And many of us do that in real estate, right?

You just get your license, you're ready to go. And you think, you know, people are going to just automatically use you, but they don't. So you have to be really super efficient. You have to do everything yourself because, you know, there is no easy button. Everybody wants it, but it doesn't really exist. So I learned and I started to get it going. And pretty soon our users started to grow. And I can remember one moment, it's about three years later and I'm still pumping out like $750 a month and I'm making like 400. And I can remember one moment, it's about three years later, and I'm still pumping out like $750 a month that I'm making like 400. And I'm like, man, if this thing ain't gonna fly, like, I need to know. So I basically, I laid it out. I'm like, God, if we could give me 50 transactions in

this one month, I'm going to move forward. If not, I'm not. And then on the, it was like June 29th. I'm like, I looked at my screen and there was the 50th transaction. I'm like, that's it. I'm all in, you know, put me on Shark Tank. And I think that was a defining moment where I really went all in. And I think that's kind of what made the company continue to grow. Because if I wasn't all in, it would have been easy to, I mean, you could talk to my wife. She's like, oh, Matt quit this thing so many times, right?

And success was just a little bit out of reach. But if I kept working at it, I knew people loved it. People used it. I heard the stories. So, you know, but that was the first step. And I think everybody starts out there. You're just doing everything yourself. And you're just trying to make things work. And you're putting a lot of hours. Excuse me for interrupting my own show. You are freaking amazing.

And because you're amazing, I'm going to ask for a quick favor. We'll just take you 30 seconds for you to leave a favorable five-star rating or review on your favorite platform. Then what I'll do is I'll enter you into a raffle where we can meet 45 minutes for a free coaching session. And I'll also give you a copy of the book, Real Estate Evolution, which is the 10-step guide to CPI, consistent and predictable income. Oh, by the way, I'm the author of that book. So if you'd like for me to coach you, give you some nuggets and help you in your business, go ahead and leave a review and you can enter into the monthly raffle to win. All right. So you're a slow start. You put in a lot of hours. You're not sure of, is this going to work or not? I believe in it. I believe in it and I know it's freaking good.

I know this has value to the marketplace, but I just don't see it yet. I mean, I see it, but it just hasn't happened yet. And that was around three years. Yep. That was about three years. And then we started to spend, at that point I got picked up. I found one of the things that I needed was I needed partners, right? I was trying to do it all on my own. And I think that I didn't have a coach. I would have done better having had a coach. And I think that's one of the beauties of real estate is there are models. If you don't have to recreate the wheel, the wheel already exists. You just got to figure out what works for you and go out and just do it on a daily basis, consistent, predictable, you know, anyway. But I found a partner in RE Colorado. So the big MLS, I kept pitching them, pitching them, pitching them.

Finally, they picked me up and that launched it. The minute we got picked up by RE Colorado, like that day, 150 people signed up in one day, right? And that would be like the day that somebody would list a million dollar property, right? Like I've been fishing into $300,000, $400,000 forever. And I finally get the million-dollar listing. That's how it felt. It felt the same way. So that kind of launched us and kept us going. The next phase is figuring out how to scale, how to do more profitably, efficiently.

So I know it was three years in before you had the 50 in one month. How much longer before you got the 150 in one day? That was right during COVID. So that was 2019. All right. So we're talking about five years in at this point, correct? Yep. Yep. Okay. So slow success, slow success, struggle, struggle, struggle, a little bit of uncertainty, a little bit of frustration. I'm probably understanding it.

And then a glimpse of what could be. Then couple years before your first boom there it is all right and i'm making sure that the audience that you guys are seeing this right because you may be somewhere along this journey and wherever you're at it's fine but again it's it's like what matthew is sharing what matt's sharing with us right now it is the evolution of a business. It's not uncommon. You know, if you're looking for that, Hey, I put a stick in the ground. And then the next, the next day I was Amazon, like, I'm sure there's examples of that out there, but it's not common. So we're now we're five years in and I'm, I'm able to bring on my developer. Like the software needed to develop, right?

It needed to get bigger. And it's the same thing in my real estate business. As I got busier and busier, I had to bring on an admin. I brought on a transaction coordinator. I brought on people who were helping me with all my marketing and stuff like that. So they followed very similar paths. You could see the same thing. If I had kept doing everything, if I started, did all my transaction coordinating, if I did all my admin, if I, there was a cap to what I was going to be able to do. And if I got there and I was happy, amen, that's great. Right? Like, so, so be it. But I also didn't, I wanted to look past

that and go like, I didn't want to be working all the time. I'm still trading dollars for hours, you know, or hours for dollars. I wanted to move to where I was, I was able to scale and I was able to do more of what I really like to do. I love to show homes. I love to write contracts. I love to go to closings, eat cookies. It was the same thing. So I had to start figuring out what I would do. I would get so busy doing something. Now I'll give you an example. One of them's customer support. The more transactions you got, the more inquiries that would come in. And eventually I got to the point where I'm working during the day. Everybody would go to bed. It's 10 o'clock. And all of a sudden on my computer till 1130

midnight responding to all of these things. I was busy. I was starting to get burned out. So I got to the point where I'm like, all right, let me bring on a part-time virtual assistant. And there's this awkwardness when you first hire somebody, you're telling them what to do, but they're not really getting it, right? So eventually, I didn't give up on that though. Just because they didn't get it the first time, my virtual assistant, I stuck with them. I kept doing a little bit more training a little bit more training really refined it corrected them and pretty soon they started taking my processes and making them better than what I had and this was I was working with a company overseas that was like eight dollars an hour and I'm like all of a sudden I'm like oh they could do this I started giving them more stuff more stuff more stuff, more stuff, more stuff.

Now you're doing my user approvals. Now you're doing this. Now you're doing that. And that's really stage two, right? The first stage of every business is the solopreneur, the self-leadership. You're doing everything yourself. The next phase is when you start to leverage other people that could do what you do, you know,

at a lower cost to keep me working on the high dollar stuff. Cause I needed to write, I needed to be working with larger companies, trying to get them to use, you know, the big users was really what we started to go after. And that's, I think that, and I did that in my, in my real estate business, I got to the point where I couldn't handle it anymore. I had an admin. Eventually I got TCs, you know, so they're very synonymous. Yeah. So by the way, this is why I developed the CPI virtual assistant company. And for those of you that are just finishing up with a five-day listening challenge, I

haven't mentioned that to you, but we, I do own a virtual assistant company that does exactly what Matt's talking about right now. And I put that together because of the problem of, okay, I want to not have to be at 1030 at night replying to emails. No. And eventually you get to a point where you got to be profitable, right? Nobody's in this to do, nobody's in real estate, it's out of the pure goodness of their hearts. We want to do a good job. We care about the people that we're serving, but we also have to support ourselves, our families, the people we love, you know, we, we have goals and dreams and it's, and that's, that's super important. And it's the same with the other business. Eventually I had to get to the point, do I see where this could eventually

pay for the virtual assistants, pay for the developers, pay for everybody and get it going? And that's where we've got to. And that's team leadership where you're actually leading the team, right? I'm involved. I'm still the main rainmaker. I'm still the hub within the wheel. But now I'm kind of directing each of the parts and everybody's doing what they're supposed to be doing. That's the same in real estate. It's the same in entrepreneurship. You already know, 87% of all real estate agents fail in this business. And you also know it doesn't have to be that way. If you're a real estate agent and you're looking for consistent and predictable income,

I invite for you to get your free copy of Real Estate Evolution, The 10-Step Guide to CPI, Consistent and Predictable Income for Real Estate Agents. And you can do so when you visit www.therealestateevolution.com. I'll share with you your book that I authored to show you the way. Thanks. So, Matt, you just described, you know, I teach this so often. Step one. Well, step one is the belief. we went past that we i already know you

were there right so it's it's the how can i be the very very best version of myself possible and then casting that vision what do i want to create and then once you once you're there then it's how do i find the business right and then you know how do i get to that point where the business is coming and then now it's time to scale how do i build know, how do I get to that point where the business is coming? And then now it's time to scale. How do I build an organization? How do I find a great company like CPI VAs to be able to help me so that I'm not working 24 seven? And then it's leadership. How do I be able to help the people who I lead to the, so they can achieve their goals so that they know how to think to reach those goals. And so if we broke it down into four components, you know,

belief in yourself, being the best version of yourself, lead generation, organization, building leadership, would that be accurate to, to your experience? Absolutely. Absolutely. How many clients do you have now? How many transactions are you guys, or how many showings are you doing rather a month now? So in the last, in June, we'll do over 8,000,

probably around 9,000 showings. We're closing up to 10,000, right? 100,000 agents on the platform at shawami.com. Tell me about, let's start it this way i know that i don't want you to share the name but there's somebody that you i mean unless you want to but you know i don't think you would want to but there's a gentleman that you mentioned it's a you know licensed in 11 states right now it's just crushing it using the model can you describe to us so we can start there and then i want to go to like an average

agent right so the people could see like what want to go to like an average agent right so the people could see like what this could be and then an average agent tell us about the gentleman uh like what type of volume is he doing like what do you know about his business what can you share with us about that to not call him out but to not get a shirt name but he's done over 1500 showings with us. He's licensed in 11 states. He sells over a hundred deals a year and never shows a single home. So does he meet his people face to face or is all on video? All on video, you know, virtual. And I know one of the things we talked about is how to make the most out of every transaction.

Let me get this nugget. One of the things that agents are starting to do more and more, let's say you're in, like I was in Denver, right? My people are moving to Dallas. Well, that would be a referral, but let's say they were moving to Colorado Springs, same state, right? But I'm not going to drive down to Colorado Springs. Well, in the past, I would refer that and get 25%. Well, now with Xiaomi, I could pay $50 a showing, maybe schedule 10 showings with them, cost me $500. I write the contract. I keep the relationship. I keep the buyer. I do everything. And I get the commission. Which would you rather have, a full commission minus $500 or a 25% referral? That's what this guy's doing. And that's what a lot of people are starting to realize. Oh my goodness, I'm not just stuck selling homes in my 50 square mile area.

I could go anywhere in the state. So if you feel comfortable, you better be knowledgeable, you better be able to get the resources. But even the showing agents oftentimes will go like, hey, I'll help you pull comps. I'll help you do whatever. You know, people, you know, maybe you give them a tip or you figure that out. You got to have faith in yourself as well to be able to, you know, have faith that you'll be able to make the sale, right? Because if you're just saying, hey, go show homes, go show homes, go show homes. Um, there's another brokerage that has that model, right? Um, I won't call them out. Right. But, but, um, you know, it's, um,

you got to have faith that you're going to invest into, you know, $50 a show or whatever the investment may be 25. I don't know what it is, whatever it is, whatever that investment is, then you've got to have faith that you're going to lose more than not. Would that be accurate? Absolutely. Yeah. You still have to have a relationship, but you can build relationship through video. Like he does an amazing job, you know, in what he does, but he's, that's just one model. That's one idea. Most of the people are just like, Hey, I'm super busy. I can't be two places at once. Let me, you know, do a couple of one-offs here and there this Saturday. I'm working three buyers and I can't handle it. I'm going to have somebody else show and I'm going to use Xiaomi to get that. That's, that's the most, and that's the most common use of it. So yeah, you've got the super users. You've got the companies, the larger companies that are using us, but the majority are still

people like you and I who are, who are in the trenches every day and just can't be everywhere all the time. So this isn't new. Like, so when we first started in 2016, there was a lady who was in Denver and in Kentucky and her family was in Kentucky and she would go between the two. And she used us, if she was in Kentucky, she was using us in Denver. If she-face. When she was in Denver, obviously she's doing FaceTime. But this other agent has come up with a completely virtual model. And he is, yeah, just to say that he's killing it. Yeah, he's, you know, he's amazing. He's doing really well. What are the challenges? What are the challenges? Well, building relationship, right? That's the key. You have to be really good at being able to build the relationship, add value. What's my value proposition? And then that's in every business, right? We have to be very clear on what our value proposition is, you know?

So I think those are probably the two things that he's done really well at nailing down. And, you know, that's what he does. And, you know, I don't know if he does it or not, but maybe he gives them a portion of the commission back. You know, maybe he's like, hey, I'll give you 10% back. I'll tell you, and this was something that I used to do. If I had somebody in Denver that was moving out of state and I was going to refer them, one of the things that I always did to get them to go with the referral agent that I gave them was I'm like, hey, I'm going to get a referral fee of 25%, right, of whatever that agent makes. I'm going to give you back, you know, half of that.

We'll split it. That was me. Now, other people have better scripts, different things. But let me tell you, they always seem to work with the people that I referred them to because they wanted that portion of it to come back to them. And they also trusted me, right? I would also vet that person to make sure they knew what they were doing. They weren't just getting any willy nilly agent. I knew how to vet an agent because I was one. All right. Well, Matt,

I appreciate your time today. Thank you for sharing your experience on your entrepreneur journey. And thank you for sharing about your service and product. And I recommend Xiaomi. And I don't get anything for saying I recommend Xiaomi. I recommend Xiaomi. That's unsolicited and there's no benefit to me other than providing you with another resource to help you in your business. Thanks so much for listening to the No Broke Months podcast today. Until the next show, I invite for you to be grateful, make good choices, help someone, have the best day of your life, and go find a listing. Hey, I just had the best 45 minutes interviewing Dan Rochon.

He's from Virginia, right outside the DC area. He's been in a stable market for a long time. Within 18 months, he'd created so much success where he was actually able to buy the brokerage as a real estate agent. Dan is a leader of vision, focus, and passion. His enthusiasm is truly infectious. He just came out with a book for real estate agents to kind of help people pivot. We went through and talked about how to succeed in adversity from his big traits out there.