How he made $200,000 in commissions his 2nd year in Real Estate

So just that alone, just sifting through all the bull, it's gonna save you the time that you can spend finding and working with people who are serious. Yeah, and I think that difference alone should easily equate to an actual twenty percent in business just the next year, just by not working with time wasters.

What's up, you guys? It's Graham here. So I'm here with the one and only, be Jeff. Why though? Hey guys. And you may have seen the video I made with him a few months ago, how he sold a hundred thousand dollars his first year as a real estate agent. Now he's on his second year in real estate about to hit, I watched, two hundred thousand dollars. So we're actually doing this spur-of-the-moment, like we had nothing prepared, a word using our phones basically to record audio on a GoPro. I have no idea how this is gonna turn out, but I'd like to spur the moment. A lot of the videos I make, so we're just gonna wing it.

I want to talk about, I guess, more advanced things about what took you from one hundred to two hundred thousand. Like you've doubled your sales volume in your second year, and most agents, by the way, wouldn't, would barely even hit like, I don't know, eighty thousand, maybe even at a second year. So what do you think took you from a hundred thousand to two hundred thousand?

It definitely still was the first year's work, which helped in the second year. It's a work. It made it easier almost. It was all the prospecting and all the things I was doing my first six months making that 100k wasn't very good. It took me a while, then the check started rolling in. So a lot of business had to happen first. I had to like figure out what worked for me.

And then you may, some of you guys may have seen, I do a limo tour, the WIPO limo tour, which is taking investors around. I have 20 investors; we go around on a limo, and not just started building clients for me. And then you like this. I said I get a lot of "Hey, Jeff" emails, and it's, or text, and it's, "Hey Jeff, can you sell my grandma's house?" or "Hey Jeff, can you show me this 10 flex?" And that's all the branding I did in my first year, which made my second year so much more easier because of all that in the first year.

Yeah, that's what I notice. It's from my experience, the results don't usually pay off until six to twelve months later. So if you're hustling today right now, you're not going to see the results a week from now, or maybe a month. And how many new agents are asking us like, "Oh, what can I do?" or "I'm in my first month; like it sucks in your first month," right? You got to do everything and there's no paycheck coming for a while, right?

Yeah, but every day be doing something because then you get to that six months part, and maybe start getting some sales. And then in your second year, it's all that stuff you did in the first six months of the first year. It really is. So it's almost similar to going to the gym. Yeah, and then if you work out really hard for the first few months, trends are you're not gonna see a lot of difference until maybe six months in. And then all of a sudden you look in the mirror and you're like, "Well no, I got them gains now."

So that I think is very similar to real estate. So the work you're putting in now, think of that as something that's gonna pay off a year from now. Yes, we're late; it's not let's forget about quick riches. The other thing I think - I was talking to Miles about this - is that there's always something to do. I like how you mentioned that as well.

Yeah, there's never should be a reason to how you go to the office, and even if you don't have any clients, you shouldn't be bored. I think it's always something you can follow that's gonna be helping you. So for instance, you can get to the office if you have nothing to do all day. You may be trying a little prospecting, look over the contracts, like memorize all of those contracts. You can memorize all the purchase agreements, the lease agreements, disclosures. You can even memorize streets; you can memorize, like street names. You can memorize which homes are selling, what's being listed, what's sold.

What is it what I do when I have nothing going on? We market differently, but like what I, I market a lot off my Instagram. I will make like little ads or something that I can put in the stories on Instagram and then like shoot it out to the city I'm in with the geotag. And it's just like you could be sitting on the couch watching your sports game, whatever you want to do, and you can still get marketing out there.

And then people respond to me, and I'll always have thick deals, like fourplexes I know about or tenplexes, and I'll just tease it on the internet being like, "templex making this much money, contact me." And then all of a sudden, my DMs are getting hit up with that, and I've just created business. But, you know, obviously that was because I done a lot of other work. But every day, I can be doing something.

So many agents, even in my office, might, "I got nothing to do." I'm like, "I can't believe you have nothing to do! Do a blog post, start a YouTube channel." Do so like always be doing something to put yourself different, like I have limo tours in this year. Now I'm starting my YouTube channel, and Matt and I are working on other real estate projects. We're in LA today to learn more about real estate; we're just trying things every day, just something.

So what are you doing differently for the second year than the first? I focused on getting listings rather than buyers because back home in London this year, this summer, a buyer, even on a high price range, he didn't want him or her because we're getting blown out of the water and multiple offers. So I quickly said I need listings, so then I focused all my marketing on getting listings. And a lot of agents had no listings; the buyers were a dime a dozen this summer.

So you got to really pay attention to what's going on here. It seems like some of the properties that were sitting, it's more of a buyers market maybe right now, certain price ranges. I definitely think a buyer has the advantage because there's more supply. So when there's more supply, they have more leverage and get some of the higher price properties to define. So definitely in my second year, I could just identify the cycles. Use those real estate cycles, guys; you gotta really pay attention to them.

What about delegating? Oh yeah, I think that's the one thing I noticed you're doing right now is that Jeff is slowly crafting a team where he doesn't need to be physically present all the time to go and listing appointments and things that he has someone else. So I'm getting so much leads for multifamily type properties.

There are agents in my office with minimal clients because they're new, so I've been taking them and teaching them a bit what I expected of if it was me doing the deal. And basically, guys, I'm consulting the deal and making half the money. So that's like leveraging my time; I can spend more time focusing on different projects or bigger projects.

I mean, that's something I have yet to do is really start delegating out. I mean, I've given deals to other colleagues in my office and helped guide them through them if they have any, you know, difficulties. It's something I've yet to do. My team, it's not really a team, is built out of necessity. I have too many leads; I can't, I cannot help out all my clients, yeah.

So I have to split listings and like delegate delegate the time. But that's a different level maybe than the pace that happens here. Yeah, I'm doing 35 ends. Yeah, yeah. I mean, the thing is, I think a lot of the clients and I work one, I feel like they want me. That's the blow on that, and I'm building a brand of Jeff Wive. Oh, and people want me. So I have to kind of work on that, like what I'm gonna do.

I guess you're right; you have had that at some point. Otherwise, it's not sustainable; I just can't grow. Yeah, so like, and then you know, maybe you guys will be asking like, "Oh, you're gonna do 300 or double it 400 in your next year?" and like I got to really think about it, like what I'm gonna do. If you're gonna 10x it, I think you can take out 200.

But yeah, what I don't want to do is run around with this doing the same thing to produce just a little bit better a fast that was fine with me, lemon. I don't know, I want to come up with something bigger than just real estate transactions, commission checks. Like I don't feel the business results. I mean, that's the way it's almost been for me is that it loses a challenge, and then when you don't have that challenge anymore, you almost stop growing as a person because you got used to something.

It becomes routine, and then you begin doing this, like I hate to say it, like it sounds so terrible, but like here at least, like I feel like I could do 20 million a year but not be challenged. Like, you know, you just kind of go through the same motions over and over and over again, and I think at a certain point, you got to change it up, and you got to focus on, you know, growing whatever the next part of that business is.

Yeah, I think what, are you supposed to be beat up by 20 grand next year? Was that a good use of your year's time to just beat it by a little bit or fall short? No, so I kinda, I wanna, that's why you've got your channel, right?

So what are you gonna do to all? Let's say I know Matt and I have some stuff in the work. I think it's gonna be more turning it into real estate business, not just agent. Very early in my career so we'll see.

It's gonna be. And what would be your advice for anybody watching? Because I'd say probably the baby people haven't even started. So I love started working in Surrey because of the last video I get a lot of DMS from you guys, and they're you're all asking, "I just got my license," or "you know I'm getting it next month" or something.

I like you're driving. Yeah, I always say like it goes back to do something or put it, and start telling everyone you're gonna be a realtor before you have that license, and then you might have a lead like waiting for you the moment you get your license.

Like what about for people who have already started that sin is 6-5 months? Then if you could leverage your time like I did, like give, don't be so selfish; give some of those leads away and take 50% and just coach them to a new kid in the office. Like, do you need to drive around the city and do every single deal? I, again, it when they want a your name and your face there; it's tough. But like the random sign calls, like you get a random sign call, do you have to go to every single one?

I don't know. Yeah, I know. I agree with that. That's something, by the way, like I'm not perfect either. I'm definitely working on that too. And I do think at some point, you have to leverage to start to grow because only so much you can do. Yeah, only so many hours in the day that you have to go to work, and at a certain point is you have to.

That's something I definitely, I gotta work on that too. I mean, if I want to start scaling Baker. Well, so yeah, if you're already into this and yeah, you take a look at your business, if you can leverage it, great because yeah, your time is your most valuable asset, right?

I got lucky because think I'm into investment properties. These guys buy multiple houses a year, and then they just always come back to me. If you’re just gonna do residential, if you’re brand new, they buy a house, they’re probably not moving again for what like five years, maybe like, - I think so. Average is 7 to 8 years when you’re brand new.

I don't copy the other realtor ahead of you who's been doing it for 20 years. You gotta come up with 2017 stuff right now. That's what I think social media and the investors, they just want deals, so they'll just keep coming back to you, and you can do three or four deals with them a year.

The other thing is that the second year you get better at sifting through the shit. Yeah, that's a big one because their first year you work with everybody. I had the video that I was working with this fake 40 million dollar buyer because I couldn't tell the difference between him and a real buyer. Your second year, you start thinking, you start getting burnt out by those people that aren't serious.

You know, I was like even entertaining this guy that wanted to like cut my commission in my first year, and then he wanted, you know, he just wanted to like use me as a puppy. Yep. And like he didn't know that, but like I'm like I need the money, so I'll do anything. Right?

And now it would be like, just see you later, pal. Yeah, good luck! So just that alone, just sifting through all the shit, it's gonna save you the time that you can spend finding and working with people who are serious.

Yeah, and I think that difference alone should easily equate to an extra like 20 percent in business just the next year, just by not working with time wasters and focusing your time on the people that are serious, that are ready to buy something or sell something now, who are realistic and that you can actually work with.

One of the things I forgot to mention too in one of my last videos, but I feel like this is really important, it's matching the style of your client. And just every 6 amp light is showing recently and with, you know, some people that were younger, and I wore like a nice button-down shirt and like, you know, the sweater and all this sort of stuff. I didn't match them; like that was not the look that they would really associate themselves with.

It's a clean buttoned-up look. And if the next time I met up with my wife, I drove the car or the muddy t-shirts, and like with some sneakers, the difference was it's just almost in the way that they were able to open up and relate just because if you match them on their level.

So if you have a client that is really conservative, suit and tied, it might be a better idea for you to be a little bit more conservative in the way you dress. To me, if a client is 19 years old and, you know, it's just t-shirt and shorts and whatever, it's not a bad idea for you to somewhat match that to a certain degree, and it's easier for them to relate to you at that point and see eye-to-eye on certain things.

And I think they'll trust you more by being able to relate to you. So that's, yeah, I like that. Second year as well, you're better at negotiating. Like first year, you're like you have no idea what you're doing. Now in the second year, you're like, "Oh yeah, I've been in this situation before. No problem! I know we need to get her offering quick; I know this has to happen," whatever.

You just, your bit, you feel the year a bit better; we can get you any deal. You should gotta listen to us, right? And I'll only push my clients as much as they feel comfortable, right? Because at the end of the day, you don't want them hating you because you pushed the wrong product upon them, right?

Yeah, that’s exactly; I mean, and that's the thing you always have to leave it to them. I mean it's always their decision at the end of the day. It's not yours; you're not getting the house; it's not your money. We used to joke, "do you want to offer on it or do you want to get it?" Given that there's no reason why after your first year in real estate, just by getting better at negotiating, just by having your first year's work pay off, just by getting better at sifting through the shit, that in my opinion, is almost double.

Like you could get almost double your business just from those small things, and that's why it doesn't surprise me why you can go from 100 to 200. We're gonna wrap this up, but here's the thing, you guys are gonna help me out on this. Jeff really wants an Aston Martin. I'm telling him he's got to get the Aston Martin Vantage. Anything would be a good car, so comment down below and tell Jeff he needs that Aston Martin Vantage.

I'm thinking like a 2007-2008; that's a good year. Alright, as always, you guys, thank you so much for watching, and check out Jeff's channel! Finally, he made a channel, and finally he's posting, so please go and show him some love. And if you haven't subscribed to me yet, like, comment, share, and subscribe, and smash the notification bell! Smash all the buttons and smash just go through every comment, hit, let’s upload those comments.

That's Reddit, but like all the comments. Thank you again for watching, and till next time. Thanks, guys!