Ep. 255: How this 29-year-old closed $93M in 5 months (with J. Mott)

The Best Way to Generate Leads in Real Estate Is to Start “Doing” the Job

Who should listen: Any professional salesperson looking for a tried-and-true blueprint for how to succeed in their profession.

Key idea: What you get out of a project, plan, task, or career is proportionate to the energy and commitment you put into it.

Action items: 1. Start sharing your journey toward your goals on social media. 2. Make an honest assessment of the effort you’re putting into what you want to achieve. Adjust if necessary.

You might know a real estate agent who got into the business so that they could set their own schedule, be their own boss, and have weekends to themselves to do what they want, when they want, and with whom they want. Heck, you might even BE that real estate agent.

Well, if you haven’t figured it out already, it’s time to take off the blinders and start “doing” the job.

What do we mean by “doing” the job?

Having a job and doing a job are two very different things. Having a job as a real estate agent means helping clients buy and sell homes. Doing the job of a real estate agent—especially of a top-producing agent—mean skillfully, consistently, and, to your fullest capability, executing every task required to achieve that end. That’s everything from courting prospects to ensuring the transfer of ownership.

And doing the job is even more critical during times like we’re experiencing now, when the inventory of homes for sale is dramatically low and the battle for properties is akin to a gladiator’s worst nightmare.

Being a real estate agent isn’t for the faint of heart.

But the reward for doing the job as we’ve described it here isn’t simply that you get to keep your job—it’s substantial financial success. The kind of success that agent Jordan Mott, this week’s guest on Stay Paid, has experienced to the tune of $93 million in sales volume in only 5 months.

During his interview, he discusses how he does the job . . .

Commit to prolonged, consistent effort

There is no single best way to get real estate leads except for doing what it takes to be omnipresent and consistent with your marketing.

That’s how Jordan went from eight transactions in his first year to 41 transactions in his third year. In 2021, his seventh year in real estate, he’s on track to close more than $100M in transactions—and he only turned 29 years old a few days before his interview!

From the beginning, Jordan understood that he was his brand and that he needed to be constantly marketing himself. During that first year, he would flyers on the doorsteps of 500 homes at 4:30 a.m. He knew most of them would end up in the trash, “but not before [the homeowners] saw his face.” He recalls winning two or three transactions with this tactic.

Today, Jordan sends a quarterly CMA to all his clients. He also sends his report to other agents’ clients who buy from him. (That’s brilliant!)

Additionally, he explains that, in 2020, when everyone else was pulling back, he increased his marketing. At this point, Jordan consistently farms 100,000 homes, sending high-quality postcards every six weeks.

Jordan’s biggest marketing efforts go into creating his social media presence. He is active every day because he knows it’s how he’s going to remain top of mind.

Do what it takes

Peter Taunton, the founder and former CEO of Snap Fitness® and a previous guest on Stay Paid, says that “Success is 10% of what happens to you and 90% how you react to it.” Jordan would agree:

The thing about this industry is that it’s not rocket science . . . You’re going to get out of it what you’re willing to put into it. From day one, I told myself I was going to work harder than anyone else does. . . . That’s what I have control over. I don’t have control over what the market’s doing; I don’t have control over what interest rates are; I don’t have control over the fact that there’s a global pandemic . . . All that I have control over is how hard I’m willing to work and the effort that I put in. . . . There’s no secret sauce, there’s no elaborate answer . . . I didn’t try to recreate the wheel. I worked harder with the wheel that was provided. . . . The grind doesn’t end. . . . That’s what it takes.

The lesson is simple. To succeed in real estate (or in any business, for that matter), you need to do the job. Shortcuts don’t exist. You need to maximize the hours in your day, make the phone calls, meet with the clients, and work the weekends—whatever it takes.

The good news is that’s pretty much all it takes . . . effort. Follow the examples of successful people who have come before you, and commit to working harder than anyone else, and success will be yours.


Connect | Resources

Connect with Jordan on social media @RealtorJordanMott


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