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From Pilot to High Performing Real Estate Agent with Nick McLean – EP. 130

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From Pilot to High Performing Real Estate Agent with Nick McLean

Client Generation Podcast Episode 130

Grant Wise 

Welcome to the Client Generation Podcast, a show where we interview some of the most successful people in real estate. To help you understand how to generate leads, build a brand and convert more clients in your business. 

What’s up, everybody Grant Wise here, welcome to the Client Generation Podcast. I’m really excited for our guest today. I was at an event a few months back hosted by John Cheplak and Nick McLean stepped on stage and dropped some absolute knowledge. I knew I had to get close and connect to him. And a few months later we ended up doing just that. And so, uh, Nick man, thank you so much for, for jumping into the show today. I really appreciate it. 

Nick McLean 

Yeah, it’s a pleasure and awesome. I didn’t realize you were in Tahoe.

Grant Wise

Yes, yes, yes, yes.

Nick McLean

Tahoe. Yeah. And I’m super excited to go back to Tahoe this year.

Grant Wise 

Yes. So valuable, so valuable. Um, I, I wanted to get close to you connect to you because I heard this stat, right? So you’ve got the Nick McLean Real Estate Group in Washington state. And uh, in some, you know, time, things fluctuate up and down sometimes, but at one time you felt at least 20% market share. And I, I was like, I gotta talk to this guy. I gotta figure out what he is doing because you know, we’re in, I’m in a, a Northwest Arkansas’s unique market. There’s some high performance teams here, but when you go and analyze their market stats, they only own one, two, 3% market share at top. So to hear somebody has that, uh, volume of market share, I mean, it’s just unbelievable. And I know you do a lot of really unique things in the training world and, uh, you, you had this quote and I’ve never forgot it since I’ve left. I’ve used it many times training isn’t everything, but everything is training. And I was just like, ah, I gotta, I gotta get this kind upon. So anyways, thank you for being here. I’m so excited to kind of jump in and chat, but before we dive in, why don’t you just tell everybody, you know, give us the back story. Who are you and kind of, where, how did you get to where you are today?

Nick McLean 

Well, how do I get here is, is, is interest question in the real estate space? I, I think everyone needs to understand that. I, I grew up in a small town, went to college, went on the normal track in life, you know, go to school, go to college, to get a job, you know, and I really was motivated to work at a place for 40 years and retire at 60. I was all I was bought into the baby boomer dream and one, one path. And, but I’m an adventure. I I’ve always explored. I’ve always liked to be in the physical world, using my, my body. And, you know, I was a wild land firefighter. I worked for Carlisle transportation, the ice road truckers in, in Anchorage, during college. Um, and then I, I didn’t want to give up on the adventure, but I also wanted to be on a track for success.

Nick McLean

And so I became an airline pilot. I went to school at Ry riddle aeronautical university became an, uh, went to training, got a job down in Miami on a 7 47 international carrier. In fact, I don’t know if you got video, but here’s the checklist. I keep it on my desk. I still have it. I still have my Boeing 7 47 checklist. Uh, cuz that’s one of my keys to success. It is procedures and that airline was awesome and I traveled the world and it was kind of fun and it was really fun, but the airline was poorly managed and it was a startup. I was actually seniority number, number 30 at 25 years old. And um, the airline went under when the airline went under, that was 2008. It ran outta money. I got into real estate and that was the year the market crashed right? March of 2008 is when I got into real estate. I sold zero homes up until the crash of September or November, 2008. And that was how I got launched in my real estate career

Grant Wise 

Trial by fire <laugh>

Nick McLean 

Well add a necessity. So, you know, and from there the progression was just skill, acquisition, knowledge, just fortitude, hard work. And we can get into the, the

Grant Wise 

Great, I like what yous. I like what you said there, because you didn’t say we got into the transactions. We got, we got into skill acquisition. We got into learning how to be, um, you know, a legitimate agent, legitimate business person. So many people just jumped straight to the money. Like I gotta go find deals and not everybody, I don’t think enough, go straight to, I gotta get better. I gotta improve. And, um, man, when you look at the statistics that a first world, real estate agent on average earns $8,000 in income, second year 16, it’s like, I wish more people just jump straight to skill acquisition instead of going into the business for so long and then saying, I gotta level up in some way, cuz this is not gonna work out.

Nick McLean

And that’s why a lot of agents that they plateau at 10, 20, 30, 40, they stop progressing in their skill acquisition and in skill acquisition is one acquiring the skill. But it’s also the pursuit of mastery, which is taking on hard things and over repetition and practice become easier and more enjoyable. Hmm. Because I, I learned that in my airline industry, you know, when you go, when you get hired at an airline, they put you into training. Mm-hmm <affirmative> I was on the seven 40. I trained for the 7 47 for one year before I stepped foot in the airplane. And then I got into, I got into the real estate industry and I was hired by the first broker I talked to just like homeowners only interview one agent, 70% only interview one agent agents only interview one broker. Yeah. It’s so crazy because we’re what you need to understand.

Nick McLean 

We’re all different, but we’re all the same. We have human behavior and we have human tendencies. Right. We did the same thing that sellers do our sellers are doing. Right. So I ha I, I got on with my, my broker and no training, none, zero protocols, zero procedures, zero handbook, zero training, except for on the job, tribal training, like sit at this desk and watch me, hear me. If you want to independent contractor model, if you want to, you can ride along, dude. I was like all in I’m riding along all the time because I want to improve my skills. And I wanna understand the process because as an airline pilot, it’s all about the process period. Right. And there was no laid out process in real estate. Oh, they’re all different. No, they’re not. Oh you got,

Grant Wise 

You

Nick McLean 

Need experience. No you don’t. No you don’t. Right. So I I’ve really been honing in on that, that process. I’m still refining it today. We can get into it. We we’ll get into that deeper and deeper later. I remember the first day I went into my office first day in real estate. I took the bus to work because gas prices were $4 80 cents. And I couldn’t afford the gas in my 1984 Subaru GL wagon spray painted green. So I took the bus. I went, took my bus in my broker’s office and uh, I told him flat out I don’t like sales. Right. And he said, Ooh, you’re in the wrong business. If you don’t like sex.

Nick McLean 

And I said, well, I don’t like talking on the phone either. <laugh> because I was an airline pilot that was scared to talk on the radio. But here’s the thing I became really, really good at talking on the radio to air traffic control, other pilots to the dispatch communicating because there was clear and concise language, standardized language that I knew I could go to and master, I didn’t have to wing it or be very per personable or charismatic on the radio. I just needed to understand the vernacular and understand the process. Then I knew what to say when to say it and how to say yeah. So I translated that into real estate too. So over time it was all about skill acquisition. I started buying every single sales book. I could get my hands on every single marketing book I could get my hands on. I continued to take the bus to work because I had no appointments. Right. Mm-hmm <affirmative> it was 2008. There was no appointments. And so on the bus, I would just read books and uh, really mastering the sales, the art of sales, the science of sales. And, uh, it’s kind of progressed from there.

Grant Wise 

When you, when you look at, you know, your, your, your life in this business over the last some years, what is in your, like from your vantage point, cuz I know you train people on this now all the time. Like how do you go from zero to a productive agent? What are some of the most important things you must learn first or the skills that you must develop first before you really go out there and start to have a lot of success as an agent?

Nick McLean 

Yeah, well this, um, I would say that I’ve studied Andrew Grove, who was the CEO of Intel, uh, TPS Toyota production systems, you know, the manufacturing process, ding out of chaos, right? Like how do I predictively repeat a manufacturing process? Mm-hmm <affirmative> in real estate. How do I predictably produce and manufacture what I want and desire and that’s listings or buyer sales, right? We call it buyer leads, empire conversion. That’s that’s right. And no one solve for that. But if you can, if you can understand a process that’s, that’s repeatable. I think that’s where you go. Right? So, um, I call it process based selling mm-hmm <affirmative> 70 people need to understand that 70% of buyers and ironically, or is it correlated 70% of its home owners said, and they survey this every year. They said they’re more, would be more likely to buy also more likely to sell if they understood the process better period.

Nick McLean 

And that stayed the same in all market conditions. So during the recession, more likely to sell, if they understood the market better, understood the process better, right? During this last two years after COVID more likely to sell if they understood the process better, right? Because, and a confused mind, never buys and a confused mind never sells, which is buying. When someone hires you to list their home, they’re actually buying your service, making a buying decision. Yeah. They’re buying the, they’re making a buying decision to take, take a step forward in the process. Yeah. Right. That’s what they’re buying and ages. Understand this, stop trying to sell people, just get them to take the smallest step. What is the smallest step I can get a homeowner to make that leads to the next step. The next step is next step. I’m always looking for the smallest domino that knocks down all the dominoes.

Nick McLean 

So when I, in sales process, the goal is the listing or the listing being sold, right. The listing. But the, what I’m selling is the first step in the process. And then also what I’m, what I’m getting, how I get them to agree to the first step is by telling ’em, I’m gonna explain all of the steps mm-hmm <affirmative> or the most important steps so that they can decide. Does that make sense? So understanding the process is super important. So what I do is I’m process based selling, right? So if I’m, if I’m in, uh, a stadium tomorrow, right? If I’m in a stadium of 10,000 people, only 3% are thinking about or are problem aware that they need to sell their home in the next 30 days. Mm-hmm <affirmative> right. So why would I talk to 3% of the audience? No, I’m gonna talk to the entire audience about what it would be like if they ever decided to sell. Right. And then through that explanation, I take them to become more likely to sell mm-hmm <affirmative> right. Does that make sense? Mm-hmm <affirmative> so yeah,

Grant Wise 

I think that what you said is so important, this is something that we’ve taught for a long time. I mean, everybody knows, at least most of the, the listeners to this know, right. We teach marketing and advertising strategies. We help people implement them. And what so few people understand is that each step in the process is really only simply designed to sell the next step in the process. So if I’m running a Facebook ad, what I’m trying to sell somebody on doing is maybe just giving me their information. That’s step one. And then whenever I have their information, maybe the next thing I’m trying to sell them on is a 15 minute discovery call. Right? And then we’re gonna learn about each other and then add that 15 minute discovery call. We’re gonna sell ’em on maybe, uh, a listing presentation and the listing presentation we’re gonna sell ’em on list. I, I, I totally align with what you’re talking about. I think it, so a few people understand the, the structures and frameworks of a true sales funnel and that each step in the process is really only designed to sell the next step in the process. And so many people go from zero to let me list your house <laugh> and it, it’s not, it’s not like the natural progression of how. And

Nick McLean 

They also get what happens is you get, you get discouraged because there is no positive reinforcement in real estate. Yeah. Right? So you, in order for you to want to sell more homes, you need to understand how your brain works. You need to be in the pursuit of something, not in the attainment of something. Getting a listing is not gonna motivate you to get another listing. Getting closer to getting a listing is gonna motivate you. So if you under, if your sales process actually has steps to it, as you’re moving people through the process, you are gonna release dopamine. That’s gonna tell you to keep going. Right. What happens is we try to get homeowners or home buyers to take this grand canyon leap into a sale. And we get discouraged when they say no, right? Because we’re asking them to do something big and then we get stories like there’s something wrong with us.

Nick McLean 

Mm-hmm <affirmative> but no, no, no, no. Right. You can have, you can have wins so many micro wins throughout the day. And when you follow a process and next thing you know, you have throughput, you have like, mm-hmm, <affirmative> these big wins. Right? And, um, it’s a really interesting thing to think about. So I think about the listing process all the time. And I train to the listing process every single day. So my, my team and I meet Monday, Tuesday, Wednesday by zoom mm-hmm <affirmative> and we meet from nine to 9 45 and we train on the process. We focus on the process, not the results, right? We look at the results so that we can tweak our process, but we also focus on minimizing errors and mistakes. Mm-hmm <affirmative> the number one reason an air, uh, uh, a number one reason an airplane will not land or take off on time or has an accident or an incident is pilot air. It’s rarely Boeing’s fault. Rarely. Now, if it is it’s catastrophic, right? But most often it’s human error. So you need to understand this about yourself. You make errors and emissions mm-hmm <affirmative> you will make mistakes. And those mistakes usually go unnoticed. So that start following a process. So they go, they go noticed and you can fix ’em. That’s the cool thing about real estate is like there’s redos. Yeah.

Grant Wise

Redos, man. Get’s try again. You get to try again every day again.

Nick McLean

Yeah. Yeah. And I think agents like understand this and, and team leaders understand this about your agents. They’re gonna make mistakes. Right? They’re gonna take a phone call and not, and not ask all the questions. The reason you didn’t get the appointment isn’t for what you said is for what you didn’t say. Mm-hmm <affirmative> the reason you didn’t get the listing is not because of something you said or did it’s because you forgot to say something or forgot to do something mm-hmm <affirmative> right. You, you skipped a step, right? That’s the mantra. Don’t skip steps. Don’t skip steps. And the problem with most agents and most teams that I find that are like I coach is they don’t have it. They don’t have the steps.

Grant Wise

Yes.

Nick McLean

Right. Well, let’s, let’s, let’s walk through. That’s sorry. I didn’t mean to interrupt. You let’s walk through that. So you said, you know, so many agents set the themselves up for success, cuz they go from zero grand canyon leap to listings. They’re getting a lot of rejection and they’re not engineering the sales process to, uh, create those dopamine releases. So if you’re listening to this, I’m like, what on earth is a dopamine release, right? The dopamine release is a hormone that releases in your brain that creates the, uh, sensation or illusion of pleasure, right? Whenever you do something and maybe it’s buying a phone or maybe it’s a workout and you gotta wait, you’ve been working towards, or maybe it’s a sales achievement. You get this hormonal release from your brain that, uh, emulates pleasure. And you are, you usually walk away with the sensation of being proud of yourself or being grateful or being something along those lines. So how you, we keep talking about the process. I want to like, let’s explain to people, what is the process? What do we do, uh, to reengineer the sales process? So that step one, step two, step three, step four. We’re setting ourselves up to win instead of setting ourselves up for this consistent flow of rejection.

Nick McLean 

Yeah. So, uh, let me take you through the, the homeowners journey as I see it and the journey in which I am the guided they’re the hero, right? And I’m going to progress. I’m gonna have them progressively, um, um, make a commitment or comply with the, the first next step in the next step, in the next step. Okay. So it starts with sales and marketing, right? So you put out a message to the world and the message is, you know, you’re in real estate and you, you help people sell homes for the most money in the least amount of time are on their timelines with the least amount of hassle, right. Call to actions, unique selling propositions. You put it out there. That’s the first and foremost thing you gotta do as a real estate agent, real estate team is put yourself out there, right?

Nick McLean 

I don’t say, be, be at the right place at the right time. I say, be at all places at all the time, I didn’t get to 20 20% market share, you know, hyper targeting only certain demographics. No, no, no, no. I went for preeminence and that’s my game plan in a hundred, hundred thousand people. Now, if I’m in Toronto, I teach people. I coach people in Toronto and LA. Okay. I understand your marketing budget. Can’t support going after all of LA, I get it. Right. But we can take it simply. So for number one, you gotta put yourself out there, right? And I’m not saying put yourself out there in a cheesy, are you thinking about buying or selling manner as a expert in your field and a deal maker, someone that can add value in your life and is gonna offer the next step.

Nick McLean 

So the next step in any homeowner is that you want is you want to get in the door period. Well, how do you get in the door? Well, there’s a couple ways to do it. You may have to be able to make compelling offers to them. One compelling offer could be, find out what your home’s worth. That’s a very common one. Okay. It’s a micro commitment. Now a, a commitment behind that is go to this website and find out what your home’s worth. That’s an easier micro commitment. So I’m just babying them to the steps. Now, if I have people on my website looking for homes, right, I try to get them. The next commitment is trying to get them to go back to the website. Right? Right now Zillow’s traffic is way down and we’re we’re, we’re, we’re, we’re talking here in may 20, 20, 20, 22, right?

Nick McLean 

Zillow’s traffic’s way down. You know what they started doing, getting people back to the website, daily active users. So I think about that. Okay. So, um, now you get somebody on the phone by email or by text. Great. When can I come over to your house? So I can tell you how to improve the value of your home. Low cost, no cost solutions to improve the value of your home. Right? No obligation to list. I don’t even expect you to list, right? Or I can tell you what your home is still for today’s market using our market and giving you an idea how long it’s gonna take giving our, giving our expertise so that you know, how much money you have in your savings account. Like, I don’t know if you’re anything like me grant, but I like to know how much money you have in my savings account.

Nick McLean

Well, as a homeowner, it doesn’t, it make sense to know how much money you have in your home equity savings account. So then that’s the step, right? Marketing house. Next step on the phone, on the phone, a seller information sheet, you need to have specific questions. You ask every single homeowner before you go to their appointment. So before I come over to your home home, so I can be prepared, tell me these things right. And we can go and do it in detail. So I train my agents on seven, very important questions. We always ask failure to ask one of these seven questions, results in errors, down the road, right? It results in less throughput, throughput. So listing. So you do a seller information sheet or an input form, fortune 500 companies. When someone calls in, they take an intake form, right? Real estate agents don’t do intake forms.

Nick McLean 

Okay? Now you go on the appointment. So you go to the appointment. Now in the appointment, you do a grand tour, right? Then you do a value presentation. Then you run the, then you run the numbers, then you break down all of the fees, right? And then you may or may not get a listing. Okay? At the point of getting a listing, then you set expectations on what to do to prepare your home for sale. A lot of agents make mistakes and they skip steps. They go way down line and start telling people what to do to prepare, to get their home on the market. And they have even, they have even said yes to listing it. Right. Does that make sense? And so a lot of people are, are like talking sellers out of listing their homes. I’m just telling you right now, you’re talking about right.

Nick McLean 

You’re telling ’em all the things to do. And what you’re doing is increasing hassle. Remember sellers want three things, most money, least amount of time, least hassle. So if you go into their house and tell ’em to declutter, depersonalize, clean it, repair it, you’re telling ’em hassle, hassle, hassle, hassle. And they’re gonna say, oh, we’re not ready yet. Right. So when you understand the process, you focus on that and then you move ’em through, right? How do I get them through the process? Um, and we, can we go micro into that, but what do you think grant

Grant Wise

In Mar in marketing, we teach a lot about creating a sense of overwhelm. When you give people too much information, when you give people too many steps to take, uh, as we’re analyzing sales processes, building sales processes for our clients and for ourselves, the more you overwhelm somebody, the least likely they are to want to do business with you. And we have just in our own company, what we call a product led growth strategy, meaning that we don’t, uh, rely on sales people is the first way that somebody comes into our technology. Well, that means that our onboarding has to be unbelievably simple because we’re not taking somebody by the hand and walking them through the process of creating an account. We’re giving them a chance to do this on their own. So we’ve had to perfect this affect this, uh, reduction in a sense of overwhelm. And I think that what you touched on there is so, so, so crucial because, uh, you, you could probably analyze a ton of agents, sales calls, or, you know, listing presentations. And I’m certain that you may, you, maybe you do. And the amount of overwhelm that people unintentionally create is, uh, it’s, it’s extreme. And it’s such a little bitty detail, but it’s such a significant detail. I don’t think many people pay attention. Yeah.

Nick McLean 

So you go, um, um, first things first, right? First things first. So anytime a homeowner asks me to give them advice on something. That’s a step ahead, three steps ahead. It’s like first things first, let’s talk about this. Right? First things first, show me your home. First things first. Um, when can I see it? Right. So I sent out an email to our database recently and you know, I got seven, seven listing appointments in, uh, 24 hours from this email, very simple email. Hey, we have buyers looking for homes in your neighborhood. Um, these buyers are preapproved in today’s interest rates. Some of them are qualified with cash or equivalent. Would you consider selling your home? And they respond back with how much would they pay? Okay. First things first, when can I take a look? That’s the next step mm-hmm <affirmative> or first things first I give ’em a call and do a seller intake for, right.

Nick McLean 

So when you’re doing marketing, you’re really getting people to raise their hand or say something. And maybe you get ’em to raise their hand for something down line. Right? Right. But then you take ’em back in line into the process, um, with people <affirmative>, um, when people, sellers want convenience and they want the least amount of hassles, and it’s something you really have to understand, uh, they’ve been surveyed quite often and they want full service brokerage. They want full service agents. Mm-hmm <affirmative> they don’t want to declutter their house. Mm-hmm <affirmative> they want you to hire someone to DEC declare their house. They don’t, that’s a great point. They don’t wanna stage their house. They want you to hire a stager to stage their house. Mm-hmm <affirmative> but they, you know, they don’t want to do repairs. They would rather sell it as is and make the same amount of money. Right. Mm-hmm <affirmative> so a lot of people won’t have you over their house because also they’re embarrassed about their house.

Grant Wise 

Mm-hmm

Nick McLean 

<affirmative> people don’t want to be judged.

Grant Wise 

This is, this is a, this is such a, a, a very important point. Cuz you said in your process, right. We have somebody on the phone and in the next step is that we get in the door, right? Yep. What, what the key ingredient to this is relationship and rapport. If you’re not, uh, in rapport with somebody, if you haven’t developed a relationship with them, I’m not letting you in my house. Like, I don’t know you we’re in a time where so many people feel unsafe. We’re coming out of a, the COVID era where there’s medical reasons for, for these types of, uh, preventative interactions. Right. So how do you coach people through the relationship development process? From call to walking in the front door?

Nick McLean 

Okay. So people like people like them

Grant Wise 

Mm-hmm <affirmative>

Nick McLean 

People like people let that like them, people like people that like their homes, people like people that like their dogs, people like people that like their kids. Yes. Right? So you need to find similarities and connection points and that will increase your rapport and, and the trust and then allow them to come into your house. So there’s so many different ways to do it. That’s the principle. If you understand that principle, then you just need to think about all of the ways that you can connect and find those things. Dear Bo, dear seller letters were, they tried to ban dear seller letters in Portland, Oregon, because they’re so dang effective. Mm-hmm <affirmative> and you know, we don’t wanna get into the politics of that. But if you think about it for a while, you’ll understand what they were trying to get at. They work. Why do they work?

Nick McLean 

Because if you can find connections and similarities through the dear seller letter, that’s why they’re gonna choose you. Well, the same thing works for agents that go to dear seller letters to get the listing mm-hmm <affirmative> right. So prior to, prior to, um, E prior to going on an appointment, send an email with bullet points that talk about who you are and what you like to do, have nothing to do with home seller. Right? Shoot an, send them an email with an email video so they can see your face. And if you look anything like someone they know or them you’re, you’re winning, you’re winning. Right. And I don’t wanna get into any of that, but I’ve had so many people invite me over the house and say, Nick, you look like our son, you look like somebody. We know you look like that. Right.

Nick McLean 

I’m winning big time. I also don’t believe what people say. I believe what they do. So even if they tell me they’re not ready, they’re not looking to sell. They would never sell. And they invite me over to their house. Right. You only let someone in your house, you trust mm-hmm <affirmative>. And so even if they don’t trust you yet, as soon as you walk through the door, you have become someone that in exclusive territory period. Right. If you ever read, uh, child Dini’s Cal Dini’s book influence, which I’m sure you have, there’s a story about an insurance agent that would, that would sell like three, four times more than everyone else using the exact same process. And the reason why he was able to do that is because when he got in the door, right. And he was talking to someone, he was, he would say he forgot something in his car.

Nick McLean 

And he would ask the people before he left. Hey, is it okay if I go to my car and get the thing that I forgot? And they would say yes, then he would say, do you want me to lock the door behind me? Or do you wanna lock the door behind me as I go out? And they would always say, no, don’t worry about just let yourself back in. Well, you only let people back into your house without answering it that, you know, right. That’s very exclusive territory. Right? So there’s psychological ways to influence people, to trust you without even have to saying it or prove it to ’em. Does that make sense? So I’ve thought about this for a while. And you know, in my listing process, if I’m touring your house, I might say something like this, I know you’re not ready to sell your house or even put it on the market.

Nick McLean 

Right. That’s that’s already been talked about, but if you did, or when you do, we’re gonna put a lock box on the front door. Okay. Inside that lock box will be a key. So do you happen to have an extra key? Right? Because if I’ve literally had people take the key off their key ring and hand it to me during the tour, I haven’t even sat down to talk pricing yet. I’ve had people give me their codes to their front door, to their garage. I’ve had people like, I’ve seen the CRA and I’ve also had people say, whoa, no, I’m not giving you a key. Right. Mm-hmm <affirmative> don’t why are we talking about keys right now, Nick and I just back off and go, no problem. Right? I need to build more rapport. They’re not ready, but I’ve had some people just I’ve had the I’ve had the wife tell the, the husband give him yours, right? No, I’ve I’ve had sellers say, well, can we get one made and drop it off at your office? I’m on the grand tour, baby. Like, this is like good.

Grant Wise 

Right. I wish I wish more agents understood something you’d have said reaction is communication. Uh it’s. It’s not, it’s not like the determining factor. I don’t, I’m not articulating this. Right. But reaction is communication as to the, the requirement that have, have not yet been met. You just said you’ve had people that are like, no, no, we don’t. Why, why on earth? What are we talking about? Keys? And then you said, that’s fine. I just haven’t built enough rapport yet. So you go back into like some agents take that as dang lost the business. Like, and it’s like the, the conversation’s over. So, sorry. It’s just a little point I wanted to like make right. There is reactions are very simply communication of what is the remaining requirement left for you to build relationships. So, sorry, keep going.

Nick McLean 

Yeah. You know, and there, there’s just different ways when you have a process, right. You can now start building things within the process that improve your, your ability to succeed. Right. So if I’m doing a grand tour, step one of the, the appointment, right. I’m gonna fine tune that step. Right. I’m gonna have a checklist. I’m gonna have certain things that I say. And that I do that I don’t wanna skip. Right. That improve my odds of success. Does that make sense? Yep. And so I’m just giving you examples of that as I move forward. Okay. Um, as an airline pilot, you know, I love redundancy. I love alternates, right? So if, if a doesn’t work, then I go to B, right? If I’m, if I take off and I’m going to the, my, my destination and fog rolls in, or in Seattle recently, uh, president, the president came in the shut down, airspace, you gotta go to your alternate airport.

Nick McLean 

So having backup plans and having that is really important. So when you train on a process and you train your data from the process, you can then go back to that process and give them feedback. When you don’t have a process, you cannot give your agents feedback that improves their skills and abilities and proficiencies. And if you can increase the proficiency of your agents, you’re going increase the increase, the awareness of their agent. Hmm. Right. And the higher, the awareness that an agent has at an appointment, the better their decision making process. And so I think about this stuff is I want to improve the decision making process of my agents, the decisions they make when they’re talking to people where they’re meeting with people. And the only way I can do is, is back it up dis better decisions require a higher level of awareness.

Nick McLean 

Higher awareness requires proficiencies, pro require practice and skills and a process that you built upon. Right? So if I go on a listing, if one of my agents goes on a listing appointment, or if I personally go on a listing appointment, okay. Or I talk to somebody on the phone, right. We want to break it down. Okay. I wouldn’t, if a listing, if a pilot, this is my favorite way. If a pilot took off and landed, okay. And you are the chief pilot grant and you come to me cuz you wanna know how the, you wanna know how well I performed my duties as a pilot. Right? I’m a new, I’m a new pilot on the pilot line. You would, you would say, you would say, how did it go? And then I would say, I landed. Okay. Is that good enough for you? No.

Nick McLean 

Well, as a, as a solo agent or as a team leader, when your agent goes to Aicia appointment and they come back and you ask them, did you get it? Or did you not get it? And they say, you got it. They got it. And you go, good job. That’s like, whoa, whoa, whoa, whoa. I could have been a pilot and made so many mistakes that are gonna kill me next time. But I laid right. I could have got the listing, but skipped so many steps that it’s gonna cost me listings on the next run. So instead what I do is like, okay, you had a listing appointment yesterday. Awesome. Let’s break. Tell me about the process. Tell me about the process. What happened? Start with the grand tour. Start with this. What questions did you ask? Right. And then we break down the process and I can, I could tell them before they even get to the end, if they got it.

Nick McLean 

Mm-hmm <affirmative> if they got it, even though they skip steps, I can tell ’em what’s gonna, what may happen in the future. Right? Cuz they skip steps, expectations, didn’t articulate the value, different things like that. Right. Does that make sense? So as a solo agent though, I used to do this solo agent thing where before the appointment I would simulate and visualize the entire process in my mind. Before I, before I went on the, before I did it in as an airline pilot, before every flight, we would do something called chair flying where it’s you and your co-pilot would sit in chairs and you would pretend you ran, you flew the flight. So you’d go through all the procedures and you’d visualize it. And grant, I know, you know, this is, we would do the real flight and it was like, we had already done it.

Nick McLean 

We would even practice emergencies on that flight that never happened. But we were so common prepared. So I would always visualize the steps by steps, by steps, by the questions I’ll ask before I show up and I know what I’m gonna ask, I’m not winging. And then after the appointment I break down, I debrief myself on it. Mm-hmm <affirmative> I, what did I fail to do that I should have done? What part of the process did I overlook or what black Swan events or in intelligence came about during the appointment I wasn’t prepared for. Right. So there’s something called an UDA loop. Uh, O O D a and, and basically what I wanted to tell you about that is when you’re in an appointment, you need to be in observation mode and then when something new, new intelligence comes in, you have to be able to adjust to that.

Nick McLean 

Mm-hmm <affirmative> right. So, uh, you know, I think about these things quite often. And so if you debrief that appointment, I think that’s when you build more skills. So it helps to have someone that also understands the same process. So you can break it down together. Yeah. Figure out how to improve, but you can do it internally too. If you understand it. Um, as an airline pilot, we would have a journal. So we would journal, we would log every flight. We went on the date, the departure, the destination, the time we would then journal what happened, we would be honest with ourselves and say, what errors did we make? Mm-hmm <affirmative> I mean, we landed, we’re safe. I’m still alive, but what errors did I make? What mistakes did I make? Mm-hmm <affirmative> did I stumble on the radio? Was I late to that call? Right? Did I not ask that question? Right. And so you make that journal every, every flight. Okay. So as a real estate agent, imagine this as a real station, the biggest mistake or the, one of the biggest regrets I have in my real estate business is not logging all my appointments.

Nick McLean 

I started logging all my appointments in 2017. Every single listing appointment my company has gone on is logged since 2017. Yes. It’s an absolute gold mind. 100%. It’s a huge gold mind. One, some of them invited us to their house and never listed, never listed. I have people from 2017 that still haven’t sold their home. And here’s the thing about homeowners. Every 100% of them will eventually sell their home mm-hmm <affirmative> period. Like that’s a given a buyer lead and I love buyer leads too. Right. But not all buyer leads buy in your marketplace, but every homeowner will sell. Right. So I have an absolute goal by. So if you, if you take something a tactically, you do something today, it’s have a log of every appointment you go on. Right. It will serve you so well and really, um, be massive, massive. Uh, it really, I like to say your next listing is in your past

Grant Wise 

Mm-hmm

Nick McLean 

<affirmative> right. It’s probably on an appointment you already went on. We’re always chasing.

Grant Wise 

Go ahead, finish.

Nick McLean 

Well, we’re always chasing the next listing opportunity that someone we don’t know and the chances are there’s someone we already met with that never did it.

Grant Wise 

That’s such a good point. What, what I was gonna say is, you know, as an, you know, I got started in business when I was 19 and uh, you know, I’ve had successes and I’ve had failures. Uh, sometimes the failures feel more extreme right than the successes, cuz they’re sometimes a little more painful, but what I’ve, what I’ve learned, one of a couple quotes I’m gonna go through here is, you know, one quote I’ve always heard is entrepreneurship. First, you build yourself and then you build a business. And I think that that is such a good like note for this whole podcast. We talk about skill acquisition. Another quote that I heard I’ve always loved is, you know, I don’t really love structure, but I thrive in it <laugh> and so many agents have no structure. They have no framework. And uh, when they install that into their life, they begin to thrive.

Grant Wise 

And uh, I think the last question I would finish up here, cuz we’re running out of time is we’ve talked a lot today about skill acquisition and process and those types of things. And, and I probably know the answer to this question, but if you are acquiring skill sets, if you’re developing your sales skill, you’re marketing skill, you’re advertising your branding, whatever does that mean? You’re not gonna do any business or does it mean you’re just gonna learn while you’re developing your skill? Cause I think that some agents could listen to this and say, oh, I don’t have time to stop and start working on my skillset. I need to, I need to be selling houses, coach me through this. Like, is it possible that you do both at the same time?

Nick McLean 

Yeah. Yeah. You gotta make money now. Right. Remember having $300 left to my name and a mortgage payment due in a couple days.

Grant Wise

Yeah. <laugh> but

Nick McLean 

You know, for sure. And, but that, uh, that also outta necessity just increased the increased my activities. Mm-hmm <affirmative> so you know that urgency that you have, if you need to make money, right. Just know that skipping steps isn’t gonna get you there. Yeah. Right. And the, the, if you chase money, it’ll run away from you. If you chase listings, it’ll run away away from you. Right. You gotta be, you gotta be moving through the process. And so the skill acquisition, part of it is the amount, the percentage of your day. You’re actually with clients or prospecting or following up. It’s very little mm-hmm <affirmative> the rest of it is acquisition. I, my radio, I, I haven’t listened to a, a song in my car for 10 years.

Grant Wise 

Mm-hmm <affirmative>

Nick McLean 

I haven’t, I listened to podcasts. I listened to audible books for the last 10 years period. Mm-hmm <affirmative> I ride my, I ride my Mount. I’m a, I, I like to race mountain bikes. I ride my, I ride my bike eight to 10 hours a week. I listen to audibles eight to 10 hours a week. Right. You have a supercomputer between your, between your ears. Right. And most real estate agents don’t use it and they don’t feed. And so you are adaptable and you’re gonna, you’re gonna change quite a bit. Um, and this sounds cliche, but it really isn’t grant. It really isn’t.

Grant Wise 

It, it really isn’t. You know, I mean, the reality is if we, so many people focus on the end result and don’t understand that the end result is a byproduct of the steps that it takes to get there. And so if we just focused on the steps that it took to get there, you’re gonna list houses. Like that’s the inevitable end result of the micro steps or the little steps that you need to take to get there.

Nick McLean 

Yeah. And I, I’ve also found that you can compress time. Right. So mm-hmm, <affirmative> um, my listing process, I’ve documented it. And we can talk about that if it’s okay with you, I’ve documented it in a way in which I’ve been able to train agents experience and no experience in the business mm-hmm <affirmative> to, to land six, seven, 8% commissions in their third month in the industry. Yeah. By following a process, right? Yes. I mean, they’re beating out com highly competitive top producers, new ages and experienced ages make the same amount of mistakes just for different reasons. Yeah. New ages make mistakes cuz they don’t know what they’re doing. They don’t have a process and they haven’t done it. Enough experienced ages are making just as many mistakes because they forgot how to do it. Yeah. Or they think they don’t need to do it anymore. Cuz they’ve arrived. Right. I’m training agents right now that are top producers. I mean talking 50 million, a hundred million a year and they’re saying they’re, they’re learning my listing process and going, dang, I used to do that

Grant Wise 

<laugh> I used

Nick McLean 

To do that and it, and I’m like, yeah, absolutely. And now they’re going back in the basics and doing it and killing it, killing it. And then, and then being able to train their agents on the process. Now these new agents are, are, are converting at a higher level, uh, because they’re falling the process too. So, you know,

Grant Wise

Well, I, I know we’re out of time and I’m gonna save that little golden nugget. You just dropped as a reason for people to reach out and connect with you. If they wanna learn <laugh> that was perfectly positioned there. Nick, uh, looks, looks like we practiced that. Uh, no. If, if you, if you, if somebody was listening to this podcast, like, man, I gotta get it close to Nick. I gotta learn what he’s doing. What would be the number one way that somebody could maybe potentially connect with you, follow you, uh, learn more about you and, and, and, and see if, you know, maybe you, you would be somebody that could help them with some of the stuff you’re talking about.

Nick McLean 

Yeah, absolutely. So, um, I’m a coach leader trainer. So reach out to me. I’m always posting content on Instagram, Facebook, Instagram, specifically. I is Nate McClain, R E um, that’s in my last name’s M MC lean that’s my DJing M M MC lean

Grant Wise 

<laugh>

Nick McLean

MLE. It is pronounced McClean, but it’s Mclean, M C L E a N. So just me up there and I’m always posting content.

Grant Wise 

We’ll do that. Everybody we’ll make sure that we, um, put all the ways that you can connect with Nick in the show notes. I really, really, really encourage you that you do that. Nick’s very open. Uh, he, he’s very approachable. He’s such a nice guy and he’s always, you know, coming from a place of contribution. So I know he is more than happy to help if you reach out, I really appreciate you taking the time today. There’s a lot of invaluable nuggets dropped for, for everybody listening today. So thank you again, Nick, for being here, I know your time is valuable, so I really genuinely appreciate it. And I hope you have an amazing rest of your day. Uh, guys, thank you so much for continuing to listen to the client generation podcast. Uh, we, we are excited to continually, uh, bring you just top leading industry practitioners that can teach you how to really, uh, grow your business in, in a big way. And I know that we accomplished that here today, Nick. So again, thank you very much. Appreciate you. Uh, you guys continue, uh, appreciate you for continuing to listen to the client generation podcast, but we’ve got some great upcoming guests. So we’ll see you on the next episode.

Grant Wise 

Thank you for listening to this episode of the client generation podcast. Please make sure that you rate and review this episode so that we can continue to bring you more incredible guests to help you grow your business. Thanks and have an amazing day.

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