Level Up - From Agent to Entrepreneur

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From Top Producer to Business Owner w/Juan Martinez

If you’re not careful with the growth metric you use, your business might take the wrong direction. What is the true measure of success for a good team? How does a home environment negatively affect production and income? What does it take to develop a real estate career that’s worth owning? On this episode, Juan Martinez shares his growth and management strategies, and how he successfully went from top producer to business owner.


With a lack of inventory, buyers are cheating on their agents and going to the listing agent to be able to put offers on those listings. -Juan Martinez

Takeaways + Tactics

  1. Be specific and intentional with the metrics you use to measure whether you’re actually performing or growing the business the right way.
  2. Technology is equipping the consumer with more knowledge and that’s making them seek out true professionals.
  3. Agents have to list properties, get the listings sold and put buyers on their contracts. In this market, focusing on number 1 allows 2 and 3 to happen automatically.

At the start of the show, Juan shared on the background of his team and their production, and how his business is based on helping agents make $100,000 or more a year. Next, we talked about the lessons he learned from his past, and how he has implemented these things into his business. He shared on the current market, the lack of inventory and how his agents use that to their advantage. Towards the end of the show, Juan shared his experience of having a home office, and why he will never do it again.

We also shared insights on

  • The importance of measuring success the right way
  • How consumers are getting smarter when it comes to hiring agents
  • The power of cleaning up your backyard first

The most important thing influencing Juan Martinez’s growth, is how he’s making it about the agents not about himself, by providing them value and a growth path. By focusing on generating the listings, in a low inventory market - the rest of process is taken care of. Juan also uses the strategy of cleaning up his backyard first before expanding into new markets. With patience and persistence, and laser focus, it will be possible to keep clipping off more and more of the market share.

Guest Bio-

Broker/Owner of Century 21 Martinez & Associates in Las Vegas. #1 Hispanic Agent in the Silver State as well as the #1 Hispanic Agent in the country per the recent Wall Street Journal Real Trends Report. Platinum member of NAHREP, former President and Vice Chairman on the NAHREP National Board of Directors.

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How Brendon Payne Leveled Up From New Agent to Successful Entrepreneur

Scaling a business requires leverage of skills, technology and people. Why is long-term, recurring business all about monetizing that no’s? What are the biggest challenges in the transition from agent to business owner? Why is a growing business usually staff heavy? On this episode, Brendon Payne shares the systems he implemented when he went from the corporate world, to agent with no inventory and skills, to a successful business owner making up to 100 deals a year.

Think more about being outside the business, than all the stuff that you’re doing in it. -Brendon Payne

Takeaways + Tactics

  1. A lot of people’s goals change when they discover what it takes to make them happen.
  2. Rule of thumb: The number of contacts you make daily will likely be the same amount of closings you’ll have annually.
  3. In order to build a company that is actually developing talent, you have to be staff heavy.

At the start of the show, Brendon shared on what he does and what he committed to in his first year. Next, we discussed why the 0-42 deal process is the most difficult, and how the compound effect of contacts helps generate more business each year. We also discussed why ramping up the team requires you to be staff heavy. Towards the end of the show, we spoke about the importance of leveraging technology.

We also shared insights on;

  • Why goals determine activity
  • How corporate work prepared Brendon for real estate systems
  • How to go from agent to top producer.
  • The relationship between contacts and closings
  • The benefits of close proximity with other real estate professionals

The things we do in the business only have effect for a short period of time. If you can step outside of the business and work on systems, you can build an even better scale. If you’re handling everything that’s outside of generating, you’re going to continue to ride the rollercoaster. Ownership and entrepreneurship are an important part of growing and leveling up.  The secret is following a system, and learning to monetize the no’s, so that you never need to start from scratch. The ultimate goal is to be a stepping stone to help people become successful in their own right.

Guest Bio

Brendon worked his way up the Management Ranks within the Loss Prevention and Safety Departments of 2 Global retailers.  In 2005 Brendon moved forward with his plan to help Sellers make the best decisions regarding what is typically one of their largest investments.  In a very short period of time he became one of the top producing agents on the Grand Strand, and is currently selling over 100 properties per year and is ranked in the top 1% of agents Nationwide and in the Top 50 Century 21 Agents in America. Go to BrendonPayne.com for more information or email Brendonppayne@gmail.com.