What role should automation and AI play in building a high-performing real estate team? Jason Mitchell, CEO and Founder of Jason Mitchell Group and Jake Kraft, CRO break it down in this episode of The Agent Blueprint. As America’s #1 real estate broker, their team has mastered the art of balancing technology with human connection, leveraging automation to deliver exceptional client outcomes.
From auto-connect campaigns that re-engage past clients to AI-assisted reviews, Mitchell and Kraft explain how innovation reduces costs, improves efficiency, and enhances the agent-client relationship. Their strategies are a playbook for real estate professionals navigating today’s competitive housing market.
00:00Hi everyone, I'm Allison LaVorgia, the Managing Editor of HousingWire's Content Studio.
00:05Today, I am joined by two people who need no introduction in the real estate world.
00:09We have Jason Mitchell, who is the founder and CEO of the Jason Mitchell Group,
00:13and we have Jake Craft, who is the CRO of the Jason Mitchell Group.
00:17Now, Jason has built one of the most recognized, top-performing real estate organizations in the country,
00:22known for redefining what the partnership experience looks like between agents, clients, and institutions.
00:28And in this conversation, we are going to dive into some of the strategy behind that growth
00:33and how JMG is navigating today's market, and what it really takes to lead with innovation in the shifting housing landscape.
00:41Awesome. Thanks for having us.
00:44What role should automation and AI play in a high-performing real estate team?
00:49I think the first thing I look at when it comes to AI is intelligence and follow-up cadences.
00:56Because we drive a lot of inbound opportunities to our call center, right, from different partnerships.
01:04And then we also have to follow up with those referrals that we receive.
01:07I mean, you're talking 120,000 referrals a year that we need to make sure that we are the best in class.
01:15That's what we pride ourselves on.
01:16But staffing that can be very challenging.
01:19And we started last year really instituting follow-up through AI, but the intelligence through AI to where when it's time to have that conversation.
01:30Like, I'm not reaching out to you as the agent.
01:32I'm reaching out as the agent assistant.
01:34And when we get to a point of conversation, we're driving back in that agent into that conversation to take over from there.
01:40We're talking about when people say, not now, but when, what is the level of touch points that AI can tell us, touch them now, touch them now.
01:50We also have systems that are integrated to when they may get their credit pulled or job transfers.
01:55We're integrating with things like from CoreLogic to these other systems that are telling us, hey, this client that you said was eight months out may only be a month out.
02:05So that's one.
02:08I think two is broker.
02:10Broker side with contracts.
02:12So much time is spent on the legal side when it comes to broker.
02:15There's ways that AI now, one of the companies that we work with, Max Home, is using AI to read your contracts.
02:23So instead of having a broker take 20, 30 minutes to review a contract, instantly they can tell you they missed a signature here, they missed a line here.
02:31And therefore, we can clean up what our broker's responsibilities are and make their job easier.
02:36But where it comes into play for us as a company is where we pay our brokers X amount of dollars for review.
02:42If you can review in five minutes rather than 30, perhaps the file fees become a little bit less to save more money on the bottom line for the company so we can go get more business, so we can hire more staff.
02:52So there's two main places right now where we're integrating that.
02:55That's the front end and the follow-up.
02:57And then on the legal broker side.
02:59I think, again, really, I manage our call center.
03:01So doing that stuff on that prospecting side is where I see just huge gains.
03:08No doubt.
03:09Putting the agents in the best position where they can optimize their...
03:14Yeah.
03:14Well, you've got to understand our agents are busy too because every month there's new referrals that are coming in front of them.
03:19And it's, again, whatever we can do to leverage that person that we sent you in January that said, I'm absolutely buying, but it's April.
03:26But I put 40 more people in front of you before then.
03:28Well, when we have this internal program that's part of ValueProp, we call it AutoConnect.
03:34So with AutoConnect, what it allows you to do is tap into what we've built.
03:37And we've built a lot of it through AI.
03:39But there's text with AI, there's email, and then there's actual call cadence.
03:43And so that is predicated on the journey of the consumer.
03:47So our AutoConnect campaign takes several integrations to where if you want it for your self-gen, you opt in because we don't touch anyone's self-gen data.
03:57But we drive a lot of company business.
03:58That's our business.
03:59That's our data.
04:00That's our client.
04:01But last month, as an example, we drove over 900 reconnects with our agents through our prospecting channel back to our agents.
04:10Now, keep in mind, we only have 1,100, 1,200 agents.
04:14And some of them aren't even getting referrals.
04:16So let's call it 800 that actually get referrals.
04:18So on average, we connected two consumers that you would have not connected with that said, I'm ready to go back shopping.
04:25And we're just re-delivering these people back to our agents in the field to where we still want you to do that work.
04:32But we're going to do a lot of the behind the scenes for you because we know it's hard to keep up.
04:36And it's been incredibly successful.
04:38And quite frankly, it's only been out for like five months.
04:40And so to see what we've been able to convert back in terms of listing opportunity with past clients, so that's past client auto-connect.
04:47And then our prospecting auto-connect is people that you may have talked to, you may have toured, but you haven't talked to them in three months.
04:55That's where everyone falls off.
04:57Now, when Allison and her husband are sitting there looking in January, but they don't decide till August, you know that agent hasn't called you in months.
05:05We want to do that work for them.
05:07And we do it.
05:08And so now we're going to up our capture ratio, which our partners are going to love because the closing ratio is definitely going to go up on both list side and buy side.
05:15But if we can take your past clients and drive more listings to you, that's SOI.
05:20You know, that's a better split.
05:22And so we wanted to attack both.
05:23And I think we're doing a really good job at it.
Be the first to comment