- 20 hours ago
JMG has earned the distinction of being the #1 real estate team in the nation for multiple years in a row, allowing them not only to close more transactions than any other brokerage in the country, but also to become one of the most profitable brokerages in the process. Learn how you can replicate that success within your own brokerage and scale your business to new heights by leveraging their unique B2B model.
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LearningTranscript
00:02I'm Allison LaForgia, the Managing Editor at HousingWire, and today our webinar,
00:07The Secret to Building a Six-Figure Revenue Stream for Your Brokerage Through Referrals,
00:13is produced in partnership with the Jason Mitchell Group. We're going to dive into the
00:18presentation shortly, but I want to start with a couple of housekeeping items so that you guys get
00:23as much as possible out of the webinar. At the top of your screen, you'll see options for chat,
00:30ask a question, resources, and even emoji reactions at the bottom of your screen.
00:35This is an interactive webinar. If you have questions at any point in time, drop them in the
00:40chat or in the Q&A. Send us an emoji reaction. If you really like what we're talking about,
00:47we'll make sure we keep an eye on everything and get you any of the answers that you need.
00:51At the end of the webinar, we will get through as many questions as possible.
00:55We're recording today's session, so if at any point in time you want to go back,
00:59re-watch something, or pass this on to someone over at your brokerage or on your team,
01:04no worries. You will be more than able to do so and re-watch it at your convenience.
01:10Now, the exciting part of today's webinar, the actual content, I'm going to pass things over
01:16to Tyler from the Jason Mitchell Group, and he's going to get us started with today's content.
01:20Tyler, the floor is yours.
01:22No, thank you, Allison. Yeah, of course. As you can tell, I am not Jason Mitchell, but that's totally
01:27fine. Like I said, if you may have seen in the news, JMG was recently acquired by Keller Williams,
01:32so there's a lot of really high-level conversations happening. But as far as JMG's day-to-day,
01:36we're not going anywhere. Everything's remaining the same. And what we're really going to walk
01:40through is really what put us on the map. Because what we're specialized in and what makes us unique
01:46from a lot of other models out there is we've hyper-specialized on what we call B2B partner
01:52referral relationships. So a lot of us are familiar with running Facebook ads, Google ads,
01:58all that stuff. And usually that stuff has a low conversion ratio. A lot of agents aren't the most
02:03thrilled to work it. What we try to do is what we really specialize in. It's just developing
02:08strong lending relationships with a lot of other industry partners across the real estate industry
02:13who can really help get us in front of quality people. So that way, it gets rid of a lot
02:18of the
02:19legwork on prospecting. For agents, they really love it because then they don't have a personal ad
02:23spend where they're out of pocket. So what we're going to kind of walk through with this,
02:29like so we're kind of going into that for why we're here, we'll kind of go into detail about how
02:32this model works and how anyone can build this out and really plug into these
02:37opportunities to really help add a whole new stream of revenue to their brokerage
02:41that really wouldn't exist otherwise. And we're going to really talk about where
02:45with traditional broker models, where a lot of brokers, even the ones who've been really
02:49successful operators for decades, there's some of them are struggling right now. And we're really
02:54going to show kind of how with the new changes in the industry, kind of where things are going
02:59and how with all this stuff funneling up to the top, really how you can partner with these
03:04industry, these people and really start to, you know, just make everything mesh and connect
03:07and so that we're not fighting against it. So we'll kind of walk through again, JMG is unique.
03:12So we've built out a model that really no one else really has at scale. So we'll kind of walk
03:16through kind of how we've done it. And then we'll walk through like if you were to start from ground
03:20zero, basically what you would have to start doing, how you could build out your team and really,
03:25you know, even on the biz dev side, once you develop these relationships, it's one thing to be able to
03:29get
03:30your foot in the door, but you have to be able to perform consistently because each month these
03:34people are looking at who can help them really expand their business and close. And if you can
03:38prove that you're a quality partner, it just keeps growing and growing. And the more this really starts
03:43to snowball. So we're going to walk through kind of what all that looks like and how, if you're a
03:47broker owner, how you can take advantage of this. There we go. So what we've seen with a lot of
03:54brokers who've partnered with JMG, because like I said, we're unique because we have, we were kind
04:00of when we were the first one to really do this on scale with a lot of lending partners. All
04:04across
04:05the U.S., we've been able to see broker owners add for all their agents. They're getting, you know,
04:10potentially eight to 10 quality at-bats for all their agents. And the way we're able to do all of
04:15our overrides, so it makes sense for both the leader and the agent to work these opportunities.
04:20We've seen a lot of them be able to add an extra 200, 300K a year.
04:24And so we're just going to walk through how that's even possible. Because we know a lot
04:27of brokerages just for managing, you know, the traditional way, you're not going to really
04:31necessarily see those kind of crazy numbers like that. So we're going to talk about how,
04:38you know, with traditional brokerage and kind of how margins are getting compressed more and more
04:41each year. So if you can put in the chat kind of, you know, what do you struggle with? We
04:46see a lot
04:46of agents who run kind of, you know, just often agent numbers. It's mostly on what they get off the
04:50splits, kind of the desk fees, the monthly fees to kind of keep agents involved. You know,
04:55a lot of agents do, you know, they've worked a huge book of business. And so they were able to
04:59take all their past clients and really help, you know, manage those and distribute it to those teams.
05:03But beyond that, you know, people are looking to them every day to feed them.
05:07You know, there's a lot of people that run a lot of ancillary services. So they rely on their
05:10partners with title and mortgage to really kind of help actually get yourself in the black.
05:15And, you know, some people, you know, even if they have a big organization and they have a lot
05:18of agents, it doesn't necessarily mean I'm making a lot of money. So if you can maybe put in the
05:22chat
05:22kind of where you're, where you're kind of struggling and where you see a lot of compression
05:25right now within your, within your business that kind of help tailor some of this.
05:42Let's see in the chat here.
05:47Attendee chat.
05:48Ah, there it is.
05:53We're back over here.
05:59Sorry, I lost my mouse. It's delaying. What are they saying, Bobby?
06:05B?
06:09A and C?
06:15Yeah, that makes sense because we've seen, we've talked with a lot of brokerages, you know,
06:18will have 80, 100 agents, but they aren't seeing the kind of the margins on it that if they were
06:22to
06:22add in, you know, a revenue source like this, it can really just be a total game changer.
06:30Cool.
06:32So I know we've kind of already alluded to it, but if you click onto the next slide there,
06:37where a lot of agents struggle is, again, you, as you as the leader, you have to provide value
06:42each and every day to really make this make sense.
06:45So what we're seeing a lot is, you know, you have a top producer and, you know, where you're getting
06:49kind of out leveraged, they're able to kind of take more and more of the split, which, you know,
06:53they're a producer, they, you know, deserve it.
06:55But at the same time, you know, it just keeps shrinking the margins where you're no longer in the
06:59driver's seat.
06:59And basically, you aren't the one providing value.
07:02And it just makes it really more and more difficult to keep those top producers happy.
07:06We see that a lot, you know, the rising cost to do business.
07:09I mean, if you buy, you know, Zilloflex leads, some of those costs, you know,
07:12thousands per lead, and it's really just becomes a spending game.
07:15And, you know, most of us don't have unlimited marketing budgets to be able to spend that kind of money.
07:20And again, you know, headcount doesn't necessarily mean you're going to be profitable, too, because
07:23outside of, you know, filling into the cap, and, you know, some of these desk fees and stuff,
07:27you know, the margins are usually pretty thin when it comes to brokeraging, as we all know.
07:31And then again, unpredictable revenue, if you don't have a steady stream of business, that's
07:36consistent.
07:36So when times are tougher, what we'll see is, you know, agents, you know, brokerage is yo-yo.
07:41And, you know, sometimes they're not able to make it through when things get rough.
07:44And where our models killed it, as a matter of whether the market's up or down, we consistently
07:48get in front of people, and we've gone up year after year after year.
07:52So that's something that we really love about this model, is it just provides consistency
07:58in an industry that normally isn't consistent.
08:01Hey, can you help me out, Bobby?
08:05So what we're going to talk about next is really who we are and really how we've been
08:10able to make this possible by scaling with these lender relationships.
08:17So, like I said, a lot of people haven't been very familiar with JMG.
08:21They might have heard of us recently.
08:22But what we've really prioritized is we're not normally like a B2C company, like an EXP
08:28or a KW.
08:30What we've really prioritized is our lending relationships.
08:33So when Jason first started this, his priority was making sure companies like Rocket Mortgage
08:39and Zillow and all these major lending opportunities.
08:42He was kind of the first one to kind of help pioneer this at scale, where he would bring
08:47basically his agents to help work with these LOs.
08:50So whenever they had someone who was basically a warm handoff, we would help deliver the LO
08:55to that agent.
08:56When they haven't worked with someone before, it's kind of a really warm handoff for that
09:00referral.
09:00And then from that, we give them, the consumer, a really good experience.
09:05And then after that, basically, when they close with us, they can then come back to us
09:10that way when their friend, their uncle or their aunt or someone who they know comes back.
09:15What we've really tried to do, too, to really empower our agents is we'll count those as
09:20like a self-gen deal.
09:20So that way, it can really help them snowball and build their business.
09:24So that way, we can just ride the pillar to basically just be the engine that really grows
09:28what they're doing.
09:30So this will kind of walk through step-by-step how most of our partnerships work.
09:34So when we have someone like NAF Homes, when they talk to the LO, the LO basically gets
09:39them pre-approved.
09:40They then go to one of our agents.
09:42The agent basically kind of walks them through, gets them signed up, they tour the home, give
09:46them a great client experience.
09:48They close with us, and then we pay referral fee out to whoever that lender is.
09:52And then from there, it goes between all of our splits are split up from there.
09:57So we'll kind of walk through what that looks like when we get into the kind of the more
09:59of the nitty gritty.
10:01But what really makes us special is that some of these people might just have a Zilloflex
10:06account or just have an OpCity account, but no one has the quantity of referral opportunities
10:12that we have from so many different partnerships.
10:15So that way, if something changes in the industry or you have someone who dries out or if Zilloflex
10:20changes their model, we're not left out to dry.
10:23We have such a huge source of different people we come from, and all these partners, they're
10:28all a little bit different, and they all kind of have different closing ratios.
10:31But like some of our relocation partnerships, for example, some of those are some of the
10:34best that we have in the industry where they can close at a 50% higher ratio.
10:39So what we start seeing from this is we're able to help our agents provide an extra two,
10:45three, four extra deals a month.
10:47And we're able to also use that.
10:49It kind of helps us give us the opportunities to leverage as leaders where we can go, we're
10:54able to provide this to you so that way you stay with us and it mainly makes sense, just
10:58be a really clean win-win relationship for the agent, for the leader, and the lender.
11:05And then from this, what we're really proud of and what Jason really preaches is this is
11:11really the stat that we take the most pride in.
11:13We have the highest number of production of units closed per agent count in the entire
11:19industry.
11:20Most brokerages, they might have 80 agents, but they might only do 50 deals.
11:24What we try to prioritize and focus on is that we have business coming in month after month
11:30to support our agents and actually help them grow and build revenue.
11:33So this is really what makes us really unique is that per agent count, we kill it.
11:40Like no one else comes close as far as the amount of production that we have to the agent
11:45count that we have because we've been kind of relatively unknown and we only hire if we
11:49know that we can provide lending opportunities to those agents so that way it's worth their
11:53time.
11:55So when it comes to building B2B relationships, there's a lot of things you have to have in
12:00place for the infrastructure for it to make sense and for it to work.
12:03So now we're going to kind of talk about like if you were to start from scratch, kind of
12:07what that whole process would look like.
12:10So the first thing you would need more than anything is you need a great lead source.
12:15So what we always try to focus on is finding pre-qualified business so that way it's not
12:21just something that's closing at a 3% to 5% ratio because agents don't get excited about
12:25that.
12:26They want to know that when they get on the phone that this is a legitimate opportunity
12:30that there's a shot.
12:31So if you're doing this on the local level where we try to start locally and really build
12:37those is if you go to like divorce or divorce lawyers, multifamily, hospitals, people that
12:44you know, people that are going through transitions where you know, they have to make a move and
12:49it makes sense because most of these organizations, you know, they're mom and pop shops and they
12:54don't necessarily have something like this even in place.
12:56It's something most of them have never even considered.
12:58So if you can get in front of someone where it's a clear win-win where they can add, you
13:03know, not only revenue to their business, but they can provide a client experience, a really
13:07positive experience where they're confident that that agent will help give them a great
13:12opportunity through, you know, what could be a very difficult transition in their life.
13:16That's something that can be invaluable to them and something, you know, they might not
13:20have even considered before, but could really start to, you know, just give them more opportunity
13:23that didn't even exist before.
13:25But in order for it to work, you have to have agents who can provide a lead experience.
13:30You have to be able to train them.
13:31And, you know, within our model, you know, there's a lot of agents we don't take in because
13:35they're just not experienced yet to actually understand and work these opportunities properly.
13:40So you have to have agents who not only have the experience, but are ambitious and, you
13:45know, might only be closing, you know, six to 10 deals a year, but they're really hungry
13:49to get to that 20, 30, 40 mark.
13:51So this is really where if you have a small group like that, who's really just wants to
13:56get in front of people, they're hustlers, they're ready to go.
13:59That's where this absolutely just kills it.
14:01And then what's really important too, is you have to have, make sure that you're also
14:04rewarding the leadership for helping train these people and make sure that everything's
14:09running smoothly.
14:10It's a really clean, you know, ordeal.
14:12Well, obviously locally, you could be that manager, but here at JMG, we have tons of
14:16local leaders who basically are accountable to agents in each of these markets.
14:20And because of the, you know, they manage these people and they work them every day
14:23and they make them better, we try to reward them as much as possible.
14:27So if you are looking to take on a business model like this, like we kind of alluded to
14:32some of this, but it really works well when you have like five or more experienced agents
14:37in a metro who know what they're doing, are willing to go in there and hit the ground
14:41run.
14:42And that's really where if you have the coverage and you have the capacity, because
14:46like even for JMG, there's a lot of areas we can't turn on all of our referral partnerships
14:50because we know if we turn it on, that agent's going to get 30, 40, 50 opportunities, you
14:56know, in a single month and they can't handle that.
14:58There's just no way you could realistically do that, even if you are a rockstar agent.
15:02So you need to make sure you have the manpower in place for these to even work in the first
15:05place.
15:06And then, like I said, you just have to, again, it's all speed to lead.
15:09It's all providing a lead experience because the more you give back to that partner, the
15:13more they give back to you.
15:14And it just becomes a very cyclical process where it just continues to compound and compound
15:19year after year.
15:20And it just makes it happen.
15:21So as long as you're able to hold those people accountable to those partnerships, that's
15:26just really where this thing just becomes an ever, you know, it just becomes a constant
15:30cycle where it's just positive experience after positive experience.
15:33And then more people want to work with you because you develop that reputation.
15:37Can you go to the next one, Bobby?
15:39So we're going to walk through kind of at JMG, again, because what you have to do is you
15:43have to make sure you honor the lead source and you honor the agent working these opportunities
15:47because they're the ones that have to put in the work.
15:48So we're going to kind of show off kind of how we do this within JMG.
15:53So the way that we personally do this, of course, if you're the owner, you can set it up
15:58however you want to do it.
15:59But what we try to do is we'll basically do 50% to the agent.
16:04We'll usually keep about 42 and a half to the brokerage.
16:07And then we try to give seven and a half to whoever's managing that team.
16:10Of course, you know, things can always vary, but that's generally kind of what we try to
16:14stick to.
16:15So that way everyone's in the wind.
16:17So basically after that referral fee is paid off to whoever that lead source was and it
16:21closes, basically we split up the money from there.
16:24And the way we do it too is we'll do this on company gen.
16:27But then on self-gen, we're a lot more generous because we want to also honor the agents who
16:31are putting the work on their own business to make sure that they're also fairly rewarded.
16:35So, but, you know, for this stuff, we have a lot more leverage because we're giving them
16:38opportunities they would never even got in front of otherwise.
16:40So it just gives you a lot more leverage as the leader too, to be able to really help grow
16:45your business as well, because you're giving them something that is extremely valuable.
16:49They wouldn't be able to get in front of these people otherwise.
16:51So where agents love this is that there's no out-of-pocket cost.
16:55As long as you perform and you do a good job, you get more.
16:59So that way, all you have to worry about is just being out in the field and making sure
17:04that when someone reaches out to you, you do the best job you possibly can.
17:07And because of the great part about this too, is they're not wasting their time prospecting
17:12someone who wouldn't even make sense.
17:14You know, a lot of these will close at, you know, every partnership's different, but some
17:18of these higher quality lending ones, you know, it's one out of every five, one out of
17:21every three that they get on the phone, there's a realistic shot.
17:24It's going to go through and that keeps them motivated.
17:27And then again, too, where it's just, where it becomes a wonderful process is leadership
17:30gets the chance to actually lead.
17:32They're not the one having to, you know, go out there and open all the doors and try
17:36and make that all work.
17:37It's about coaching people and making sure that you have a blueprint in place to where
17:41if you do this, it's going to work out and everyone's going to win.
17:44So then it becomes more about managing, not just recruiting and worrying about turnover all
17:48the time.
17:48And it's just about what can we do to make your business better day in and day out.
17:54And so what we've seen too, is it's one thing to get a partnership.
17:59It's another to consistently perform.
18:02So what we're going to walk through is really what we've seen in order to make these relationships
18:06just thrive long-term, what you have to do.
18:09So the most important thing, of course, speed to lead is the name of the game in real estate.
18:14If you can get in front of someone and make sure that you're, you know, attentive, you're
18:18helpful, and that you're there to make it happen, it works.
18:21So that's one of the biggest things that we've seen is we have to hold our agents accountable
18:25that if we're going to give you these opportunities and, you know, they're free at-bats for you,
18:28you got to be there to show up.
18:30So that's really what we've seen is, you know, the quicker you respond, the more you can follow
18:35up and just be a great, you know, advocate for them, the better it's going to go.
18:40And then what we also see too is, you know, you have to just keep following up.
18:43Because sometimes, you know, you know, some of these people are super warm handoffs, but
18:47sometimes someone, you know, applies and something happens and, you know, you got to keep following
18:51up with them and try to actually get a hold of them.
18:53So that's another thing we really look at is, were you actually able to make contact?
18:56Now, of course, these partnerships know not every single thing is going to work out perfectly
19:00every single time, but it's about putting in that effort.
19:03And then again, what it comes down to bottom line is close rate.
19:06If you can prove that you can consistently close, everyone makes money and everyone's happy.
19:11But you have to make sure that what you're getting that are true at-bats that are quality,
19:15that you can actually get them closed.
19:17So if you're not performing on that, like what happens at JMG, it might not even just
19:21impact that agent, it impacts the entire partnership.
19:23So it's really about holding, you know, accountability to make sure that we're not doing anything that
19:27jeopardizes anyone else's livelihood as well.
19:30And then with that, you know, comes pipeline hygiene.
19:33It's, you know, jumping on the call, making sure, you know, everyone's getting to everything
19:36and that, you know, everything's progressing as it should.
19:39And you just need transparency for these people too, because they're sending business.
19:43They want to make sure that everyone's having a really good experience with that.
19:46So that's something that we're, at JMG, we're always mastering is just making sure our reporting
19:52is as clean as possible for our partnerships.
19:54So they understand what's happening.
19:57And then just by doing that consistently each and every month, that's just really how, you
20:02know, it's not just inconsistently where, oh, you help get a couple deals in one month
20:05and you don't get anything the next month.
20:07It's just showing time after time.
20:08Again, we can prove that this is something that's consistent, that generates revenue and
20:12makes it happen.
20:13So the more you can prove that, the more excited that I work with you.
20:16And another thing too, the more air you can coverage or you can cover, the more this just
20:21starts to work even better, because then if you're like in Detroit and you have, you
20:26know, have a team in Grand Rapids, now all of a sudden that's a whole new market where
20:30they can give you more business if that organization or, you know, what you've built out in place,
20:34that just opens up a whole other revenue stream that didn't exist before that you might not
20:39have been able to get into like, you know, one of those cities otherwise.
20:45So, like I said, the toughest thing with real estate, it's just developing that business
20:49that's consistent and what's great about JMG and why so many leaders love partnering with
20:54us is that this is already built out.
20:57There's no biz dev, there's no going through and trying to make this happen and bootstrapping
21:01it.
21:02All this already exists and what's important too is a lot of these partnerships, because
21:07they're national, like you, you know, it's tough for a local brokerage to try to make
21:11something like this because they don't have the coverage.
21:14They can't make it happen.
21:15So, that's what really, you know, a lot of brokers we can are able to partner with to
21:20help us work these opportunities.
21:21They love it because now all of a sudden you're able to plug in and earn overrides on all the
21:27business we need to basically help you earn.
21:29So, that way your agents are happy, they have more consistent business and they just are able
21:33to show up day in and day out and you really do the nitty gritty of what, you know, real
21:37estate really is.
21:38And on top of that, you're just, you know, cheering them on, making sure they have all the
21:41tools and resources they need to thrive and you're also getting rewarded for that in the
21:45process.
21:46And it just helps, you know, helps with retention, helps just keep everyone, you know, on the
21:50same page and towards the same goal of just building out your business day in and day out.
21:54So, if you are interested in this, what we've seen, especially in markets like that, we aren't,
22:00you know, really in fully yet.
22:02We might have like an agent or two or we might not even be open yet.
22:04That's where this is a really great partnership where we can plug in a couple of your agents
22:10and it becomes really, not totally zero risk, but as close to zero risk as you can realistically
22:15get for something like this, where you're able to, you know, if we have opportunities
22:20in Grand Rapids, which we do, you know, you can plug your team into that.
22:24And then all of a sudden, you're getting all these overrides on business that you wouldn't
22:28have gotten otherwise.
22:29And, you know, really where this starts to compound is when that becomes self-gen business,
22:34it really helps your agents under you really just grow out their book that are, you know,
22:38the people that are hungry and need opportunity to grow that just maybe haven't been able
22:42to get the shot that they've needed.
22:43This really just, they crush it.
22:46So, we're going to have a, basically a, we have a couple of our leaders on right now.
22:50I'm going to kind of pass it off to Codwell and JB.
22:53They're great people, great operators.
22:55They've partnered with us.
22:56And like I said, they have huge organizations and they've really grown through kind of what
23:01they've been able to partner with with JMG.
23:03So, I'm going to kind of share with them too, kind of for why this made sense and why they
23:06even did this in the first place.
23:09I'll go first.
23:11Go.
23:12All right.
23:13Well, yeah, great to have everybody on this call.
23:16My name is JB.
23:16I'm a team founder of our team here at JMG called the Warrant Team.
23:20And, um, I've been with the brokerage now for almost a year and it was a very easy decision
23:26to, to come over to JMG purely because I was watching JMG and its growth for the last
23:3210 years.
23:33A lot of us were, maybe some of you on the call have been watching JMG's growth.
23:37And what really stood out to me in watching JMG grow was not just in the, uh, uptick of
23:44the market was JMG growing and scaling nationally.
23:46But when the market started to turn downward, uh, most of us recognize that, that, that
23:51occurred in what the later part of 22, 2023, and a lot of, a lot of brokerages suffered.
23:57A lot of agents decided to exit the business numbers declined across the board for a lot
24:01of brokerages, not for the Jason Mitchell group.
24:04And that really left an impression with me.
24:06What are they doing differently?
24:08Uh, and clearly you're saying, right, this is a very unique, uh, opportunity, uh, for agents
24:13nationally.
24:14Um, so watching JMG grow and scale over the years, uh, has been really exciting.
24:19And one of the reasons I decided to come over, but also because of the opportunity for the
24:22agent, uh, on the referral side, uh, right.
24:26That's the, the, one of the biggest reasons for agents to come to JMG is the value of working
24:30our partnership.
24:31So three reasons there.
24:33Number one, the partners that our agents tap into are for the most part, exclusive relationships.
24:39These aren't, you know, partnerships that an individual solo agent can go and tap into
24:43on their own to be very difficult or next to impossible.
24:46Uh, these companies, Tyler mentioned, some of them want to work with large teams.
24:51They want to work with successful teams, ones that are converting at a high level and hold
24:55their agents accountable.
24:57So that's big, uh, bringing agents into an opportunity where they can tap into those
25:01exclusive partnerships is one of the big reasons.
25:05Also, uh, the quality in the opportunity, um, you know, depending on, you know, where you're
25:10at or what opportunities, you know, your agents or you get in the business, uh, may determine
25:15the quality of that opportunity.
25:18Hundreds of different lead sources out there.
25:20I was with the prior brokers that provided very top of funnel, uh, long-term nurture style
25:25leads and, and that's difficult for agents to work long-term.
25:29Uh, it can burn them out.
25:30Uh, they feel like they're chasing their tails, spinning their wheels.
25:34Uh, so you see a lot more agent attrition there.
25:37It's the opposite here.
25:38Uh, the vast majority of the opportunities agents get, they're converting.
25:42Uh, Tyler mentioned some of those conversion numbers.
25:44That's because they're quality, what I call bottom of funnel, high intent opportunities.
25:50So that makes managing easier, makes the agent's quality of life better.
25:54And then last thing is the diversity in the partnerships.
25:57Uh, that's what I love so much about JMG is that we've got what, 70 or 80 partnerships
26:02now nationally, God forbid we lost one or we didn't perform well enough for one.
26:07Uh, our brokerage doesn't go under, right?
26:10We're still here.
26:11We still live to, uh, to, we're, we're surviving for another day, right?
26:15Our, our, our, our brokerage goes on.
26:17We still have various other brokerage partner, excuse me, uh, referral partnerships that we're
26:21working with, uh, to provide incoming opportunities.
26:23In addition to that, Tyler, I don't know if you mentioned, but we're always adding national
26:27partners as well, uh, to our, uh, portfolio to distribute to agents.
26:32So the diversity is really important.
26:34And that's not a fun place to be as an operator, a team leader, a broker owner.
26:38If you've got all your eggs in one basket and you're dependent upon one lead source and
26:43either you don't perform or that lead source changes the way they operate or do business,
26:47or they go out of business.
26:49Now you're left wondering where is the business going to come from?
26:52So those are the reasons I came and it's a great decision.
26:55And, you know, you're seeing the headline news of where JMG is going.
26:59Uh, you know, it's exciting to be a part of this journey.
27:06Now, one thing I'll add here, my, my name is Nate Yalk.
27:09I'm the director of growth here, uh, and a team leader as well.
27:12So thanks JB, Tyler, housing lawyer for having us appreciate it, um, and everyone for being
27:17on the call.
27:18This isn't a sales pitch by any means.
27:19We're not going to try to sell you a book at the end of this or get you to sign
27:23up for
27:23a coaching, uh, session that that's not the goal of this call.
27:26This goal is strictly educational to see if there may potentially be a fit for you and
27:32your agents to partner with JMG.
27:34And that that's it.
27:35Um, we'd love to talk in more detail and have some one-on-one conversations with you,
27:40whether that's, you know, next week or the week after, whenever you think the right time
27:44would be, I'd be more than happy to speak with any of you.
27:46You know, our model is designed just, it's strictly to put clients in front of our agents.
27:52And that's why we are where we're at, where we're at, why we are, why we are at where
27:57we are because we're just consistently month over month connecting clients with our agents
28:03and they're doing very, very well.
28:05And we've got, obviously, as a lot of, you know, there was some big news that came out
28:08this week and now with the new partnership that we have with Keller Williams, the power
28:12behind us is going to be tremendous.
28:13And we're going to just get bigger and bigger every year.
28:16So please, I highly encourage you, even if you're not sure if this is for you, let's
28:22just take 20 minutes.
28:23We'll have a quick call, determine if, A, we even have space in your market.
28:26Because I don't have room in every market across the country.
28:29We're not a company that's just going to fill markets with agents if we don't have
28:33the referral flow and the ability to keep them busy on a monthly basis.
28:37That doesn't do us any good.
28:39We don't want 100,000 agents across the country at our team, right?
28:43We're only going to bring agents on when we can keep them busy, like I said.
28:46So let's have a call.
28:48If you think it's something you want to look into, great.
28:50Maybe it makes sense.
28:51Maybe it doesn't.
28:52And again, it's not for everybody.
28:53But I can tell you the economics behind this, when you really dig into it, are tremendous.
28:58There's not too many leaders that will not and don't raise their hand saying, sign me
29:04up.
29:04This is a no-brainer for us.
29:06And you really got to dig into the numbers, right?
29:08Because when you just look at this on paper, and it's hard to quantify when you see 7.5%,
29:13what does that equal, right?
29:15Well, the simple math is if you add 10 agents to your team at JMG who each do an additional
29:2120 transactions a year, now you're talking about 200 closings that these agents would not
29:27have had previously before joining JMG that you're receiving an additional 7.5% on.
29:33And these are real numbers, right?
29:34The economics behind this is huge.
29:37And really, when you look at it and break it down, I think you'll find this could make
29:40a ton of sense, assuming we have room and the ability to grow in your market, okay?
29:46So thanks again.
29:48Cab, Jason, did you want to add anything?
29:50You guys hit on everything.
29:52I guess I would say is here at the end, there's going to be a QR code where you can
29:57hit a
29:57link and have a meeting with us.
30:00What we're going to do is we're going to break down those economics.
30:02We'll show you a true performer.
30:04We're going to talk about what's going on literally in your marketplace.
30:07We're going to talk about what your current self-gen splits are with your agents.
30:13We're going to show you exactly how this would work and what those economics are.
30:17And you're going to be talking to guys that are in it, doing it.
30:21You know, we run in teams.
30:24I moved my company over 18 months ago.
30:27I can tell you the good, bads, and baddies of all of that, right?
30:30We're here about being transparent about what this is.
30:33But you're here because you know that you need to add more opportunity to your brokerage
30:39because, as Tyler mentioned in the beginning, that margins are thin and it's harder and
30:44harder to do that.
30:45And what I would encourage you to look at this is an additional ancillary partner to
30:50your business.
30:50This is an additional ancillary leg of income that you wouldn't have without going
30:56out and having a massive spend.
30:58So I think, again, the guys hit on everything else, but I would encourage you to at least
31:03take a call with one of the three of us and we'll sit down and go over what it looks
31:08like
31:08in your marketplace.
31:12Tyler, I think, do we have time for questions?
31:14Are we taking questions?
31:17Yeah, I believe so.
31:17I believe next up is Q&A.
31:19Does anyone have any questions if they want to jump in the chat or maybe jump on?
31:23I don't know if they can jump on the call call, but who has questions?
31:27I would say I did see one that Mandy asked who is the manager.
31:35And just to be clear, Mandy, it's whoever the team leader is, whatever he designates.
31:40That's in the illustrations we're given, the manager, you earn that seven and a half percent
31:45override.
31:45So that's the first question that I saw.
31:49Sorry, audience.
31:51No, you're fine.
31:52We can still send questions in the Q&A.
31:54I'm keeping an eye on it.
31:55I'm also keeping an eye on the chat.
31:58I do have a question that I would like y'all to start with, which is how long does it
32:03take
32:03to set up these referral partnerships?
32:08So when we bring an agent on and they onboard with JMG, they are right away going to start
32:15receiving referrals from the partners that we already have established relationships
32:18with.
32:20The onboarding process to get an agent from start to finish to start receiving these
32:24referrals goes through about a five to 10 day onboarding period where they learn our
32:28portals, learn our systems, and just learn how to update referrals.
32:32But it's a pretty quick, pretty easy transition when you do join JMG to get into that referral
32:38network.
32:39I hope that answered the question.
32:42If I have a brokerage that spans multiple states, is this something that would work for
32:48multiple states?
32:50So that's the greatest part about this whole partnership, in my opinion, is you are not
32:56restricted to your specific market.
32:59So if your JB is in Florida, and he had a team at JMG, he could put agents in Wisconsin
33:05on his team or in Idaho on his team.
33:07The whole country is open for you to build agents.
33:11And some brokers and team leaders are really, really good at recruiting people.
33:14This really, truly helps them recruit because now they have something to offer these agents
33:19that other companies don't.
33:20We are unique.
33:21There are some companies, yes, that have Zillow and UpCities and a couple partners, but we
33:25have 70 or 80 of them.
33:27And we are in almost every state.
33:28So for you to build your team, if you're good at recruiting like JB is, I mean, the sky's
33:34the limit.
33:37Do you help train my agents on how all of this works?
33:43Absolutely, yes.
33:44So we have, you'll have some initial training through the first five to 10 days until we
33:49feel you're ready to start receiving referrals.
33:52And then there's always continuing training going on.
33:54So every single week there's a coaching call or some sort of training session that you
33:58can tap into.
33:59Now they're optional.
34:00Obviously, we highly recommend newer agents take advantage of all the training and coaching
34:05that's available because we have fantastic agents across the country that take their
34:09own time to just help coach and train other agents.
34:11So there's plenty of coaching and training and assistance across the country.
34:16You have your local leadership, which will help with training, right?
34:19So each state has a leader and a broker.
34:21So you have your two local leaders and brokers.
34:23You also have our support center in Arizona where we have, call it 50 employees that are
34:29just simply there supporting agents across the country every day.
34:32That's their sole job.
34:33So lots and lots of support.
34:35We will coach the heck out of you.
34:39Fantastic.
34:40Any final thoughts before we wrap up today?
34:47All right.
34:48Well, JB, Jason, Nate, and Tyler, thank you so much for joining us for today's conversation
34:57for our audience.
34:59Once again, we will have this deck for you.
35:00The replay will be available early next week.
35:03Thank you again for attending today's webinar.
35:06We appreciate your time and participation, and we'll see you all again soon.
35:10Thanks, everyone.
35:11Thanks, guys.
35:12Appreciate it.
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