Top Agent and Foster Parent: Lance Barnett

What are the key strategies and personal attributes that distinguish a top real estate agent in today's competitive market?

In this episode, we welcome Lance Barnett, an exceptional real estate agent at eXp Realty, exploring his transition from a political career to becoming a top agent in real estate. Lance delves into his unique approach to real estate, emphasizing service excellence, effective relationship building, and the power of teamwork. His insights provide a comprehensive look at what it takes to excel in the industry, from building lasting client connections to leveraging the collective strengths of a team and bringing significant value to clients. His servant attitude, a cornerstone of his approach, has significantly contributed to his success in the industry. 

Lance also shares his journey as a foster parent, highlighting how his experiences have enriched his perspective on making a difference and helping others. His commitment to service extends beyond his professional role, reflecting a deep-seated passion for positively impacting lives. This episode not only sheds light on the intricacies of real estate but also on the human element that drives success and fulfillment in the industry.

[00:00 - 11:40] From Campaign Trails to Property Sales: Politics to Real Estate

• Lance's experience in politics, particularly in campaigning, honed his abilities in networking, persuasion, and resilience, which seamlessly transitioned into his real estate career

• Moving from a political career to real estate, he leveraged his strong work ethic and adaptability, learned from his political background and upbringing on a dairy farm, to succeed in the competitive real estate market

• A key factor in his transition was the mentorship he received, guiding him and providing him with a robust framework for success

• Maintaining a structured daily schedule helps to stay productive and focused, especially crucial for new agents in the industry

[11:41 - 27:55] Blending Values, Teamwork, and Brokerage Leadership

• Lance recounts his move to Jacksonville amid the COVID-19 pandemic and his transition to a new brokerage, Florida Coastal team with eXp Realty

• Joining a team with strong leadership and established systems was crucial for Lance's success in a new region and he underscores the importance of finding a supportive environment with proven strategies for real estate agents

• Conduct a thorough research to find a team or a brokerage that aligns with your goals and values

• Find a leader who can provide clear metrics and guidance for the initial critical months in the industry

• Lance's commitment to serving his clients intentionally, going the extra mile even in small tasks, is a fundamental value he carries in his real estate career

• He focuses on the power of being on a team where members are financially aligned, which drives mutual incentives for success and provides a support system in a typically solitary profession

• Lance finds that teaching others reinforces his own skills and knowledge, while the act of helping others succeed is intrinsically rewarding and contributes to his professional growth

[27:56 - 39:11] Opening Lines of Conversations to Close Deals

• Engaging with a high volume of people regularly, whether through calls, meetings, or everyday community interactions, is vital for expanding your client base and opportunities

• Revisiting old leads can often yield fruitful results, as circumstances change over time, making previous prospects potential new clients

• A mix of new and follow-up conversations is essential, aiming for around 20 meaningful real estate discussions per day to maintain a healthy pipeline

• Prioritize in-depth, meaningful conversations over superficial contacts, as longer interactions are more likely to lead to business opportunities

• Start conversations with specific references and open-ended questions to engage potential clients

• Utilize people's general interest in real estate to initiate and maintain engaging conversations

• Regularly practice and role-play within the team to refine communication and client engagement skills

[39:12 - 49:45] Elevating Beyond the Average: Strategies for Real Estate Excellence

• Invest in yourself, as personal growth directly impacts business success.

• Learning to listen and delving deeper into clients' needs by asking "why" helps build stronger relationships and better understand their real estate goals

• Striving to be more than just an average agent involves consistently seeking opportunities for growth and improvement in client service

• Having a supportive team significantly enhances an agent's ability to handle more transactions and focus on high-impact activities

[49:46 - 01:05:32] A Commitment to Impact and Success

• Lance’s primary motivation in real estate is the passion for helping people

• Having a positive attitude and avoiding negativity about the market are keys to navigating the current real estate market

• Align yourself with people who are successful and are experiencing success in the market

• In today's market, proper pricing and having a significant marketing budget are more important than ever for successful listings

• Lance and his family’s dedication to foster care is a testament to his desire to make a meaningful impact on children's lives

Quotes:

"The thing that I see coming back time and time again is people who struggle, they really are not talking to enough people. You can't overestimate the power of providing value and interacting with more people."  – Lance Barnett

“If you don't wake up every day and have that to-do list in your mind, if I do X, Y, Z, I will be successful, then you're in the wrong place.”   – Lance Barnett

"For a team, you're financially aligned basically at the hip. If you're not making money, they're not making money. And so they have every incentive in the world to help you be as productive as possible." – Lance Barnett

"The truth is we all do something to pay the bills, but it's about the impact that you leave on others.” – Lance Barnett

To contact Lance Barnett, learn more about his work, and make him a part of your network, make sure to visit the links below:

https://www.linkedin.com/in/lance-barnett-070b6ab5/ 

https://www.facebook.com/lancito10 

https://www.facebook.com/FloridaCoastalTeam 

If you are interested in knowing more about foster care or wish to offer your support, please check out the pages below for detailed information and opportunities to make a difference:

https://www.onemorechild.org/ 

https://isaiah117house.com/ 

https://www.danielkids.org/ 

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The content in these videos and posts are for informational and educational purposes only. The information contained in the posted content represents the views and opinions of the original creators and does not necessarily represent the views or opinions of Townebank Mortgage NMLS: #512138.