Building Trust With Your Clients

In today’s episode of The No Limits Selling Podcast, we have Jarriel Jordan with us. He is the Associate Broker at The Home Team Realty Group.

Jarriel Jordan’s Tip: “The biggest thing is that you just can't be afraid to fail, you have to fail forward.”

Guest Bio:

Jarriel Jordan is an associate broker at The Home Team Realty Group. He specializes in helping people buy and sell homes at every price point. He helps sellers maximize their profit margin on their sale through a high touch marketing strategy that generates maximum interest in their property. Jordan  helps buyers save money in their pocket by introducing them to industry leading lenders who offer amazing programs that are specific to the buyer’s needs.

During Jarriel’s tenure as a Realtor, he has successfully helped over 200 families reach their real estate goals. In 2022 alone, he sold over $15m in Real Estate. He also has been recognized as a “Gold Award Winner” for his 2021 production by the Prince George’s County Association of Realtors. 

According to Jarriel, “I am a local professional with a keen understanding of real estate. I am not only an agent, but an investor as well. I have a real estate portfolio that includes multiple rental properties as well as fix and flips. Due to the skills I’ve gained from investing I have become a well rounded realtor - I am able to help my clients come up with the best possible solutions for their heaviest problems. Through a combination of using proven models as well as understanding creative strategy I am the guy that will help you get the job done at the highest level.”

Find Jarriel Jordan: Website, LinkedIn, Instagram, Facebook

[EDITOR’S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]

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[Podcast Transcript Using Artificial Intelligence]

Umar Hameed 0:01
Are you ready to become awesomer? Hello everyone! My name is Umar Hameed, I'm your host on the No Limits Selling Podcast, where industry leaders share their tips, strategies and advice on how you can become better, stronger, faster. Just before we get started, I've got a question for you, do you have a negative voice inside your head? We all do, right? I'm gonna help you remove that voice and under 30 days guaranteed, not only remove it, but transform it. So instead of the voice that sabotages you, there's one that propels you to much higher levels of performance and success. There's a link in the show notes, click on it to find out more. All right! Let's get started.

Umar Hameed 0:42
Hello, everyone, welcome to another episode of the No Limits selling podcast today. We have Jarriel Jordan here with us today. Welcome to the program.

Jarriel Jordan 0:51
Thanks so much. It's a pleasure.

Umar Hameed 0:53
And so I just want to know that I hate Jarriel today because I'm in Toronto, it's 40 degrees Fahrenheit, and it's at something where you are in Florida. Which part of Florida?

Jarriel Jordan 1:02
Fort.

Umar Hameed 1:03
Nice, that's a beautiful part of the country. Oh, yeah, absolutely. Brilliant. So you've been in the business for about four years? Correct.

Jarriel Jordan 1:10
Correct. I had my four years in August.

Umar Hameed 1:12
So must have been like year two is when we hit COVID right for you? Was it like year 2?

Jarriel Jordan 1:16
Year two, 2020. I got my license in 2018. 2020 is when COVID.

Umar Hameed 1:20
So when COVID hit the first few months, everything stopped in real estate. And then it just catapulted into one of the best markets we've seen in a long time. So what was your psyche? Like when COVID hit and everything stopped in real estate? What were you thinking? Were you looking at classifieds? What was going on?

Jarriel Jordan 1:38
It was a bit scary at first. I knew I was working with probably around three buyers, late 2019 going into 2020, of course COVID hit. Early 2020 about I believe like March, April 2020. So when COVID hit they were like yo like, what's going on? What should we expect? How's the market gonna turn out? It was a big what if in the entire industry. And as you said, everything just catapulted that was next thing. That was the next thing in the business was the that explosion of real estate transactions happening. So it's no different. But what if mindset to more of Oh, my goodness, it's probably a really good time to buy. Since it's interest rates are down. But then again, a lot of people were in the market buying. So it was extremely...

Umar Hameed 2:26
..supply was really, really tight.

Jarriel Jordan 2:27
The supply was tight, people really didn't want people in and out their house because of COVID. So you know, it was a very limited supply, but huge, huge bulk of buyers looking to buy it take advantage of those interest rates. So it was really competitive. Luckily, you know, I had really good clients who were very strong and able to make purchases. So we were able to structure deals, where a lot of my buyers were able to be successful in 2020. Lead and through all the way through this year.

Umar Hameed 2:55
So how many transactions did you do last year?

Jarriel Jordan 2:58
Last year I did 36 transactions.

Umar Hameed 3:01
Bravo? Oh, that's really nice. And what do you track on this to do this year?

Jarriel Jordan 3:05
Right now? I'm at 27. I have four properties under contract. So that leads me to 31. So this year, I'd say I'm on track to probably hopefully 38 close to 40.

Umar Hameed 3:18
Yeah, I would guess if I was guessing I'd say 40. 40-41. Which is pretty extraordinary considering that we're in flux right now.

Jarriel Jordan 3:26
Absolutely. Absolutely.

Umar Hameed 3:28
So when did you join your team and what's the name of the team new team you belong to?

Jarriel Jordan 3:32
So my mom's actually a real estate broker. She got in real estate two years before I started real estate. While I was in college, she got into real estate. So she was with Exit landmark Realty. She started the home team of Exit landmark Realty. We were really successful as an as a team and brokerage. She decided to start her own brokerage. She was just saying name the homes team, Realty Group, LLC. And of course, I'm still part of that small team within that, within that book,

Umar Hameed 4:00
How many people in the brokerage?

Jarriel Jordan 4:02
I believe we have 37 now.

Umar Hameed 4:04
And how many in the team?

Jarriel Jordan 4:05
On the team, it's 10!

Umar Hameed 4:07
10.

Umar Hameed 4:08
And is that 10 agents or agents and admins?

Jarriel Jordan 4:11
10 agents.

Umar Hameed 4:12
10 agents, very nice. So tell me about a time where you were not doing as well as you wanted in a particular area of real estate and how your team leader or team members helps you kind of figure that portion of real estate outs. Like so. Take me through one of the stories but you know, you really upped your game because you had that team around you.

Jarriel Jordan 4:36
Yeah, for sure. I go to early on in my career. My one of my first listings, I believe it was my second listing right around the corner from where I was living at that time. Very tough market. It was 2019, early 2019. The house sat on the market for quite some time. Beautiful house if it was in this in this in this market or back in in the cove it would have sold very fast, but it was different market than when I first started real estate. And right now, the market we're in right now is kind of similar to that is still of course competitive, you know, you have lingering, lingering clients from 2020, 2021 trying to buy it now. But nonetheless, the market was fairly similar to where it is now the house out on the market for over 100 days, my team, my, my, my team, my broker, my mom, she was able to just, you know, keep my keep my spirits high helped me develop different marketing strategies and everything to be able to catapult that list and get it as in as many eyes as possible. And the great thing is that we actually found by ourselves, that was actually out of the country, just for my marketing and the different factors we put into the listing, to be able to help catapult to different buyers and different eyes found somebody from out of the country who was able to purchase within 21 days. So..

Umar Hameed 5:51
Nice.

Jarriel Jordan 5:52
It's tough dealing with sellers, of course, who believe you know, my house is worth X, it should sell X amount of days when we had tons of showings, it just didn't turn into any offers. Again, it was a very beautiful house. But it was just the market at that time. It was it was slower than everybody dissipated. And it was it was tough dealing, of course without expectations. I mean, we've been on the market for 100 days, you know, what's going on? What are you doing? So she helped me develop a very aggressive marketing strategy per week, to be able to show them here's what I'm doing for you. So that they're, you know, not blindsided as much as we of course, we try our hardest and real estate, right? Sometimes it just doesn't lead to anything. But the things we implemented to be able to get this out there. They knew that I was doing my job, and I was working with very well on their behalf.

Umar Hameed 6:47
Brilliant. So you know, if I spoke to your mom about you, it's like Jarriel, he's amazing, he's handsome, he can do everything. He's like the perfect guy, you should marry him kind of thing. And so the same thing is true for homeowners, like they get a sense of I got a beautiful home, it's the best time ever. And then the relationship between a realtor and seller is based on trust.

Jarriel Jordan 7:09
Right.

Umar Hameed 7:09
Where so what does trust mean to you? Like, how do you define trust?

Jarriel Jordan 7:14
I define trust as just making sure that we're understanding that I have your best interest at heart, of course, it's a huge purchase. And I'm 25 I work with a lot of first time homebuyers. So they, as much as they want to trust me, it's sometimes it's kind of hard, although you know, you hire me and everything else you're buying your first house, you know, you have people who did buy back in the day, your mom, your dad, a lot of people that are in your ear, but a lot of people because this is what I do, I do it on a daily basis. They trust, they trust my advice a lot. And to me, trust is just honestly putting their faith and trust that I'm going to be able to get the job done. Because at the end of the day, that's my job. That's the job outside of the transaction. And I advise my buyers that look I'm working on your behalf.

Umar Hameed 7:58
So let's let's deconstruct that a little bit. Because there's a good chance that you know, on some of the clients that you have, they spoke to two three other agents,

Jarriel Jordan 8:06
Oh sure.

Umar Hameed 8:07
Who said very similar things, but for whatever reason, they trusted you. So it's not so much about you. But that dynamic of seller and agent like what do you think builds the trust there because it's hard to discern who's who's a part of this, like a feeling like a fuel you get when you meet someone. So, so walk me through that, from your point of view.

Jarriel Jordan 8:26
For a seller, I believe is just more important to understand what the agent's process is, as far as getting you not only one buyer but the right buyer. Right? My when I talk to my sellers, I tell them my entire process from A to Z in order to establish that, you know, it's not just about putting your house on the market and marketing it and listing it. And just going from there, I have to do my due diligence and making sure Okay, we have an offer is this offer is this person, what they say they are on paper. So I talk to sellers about that entire thing, because it's, again, at the end of the day, it's about getting this deal closed. And just because we have an offer on hand and somebody that's willing to do it can they actually do so it's a lot of lenders who you know, not lenders, our lenders, they want to do their job. But you know, some lenders do it to a higher level I believe. So just getting the lenders van, the clients making sure that this deal and this house is something that they want to continue with. That is the biggest thing that I put in front of my clients and make sure myself that is to make sure that they understand that I'm doing my job on the back end to make sure we get the right buyer.

Umar Hameed 9:27
Nice. So how important is your background with other homeowners like you bring that up? You have helped these people here in building that trust. How important is that your your past references and referrals?

Jarriel Jordan 9:42
And now that's very important. That's how I get bulk of my business. I get a bulk of my business from referral. But when I go to a listing presentation from somebody that isn't a referral, I you know, pretty much eat out and if it's in a certain area. I've sold a lot of real estate in the area that I primarily work in which is Prince George's County, Maryland. I show them a list of my sold properties how fast I've sold them, especially in the area that I've, that they're in, you know, so if I have a client, for example, a city in my, in my primary area called Booty, Maryland. I highlight the ones in Buou that I actually sold, how fast they've sold. And from there, they understand, you know how aggressive I am actually, in my marketing strategy to get these to get these items done, and that I can actually close these deals.

Umar Hameed 10:26
So when it comes time to have a challenging conversation, you know, when price needs to be adjusted, and a deal that looks really good on paper, but you're going I don't think that's the right one. And we need to go for the lower one because of XYZ. How critical is that trust that you've developed to getting them to really get the right deal for them?

Jarriel Jordan 10:47
That's one of the hardest parts of the job. And in real estate, I always tell myself upfront, you know, you may hear something from me that you may not like, but my job isn't to make you like me, my job is to get this deal done. And I will rather you hear something from me upfront, today, then be mad at me 30 days when this property doesn't sell. And so you know, there may be a time where we have to have some price adjustments. So I make that known upfront that you know, setting up expectations expectation upfront, making sure that they know you know if it's on the market for X amount of days, I'm going to recommend a price reduction, of course, everything has to be confirmed to you. But I believe if we don't get something in, I usually do 21 days, especially in this market. Because you know, things should sell in 21 days now. But if the property doesn't sell in 21 days are free, we don't have offering 21 days that is you know, we should consider a price reduction because it shows us that people aren't interested in purchasing a house in this area at this price. So you know, I said that expectation upfront. And you know, they understand when that time comes if it does combat, you know, expect a call from me trying to market the property this different way instead of the way we have it.

Umar Hameed 11:54
Nice. So going on the other side, buyers looking for homes. So which side of the equation do you like to play on most?

Jarriel Jordan 12:04
Like those..

Umar Hameed 12:05
Sellers?

Jarriel Jordan 12:06
Absolutely. Absolutely. It makes my life easier. Buyers of course, it's you get do a lot of money, spend a lot of time with your buyers, it's more busy work than you would do with sellers. Of course, real estate and real estate is busy work regardless. But it's a lot of physical..

Umar Hameed 12:20
More efficient when it's a listing equation.

Jarriel Jordan 12:23
You don't have to be running around everywhere. Buyers, you might have to see four or five listings in a day. It's very time consuming. But the sellers, you get a lot of your time back. So I like working with that.

Umar Hameed 12:35
Here's an interesting thing. Have you ever been to a restaurant where the hostess or host greet you, they have you come down and they sit you at the table and they say all the right things that you want to hear. But as they walk away, you turn to your seat go, that person didn't believe a single thing that they just said the words and then you have somebody else that comes in, that makes you feel like you're in their home, and you're a valued guest. So same words, but the intent is totally different on both one is truly to welcome you. And the other one is, you know, the manual says I have to say this, this this. So you stay in touch with your your customers, I buy house you stay in touch, how do you stay in touch in a way that you're not like the first host where it's just going through the motions? I'll send you a birthday card, I'll send you this, it's a more mechanical. How do you breathe life into it? How do you set the intent, right?

Jarriel Jordan 13:34
That's one of the biggest things that I focus on in my business because again, my business breeds through them My business is a lot is heavy on referral. So as a result, I feed back into the clients that I've served in the past a lot. By doing that, I do a lot of pop buys I go by their house and gifts, you know, just hey, just thinking about you just want to stop by to see how the house is going. You know, if they have kids or the kids been doing nice, you know, I support them in every way possible when they send me you know, their kids football schedules, I pile up to a game sometimes, you know, this is fun, you know, staying and connecting with clients who purchased the house through me seeing what they did to the house. Just nurturing that relationship. I spent a lot of time with buyers and of course that relationship continues and I would love it to continue. So I do my best to support them in any way possible. Whether it's a fundraiser, they're doing football games, any type of support they need, you know, I provide. In my my company, we're very huge community and my dad, he has a background, he was a police officer. So he gives back to the community a lot. So we have a lot of brokerage events, we invite them out, primarily our past clients out to our brokerage events. So like every October we have a pumpkin patch one specifically for our past clients, the other foot community. So yeah, things like that. We just love to pour into our community and our clients, our past clients that trusted us with our business as much as possible.

Umar Hameed 14:57
Brilliant. So we're just one year Yeah, that you feel that, you know, in this part of real estate or this part of the whole equation, I need to up my game. So where's that one area that you wish that you could do better? And what are you doing to improve that?

Jarriel Jordan 15:11
What I wish I could do better and is one within my business as my Automation. I have a lot of clients that I work with. And I really want things to be more automated in a way. But second, that but the reason I haven't done that so far is because I liked the personal touch I liked the personal aspect of real estate, real estate is 100% personal. Second, just upping my communication skills, especially when going into a listing presentation. I feel like I really do have a good presentation. But just want to be able to pour into my clients more while I'm there. Nice. And just just get more listings. I feel like I'm at a point where I just I need more listings, I want more listings. I have a good amount of listings. But I want to transition to that side of the equation more.

Umar Hameed 15:59
Brilliant. Actually, we interviewed one guy on the show, one agent got some support staff. 500 transactions a year. One dude! it's like insane. It's like when I was doing the interview, he's watching his clock as I go, you get 12 seconds left. You know, he didn't quite say that. But yeah, it's..So brilliant. So a couple of questions before we part company. What's one attribute you've inherited from your mom, that you feel blessed?

Jarriel Jordan 16:27
Just her attitude to never give up and just going to everything with confidence. She was she's always type of woman that goes in. And she people are attracted to her just because of her personality. So that's one thing I really admire about my mom is that she brings draws attention just from the room. She's in whatever crashes. That's, that's the biggest thing I love about my mom.

Umar Hameed 16:49
So what makes you happy? Like what brings joy into your life?

Jarriel Jordan 16:53
I just had a son. So my son, he's four months. He's gonna be five months. Nice on the fourth of October. So he's born May 4. But yeah, he's number one. Number one thing that brings me happiness and just starting a family and everything else. Man watching football, being able to chill out. We're very hard. So just having that downtime, being able to hang out with my family. I'm with my family now a vacation, my family and her aunts, her cousins. But yeah, just being able to celebrate life, man and just relax sometimes and know that that brings me the most joy.

Umar Hameed 17:29
So just share a quote with you that I really love. It's like adults don't raise children, children raise adults, and really makes you step up your game. Absolutely. So what's one tip you want to share with other realtors out there or other entrepreneurs that would let them be more efficient, effective, happier?

Jarriel Jordan 17:47
One thing that just I play sports my whole life just a quick background, I've played Football. I played all sports ,Football track, Basketball track is my second sport. Football was my first. Went to University of Richmond on scholarship. Played since I was nine all the way throughout until I was 21. But football just taught me so much about life that I pour into my real estate career. The biggest thing is that you just can't be afraid to fail, you have to fail forward. That's the thing. You know, football has taught me through repetition and through our failures, we're going to learn you know not what not to do and how to do stuff differently going forward. Um, so that's the biggest thing you know, football and sports in general just have taught me about life and that I've that I've applied it to my business, but it's why I told you before just finding genuine happiness is just by taking some downtime. It's a very demanding business like these last three days. I left I got here. Today's Friday, I got here yesterday. So I work Monday, Tuesday and Wednesday. Very demand I was on the clock from 7- 7.30 until like 9.30 at night. But because we're so busy you just have to find downtime you know it's you have a life as well to refresh yourself. Yeah, yeah, he really can't overwhelm yourself with business the only reason I weren't that long of those three days because I left you know midweek.

Umar Hameed 19:08
And that's how I want to see someone work hard. It's like the week before the vacation. Super superhuman. So Jarriel thanks so much for being on the show. man. I really enjoyed the conversation and I am truly happy for you, for your your son and enjoy that journey.

Jarriel Jordan 19:24
Thank you so much. I appreciate it. Thanks so much. If you need anything for me, my name is Jarriel Jordan. My socials are JARRIL JORDAN and on all social platforms, TikTok, Instagram, Facebook, you can connect with me there. If you have any real estate questions or in DMV looking to buy or sell, I would love to help.

Umar Hameed 19:45
And we're gonna put all those links in the show notes so you can find it super easily. Thanks so much for being on the show.

Umar Hameed 19:55
If you enjoyed this episode, please go to iTunes and leave a five-star rating. And if you're looking for more tools, go to my website at nolimitsselling.com. I've got a free mind training course there, that's going to teach you some insights from the world of Neuro-Linguistic Programming and that is the fastest way to get better results.