The gospel according to Sean Carpenter is three-fold: build relationships, solve problems, and have fun. Sounds simple right? We talked to him about this approach -- and his secret Sean Carpenter 4H Club method.
“Every day as a real estate agent, my job is to build relationships -- either deepen a relationship with someone that I've known for years, or find a new relationship and start developing it,” said Sean.
Sean wants to be your go-to guy for just about anything. Because at the end of the day, he doesn’t want to be thought of a real estate guy. He wants to be the guy who helped you. That means you trust him. And that makes him a trusted advisor.
But that also means, he better know his stuff. So when he gets the top question every Realtor gets, he’s ready.
“The number one question Realtors get all the time is, "How's the market?" Well, they're not asking how the market is across the country. They're asking how's the market in Mayberry, USA. What's going on right here?”
That’s why Sean starts every day like a doctor… no, really.
“A doctor sees his patients in the morning,” Sean explained. “He picks up the chart and he sees what's happening with a patient -- their test results and how they slept and if medications working. Well, we do that every single day.”
Realtors need to look at the MLS and need to know what's happening. Have the market information at your fingertips. Sean has the market information at his own fingertips now, but for the last 11 years, he hasn’t.
“I started as an agent,” he said. “For four and a half years, I was an active individual agent. I had some opportunity to become a manager of a branch office. We had just had our first child, and so to have a paycheck and have benefits, it was a big deal. It was an opportunity.”
While some may think Sean gave up sales, he didn’t. He was still selling every day. He was selling recruits to come to his company. He was selling the real estate business. He was also selling his own brand.
And he got hooked on helping. “I loved the coaching and training part of the job. I hated the managing part of the job. So I was lucky enough to be asked to become our Director of Training in both Columbus and Cincinnati, leveraged that for the last eleven years.”
Today, Sean is back to selling, and couldn’t be happier. And have been training agents for over a decade, it was time to put his own advice to work.
“When I got back into sales, one of the things that I had to do was eat my own dog food,” he said. “I built what I called the Sean Carpenter 4H Club.”
You’ll want to remember this one:
Handwritten notes to friends, family or sphere of influence. He does about five a day.
Hot sheet development. What are the latest things on the market? What’s new? What sold?
Happy birthday wishes on social media, sometimes with video or a text.
High fives, or comments to anyone doing anything cool on social media, or a random message to someone as a hello. He hits all the platforms -- Facebook, Twitter, Instagram or LinkedIn.
All before his first cup of coffee.
“My Starbucks trip is my reward for doing my 4H club!” he laughed.
And by the time Sean finally gets to Starbucks, he’s already connected with 40 - 45 people, at a minimum. It’s a simple method, and Sean’s guidance to anyone who is motivated by his system is to just try it. It’s never too late.
"The best time to plant a tree was 20 years ago,” he said. “The second best time is today."
Of course, the best time to show off your local expertise and share your value as a trusted advisor is right now. Download the free Relola app and get started!
Meet the Unicorns is a video series where Relola sat down with unique thought leaders from all over the world of real estate during the National Association of Realtors Annual Conference & Expo. They really are one-of-a-kind, and it's our job to celebrate that!