Dave Herbon of Herbon Real Estate shares his extensive knowledge and experience in being a solo real estate agent. His day to day routine has been the key to his success. Learn how he shows up and does amazing amounts of business each month. Learn how you can create a solid routine and grow your business right now!
You can listen to all episodes of the podcast on iTunes, Spotify, Stitcher, and Google Play. You can see video highlights of the episode on YouTube, Instagram, and Facebook @agentvslenger.
Dave Herbon of Herbon Real Estate shares his extensive knowledge and experience in being a solo real estate agent. His day to day routine has been the key to his success. Learn how he shows up and does amazing amounts of business each month. Learn how you can create a solid routine and grow your business right now!
You can listen to all episodes of the podcast on iTunes, Spotify, Stitcher, and Google Play. You can see video highlights of the episode on YouTube, Instagram, and Facebook @agentvslenger.
Welcome to another episode of agent versus lender and today we have Dave Herbon with us. Did I say that right? Okay cool. Which company are you with? You're with your own agency aren't you?
Dave Herbon :Uhuh, Herbon Real Estate.
Ron Pippin :Herbon real estate, and you need to listen to this guy because he's like the real deal. He's closing 60 or so transactions per month. And that's the phenomenal, especially in today's market where there's so little inventory closing that many. That's just that's just phenomenal. So he's gonna have some good insight, we're going to talk about a couple things that that's going to help you out. So yeah, you will like because we talked a little bit before this before the podcast we talked a little bit so he's got some great stuff for us today. So they were just, you know we talked about you're doing that many transactions work where does your business come from.
Dave Herbon :100% referrals, all of its referral. Your best clients are going to come from people who've referred you to their friends and family. And so I reached out to all my past clients every month. I'm consistent with it just every single month. Just keep following up with them.
Ron Pippin :How do you, I know you have and one of the things you said before you say how you do that, if one of the things you said is you're consistent, so tell me about consistencies
Dave Herbon :Everyday the same thing over and over again you don't stray from it. Yeah, it's like, we were talking about it's like working out you know, it's gonna happen that day you know, you it's something you got to do, you got to maintain your health. So, you know, you're gonna work out the day, just take the same approach with with your business as well and you do the same thing every single day. You know, when you go into your office, this is the first thing you're going to do. Everything else can wait until you,
Ron Pippin :So what is I know we talked about that. So what is what is one of those first things that you do on a daily basis?
Dave Herbon :It's just it's silly and everybody thinks it's more elaborate than what it should be. And I've talked to other agents to see what they do and they do all sorts of handouts, all sorts of gimmicks. But mine is just simple. I created a simple flyer. It's got my my listings that I have on there says the address on them as the purchase price on there as my phone number and my picture at the bottom, and it's that simple. I get every morning and go in and I do 30 fliers stuffed them in 30 envelopes, put 30 stamps on them. And it's that simple. So I put two flyers in there. One is, this is what I have listed right now. The other one is, you know, it's it's a hot market right now. So if you're thinking about selling your house right now, give me a call. It's that simple. And I it's not pushier than that, its every single day 30 printouts.
Ron Pippin :You know what I love about this? It's the simplicity. It's less like that is just amazing to everybody when they not everybody, but so many people will try and complicate their marketing and complicate the process. And dude, man, you have this, like, the simple thing that you send out, it's your listings, with with a little call to action, and you send that out, but what but what is probably makes the difference for you is the consistency. And every day you send out 30. So at the end of the week, you sent out and I'm assuming you do in five days, five days a week, so you send out 150, so three, so at the end of the month, you're sending out 600 firing. So that's about what your past databases or people you want to work with, because I know there's some time
Dave Herbon :I have over 1000 past clients in my database and so we all get hit throughout the month. So I make sure that the I print out my entire database on what are they called the little labels in my top producer program does that for me. I just upload all the names, load up all the all the little labels in the printer and print them all up and I make sure that by the end of the month, that entire folder is empty. And as long as that folder is empty, I know my phone's gonna ring. No businesses going to be there. And then it's just in this type of market is just trying to find enough houses to sell them fighting every single day just to get a win.
Ron Pippin :Sure, but I think it's really what I love about it, I think we all have that that problem right now is trying to find trying to find the inventory to sell but so many people have such a such a problem trying to find somebody that wants to sell or kind of trying to find, you know, they're always looking for leads and like, that's not your problem.
Dave Herbon :Your problem it used to be when I first started, I didn't have a database at all. And so,
Ron Pippin :What do you do? You have a database, what did you do?
Dave Herbon :My dad was in the business forever. And he explained that simple, he says, you just have to do everything that nobody wants to do. And it was that simple. And so the same thing I'm good with people. I'm good in front of people. So again, I created, and back then it was when I really started doing this is when HUD homes were out there. And, you know, back then there was no business at all. So I created a simple flyer, and I would find a house that I liked, I would create 30 flyers, I put a hole punch in it staple my card to it and then put a rubber band on it. And I'd go knock on doors. And if somebody answered, it's a, you know, I'd introduce myself and say, Hey, did you know about the HUD house? That's right down the street here. It's for sale for this month. So if you have any friends or family that would give me a call, and it'd be that simple. And if they wanted to talk, I'd say great. I keep talking to them. If they didn't, you know, I leave it at that and I have people pissed off, you know, or this and that. Yeah, woke me up. You know, and they crumble it up and throw it at you and you just okay, you know, appreciate it. And then just go to the next house, but what i would do is I would write down their address. Every single house that I had, I would write down the address. If they were home, I put a star by it. They were friendly, I put it two stars by, they weren't home, I was leaving. After I went and knocked an entire neighborhood, and I'd take anywhere between 30 and 50 flyers, so I knew I was gonna hit somewhere between 30 and 50 doors that day, if they were home, and they were polite, and I put two stars on it and send them a thank you card. Hey, thank you for taking the time out of your day for talking to me about the house in your neighborhood, if you're ever interested in buying or selling, just give me a call. And then I would put their name in my database. If they weren't home, I'd still put their name in your my database. And then I would just kind of put them on like every couple of months. I would send them something the ones with two stars, I would hit him every month. And then and so I did that every year whether it was snowing, raining 200 degrees, and it's It's humiliating. I mean, it's absolutely humiliating, especially when you're out there and you were in your 40s and the 16 year old kid that's selling security, or this and that. Yeah, you know, you see him out there and you're just like, no, what do you sell on? I'm like, yeah, I'm in real estate and just going around talking to people like, man, I don't want to be doing this at 40 I'm like, nobody does. And so you just kind of swallow a little bit of pride. You just accept the humility of it and and you just wake up again and you do it again the next day.
Ron Pippin :You know that's a real testament to you and for for your tenacity, because most people wouldn't do what you did. But because you did what nobody else wanted to do. You're in a position today that you don't have to do that kind of stuff. Now you're now you have a good referral base. You have a good past clan database and you're killing it. You're good man. It's just like you get. That's what I like about you is just a humble attitude. It's just like, you know, here you're saying I'm working on it, and people would be dying to get to the level you're at.
Dave Herbon :This business, you have to stay as humble as possible. I see the new guys come in. And they didn't go through, you know, all the '08 snap. So they get in a hot market and, they think that's just what it is. And then their attitudes reflect that as well. And, you know, you probably deal with them to me, they call you up with all the static data if your client doesn't do this. And they're all all super aggressive with them, and you have to kind of bring them down a little bit. You know, like, you know, this is our house that we're selling. These aren't our decisions, calculator, talk to your seller, see if this is something that they want to do. It doesn't have to be an aggressive it's not an aggressive business. It's just a communication, business.
Ron Pippin :It's a communication. It's a service business. So yeah, people that are, that learned that early on do I think do so much better?
Dave Herbon :Yeah, that's the best piece of advice I ever got. Because I had some clients that they were, I was I've been working with them. And, this sounds really horrible and a lot of people would say you're crazy to do this. I don't force people into contracts. So even when I'm representing you, the second I meet you I'm not saying here you need to sign this buyer's agent agreement or else I can't work with you. I don't take that approach with people I and I tell them as I'm signing that contract, like if you don't like my business, and if we're not under contract on a house You don't think I'm representing you good, call me out, I'll cancel a contract instantly. I'm not gonna force you to work with me, I want you to experience the good. I don't want it to be a horrible experience. So I'm not representing you that I want to know I need to change. And so I tell everybody that from my listings to, to my buyers as well, and I approached them, I say, list your house with me. And if you don't think I'm representing you good, and we're not under contract, call me up, you can cancel instantly.
Ron Pippin :Yeah, I think you're forced into this thing. That's a really important thing. It just seems like that I've talked to several really good producers lately. And they're all in that mindset. So it's like, I don't want to force people into working with me. Because in this day and age with social media, just like they're gonna if you force them into a contract. Oh, boy, yeah. Oh my gosh, they're totally gonna blow you up. Just let them out and just let them you know, let them move on and move on to the next one. Don't force yourself into a deal that is just going to be bad for everybody just like just let them go move on to the next deal.
Dave Herbon :Yeah. And I, I kind of struggled with it. I mean, I give people that option, but I kind of assumed that people would just kind of stay in and work with me. But I had a couple people that I took out my show them a bunch, and then they went out to an open house or they one of their buddies instantly got a license and they just called me up and said, Hey, we want to cancel and after this without I spent months with them, and I kind of struggled with it at first but then my dad probably gave me the best advice ever. And he's just like, next. Is this like, you're gonna there's no loyalty in it. There's you can't take it personal. You just have to say next and move on to the next one. Yeah. And then you just make sure that you treat everybody really well just try and make sure that we have a good experience throughout the whole thing.
Ron Pippin :Yeah, that's, that's one of the best advice that that I think anybody could have to get on to.
Dave Herbon :I mean, you'll get those listings that the, that they're 100% You know, they're selling their house and this and that, and then just something changes, and they just call you up and say, you know, we've decided just take our house off the mark, we're not gonna sell anymore, and you can't take those things personal. So he's just gonna take a little sign. Give me a call whenever you guys are ready. Yeah, perfect. Next.
Ron Pippin :Yeah, that's awesome. And I think that's really good advice for anybody listening to this. And I know that you're going to have some pushback, and I know that in the work that we as we are discussing that we will have some pushback from people because they're saying it you know, I'm not I'm not going to sign are not going to show without an agency agreement. And there's, and I know that industry wide, it doesn't matter what state you're in. There's most people probably have that but I've just seen Like the ones that I've talked to, and they take that same approach.
Dave Herbon :I want I want the experience to be happy. I want it to be a good one. I don't want it. Yeah. miserable because, you know, if you force somebody into any contract, they're just gonna they're gonna trash it. All over social media. Beyond words, it's totally normal.
Ron Pippin :So since we're talking about social media, and I know that most of your, so you have some great advice about where your your business comes from, is from referrals, and you're keeping in touch with them. And I know you've sent out something else that you said, you thought was kind of stupid. Yeah. So tell me about what that other thing that you said is,
Dave Herbon :It's ridiculous. And I didn't think it was that important. But it's, a four by six magnet calendar that goes out Christmas time, and I I didn't think it was doing anything. I thought it was just silly.
Ron Pippin :He thought it was a waste of money.
Dave Herbon :I thought it was a waste of time because I was ordering all the calendars. And then I was personally putting all the cards on them and stuffing all the envelopes and putting on labels on them sending them out. And so I thought, Gosh, it's just a huge waste of time. But then one Christmas I I kind of slacked on it and January 1, and people were calling me Hey, where's my card?
Ron Pippin :Or where's my calendar? And it wasn't like one or two. It was like a lot.
Dave Herbon :It was a lot of them. I was getting lots of calls and I'll even still sell houses to people and they're like, hey, since we're moving, are you still gonna send us a calendar? Yeah. And the reason why it's so important, it's a magnetic. They put it on their fridge, everybody loves a magnet. It doesn't matter whose house he's going to from. It could be the richest person in the world down to the to you know, the average working guy or whatever, they got magnets on their fridge, their kids are gonna make make pictures, they're gonna stick them on the fridge, they need a magnet on there and so it keeps you right in front of them. They're they're seeing you every single day open up fridge.
Ron Pippin :You know, this is really good advice for me as well because I sent out it was years ago that I had some magnets and I send them out to all my past clients and they send it out to realtors. And I didn't do I didn't continue to do that. But I would walk into some past clients homes years later or into a real estate office that I had sent them to. And that magnet you know, stuck on their like their their file cabinet or stuck on the fridge. And it didn't dawn on me to say do keep doing that. And I didn't do that so good for you for continuing to do that.
Dave Herbon :I have a couple agents in my office and I just tell them everybody loves them. Yeah, no, there's not a person in the world and delivering it. Like kids will play with it all day. Yeah, they'll take it off the fridge and put stuff on the fridge. And so yeah, everybody loves a magnet. That's, that's awesome. That's my number one probably piece of advertisement that I send out every year.
Ron Pippin :And you don't you don't do much with social media. So we talked a little bit about blowing up on social media you don't really do a lot You don't you don't like paid ads or you don't do any of that kind of stuff.
Dave Herbon :No, I tried to have you I took a class and it was there really pushing it a lot. But I have I'm friends with a couple of agents that they're constantly doing something but nobody. Yeah, it's kind of annoying when someone is just hitting you all the time for business. You know, it's just constantly business. I don't really care. I know that you're doing this business, but you know what else has gone on with your life? Sure. So and I hate to mix mine up a little bit.
Ron Pippin :Yeah, and that's it. That's a good point. I think those people that really do well with it, it's not just, it's not just business because if you just do that pretty soon people aren't turned off. Yeah, they're just going to ignore your feed.
Dave Herbon :And I'll see it when my one event closed, you know, let's say anywhere between four and seven deals that month or whatever. And if they all close around the same time, I usually the second either if I get a listing, or if I close a deal, I post a picture of the house and put sold on it and say, congratulations to this family, you know, and I'll put something that that I knew that was kind of meant a lot to them because they were showing houses or looking at houses or as we're getting their house. So I'll kind of try and probe them a lot about what's kind of going on in their lives. So I know that they're gonna be moving states or if they're gonna like I had one girl in Salt Lake sold her house and she sold a house just to make money and she was planning on buying back she was just going across the country so on hers I thought you know congratulations on selling your house and I hope your future endeavors take you to some amazing places so I put something kind of heartfelt that that I know about him yeah and then post about their house and what not so it's not just it's not just a sold. It's not about me, it's about their house. It's these things are these things are important to them. You know, this is a you know, I go and I sit down with everybody and I'm explaining the house thing. I am like, this is your your sanctuary. This is where you're coming home at nighttime. This is where you're relaxing for the day. And so the house, you know, heartfelt you know, it's heartbreaking when you sell a house, the only time it's not heartbreaking. As if it went if it was just a horrible relationship with people or something like that but every house they could sell you know, it's an ocean the watch people absolutely get be heartbroken when they sell their house that you mentioned on and you're giving them something heartfelt they kind of remember that as well. And so why social media has this kind of little bit of that I kind of show what's gone on my life too and yeah, makes makes it more personal and I could just goofy little videos of me and my kids and what not.
Ron Pippin :People want to know it's just like, dude, that's not it's like okay, you're a realtor Okay, you sold a house but they learned about you want to know about your kids do I don't know about you know, if people don't know this about you. Like you do these these half half Iron Man's this dudes in shape. So you know.
Dave Herbon :Yeah. Yeah. So, yeah, they want to see all that stuff. They want to know what you're into. And it's and it'll kind of shock you a little bit too because you won't rather you know, you'll run into somebody that you know, and they're like, Oh, how'd your race go. And he's like, you know you can come take tobacco use, how did you know I was in a race?
Ron Pippin :It was on social media!
Dave Herbon :This year i got this hill in my backyard that I've been battling for years and it was just kind of tired I couldn't get anything grown it's all clay. So this year, I took out everything that was there, created these garden boxes, put a little slide on it what not and, and filming the whole thing. And I took three or four days with filming and condensed it down. Like put a high speed or time lapse or whatever and condensed it down to like, I think maybe two minutes right down to where I broke to show and, and then put the end result on it and people love it. So all that kind of goofy stuff and I guess.
Ron Pippin :That's awesome. That's the kind of stuff people like to see. So that's awesome. But you know going back to that we talked about social media a little bit and about some things to do and don't do but but it's like you, might kill it with the past database stuff, it's just like that where you make your money. This is stereo there I have a business coach, and he told me that the number one thing you can do not I mean, it's not even close the number one thing you can do is to make sure you keep past keep in touch with your past database and so congratulations.
Dave Herbon :They worked with you, they know who you are, and they have that experience with you and they're gonna say, Hey, I got this friend and I'm yeah, anytime you get a referral, I asked her who referred you to me? And they're like, Oh, my friend here over here. So then I'll send that person, that person that referred this new client to me, I'll send them like a, like $30 gift card to go to go eat dinner and, you know, thank you for referring this person to me enjoy a nice night out with and I put both of their names on there I put like the husband and the wife and that's their kids name for now, so I put you know, thanks. You know, whoever and for referring this person to me even and that's even before and that's just getting the referral. It's not even selling them a house or anything. He referred to me I'm sending this client something because you know, I appreciate you sending these people money that means that I did a good job for you and you're sending actually family member a friend to me so it's massive. Yeah. It's like the biggest compliment you can get. And I put it on my car too. It's a massive compliment that you would refer your clients to me or your friends and family.
Ron Pippin :Yeah, one of my business coaches is a guy named Carl White out of Florida. And he told me that when he asked me about if I was keeping in touch with my past database, and I told him no. And he says, Ron, people out don't don't keep in touch. Ron, people that don't keep in touch with their past databases, just doesn't like money. And he's right. And you are like the man because you are doing, you know, a massive amount of transactions a year. And it's almost all you said like I think you said before, there's 98% of it is all just referral base.
Dave Herbon :Yeah, I it's very rarely that I represent someone that isn't a referral from another client and usually it's like I have some clients that are not there whether or not my clients are showing the house and they're my clients in Salt Lake and the neighbors came over and I got their information it was trying to help him out but it was as you could tell, it was just it wasn't responsive. And so I didn't keep hammering on I just like but I kind of figured that I'll present my your information over to the lender if they get in touch with you then and then they're not they're not responding they're just kind of figure Well, this is they weren't serious about it in the first place. So I don't keep hammering and keep going back after him keep you know, people can see where if you're genuine nerve here yet, or if you're just kind of like working for business, you know? Yeah, so I don't hundred percent I kind of call being kind of easily.
Ron Pippin :Yeah, that's that's true, though.
Dave Herbon :If you want to be graded, or not.
Ron Pippin :So take us through a typical day of Dave Herbon, take us through a typical day because this is like people are going. If you don't have an assistant, I'll tell you right now that that just blows my mind that you don't have an assistant and you're doing that kind of business. Just Honestly, it just blows my mind. So take us through a typical day what what does that look like today? When you get out? When do you know, what do you say?
Dave Herbon :Oh, alarm clock goes off sometime around five in the morning and drag myself out of that. And there's those days where you just don't want to get up and you're just like, who cares I'm getting up anyways. So just kind of set up, you get them going. Look, I know the night before from looking at my workout plan. What I'm going to be doing in the morning, so drag myself out of bed, go downstairs, do my workout. And then usually by the time I'm finishing my workout, kids are starting to wake up the all come down,
Ron Pippin :Of course you're working out, you're working in mud.
Dave Herbon :Basement cement floors, others not like lots of racks or anything. So my kids usually come downstairs like I have five year old twins and they come downstairs and they kind of hang out and they're starting to kind of see me working out. So they kind of like start picking up weights and start doing little things. And I'm like, yeah, that's awesome. It's working. You know? And so
Ron Pippin :Five year old twins that's a workout in itself.
Dave Herbon :Yeah, it's it's a it's a ton of work to have twins. And so I'll do that and then I'll go upstairs. Make my shake, which is basically oatmeal fruit and protein shake and that's breakfast and get ready for work and then head into the office and do my 30 degree do my 30 yard. And then look at my book. Word. See, who do I need to send listings to and just start hey, do you guys want to go see these houses? Do you want to see these houses and I'll try and hit every single one of them by usually by 11 o'clock we'll have gone through everything going through everybody and send them all out and then it's just following up on on my deals, looking at who I am showing that day, setting up appointments for those and then just doing all follow up on all my deals. And it's literally all day texting and calling and getting things set up. Yeah, today I got a look at. I'm showing a showing one client at 1:30. And then I got another client I'm showing it for 3 and another client I'm showing at 6:30 or 7, and then between that just negotiating all the deals that I get going on tomorrows the same thing showing and then home inspections and more showings and follow up, follow up every single day, same thing, just get in a routine of just, you know, this is what you're gonna do. And people look at documents like, yeah, like we were talking about earlier. It's like taking control of your diet or taking control of your health or taking control of anything. It's just you just accepted that this is what you're going to do you know, it's not like it's not like it's going to benefit anyone else. It's just benefiting you. So it's a I yeah. When in the early 90s I was the health coach for the hockey team at Weber State. And the conditioning coach too. And you would watch some of the guys just kind of trying to dog the workout. And you will see the ones that were really committed and the ones that really committed, we're trying to pull the other ones out, like, Come on, let's get going. So if I sat down with the entire team, and I tell them look, when you're out here doing these Sprint's and you're out here doing this, you know, if you're not taking it serious, and you're not committed to it, so the only person you're really cheating is yourself. It's not that you're not affecting anyone else. You're not hurting anyone else. The guys that are taking it serious, they're here 100%. So if you're not going to take it serious, there's a younger kid that's coming up, and he's gonna take your position. And if you don't take it seriously, you don't 100% that guy will take your position. Yeah, and I would point him out every single year, you'd see the rookies come in. I'm like, these are the ones that are looking to take your spot. So if you're not 100% These ones are gonna run you over. And I take that same approach with with real estate, if I'm not 100 not every day, someone else will fill in. Yep, there's no loyalty you just have to accept what you're going to do. This is what I'm doing. I'm sending these out. Just take it serious.
Ron Pippin :Man that that was an amazing piece of advice right there. There's a couple things one is you're not reacting every single day, you have a plan for what you're going to do. And you follow that plan consistently.
Dave Herbon :And then your day is gonna blow up a little bit sure if it's inevitable you know, you've got you know, the deal that you got under contract and you go and do the home inspection and you find out the entire house is rotten. Yeah. So those things are gonna happen, you plan for those things, but, you know, the, the base is there, you you stick with that base and you follow that base and you just don't cheat yourself. You just, I love that. You go is and just be honest with everybody you know, if you screwed up just you know I wasn't paying attention to this just, you know, this is how we're gonna. How we're gonna resolve this, you know? Yeah. You don't try to lie to your clients.
Ron Pippin :Well yeah, I guess like you said, Yeah, you're lying to your clients pill and yourself and that's that's almost worse. Yeah. So dude man this is this has been fun. This has been this has been really good no this has really been eye opening this has been this has been a great experience it's been it's just like dude man I just learned a lot from you.
Dave Herbon :If I get into rambling too much, I have a tendency to kind of I spend most of my day in my office just doing my own thing now because there anybody out there so it's quiet, I can get all my stuff done. So most of my day is spent with myself and when my dad comes in, he's my broker You know, we can bounce ideas off each other. Cool. It's kind of a good, good person out there.
Ron Pippin :That's awesome. So David, appreciate you being here. I appreciate that. Yeah, this has been really great. But what's the best way for people to get hold of you?
Dave Herbon :Just give me a call. Can I give my phone number?
Ron Pippin :Give it Yeah, phone number, his email website
Dave Herbon :Phone number is 801-940-6857 or you can go to my website Herbonrealeastate.com.
Ron Pippin :And spell that out.
Dave Herbon :Herbonrealestate.com or you can look me up on social media is just David Herbon. And then we have our real estate Facebook page as well which is I think it's Herbon Real Estate there. I have another one. That's Herbon Homes. Email is dherbonhomes@gmail.com. Yeah, look for my little videos on my, on my Facebook page their ridiculous. Like the one is my kid riding his bike when he was like three and I just I put music to it and it was funny, his foot slips and it's good.
Ron Pippin :Yeah, you know, it's really funny as you say, It's ridiculous. But you said that about some of your other marketing and it's just like, You're freaking killing it with that. So just you gotta have fun.
Dave Herbon :Yeah, totally. Totally. You don't take it too serious and just have fun with it. You'll do great. All right.
Ron Pippin :I appreciate that. Dave. As always, if you need to get hold of me or my team, you can reach us at 801-628-7667. You can go to the Pippin team.com or help me with a mortgage.com either one of those. You can find me on social media, Facebook, Instagram, LinkedIn and, and get hold of us ad and if there's anything that that Dave or or I can do to help you guys out we're here to help you. Awesome. So thank you so thanks for being with us on Agent Vs Lender.