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Shop Talk - The Real Estate Agent Podcast


Real Estate Agent Podcast Episode 66: Jeremias “JMan” Maneiro

Episode 66: Jeremias “JMan” Maneiro
April 21, 2021

JMan has known since he was 8 that he wanted to be a speaker, and he crafted a career in real estate where he gets to double-dip on his passions.

 
So I think if you're listening to this or you're watching it, that's what you have to keep in mind is every transaction, we change somebody's life.

Jeremias “JMan” Maneiro

About This Episode

There is no doubt that Jeremias loves what he does. The passion he has for real estate and helping others in the industry is contagious. JMan shares his thoughts on how the last year has changed the real estate industry, as well as the most memorable and random real estate transactions of his career.

Find out more about JMan on his website.

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Episode Transcript

Ian: Hello, and welcome to Shop Talk: The Real Estate Show. I'm Ian St. Clair and joining me on this episode is Jeremias JMan Minero. He's the president of JMan Seminars and international speaker of the universe. Make sure you visit his website. Jmanseminars.com. JMan, thanks for taking the time to chat with me,

Jeremias: Ian. Thanks for having me, man. I appreciate it.

Ian: So you've known since you were eight that you were a speaker. What is the story behind that? And why is it so significant to who JMan is?

Jeremias: Yeah, that's funny. So the story behind it is when I was eight years old, my elementary school had a circus of sorts, right. Where we had a gymnast and clowns and jugglers and that, and so I was the ring announcer. 'Ladies And gentlemen, boys, and girls, welcome to the Kirk Road Circus. Right? I can still remember that moment. Eight years old coming out there had a clip on bow tie and the clip on bow tie fell off. OK. Fell off. Which in normal, like you're thinking this would be like a moment in history that it was awful for me, but everybody laughed. And I had no idea why, because I didn't know my bow tie fell off and I'm like, 'This is great. I'm killing it out here.' This is eight year old me saying, 'I'm killing it. I'm doing great.'

And I went back off and the director of the program told me your bow tie fell off. It doesn't matter. It doesn't matter. People laughed. And so like that moment, when I'd like to say nobody at eight years old says I'm going to be a speaker when I grow up. Right. I mean, I don't think I even knew what a speaker was, but what I knew is that I wanted to entertain, right. I wanted to be in front of people. And that joy that I was able to transfer, but through my actions was what I was hooked on. This is late eighties, big hair, Metallica, rockstar-status. I can remember that Christmas asking my mom for an electric guitar because I was going to be a rock star. And you know that soul crushing moment when you open a present that wasn't what you wish for, you know, like the days of Red Rider kind of thing. I opened my present. I'm thinking it's an electric guitar and it's a folk guitar. I can remember that same Christmas, that same year. Like, well, thanks mom. But I mean, what am I going to do with this? I can't be a rock star with this. You know, at the time it's like just electric guitars, man. I was crushed.

So while I didn't know I wanted to be a speaker, I knew that what I did that year and then after was things that involved people. I knew that I wanted to work with people in some way. I didn't know what that looked like. What I did know as my schooling progressed, all of my teachers wanted to suppress or stifle or however you want to put it. My natural self, right? A lot of energy. I like to talk. I like to be the class, all of the things that I got in trouble for throughout my entire school career, if you want to call it a career, is what sets me apart from the competition right now. A lot of energy I liked, you know, I like to have fun. I like to entertain. And so it's, I guess it's the short story long? I just made it yeah. Yeah. So that, that's it. I mean, eight, eight years old until now it's been a journey.

Ian: So you mentioned a circus and real estate in some ways can resemble that. Why real estate? Why be a motivational speaker in the real estate industry?

Jeremias: Well, I am a real estate practitioner. I've been an Associate Broker in the state of New York. And I've been practicing, still practice, for going on 16 years. I started in 2005 when I was 25 years old. So I tried to do what everybody told me to do in my life. I tried, like my dad said, ‘Son, you gotta pick up a trade.’ Cause you know, I didn't like school. I never liked school. And you got to pick up a trade. So like I'm a certified tooling and machining specialist. I can program a CNC, lathe, milled, laser, all of these things. And I tried to do it, man. I went to college and I was going to go for mechanical engineering, but I interned at a place where they're like, ‘Hey, stand here and work at this machine for the next eight hours.’

If you're listening to this on the podcast, you can't see me right now, but I can't sit still for more than three minutes, let alone eight hours. And I thought, I can't do this. And it was a bad real estate transaction. Actually. They got me into real estate because I felt like I could sell anything. I was good with people. And I love that with real estate, every transaction made a difference in somebody's life, right? Every transaction you bring somebody home. And then that's where like when I get jaded or the market's really hitting me, like it's kind of a challenging market with buyers right now, when you can help somebody buy their first home and they can turn that key and open the door. There's nothing better than that. There's no greater feeling. And I think in speaking, it's the same thing when I can help an agent or a broker who was going to retire or who wanted to do video, but couldn't get out of their own way or wanted to get on social media, but didn't know how to get started. All of those things really, you know, fill my bucket if you will, of why I do what I do every day. So you get a little bit of where you're able

Ian: To do what you knew that you wanted to do since you were eight, but also have that craft and help make people's lives better. So you're actually able to double-dip so to speak.

Jeremias: That's right. That's right. I'm double-dipping all day. Our real estate tagline is that we’re your real estate superheroes. We provide better service to the mastery of today's technology. And I really feel that in any market, we created that tagline during the 2008, 2009 bust, where we were helping people who had expired listings sell their homes or people that were short sale or people that were looking to buy foreclosures or going through foreclosures. And so we're here to help you through this hard time. We are your real estate superheroes, because it's so much more than a business or a way to make money, man. We, we affect people's lives and in a positive way with every single transaction,

Ian: Why is it so important to keep real estate professionals motivated? And how do you do that?

Jeremias: Oh man. Well, I want to say, it is like bathing, right? It doesn't last, but you gotta do it every once in a while. And it's the same thing with any business owner, because people forget, like we do own our own businesses and it's tough to stay motivated 100% of the time. I find the best ways for me to do it is to really break it down to like what matters to you most, right?It's not you, you're not doing this because you want to make money. Sure. You want to, you have to make money to do things, but what do you want to do with that money? For me, I have two boys, 5 and 10. I can tell you every single day there's days I don't want to make a video.

I don't want to do this. I don't want to prospect. I don't, but I do it because I know in the end, I'm going to be able to have the means to make a difference in the lives of my children. When you break it down to its simplest form, it's like, what matters to you most? That's what you gotta focus on everyday. Not, ‘Oh, I got to get a listing. No, I got to pay for private school for my kids so that they can grow up and be successful.’ So I think really focusing on what matters most, every day, especially when a market's great and things are selling is very easy to stay motivated. But when you write 12 offers for a buyer, you can both find yourself like, ‘Oh man, I don't know what we're going to do. Oh, no, no.’ And you got to really keep hope alive because they look to you for inspiration and motivation and say, look it only takes one, you know? And when you do find that one, it's going to make the world of difference because that's going to be home. You pull into the driveway every day and you're gonna remember what it took to get there. The 13 offers that you wrote before you finally got one accepted, that's what it's all about.

Ian: You mentioned the struggle. One of the struggles is keeping people who get their education, who get their license, to not leave the industry. How do you think that we can keep new or young agents from doing that?

Jeremias: I think it all starts with the right education. You know, I think if, when we're talking, you know, I'm right on the cusp of millennial and GenX. So I'm used to doing things online, but as the Z gen enters the industry, it's like they're so used to doing things online. I think introducing them to quality education and coaching them and mentoring them. It's so important for them to find a mentor, somebody who is experienced in the business. And it's almost like a reverse mentorship, right? Where if you have somebody who's younger, who's good at technology, who's good at social media, who loves video and you have somebody who's older, that's been in the business 15, 20, 30 years who knows real estate.That's a relationship where they can both benefit. And I think that it's so important for colleagues to help one another.

It's like we don't need young people, we don't need a hand out. They need a hand up sometimes where it's like, I've reached out because when I see a young person who may be struggling in this industry, or maybe they're doing well, I still reach out because I was that young person. I was the guy who started at 25 years of age and had experienced agents. And I'm using air quotes ‘experienced agents’ telling me, listen, kid, that's my listing. What are you doing? And I'd be like, well, that's weird because they signed my listing agreement, who knew they were her client. And I'd have to encounter that all the time. I didn't have the guidance. I didn't really have … I knew sales, but I didn't know the real estate game or the real estate industry.

And I wish I did have a manager at the time that I could ask questions, where he was very much a, ‘Well, what would you do in this situation, Jeremiah?’ It didn't really help me. They helped me to figure things out for myself. So I think mentorship is important in finding the right education. And working together instead of competitively, like we're, we are competitors, but man, I share what I know with everybody, whether you work right next door to me in my town or you're across the country, it doesn't matter. There's enough clients for us. And there's enough food on the table for all of us to eat. You have to come from a position of abundance and just know that the law of reciprocation is helping others. I get anything I want in life. If I help enough others get what they want.

Ian: How has real estate and real estate education changed since you started practicing real estate and being a motivational speaker?

Jeremias: Well, let's say this, real estate in 2005, when I started it, your dog could get a mortgage, right? You could afford this $300,000 house and you only make a thousand dollars a week. So, I mean, at the time everybody could get a mortgage and houses were selling off the shelves. We knew it wasn't something that was sustainable. And then from there, I lived through the bust, right? 2008, 2009, 2010. I moved from one company to another, which again, not a great time to make a move. Had I had my crystal ball, I would have said, let me stay where I'm at, keep my fees low. But I went to another model that had higher fees for me, desk fees and stuff like that at a time when the market went caput.

So I had to work on the prospecting side of things and now we're at a totally different market today. And celebrating, if you want to say our one-year anniversary of the pandemic hitting the United States, I'm from New York, man.We were hit first and we were deemed non-essential in the beginning. Like, non-asset, we couldn't do anything. You couldn't do anything. You couldn’t leave your house. And when you give an extrovert with ADHD, ‘Oh, I can't leave the house.’ I was like a caged animal. So things have changed dramatically, right?There's ebbs and flows in the business. And right now we're seeing a sellers market, like we've never seen in the, in my going on 16 years in the business, I've never seen a sellers market like this, where we list something and there's double digit offers on almost everything.

And I teach the ABR course, the accredited buyer representative course, I know all the tips and tricks. And it's just, if you have a buyer that's like minimum down payment and you're going to have to write a lot of offers. You know what I'd like to say that there's relief in sight, but it's going to be a year or two, I'd say it's a realtor's market. It's always a realtor's market where you got to say at the top of your game, you got to stay educated. Just focus on relationships. If my clients know that with every offer, I don't get lazy. Every single offer I'm doing the absolute best I can. And looking out for their best interests. When you talk about things like video, a lot of the stuff that I do, I present offers via video and tell the story of the buyer that I'm working with.

Not in a love letter, again, with the air quotes, a love letter type of format, because that's illegal in our state and many others, but more of just, ‘Hey, here's the buyer, here's the offer.’ They're pre-committed. They've gone to the bank, they work at the hospital. They're probably not going to get laid off. And I go through the entire offer that way just to set myself apart from the dozen or so other offers. And then real estate education, I think even pre-pandemic that if you look at the numbers, online education exceeds in-person, but then the pandemic hits, and you have a whole bunch of people who probably would have never taken online education because they prefer that in-person experience who then see, wow, this isn't so bad after all, like, you know, they thought that it might've been like, ah, you know, the, the stigma sometimes is that, Oh, it's online.

They weren't just introduced to the right education that really was engaging, entertaining, if you will. I like to say what I do online is edutainment. We're going to have some fun, but you're going to learn something, too. And so I think that's how it's changed for the better. And I think that we'll see that moving forward, those numbers will stay high because if I'm a busy agent, why am I going to get in my car, drive to the real estate board or drive somewhere when I could do it from my PJ's. A pants optional world. And it just do my education that way. I think it's changed forever for the better.

Ian: You mentioned the change forever. What does the future hold? I mean, obviously it's hard to predict since we're still in the midst of COVID-19. It seems like we see the light at the end of this COVID tunnel, but what does the future hold for real estate? Whether it's the next couple of months, but maybe the next couple of years, if you put on your predictive hat.

Jeremias: Yeah. Let me grab my crystal ball. One moment here as I shine it up. Well, I think let's start with real estate. I think we will see, depending where you are in the country and your new construction, new construction builds and starts, we'll start to relieve the pressure of the sellers market that we're in. And I would say, it's going to relieve the pressure for that move up the market, where somebody who's selling their first home has a home to move to. That's part of the challenge with people putting their houses on the market. They're like, yeah, my house will sell tomorrow, but what the heck am I going to buy? And so I think we'll see some of that relief relieve the pressure in interest rates. I think they're going to go up a little bit, but not enough to make a difference or make people go, I should take action.

I think that that's the next year or so. And I think a lot of agents, if you're smart, I teach classes on this, but a lot of the systems and strategies that you've put to work during the pandemic, you should implement into your real estate business. Our first meetings now, and forevermore, will happen via Zoom or some kind of virtual platform. Whatever our client is familiar with and comfortable with, that's our first meeting, because again, they're comfortable. They can do it from their home. They can do it in their PJs. We can get all those questions answered. It's still face-to-face communication. We're seeing each other, getting all the questions answered. And then when they want to go look at homes, the first stage is also going to be virtual.

Let's check out the virtual tour. Let's check the neighborhood. If we can eliminate a property, especially when there isn't a lot of properties out there, if we can eliminate a property based on the house next door or its location, or its on a primary road, we can do all that virtually, with Google street view and all the tools that we have. So I think that clients are used to it. Agents are used to it. So I think that'll continue on. And then I think with real estate education, you're going to see the numbers will still be high for online. I think we're going to see some, what I would call hybrid. If you go to a conference and AMA, I'm already seeing it as I get booked for conferences later in the year, like Jay we know you're really great online and in person we want you to do hybrid, which means it could have a camera in the room where we're having a session or there could just be another room where you go and do a virtual session.

Then you have the second room where you're doing it in person. So I think every conference that you see for the next year or so we'll have an in-person registration and then a virtual component. Because even as we open up and as the states say it's OK, that doesn't mean I'm confident in leaving my house.Just because the governor said, yeah, you're good. There is a herd immunity. I still don't feel comfortable. You know what, you're going to have that virtual and then same thing with sellers, same thing with buyers. Right? So we have to have solutions to help them feel comfortable. Because it doesn't matter what we think, it matters what our clients think and how we can exceed their expectations and deliver exceptional service.

Ian: Who motivates JMan?

Jeremias: Motivates JMan? I mean, like I said earlier, the family does, obviously, right. Every day that I wake up, I go out, I try to stay active. I go out and do some kind of exercise outside, even through the winter. But I follow a lot of motivational people like David Goggins. A lot of stuff I talk about is like stepping outside your comfort zone. So those are the people that I follow. And then that's the life that I try to live and lead by example. I can't tell you, look at winning, the wake-up is important. And then I sleep until nine o'clock.There's nothing more frustrating for me than that. People that do that, I wake up at 4:30 to 5 every day, I'm out doing stuff.

But I try to follow different podcasts and people that are doing things outside the box. I don't like normal things. And if I had to put a theme to my life, it was being authentic is what has helped me be where I am today. Being authentic and then never really being satisfied. People are like, ‘Oh, your ex, I'm never going to be a success because I'm always hungry, never satisfied.’ Like it's OK, how can I do better? How can I raise the bar? You know, even with the virtual stuff that I do, it's like, I'm always trying to raise the bar. Even if somebody says it's great. I was like, there's always room for improvement. Focus on progress, not perfection.

Ian: How do you step out of your comfort zone?

Jeremias: I try to do things that scare me every day. It’s like you reached out to me yesterday and said, ‘Hey, you want to do this?’ I'm like, ‘yes.’ It's almost like an improv kind of a thing where like, whatever the suggestion is, the answer for me will always be yes. Even if it does scare me. If it's something I'm doing for the first time, you know the pandemic hit, I hadn't delivered a session virtually more than twice in my entire speaking career. I was an in-person speaker. I love the people. I love the energy. And I had, I hate the word pivot, but I had to pivot. It's used so often, lately. I had to say, ‘OK, we can't do things in person. I'm going to do it virtually.’ And then I thought, ‘OK, well what makes me really uncomfortable about it? How can I make it better?’

And I continuously do stuff like that. Like I thought, ‘OK, it would probably be really hard to be a virtual MC. It's not even something that really exists. Why don't I try that?’ And so I thought if I was a virtual MC, what would be the very best thing I could do? And I carved this little niche. I do a lot. I do that for virtual conferences and so it's doing the things that I don't really want to do all the time is how I step outside my comfort zone.

Ian: What was the most memorable real estate purchase or transaction that you have been a part of over the course of your real estate career?

Jeremias: Yeah. So I can remember a single mom, three kids, we're doing our final walkthrough and she starts crying. And I'm thinking because the house isn't really in clean condition. I'm like, OK, don't worry. We'll get it. You know, I'll have my cleaning crew come in and we'll ask for a credit. She's like, no, you don't understand. She says, you know, me and my kids used to be homeless. We used to sleep in our car. Just let that sink in for one moment. As a parent with children to think that you'd ever have to sleep in a car, like, that's the definition of home to me. And so that's when ... there's days where you have that client who's yelling at you for something, or I always think back to moments like that that touched your heart. I know that she's in her home right now. She may not remember me. I mean, she should. But what she remembers is that she's home with her kids. Rather than sleeping in the car. And I was a small part of that. I helped in making that happen. And I have a lot of examples like that, where it's, we change people's lives with every transaction. So I think if you're listening to this or you're watching it, that's what you have to keep in mind is every transaction, we change somebody's life.

Ian: Seeing and hearing how emotional you are. Is that what it's all about? Is that why people get into the business and that's why people should stay in it? That's what it's all about, right?

Jeremias: It is. Because I could sell anything. I feel like I could sell anything on the planet. I choose to be in real estate because of the difference that we make. And if you're not passionate about it, you don't wake up every day excited about what you're doing, maybe you should quit. Maybe you should go take my tooling and machining job that I didn't want to do. Go do something, go do something else. Because you know, sales is nothing but a transfer of enthusiasm. And if, if you don't love what you do, people can't see it. I'm showing houses on Sunday. My clients are like, man, you work seven days a week. And I'm like, yeah, isn't it great? Every day I wake up and I have the opportunity to bring somebody home or to do some kind of session where I can help an agent provide better service to somebody and try to develop that and help them be better, do better and take care of their clients.

I think everybody at the end of their days, when I'm 50, 60, 70 years old, I'm not going to hope that I list another house. I'm not going to make, ‘Oh man, one more house.’ I'm going to be happy because of all the lives that I touched. All the people that I helped make a difference in their lives. And I think when you break it down to its simplest form, what should motivate you is that you live the life worth living. And I think if you're in real estate, you have that opportunity. You should feel blessed every day. You know, even during the pandemic, man, it's like I had 83 speaking engagements in person that felt like dominoes, but I was thankful because I'm like, man, I'd be on the road right now. But instead I get to have these moments with my children.

I get to have these memories with my kids, you know, running through the yard and in front of the house and playing soccer and doing all the things that I wouldn't be there doing. So it's like be grateful for what you do have, because you can realize how it can change in an instant.

Ian: What's the most random moment, your real estate career?

Jeremias: Most random, man, we have so many. I had a client. This was right around the time when we were creating the tagline real estate superhero. Because we're still trying to find out what we would do. What did we want to be known for? I had a client that stepped off, you know, when you have those uneven front steps and it was like, watch that second step. She stepped off, rolled her ankle pretty bad. I heard a pop, but she had a husband that wasn't very sensitive to what was happening at home.

And he was just like, suck it up. We got one more house to look at. And I'm like, look, guys, forget about the house. We can reschedule this. It doesn't matter. It'll be fine. It's like, no, we took off. We took off, we got the kids being watched. We went to the next house. And she's like, well, if you, if it's good, we will, you know, I'll come in. And it was nice. So the husband and I carried her through, this is a two story house. She had one arm around my head, one arm around his head. And we had her legs and we carried her through the house. Sick. I love it. I want to write an offer. We ended up writing an offer the next day because she had to go to urgent care and then into surgery because she did break her ankle in a couple places.

But she didn't stop telling him the story of like my agent he's a superhero. He carried me through the house because my ankle was broken. So that's kind of like if there was an origin story that's why we’re real estate superheroes. But that's one of the more random, cause they don't teach you that in your licensing class, like what do you do when your client breaks her ankle on the front step? I'm like, Oh, I'm going to get sued. All these things go through your mind. But it turned out for the best. Cause again, I'm always going to do what's in the best interest of the client and you want to cancel something you want to not see something. It's not about the money. I value relationships over transactions any day.

Ian: If you could go back to the beginning of your career and change one thing, what would it be?

Jeremias: I'd find a mentor. Just like I said earlier, I was very much a young guy a chip on his shoulder where I was like, okay, you guys don't want to help me. Like I succeeded because they told me I couldn't. That makes sense, right? So to me, the best way to get me to do something is tell me no and tell me that it can't be done. And then I'm going to say, watch me. And that was like, and I kind of alluded to it in the beginning where I said, you know, the Rainmaker, my office was like, Lucy, good, that's my listing. And the more you told me that, I'm like, okay, now I'm going to prospect this guy's listings for the rest of my life. Not that you know, not his actual listings, but like if they expired or anything else that that was off market.

So I would grind down the chip a little bit, fill it in if you will. And be humbled enough to ask somebody who was more, it took me a few years before I came to the point. And it was when I made that transition to another company and I went to somebody more experienced, said, Hey, this market's tanking. Let's work together. I'm good at door knocking. And I'm good at technology. I'm good at social media, you got 34 years of experience, let's work together. It wasn't like, it wasn't even like a formal team relationship. It was just, we would work together, you know, door knock stuff, and then split stuff and do it that way. But had I done that earlier? I think my career path would have been, my curve would have been more straight up than less of a gradual increase. If I went back to little JMan, the old 25-year-old punk, I would say, look man, just sit down and be humble, ask for help, stop being a jerk. And I've always been a jerk to people. I was more like, you know, the conversations you have with yourself. I think those are the most important conversations you could have any day of the week.

Ian: Absolutely. Well, JMan, thanks for taking the time to chat with me about this. It's been a fun and enlightening conversation and I hope people got a lot out of it. So thank you for taking the time to do it.

Jeremias: Well, thanks for having me. My pleasure.

Jon: That’s it for this episode, thanks for listening! If you enjoyed the talk, you can subscribe to us on your podcast player of choice, where new episodes will automatically download like magic. Please also leave us a review, as it helps others find the show. Shop Talk is a production of The CE Shop.