The Single Parent's Guide to a Successful Real Estate Career | Tisha Janigian Ep. 138



hey they get for visiting our YouTube channel today we have a great guest we have two tissues one of our past students she's gone through some challenges but now she's having a fantastic roasty career check out the video you don't love it I'm waiting for the nonprofit thing I submit it I submitted a business plan and the forms to the state in January and I'm still waiting for that to be approved once that's approved I'm gonna start fundraising buy an apartment building don't open up your own brokerage all negative stuff yeah well I'm working on the brokerage now well should I was nice to have a lead former California Realty training stood in front of me again from the initial class oh my god so it's been about four years yeah that's crazy yeah it's crazy it is crazy so so what what inspired you to get into real estate you know what I just always want to do my father always was like you need to get your real estate license I've been in sales all my life so my father always thought you know what there's would be great business for you so I finally made it happen eventually I want to get into it full-time but right now I'm juggling a lot trying to help try to help my kids I don't get a lot of support from my yeah uh-huh anyway yeah yeah so when you joined when you're doing the brewery with now how'd that go how's that going it was good yeah so now I need to let them know everything I mean they know what I've been doing so I've got to let that go because I'm starting my own like I have just incorporated have submitted the forms to the state as far as so how long did you have your real estate license for years I had to wait four years oh oh because it's four years part time it's two years old yes it was supposed to be two years okay two years full-time yeah four years part-time yeah so when you got your license you already headed in your vision I'm gonna get my broker's license oh yeah oh my god yeah yeah well you never told me this from our first class you know what I mean like a couple times I thought this is ridiculous you know my ex had filed for divorce and all this stuff went through and um and I knew we were done at that point on this this was seven years ago seven years ago you're not living at California then I'm originally from Boston I want to go too fast and I love the fact this tomorrow Boston please it goes to LA Dodgers I don't know yeah I heard back at Boston what the World Series last when you came when you came here after we've been here seven years and what happened yeah well I started over it's funny kids when I knew I want to come back to LA I was in well from here I went to Arizona because my ex was finding himself I'm trying to figure out what he wanted to do so I left everything supporting him with his practice when we got married and then Arizona I supported us while he was deciding if he wanted to still be a doctor so I was running around doing odd jobs and then I finally got him going with mobile podiatry practice so we ended up having kids we waited 10 years to have kids because of all the stuff that was going on two kids I had a lot of health issues a lot of little surgeries and things so that was stressful but that's when I really opened my eyes and said hey we're not doing things right so what happened Joe ended up here you said yeah tell me about what happen when you got here so when I got here we had actually moved to Oklahoma okay I got a job for my ex with the VA and so we went there but we were in transition because he thought he was gonna take another job in Kentucky so everything we had was in storage I had enough of I had three weeks of clothing and toys with my kids in a hotel and my ex decided he was gonna decline that offer at the job offer so we didn't know what we're gonna do my mom had an abnormal mammogram so I was nervous they said she had breast cancer so my kids and I went back to Arizona to help her and be with her through this process that ended up turning out okay but find then I knew the marriage was done once and for all got it so she headed west yeah so I had it my parents were like let's get out of Arizona they didn't like it they ever been there have you ever been in California yeah I lived there when I originally got engaged and my parents did too they moved out to Arizona after I had my first child Oh have you ever been have had you ever been to California though yes thirty years ago when I got engaged to my oh I see so we were only here a few years we have to Arizona stay here with your parish yeah well no my parents weren't able to sell their house so I came alone oh man with your kids yeah well I first came to find an apartment with my father we drove in one day and we went all around the valley cuz I was familiar that's where we lived before and I figured it was more affordable no one wanted to rent to me cuz I had no credit and I had no money I had no job and my father had credit but they were retired so and they didn't want a cosigner the last stop of the day we just looked at this manager and we were both pleading with her and she said listen this again started policy but we're gonna go I'm gonna go ahead and take a chance on you because of her I was able to you know sign a lease and a few weeks later I moved into the apartment with the kids and then I had to get on food stamps because I'm looking I got the kids settled in school my youngest was starting kindergarten my was in second grade I got them situated spent a lot of time at the school and couldn't find a job nobody wanted to hire me they said you're overqualified because you have a degree and I said I need a part-time job because I can't afford before and after school childcare uh-huh so finally I got a break with this one company that I've been with all this time and once I got a job for 1225 an hour for a few hours a week my food stamp benefits went from $200 a month to $10 a month Wow the system perpetuates you to stay on it right so I knew I didn't want to be with that situation and I knew I had to get out so I started hustling and finding free things on Craigslist freecycle yard sales and reselling them to pay the utilities petition you really started over yeah I really started over him yeah I know I had nothing I you know when I had gone back to Arizona before I moved to California I was going to Goodwill for dollar days cuz I had no interview clothes I got nothing and the kids were growing like crazy I took their stuff to consignment stores had to swap out clothes cuz I had no money it was great it was very difficult you do what you need to do yeah and you find you do well so how does this whole real estate thing get involved yeah how'd you do that well I knew I wanted to get into real estate you're going through all that okay you know I really I knew I needed to at some point but I was struggling trying to make it and just trying to breathe financially I was very fortunate to get promoted within six months of getting this one job so that was my break and I was really thankful and that's when I started really looking into things and initially I took an online class but I'm not an online study or you know I just got distracted at home and everything else so my friend and I signed up for your class and it was much better you're fantastic instructor it was a lot of I mean we really enjoyed it I really set you know stayed with me passed the exam on my first try so I got my license and like I said I started with Keller Williams initially but the commute was very difficult and I wanted to attend all the meetings because they're full of terrific information and so ended up switching over to Pinnacle once I had an interview with them so because a lender got me involved with a wholesome love is working with them so are you part-time or full-time I can even decide I mean there's an ism a little of everything I'm technically part-time with real estate and the brokerage right now because I still have to maintain my full-time job and single mom and helped take care my parents know me tayo yeah let's go back to when you took the class yes tell me about that expert it was great well no I like I said I knew I wasn't doing well with online I just couldn't concentrate I kept getting distracted I'm more I'm a more than in person type of sorry uh-huh so going to your class it was just terrific you had a great personality you made things easy to learn do you think if somebody was planning on getting the license they should consider life instead of online absolutely really and I say that I've actually been mentoring a lot of people with credit repair everything that I went through because I came back I had no credit no money no nothing no assets so I had to repair all of that but I also had to learn real estate so a lot of the single moms that I've gotten to know they're they're thinking about real estate so I've been mentoring them and I told them my experience and I said it depends on what type of learner you are you have to know you know what I mean and I didn't know at the time until I started taking the online classes and I thought I just am NOT absorbing anything but in person it was much better what do you get your energy help me cuz just seems like you're so I mean seriously this is awesome he seems so like energetic and life's good now it is you know what I like everyone I've been through a lot my parents have been through a lot my father was an only child he was born here but raised in Armenia they went back during the McCarthy era his mother wanted him to be a priest got him baptized at Etchmiadzin that didn't end up working out so he came back when he was 23 and he had been through a lot II Olivia you grew up in a third world country so he's seen and been through more than most my mom had a tough childhood her father died of cancer when she was 17 so her mom was a strong independent single mother that raised her and her siblings so my parents have been through a lot but they've always been kind and given back anytime they could and that's a lesson that stayed with me yeah if I was like to ask you what's what's your motivation what drives you know I just after you know I've always wanted to be a good example for my children obviously okay but more than anything after what I've been through I don't want anyone else to have to deal with that it was incredibly difficult it shouldn't have been that hard to start over so I want to bridge that gap that's over poverty and help others succeed because a lot of people don't want to leave these situations therein because it's too difficult financially huh so if they have a little support and that's what my nonprofits about they're talking about a non-profit it okay called she is hope Ellie she is hope Ellie is there like a website or something you know yeah there is she is hope la dot-com org morgue category all right real estate company the brokerages she is hope Realty so I got both going now but um she is hopefully is an acronym for single moms housing and empowerment inspiring self-confidence through hope opportunity perseverance and education Los Angeles that's awesome yeah so how are you gonna connect your brokerage then with the nonprofit so what I'm gonna do is target single mothers to come work for me anyone that wants to work for me can come work for me as an agent all to mentor them and train them and do what I've been learning all this time with the other brokerages that I've been with so we're gonna be offering a truly unique experience a much more personal one um and my target is to help these single mothers start over so they can provide for their families so with the nonprofit I'm going to buy an apartment building once I get the 501c3 approved through the state so we're gonna buy a small apartment unit and provide affordable housing and childcare so they can get back on their feet for single mother Ariel yep so like a year to to your thing while the kids are in school just get their moms back on their feet because a lot of times they're um their morale and their inspiration has just been shot down so I just want to be able to boost that nurture them mentor them have you met many have you met many people who are in your situation before I have quite a few that actually worked for me currently so I already know there's a lot of people that I can help and I've done a lot of research there's nothing out there for targeting this particular group so there's a lot of assistance for those that are homeless and those that are already broke but there's that gap right over poverty and a lot of people fall there and they just don't get the assistance you need Wow so that's gonna be my little step up so I'll offer them a job with real estate I'm gonna open a thrift store to help fund the nonprofit they can work there they can work with the company that I'm with if I have anything available and they can help around the apartment complex so I'll offer all these job opportunities if they don't want any of them will do job coaching interview prep and anything else so you guys are like this close again that opened up them yeah Wow ya know what's funny is when I was teaching I met a lot of single parents believe it or not with children and and you can see the desperation their eyes slightly wide like they're they they say this has to happen for me I hope this real estate thing happens right how'd you make it happen you know I made it happen because it just had to but that's you have to survive you neither you've got two choices you can either let these hardships bring you down or you can choose to grow from it and I chose the latter how do you do that you know what looking at the kids more than anything they were my inspiration no I'm looking at these little faces playing I brought them into this life it's the most terrifying job but the most rewarding job ever I love being a mother but I wanted to be a good example and show them that if you work hard you can make your dreams come true it was your father involved in real estate at all back at it now though my father was a rug dealer an oriental rug dealer not a trendy play that very very slowly rug dealer God no I grew up going to auctions and flea markets and yard sales so I am very well acquainted with the fine art of the deal and negotiating uh-huh so I grew up doing all of that and I loved it so I've always loved treasure hunting and finding a good deal uh-huh so with that being my background I've always been in sales you know with every ever since I graduated Babson College I've got a bachelor's degree in business management there and so every job I've had since has been sales and customer service related or I've had my own business or I helped my ex with his practice got it so that's where it all stemmed from so let's go back to you or your nonprofit these women that come in the single parents yeah how do you push them to get involved in real estate if they don't have a sales background is that MS that possible it's sure you know it depends on what their goals are you know everybody I find that I'm 51 now and I feel like I'm just getting started you know a 51 51 I just turned it a couple days ago a few days ago 51 in fabulous it's doing about 51 right yeah you know I've had a lot of women talk to me now and they see what I've been doing and they're calling me their beacon of hope and I said listen you just need to work for it you know nothing is easy in life if you work hard you can make your dreams come true so I said for me I know I've always wanted to give back my parents have both been through a lot and they've always given back they have both of the biggest hearts I've ever seen you know what I mean they've always been kind and generous and that's something that stayed with me so I knew I would give back I've always volunteered throughout the years you know whenever I could but this was going through what I did after my divorce was my inspiration yeah it was really really hard you know it shouldn't be that difficult I feel like the system is broken and I want to fix it Wow so let's talk about then you got your real estate license that was a bit of challenged but you got not a big deal you got your broker's license yeah you got your broker's license so in the sense now you're going to be above all mostly above in a stance you're going to be supervising Realtors Realty does that intimidate you is this garys exciting there's some people out there who want to possibly do the same thing here they don't right so like I said I have about 50 part-time merchandisers under me right now with a full time job that I'm in a lot of them are single moms or almost single moms and I have a lot of you know talks with them I get to know them they're like my family so I'll sit down I'll talk to them about what I've been through I'll talk to them about what they're going through and what they can when I see in them you know to mean I'll be able to see you know hey this is something you want to do I'll mentor you so I have a few that are gonna take me up on this once I get things started I'm actually officially incorporated sent everything in with the state I'm just combining now the my name the broker you know it's brokers license with the incorporation name which is she is hope Realty so and then once I'm getting onto all the boards and getting my Arizona missions insurance quotes right now so just on the cusp of all of it so sorry lambs day I love the name she is hope Realty yeah that is so cool now you be the broker yes I'm going to my educational background do you feel somewhat like a counselor to these I do you know and that's something that I've always done you know I look at people and I see the good in them I try to pull that out and give them inspiration and give them hope so the name really is perfect I got together with a bunch of women a lot of friends we all put our heads together and came up with that name and I call them my tribe because as the old adage goes that takes the village so we're doing this together what do kids think about all this stuff they love it they it looks fantastic and I tell them I'm like boys we're gonna change the world so you got two sons I have two boys they're 12 and 14 I'll be cool in the world yeah how bout your parents how they feel about this they're excited it really are yeah they're back they've always supported me a hundred percent so that's wonderful yes without my family without my friends I wouldn't be here right now because the other thing when I started over here besides doing all those crazy you know getting the things free and reselling them all of my friends that I got to know we're starting to give me like babysitting jobs pet-sitting jobs helping with artwork you know they all really saw what I was going through and they were also supportive so without friends and family I wouldn't I'm really thankful that's incredible so do you think I'm just want to ask do you think that your past your struggle do you think real estate mano made it easier is making your life easier is giving you hope it's changeling I love real estate I think it's very rewarding and my advice to anyone that wants to get into this career is to go for it you know if I find that if the ultimate way to help others because it's the biggest investment it's the scariest investment someone's gonna make but it's also the most rewarding it's the most fulfilling you know just last week I got I was speaking to a couple that I sold a house to last year and they're expecting and they said we wouldn't have done this if we didn't have a house and it's all because of you and I got goose bumps I'm getting goose bumps now I'm thinking about it and it's just wonderful I'm so honored to be a part of this you know yeah that goose bump part is why I did it it's just it's just again the Commission comes after you just run with the deal you know helping them out and I love it let's talk about you're doing this all these projects that's the single pair of yourself yeah is that uh how's that been it's been crazy yeah it's been a ride you know what just I'm inspired I'm motivated I want to do this I want to be successful I'm not done you know I'm just getting started like I said so I have a long way to go I've got a vision I'm going to make it happen and I'm hoping to make this all happen soon I mean on your own yeah yeah from what I remember you told me your parents lit up and when I remember your parents I'm about an hour away yeah hour and a half away um so in a sense you're this is a project that tisha is doing yeah yeah and you don't know the big smile and I spend anything so I love it the pressure and all the friends that are assisting me too yeah so I mean it's mostly on me but I don't throw out ideas to them I have a group text on me like what do you think of this what do you think of that and they've all been you know helping me out and we're all they all have connections I've been attending a lot of them nonprofit fundraisers just so I can get an idea because like I said as soon as I get this 501c3 I'm gonna have to start fundraising cuz I need to buy an apartment building so I can provide housing and child care for these single mothers and then I can offer them these job opportunities and if they don't want that I'll work with anyone else that wants to work I have a bunch of people already on my teams that are interested in real estate and some friends from the school's you know other moms and even the father's that are looking and interested out train and work with everyone I love it yeah that's what's gonna ask you whether single mother single father's yeah it helped baby exactly right I mean ultimately Sunday I wouldn't mind doing something with single fathers I'm I'm focusing on single moms because of one of what I've went through and I'm familiar with it and I see the need for it you know any me but I am talking to more men that are saying that they've had a lot of difficulty starting over so that will be down the line as well uh-huh and once they get all these started I'm gonna fix the homeless situation too and help the elderly so you know it's just a few projects are you looking to get in well I realize I need to do one at a time so I am focusing I want to make sure I'm successful then I'll keep moving definitely driven and get accomplished here I've always been a fixer you know what I mean so that's what I'm trying to do I'm fixing the system now but real estate has always just been a passion but you know I've been I've been enjoying it I love it I enjoy negotiating and making a deal love finding a home or condo or investment property for people it is incredibly rewarding yeah yeah you know let's talk about the single mothers yeah who might be watching this video and and they're thinking there's no way I can do it cuz I have a baby or I have a two-year-old I have a kid in school how do you time manage yourself you know the beautiful thing about real estate is it's a very flexible you can make it happen when it's good for you uh-huh you make the appointments when it's convenient for you when you have childcare or you know someone to watch the kids it's a very flexible very rewarding job and you can do it on your own time yes you know I've been doing it part-time all this time when it's full-time it'll be a lot different you know it'll be more of an investment all throughout the day a lot of the door-knocking a lot of the calling and a lot of imperson things a lot of the open houses you know I did do open houses a lot in the beginning but my kids were young and it was difficult to be away yeah and I had to pay someone and I wasn't me you know nay mean it was the thing you have to juggle so you need to have the support and I really did I had support from my family and friends and that's what got me through all of this yeah but you can do it you just need to learn how to juggle but one of the benefits would be the the scheduling when it comes to real estate is very very flexible extremely how about when you're a broker though yeah well that's gonna be a little more tricky about it's not a problem but having a support team you would say of course is extremely absolutely my kids are older now so they're a lot more independent than they're supporting me and I'm T I want to teach them the business so I may be dragging them with me what does especially learned as a real estate agent you know the lesson is go for it you know you if you want it bad enough you can make it happen oh you know anything you want so don't be afraid don't be intimidated just be you how do you mean and then as far as people getting into the business interview your brokers make sure that you click make sure you have the same goals that they're advertising if they look if they're community oriented if that's something that you want to do that you find a broker that does that so that gives back most of them do in some way or another so you just want to make sure you click because relationships are key and real estate both with your clients and with your office so that's what helps you succeed what's been your your happiest moment in real estate uh like I said this one just this last link you know I've been in the business for and a half years now but just getting that that comment from this couple they've been they've been together a long time they got married the year before last and they're a little bit older they're innovating about having kids and the fact that they got the house they were able to make it happen and she got pregnant right away and it was thrilling because they're able to start their life and then you know just selling homes selling them to families and just seeing them in their at the new home in their environment and they're so happy some of them it's a forever home some of them it's a temporary home but either way I love being a part of that and I visit with all of them and I keep a track with them because it's building the relationship you know it's lovely I'm sure there's another song about me you had mentioned the negotiation portion of it which is the business side yeah why is that so fun for you you know it's something I've always done and I've always enjoyed you know what do you mean so for me it's like I just want to also get the best deal I can for my clients cuz it's a lot of money that you're talking about so anything that you can save or any deal we can make as far as you know like with condos if they're storage units maybe you could get a storage for free for a certain time there's a lot of different ways you can look at everything but you have to look you have to be educated you have to be knowledgeable about the thing you want to do your research how you want to do your due diligence diligence yeah you know I guess I'm getting amazed at all these things that you're doing and get I really am again I've met a lot of well I've met a lot of students I've followed through with a handful we'll come back and visit and they're doing amazing and I'm trying to figure out what is the it factor that you guys have that many others don't could you put your finger on it mm-hmm I would say a lot of it stems from my family yeah yeah I really do they've been a terrific example like I said they've been through a lot but they've always stayed positive they've always given back and I want to make them proud I want to make my kids proud too but it's just something I want to be able to you know give them all my parents and my kids the world you know so I want to provide for them how about financially now I'm guessing in a completely different place in your work seven years ago yes how how's that change feel it's so rewarding it's it's wonderful yeah my friends joke about it cuz they they joke about my name being Wonder Woman so they're like you know strike your Wonder Woman take on the world and I'm trying to do that you know I just it's fun I love being the inspiration and trying to help others I've really been talking to a lot of people and it's just phenomenal because like I said you work hard enough you can make anything happen ah yeah so but they're only able to breathe yeah definitely financially rewarding yes that's not being in real estate yeah yeah you know even part-time like I said it's just been that extra thing you know that I've been doing every year it's that extra income gotta pay the taxes on it make sure you don't forget all of these them aside independent contractors right but it's been like wonderful yeah it's fantastic yeah and then when it comes to part-time full-time but now that you mention that um I've always believed that it's it's a job where it's all the time meaning you're almost on call so there really is no part-time there really is no full-time it's a very good point it's one you can you know kind of timely um so the reason is yeah yeah because some people can do 20 deals a year right you know the limited time and some can do just two deals and this much time right so it's the quality of time that how do you prepare for your you know listings and buyers and all this I guess I do a lot of research I run comps on everything I will talk to the title company I'll get you know preliminary title report you know I'd like to get all the information so that I'm you know what's going on and then when I get there I'll Drive around hood I'll talk to neighbors you know do you mean and just get as much info as I can I want to make sure I don't miss anything I want to be a good guide I don't want someone to get into a home and be like Oh our neighbors or this or this is a bad neighborhood you know damina a lot of times because California is like that one block is safe one block is you know do you really need to like look into everything yeah Los Angeles is beautiful great but it's a great city yeah so I um how are you enjoying I'm just curious now how are you doing the valley I used to live in a valley yeah I like I Drive all over the place I mean I'm all over LA but I love the valley you know all my closest friends are there the kids schools are there phenomenal schools for the boys so they're both proficient in math and science I'm trying to push that my one wants to be an anesthesiologist the other one wants to be an attorney so I'm trying to promote that and help them out but they also know they're gonna be part of the real estate business too so they're they're ready to start juggling they enjoy real estate at all yeah they do they see what I've been doing and they understand and they're excited to become a part of it you think you think energy is addictive I do yeah yeah tell me more of why you know I think when you're surrounded by good people and high-energy people it's just catchy you can't help but be affected by that you want to do that you want to feel what they're feeling uh-huh you know so as a leader would you I'm gonna assume you're gonna go ahead and share that with your absolutely Realtors oh yeah how are they feeling about this do you see some changes in their widow under-eye and you see that oh yeah no I definitely see the spark when I speak to them yeah you know and that's wonderful that's also rewarding I love being able to do that and give people inspiration you know some of the examples with even just a credit repair that I had because I was I had nothing when I started over here seven years ago I just you know I've been getting little notes from people that I've been helping over the years that have been thanking me for because I gave them the advice and what I did you know with that with real estate you know what I mean so actually one of the ladies that I helped get into real estate I talked to her about coming over to my team so we're meeting next week we're gonna have lunch and discuss it Wonder Woman you're going at all let's go back one more time to being a single single mother again those who are have they're in a situation that's really difficult yeah and they're living off of say public assistance nothing wrong with that right but I guess at the end of the day most people would rather be off of it absolutely that's where I was seven years ago what the best advice you can give someone in that position the best advice you can give them don't give up stay positive you can get out of it if you want to don't settle because a lot of times people will be like oh it's just easier if I stay home stay with the public assistance I don't to pay for the car or the gas the insurance problem is you're never gonna grow you know you have to hustle you need to be positive you need to look at ways you can make it happen so that's why I did get the part-time job I was hustling selling things that I was able to get for free on the side cuz I didn't have enough money to pay the utilities you just need to stay positive and look at the end goal and seeing where you want to be you know especially if you have children you you want you don't want them to be in this situation you don't want to perpetuate right you know now you said something that was key to me you said they have to find ways to make it happen look for ways to make it happen give them examples like like what right well like I said I was looking on freecycle Craigslist okay I was going to yard sales I was picking up things that were free you only could go within a certain radius cuz I had an old car that I was using I couldn't afford gas so I would go within a certain radius I'd pick up three things because I have an eye for that I grew up with the antique business you know what I mean and it's an oriental rug so I knew when I could resell and what I couldn't so I would do that and it would give me enough money to help pay for my utilities even though I was on low income like I looked at everything I looked at I was on WIC when my son was under five so there's different programs and that's the other thing I'm able to help with these single moms so I was on food stamps I was mortified it's like it had to go on with all this stuff they're looking at me and I'm like oh I can't believe I'm here but I had to me you know any me no one was hiring me at the time it was terrifying you know what do you mean they're like you're overqualified and it was really tough so those people that that's why I'm focusing on this group those people that have want to get back into the workforce it shouldn't be this difficult of a process so I want to ease that because honestly the rent and childcare like housing and childcare were the two things that were holding me back I started looking at section 8 housing but the waiting lists were ridiculously long and I thought what are we gonna do you know cuz I realized I wasn't able to afford the rent much longer and I thought oh here we go I was lucky I got promoted you know and I mean so just keep looking you know don't give up because I kept going on interviews and people were like you're overqualified and I'd explain the situation and they just don't like you know what you're you a degree and not gonna stick around with a part-time job and I said trust me I'm very loyal give me a chance I finally got a break with a nun company so don't give up so looking for ways listen is this this just separate this was looking for ways to make it happen is yeah is this almost a survival mode right is making is this just to get by how do you how do you chase your dream while you're doing that well you know what I like I said I had a lot of support from friends I got to know a lot of moms when I I was new here I didn't know anyone so I met these people during its schools or different events that I would attend mostly the school zone so cuz I volunteered there a lot initially cuz I wasn't getting hired by anyone and I thought well if I'm gonna be anywhere let me be at the school and help the kids right so I was able to meet a lot of moms and teachers and they saw what was going on they heard my story and they were offering me babysitting jobs pet-sitting jobs art jobs you know I mean I took anything that I could get and it was lovely that they did that but like it takes a village like I said it really does so we helped they helped me and like I wanted what I want to do is give people a hand up instead of a handout so and that's kind of what they were doing for me you know right so you just have to learn how to hustle say you know do anything I joined focus groups I learned that little trick you know day me and so I was able to make extra money doing that I mean I took clothes I was taking them to consigning stores and switching them out you just have to and I've actually written a small ebook about this about what I went through to kind of get people advice I've got another ebook about credit repair and how I you know fixed mine so I think you know talking to friends talking to family just getting the support and learning how to juggle because as a single mom it is very tricky and if you want to work you have to be able to have the child care these days once the kids hit second grade there's the after the bell program but before that there isn't and childcare is very expensive and it's it's tough because a lot of people will pay child care and that's about with the same amount of money they're making while working so it's kind of a wash so why not just stay home with the kids right so you have to kind of think outside of the box and try to see what else you can do yeah yeah Cara Lee my wife and I went through the same thing yeah you know babysitting paying for a babysitter but it's just yeah it is crazy you mentioned the e-book yeah what is that all about and what kind of people find that well it's gonna be on my website soon so I'm gonna be putting it on the Shia's hope and leigh website so it's for the nonprofit it's geared to the single moms anybody that wants to do the credit repair so it's in process where you know like the website is set but there's a few things that we're adding on I'm also trying to get in touch with vendors that we and help promote and sell things that will also assist people that were helping as well so but yeah it's an ebook about credit repair another ebook about eating on a budget and another one about just surviving being a single parent you know just ways to get out of it and ideas and suggestions Wow well you've been busy and single parents deserve to have fun what do you do for fun oh I run around with my friends and my kids I have playdates constantly I have as many kids as I can come over and it's just so much fun I love that there's nothing like the sound of children's laughter I know you just got back from Mexico so yeah you'd like vacationing I do yeah yeah I like to get away and Mexico was a nice and expensive one because I'm trying to save most of my money to start all these businesses so I thought do I go away do I not and I thought mom and I had some extra points because I one of the other things that's on for advice is signing up with credit cards that you can get points on or gift cards so I've been getting mileage points for air flights and that's what I'm doing to go to Austin and New Orleans in the next few weeks before my kids come back sold more than the last seven years your whole life has just made a complete 180 oh yeah definitely ya know initially I couldn't do anything I just say I couldn't afford gas you know in a me and so I would stay at home and I would make the best of it I would find like free meals you know for the restaurants for different occasions like the birthday meals I have playdates I just think of anything I could to stay at home but make it interesting for the kids and still have them socialize now I get out I love going to art shows and art openings farmers markets museums whose name is in the beach are definitely my two places to go decompress so well as your former instructor I'm really proud of you tisha believe it or not you're in aspiration I'm seriously oh thank you yes briefings I mean you know what it does is it allows people who see it know that there's more to life than just work and worrying that's right you know you can enjoy life as simple as the activities you're doing that gets going to the beach yeah we can have fun still absolutely any last leg any last words for us that you'd like to share with our students no just go for it go for well the best advice you can get them go for it and I dig it well thanks for coming I appreciate thank you thank you thank you great to see you where can people find you your website your contact information all that good stuff we may have buyer's or seller's who want you to represent them absolutely so I'm on Instagram and Facebook Instagram is she is hope la or she is hope Realty and on Facebook its Gia's hope LA and you can reach me with email and tisha tisha at she is hope Realty calm this was awesome thanks for coming by and sharing this with us hey thanks for watching this last video hope you enjoyed it I sure did hey do us a favor if you think a family member or a friend would also enjoy it why don't you share it with them I guarantee it they're gonna get something out of it in addition to be have any comments questions or a topic you want us to discuss hey leave it down in the comments section and one last thing if you haven't subscribed yet what the hell you waitin for it do it right now hope to see you next week

What's a Real Estate Live Scan | Nader Khouzam Ep. 137



today I have a fantastic guest he's a specialist when it comes to live scan Department of Justice stuff things you're gonna need to know if you're getting your license your real estate license if you're applying for the State Exam this is crucial crucial so what we wanted to do is we want to get all of our questions answered by mr. Nader himself he's here to answer all the questions let's see what he has to say help you out hope you guys enjoy this mr. Nader welcome to the show hope you're doing fantastic yeah let's listen let's talk about your past what did you do before one place financial I worked in auto lending I was with a major auto lender and Irvine for eight years how did you get your way into doing this kind of business honestly I I was there and then I went through the 2008 nine mergers the went through about three mergers and a year and a half and I kind of decided to spin off on my own and do my own thing at that point about how the life's can become part of your life um life scan has been a growing need in California and so I acquired a tax and insurance office and basically was looking for a second business or operation to bring in and after all the research I did a life scan was the thing to do has it been good for you it's been great we've been growing substantially and a lot of happy customers let's talk about what a live scan actually is what is a live scan generally live scan is basically capturing your fingerprints – for the Department of Justice in California to run a background check basically to say yea or nay for whatever you're applying for now what exactly are they looking for in in that live scan so each agency looks for different things generally they're looking for a criminal background history uh-huh more specific than that depends on which agency here applying through so this is a definite requirement then for the real estate agent you know somebody playing on becoming the agent absolutely it's a requirement prior to getting your license how long have you guys been in business we've been doing the live scan since 2010 you're very familiar with the process of course that being said what documents are required when these students are applying for the State Exam and having to do this live scan generally you're you are just your life can request form which you can get online or you'll get it through Department of real estate or other means but generally get online and then your picture ID simple as that just goes to item goes to your items there you go ladies and gentlemen those two items as simple as that you get it done now which documents do you guys send over to the Department of Justice it's all basically paperless so we capture the information electronically and submit everything all chronically the Department of Justice we keep a copy of the application as the live scan site and then we give a complete copy back to the applicant let's let's run through the process I'm a student I'm very close to getting my license I have to know one of the requirements of course is this life scam yes I go to one of your offices I walk in tell me what I have to do I'm sitting there with still we're sitting like this what am I gonna happen yep so we just validate what you're in there to do we look at your application make sure it's completed okay so I'm gonna give you the application the one I may download off the yellow website correct yeah and your current picture ID either a driver's license California ID passport something that's current with your picture on it got it we validate you're who you say you are we update your information electronically into our system so what does that mean electronically you scan it or something no we just we scan the ID okay to capture that information and we enter in some other information to basically set up what the live scan is about to do okay so now what are there I'm comfortable we're having a cup of coffee together yeah we're chatting or do the what do the fingerprints come in how does that happen so once we've captured all the information and we we have you validate we've got it all in there correctly we start to basically capture your fingerprints on a scanner so we capture each fingerprint in a sequence once we've got it all in there and complete your life scans pretty much done at that point we submit it electronically to the Department of Justice for that live scan right then and there go straight to the DOJ Department of Justice correct wow that's pretty pretty credible so okay let's this back up a second so now you have all these documents for name mmm I'm guessing most of this stuff is private information personal information through it we're gonna be working with you California Realty training we're excited being partnership with you do we as a company see any of this no the only participants in this transaction are the applicant us one place financial and Department of Justice that's fantastic that way the student knows it's all confidential we've seen nothing no one that's going to see this stuff as your company Department of Justice and of course the student yes beautiful if there's any issues with the last scan who did as a student contact for example every now and then we get a student who's applied for the State Exam they do the fingerprints and the fingerprints either aren't read properly there's a there's an issue with the fingerprints how do you guys handle that it doesn't happen often no it doesn't and it depends on the the operator and the ability to capture quality prints if for example there's a problem capturing a friend's and the department justice rejects the fingerprints the student will get a letter from them or the Department of real estate basically telling them to redo the fingerprints if that were to occur they would bring it back to us we would redo the process at no cost to them that's that's key here's no cost that's the worry good listen I've also had a lot of student not a lot I've had a handful of students aren't that even a handful that a few students I'll contact me and they say privately and they say hey Rico you know I'm a little concerned I don't have the cleanest record in the past I've done a few things back in the day a long time ago I'm concerned man they know if I get my fingerprints done that but I submit all this stuff to the DOJ you know might come about I might get in trouble what's your recommendation on that so there's two ways to look at that I think first of all if there is any concern there's what's called a record review so any individual can run that live scan for themselves and have the apartment just to send them what's on their record Wow I had no idea so that way they know what what to expect well explain the process how did this somebody do something like this it's the same process there's a different form and then we have that available for anyone who wants to walk in and do it just again need your ID picture ID we do the same process capture the information in the prints and we send it off that process takes a little bit longer because the department justice will mail the information back to that applicants address and it takes about three weeks so the second way to address that is really to either contact Department of real estate or go on to their website they they make it very clear what they look for you know how how far back they're looking at things and those kind of things as well okay now one thing I want to do want to show what the audience is this if you do believe you have some kind of a criminal background or even think you've done something wrong a blemished record let's say and you're worried about it the business might even give you this want to come to the d-r-e you have to be completely honest on the application they're gonna ask you a lot of questions regarding any criminal background you have to be honest somehow some way it's gonna it's gonna come up to the surface and they'll find out the last thing they want is for you to lie on your application the more truthful you are the better you'll be I'll be understanding and they'll try to help you out just be honest don't hide anything let's move on so that being said where you guys located in California because we do want him we do want to make sure that all the students have access to your gadgets company your services so on and so forth so as of today we have an office in Bellflower California ok where you can go and do walk-ins we are building and expanding on that for brick and mortar but we are offering mobile LifeCam services pretty much across the state of California great and we're also gonna have I believe with our partnership we're gonna have you coming in to all of our locations throughout California and make it happen make it convenient for all of our students yeah fantastic what's your website address want to make sure all of our students and those who need your services are aware of it yep www that one place financial.com are you guys certified we are all of our fingerprint rollers are certified were department justice in the FBI good life scans expired a lot of you students have asked me before where you had it done before you had elapsed can done previously you want to know if you can use the same exact live scan for your department real estate for your I know actually the Department of Justice only takes the live scan application for the specific purposes submitted so if you did it for maybe an insurance license it's not valid for anything else so you'd have to do a new one for you Department real estate licensing now what if I just did it a couple of days ago though it still doesn't work it's only it's a one-time use one-time shot you don't have to pay the feet again and get it done yes that's a great question a lot of people have done it before for some other reasons and they think well I'll just use this one again and I'm glad you just mention that yeah one time shot you'll have to do it again so we're gonna be present you know specific dates and times during the training so that we can capture your fingerprints take care of your life scan processing raked in in there in the session so you don't have to go find someplace else to do it and you'll know that we'll do it and take care of you and make sure it gets done right that's great so that means you're gonna have your team show up to these locations wherever the student may be yes you're gonna bring your equipment let's assume it's gonna be at the end of their three-month session and all they have to do is bring their document which is the relaxing application what is their name the questions for life's again as their number is your life scan application number or something or just a request for life scan it's request provides games for the d-r-e simple as this they bring that they fill it out you'll be there they walk into their class like any other class day you'll be there take care of that done absolutely beautiful hey thank for coming to this week's video blog we want to thank nadir for coming in and clarifying the process see you next week hey thanks for watching this last video hope you enjoyed it I sure did hey do us a favor if you think a family member or a friend would also enjoy it why don't you share it with them I guarantee it they're gonna get something out of it in addition if you have any comments questions or a topic you want us to discuss hey leave it down in the comments section and one last thing if you haven't subscribed yet what the hell you're waiting for it do it right now hope to see you next week

New Real Estate Agent Interview – How She Got Her First Deal EXPLAINED



what's up everybody I have a special special video for you we have Val on our newest full-time agent assassin on the team and you got your first listing yes so let's give it a TVC pound if you guys know Valerie's been with us as an assistant originally and you've been finally transitioned as an agent for a couple months now yes so not too long right we all know and you know from my videos and your experience if you've been following me that a lot of times in the beginning it's difficult to get your first listing and those first clients and we've had a lot of ups and downs with you know some clients you've gotten and some of it hasn't worked out but it's a typical stuff you see in real estate so I wanted to highlight this this listing for you so give us a little bit of background on you know maybe the original contact and then how long it took from contacting them what you did like did you door not gonna call him yeah all the way until getting the listing yeah okay so I first cold called this listing and she was previously and expired and she mentioned that she had a high motivation to move out of state in a certain time frame that didn't happen and I really really pitched myself and she just wasn't really like for me so I was in her neighborhood and actually was in her neighborhood and I door knocked her and she was home luckily with her daughter and she was very surprised that I was there she kind of gave me the like stalker look like you came to my house and I was like yeah I just wanted to put a face to the name I introduced myself I dug a little bit deeper as far as what her goals were and you know I sent a text message and she just said about I don't want to sell my house right now thank you and at first I thought she blocked me she wasn't responding the text messages weren't delivering and I was just like I kind of thought of it as a dead lead but I still kept sending her like our holiday text messages and stuff like that and eventually she just hit me up and said hey I am getting out of things with my other realtor I'm ready to list my home with you I was like okay yeah so just talk about yeah so basically it was even though it seems like it's dead you still follow the process you put them in our sis they still got touches from us they just weren't responding to every text and kind of being like oh thanks about yeah and that's a point I've made to people for such a long time is it doesn't matter if they respond or not it's almost like we take it personal like I did like she hates me she thinks I'm a stalker Yeah right so the whole thing with this is so February right February is when we first made the first contact and we're in what July beginnings of July first second week of July so it's a five month turnaround period right now a lot of people go I can't wait five months right what happens is and she's gonna start experiencing this now because you're setting more appointments is all that momentum you build early on will then start giving giving you fruit and then the seed will start sprouting after a couple months and I wanted to bring you on because that that's the key that's the key now in that time you've still been prospecting and contacting other people you said another appointment the same day right so I mean how and this is what they really want to hear how is it helped like your morale and like your mood knowing that hey this this process that I've been told by Brian and Loida that works finally I see it yeah work yeah like how does your spirit feel how does your energy feel and you know how does it feel not to go and then have gotten it and it wasn't really that hard that's why I was so shocked when she hit me up I was like really I planted my seed five months ago and I thought she was dead I just thought she was just not motivated and then it just happened so yeah the process was very discouraging especially after losing some deals that almost went through or just not getting any kind of results at all but still prospecting and you're gonna hit a threshold where you kind of want to just give up a little bit but that's when you really should just amp it up and once I you know got this listing I set another appointment the same day I was like okay here's my hard work finally paying off yeah and now now it seems like more real to you huh yeah because it was really hard to envision myself and I felt like that future self was so far away in reality it was just around the corner and I just had to keep pushing a little bit more yeah and again when you look at this whole situation you didn't do anything special either it was just follow up and then taking the action of making the call and talking to her was there any magical script or some special if you gave her and they got her to call you back or was it just the work and the consistency because that's the number one question I get well you guys say you're doing this but what's really going on like are you guys like giving special gifts or yeah they think we're doing something out of the ordinary to get them to call us back or for them to finally convert I really think I made an impact with her because I showed up at her door I took the extra step and I you know build rapport instantly and just from there she obviously I was the first one in her head when she thought of a realtor so and that's the key that's what we want you're gonna have a lot of people who are not ready yet on the fence who may be ready in six months or a year but if you brand yourself like Valerie did with this person then they're gonna call you or when you happen to circle around again and call him or text them they're gonna respond because they're ready and that's what you're looking for so obviously your spirits are up your Energy's up now all of a sudden it's like let's go let's go yeah all right that's cool that's the energy you want to get into and you want to ride that way we can say because it's gonna continuously happen over and over more frequently now because you've built that momentum so words of encouragement for the people either getting their license maybe they're in it maybe they've been in it longer than you or they still haven't gotten a listening what are you gonna tell them just keep going and it's kind of like survival of the fittest so just you know prove to yourself that you can do it you already started so yeah and already you're seeing from this transaction right after getting the contract sign stuff stuff can happen right I mean we don't have to share it right but you know some clients that you get are gonna be a little bit more demanding other ones they're not gonna be as demanding and you have to you know hold your ground and that's really what it's about huh it's like you can't be like well I'm a new agent I'm just gonna take crap from people right again the listing you got at a full commission yeah a 6% Commission right and we're not supposed to talk about Commission but you didn't break you didn't bend you didn't budge which is another question I get well I'm new I should discount my commission yeah and as soon as she was signing she's like right before she signed she said six percent is really high so high was I've seen and we just stayed quiet and then she signed so it's just like her venting her opinion but we're just like silence fine well yeah because part of it is them venting and you have to recognize the difference between people just expressing themselves versus an actual objection which you know we've been teaching for years now you already went in expecting to get that listing how it was yeah go I hope I get it oh yes yeah so I explained that mindset before we finished because that's a lot of people go in being new I hope I get it oh my god and you were just like this is business like it already happened yeah so what's your what's your state of mind going into it leading up to it that allowed you to just be like okay we're getting it I really don't know what the difference was I think it was just like I was so sure that she was motivated she was first sure motivated I was like you need to be sold as soon as where we meet are you ready to get the ball rolling like for sure she's like yes so I think just hearing that definite yes yeah and already seeing her in person also seeing her in person previously like really big difference so I was walking up to the place like I've already seen it I already know the house and it was just a different vibe and I already I literally walked in as if I already had the job and she's not really I want to sell she's like I have to just I need to sell for that's Kenan so that's another one it's a lot of people are wasting their time with people who are on the fence who don't really want to sell and they're missing people like this who are like I really need to sell I really want to sell you know what I mean sometimes people say that it's better to just go on the appointment anyways cuz you could change their mind or you know you could provide them with actual results which I think our pre-qualifying process does and it weeds out the people who aren't serious and it puts us in front of the people who are serious right and I'm glad you brought that up because a lot of newer people will want to do that you know they're like well if I just get in front of them I'm gonna motivate them which and you might get a listing who knows you know like listen to that language you might get a listing you know anyway it's cool so we are actually and this is a good time to announce it we brought in Jose who's doing our video stuff now so you guys can expect pretty soon starting like a weekly vlog for the team and then he's editing my videos as well and he's probably gonna edit this one so I'm gonna send this one to him so you're gonna see a difference in the quality and I do we've been uploading to the TBC channel right the YouTube channel yes cool I'll link that below I can link your channel below that way people can stay more up-to-date on the day-to-day stuff because that's gonna be more the outlet for that right anything else you want to say yeah nope just keep hustling and just prove to yourself that you can do it words of wisdom alright and how old do you by the way about 25 24 so for all the youngsters out there who were 18 21 22 she's doing it and she's your age alright peace we'll see on the next one make sure you subscribe hit the notification bell icon if you haven't already also make sure you check out the podcast Supreme Being check out modern success the coaching program our summit in Dallas that we're doing September 19th 20th and 21st get your ticket we only have a few left and the door knocking challenge that I'm doing it's gonna be a 30 day door knocking challenge I'm gonna leave a link to that below get on the waiting list alright peace out deuces

The 5 MOST IMPORTANT Decisions EVERY Real Estate Agent Will Make



five tough decisions all you real-estate agents are gonna have to make at some point or another so ladies and gentlemen BC welcome back to another video I wanted to do this particular video because there's a lot of pivotal points in somebody's career real estate especially in the beginning and I want to cover four or five of those pivotal moments and decisions you're gonna have to make that will shape your destiny in this business for sure okay let's get right into it well real quick actually before we begin in the pin comment below this is last minute but we're doing a free virtual summit this week July 3rd and 4th so I put the link below you can register for the webinar and it's super quick ok let's get into this five things five things the first one is huge ok and for many of the newer agents it's picking who you're gonna work with and where you gonna hang your license write a brokerage write the broker that you choose to eventually work with through the licensing process a lot of people who have been following me and maybe some other people have already chosen one or they're already kind of looking and as important as it is you also have to understand that it's ultimately gonna fall on you you're gonna be responsible for your success you can have the best broker and training and then step-by-step process that they give you but if you're not plugged in you're not willing to put in the work you're not willing to fail over and over again as you learn you're not gonna make it so I also want to make this huge warning that it's not up to the broker anybody else for you to succeed it's up to you and I want to say that first before we get into this because a lot of people still feel that the mentor and this person and that person is supposed to hold her head no one has to hold in your hand okay I wanna make that very clear to you we can help short we can look over your shoulder and guide you we are not going to hold your hand though you need to accept that and know that before you get into the business okay that's gonna help a tremendous amount of you alright so when you choose your broker a lot of people come to me oh well you know we want the hands-on training and this and that and most brokerages aren't going to deliver that or to the level of what you thought and perceived it was going to be you thought again somebody's gonna hold your hand the whole time not gonna happen so you want to go somewhere that has your back and has the ability for you to connect with people and find people to help you okay now obviously I'm gonna promote Brokerage exp I've already sponsored in like 130 agents and most of them are doing very well the ones who are dedicated but ultimately that decision is up to you fine one locally use exp keller williams century 21 whatever it is go look in person to some of these offices talk to some of the agents and connect with them and see what's up go to some events maybe some pre events if you don't have the money and talk to people from different companies and get a feel for it cuz again remember that most of these bigger companies are franchise models so the quality is gonna vary from city to city and state to state so if you ask me hey bc house century 21 i cannot answer that question you need to go and look at your local sector 21 offices to see if they're good or not okay so that decisions obviously going to be important and you want to make sure that you're getting into the right environment but at the same time and then this is the biggest weight and the decision you have to know and understand no one's gonna hold your hand training and all that is up to you especially now in 2019 where you can find channels like mine where i give so much content most people say that what i teach for free is better than what their brokerage taught them okay so there's really no excuse however you want somebody to have your back teaches them ins and outs about your local area and state as far as contracts laws and all that that's fine but that can be done easily okay just make sure that when you do your due diligence on a brokerage you take a closer look and you don't just accept things at face value so it's definitely gonna be an important decision okay number two is going to be your decision whether you're gonna focus your time and energy and efforts on listings or buyers now i've always been a proponent of going after listings I was taught listings is the name of the game I don't care for in a buyer's market or seller's market listings are how you last and how you build a repeatable a duplicatable business okay if you want freedom if you want to be able to not work 24 hours a day seven days a week the listings is the way to go so I may be a little biased in this however I'm gonna do my best to stay neutral okay if you want to join a team maybe you are somebody who's working and transitioning from a part-time or full-time job into real estate maybe you have a lot of dependents you have a couple kids you look into transition money's low you want to go the team route or maybe you work with a couple buyers just to get your feet wet and do that or maybe hey you just enjoy working with buyers more maybe that part of the the transaction or that part of real estate fuels you sparks you more then go for it then work with buyers but you're gonna have to make a decision okay you can play both sides of the fence you're still always gonna have to lean towards one though okay you may be 60 70 percent listing you know thirty forty percent buyer or vice versa or you might be seventy eighty listing you know twenty thirty buyer or vice versa so you're always gonna lean one way now each one has its benefits right you can go the team route like I have where you build your own team once you start doing more listings and that kind of stuff however for the sake of simplicity and for you to be more effective in this business make a decision and say okay I want to focus on buyers I want to focus on sellers and just so you know an advertisement again working with sellers is much more difficult yeah it's a different skill set you're gonna have to prospect you're gonna have to go out there and hunt listings so to a lot of people the buyer route is what they choose simply because it is a little bit easier because they can join a team or just work with buyers and get a paycheck okay but what you need to understand is look at both really critically look at both based on your situation what you want your future to be like in this business and then make the decision but again it's pivotal because a lot of people start with buyers because it's easier in their mind and then they want to flip and go to listings or a couple people go listing route because they think it's going to be super easy then they're like oh man I have to make calls and and handle objections and work on sales skills I don't want to do that I just want to work with buyers so make the decision okay you know what it's fine just make sure you take a look at both maybe you study me and some other people who preach listings maybe you study a couple other people who preach fires whatever just make a decision and be able to walk this way or this way okay it's gonna make your life a lot easier in this business and it's gonna make your tactics and systems and strategies a lot more clear because you know where you're going and where you're headed okay so that's two number three and this is huge this is huge is there's there's gonna be a day where it's gonna dawn upon you I've been saying this since day one but you have to make the decision sooner rather than later you have to have a standard of how you're gonna run your business okay you may hear it for me as some other people who you follow some coach that's training you your mentor what it is what I mean by standard is this if you dedicate your morning's to making phone calls and the moment a client says well I want to meet you in the morning and you drop everything and you meet them in the morning you don't have a standard okay you need to have a standard so at this point you make a decision I'm not gonna have a standard and just run around and do the business that way or I'm gonna have a clear-cut standard I'm gonna commit to it and it's gonna be set in stone mr. client I'd love to meet you in the morning however I'm completely booked in the morning I have openings today at 12:00 and 2:00 or tomorrow at 1 or 3 which works better for you that's how you answer that because you already have previous commitments your schedule okay this also has to do with the people in your life who say well you're in real estate you don't have a real job you can take me to the doctor tomorrow you know what I would tell my family and friends no I'm working I'm in the office at that time find somebody else because guess what they can find somebody else they just know you're the easiest route to say yes and they know you're gonna say yes and that's why they keep asking you okay get a standard set of standard I'm not gonna tell you how to set it because that's entirely up to you however you need to have a set of standards of how you run your business whichever route again once you pick listing or buyer it's gonna be easier to do that so it's one of those first decisions you need to make you need to have a standard though okay two more for you number four is gonna be and I named this branding because when it comes to branding you're ideally as an agent going to want or cater to or attract a certain type of clientele which is what I've done and many other people do okay now I'm a little bit more chameleon like in the sense because of my skills that I can connect with a lot more people however in general there's gonna be a certain type of clientele that likes me more typically people who are a little bit more not as politically correct are gonna like me people who are a little bit louder athletes like me right typically people who aren't as square if we're gonna use that term right like me so I already have a type of person who's attracted to me and who likes me and so do you so you need to understand that and if you want to attract more of those types of people then you create your brand and everything around that or if you want to attract a completely different type of person then you create a mold your brand around that but that decision has to be made okay cuz then for example if you're like me and you have piercings and you have tattoos then if you want to appeal to the people who don't have it then you're gonna have to make some measures and some adjustments maybe when you make videos you're gonna have to show less of your tattoos and maybe take your earrings out and that's a choice that you made but again you have to make that choice from a position of cause not affect not oh I need to cover everything up I'm not gonna get a business no no not like that you make the choice saying I'm going after the person who may be on the surface judges people who wear tattoos so I'm gonna cover it up and make such a great impression that when they see my tattoos it's gonna make them change the way they think about people who are tattooed ah now we're talking strategy that's a difference but you need to figure out who you want to cater to because in the beginning especially later on you can extend but in the beginning you're going to attract that type of person that you want to attract so start using your mind start using some strategy and build your branding and everything around that so it's easier for you to get that type of client anybody else you get in the meantime it's just icing on the cake yeah and the last one and this is huge that's why I saved it to the end for the people who actually stick to the end of the video and this is taxes okay you're gonna have to make decisions based on how you spend your money when you make it many of you are gonna get that first second or third check that's huge that you've never seen numbers like that and at that moment it's gonna determine whether you succeed or fail in this business okay now I almost failed in the business because of being stupid with money so I learned my lesson put money aside for taxes and budget your money and understand and learn about money and allow yourself to be able to make a good income and build wealth long term this is key but that decision is made after your first or second check and if you fall into bad habits odds are you're gonna continue down that route but make the decision now especially if you're watching this and either you've gotten one two three four or five checks or none yet because you're a new person who's getting licensed make the right decision pick up a money management system I've recommended plenty of books I have my broke two millionaire series which I can link here for you it gives you a basic money management and budgeting system that's super easy and simple follow that please but this is a a detrimental or super-positive crossroads and in most cases it's the path to the underworld for most people when it comes to this subject because they have a bad relationship with money and then when they start getting their checks or not thinkin taxes your Commission checks have not gotten taxes taken out of them remember that especially if you didn't know that you're watching this so you have to be responsible for that and put that money aside and remember that because Uncle Sam will come after you and he will with the vengeance okay with his hands out like this and give me your money it's gonna happen okay so when it comes to taxes be prepared budget your money properly and spend wisely not foolishly okay with that said we'll end the video here a couple of quick announcements again check out that pin comment I'm not gonna put in the description that's in the pin comment that free virtual summit we're doing this week click that link get registered and we'll see you there again it's a hundred percent free number two supreme being my podcast make sure you check it out it's on every major podcast platform that's in the description and lastly modern success my personal coaching and mentorship program I highly recommend especially if you're watching this and you're newer or maybe some of this information is is new to you and it seems really good this is just the tip of the iceberg my coaching program will transform your life and your real estate business okay that's for damn sure the link to that is in the description or you can just go to brian kocel accom and i have been on the front page alright if you're new here make sure you hit the subscribe button hit the notification bell icon I know the email thing is a little off but if you if you already have it notify uh notify it and click it again just for fun leave a like on the video and I'll see you guys on the next one right peace

My biggest problem with the Real Estate Industry



and so I just dropped off ad package and we were supposed to have a settlement our one now so they told me to drop out the package and earnest deposit check they will overnight the check to me which is great because now I can go back to the office and start prospecting a few moments later hi everyone welcome back to my channel this is lune over here and today's topic I want to talk about the biggest problem that I have with the growth industry and I feel like this video my upset people it is purely my own opinion and what I think about when people tried to get into business and be successful so a couple of days ago I was on mojo Fowler I was trying to you know prospect and call in my farm and I've had a guy who picked up the phone he said it's not going to be a good leave for you because that's my grandma's house and I'm like good lead so I asked him I was like hmm are you also a real estate agent and he said yes um what company are you with and then he said he's with XYZ company and I'm like ok and then I said oh so how do you normally get leads like how do you normally get client and he said he got most of his leads through social media some like Oh interesting and then he asked me what my name is and I said my name is Luna he said muna I think I follow you on Instagram and I'm just like it was awkward and I have never been exposed not exposed but like people just don't recognize me especially when I'm on the phone like they can't see my face but anyway so um I was like okay well Greek you know it's been nice speaking to you and um have a good day so I hope the phone and he send me later on a DM and then we started the conversation there I asked him I said how long have you been an agent and he text me he said it's been this last year in September and he's currently with a team so I asked him how he's doing he said oh I am in great hands and you know the company has been helping me a lot I'm doing really good so I'm like okay well if you guys watch the video that I made on whether you should be your own agent versus being with a team I have my own input right I was on a team now I am a solo agent obviously I think being a solo agent you produce more lead you make more money but because he said he was doing great so I'm like okay welcome for you and later on I went on a app it is called home snap so I found that agent and I was trying to look at his track record and how many sales that he has done since last year in September up until now it's almost one year and he has only done one buyer deal apparently the social media thing is not working out for him because he's only had one deal he's only closed one deal for almost what nine months and that's just that thing saying to me and then I feel like people especially in real estate before they get into this business they have this high expectation and once it's not meeting what they are you know expecting then they're in this denial period like there's still make people think that they're doing great which I talked about in my video yes in this business you need to act like you are you're the one because nobody wants to do business with a not busy realtor no one wants to business with Realtors that are not successful but what I'm saying is really understand that when you are the beginning stage it is okay to ask for help especially someone who's also in the business right so here are the four tips that I have for new rules the agent number one is to definitely find a mentor and what I'm saying by finding a mentor I'm not talking about a team member or a team leader I'm talking about a real estate coach that can help you and talk to you and keep you on track and just give you their experience they don't even have to be in your state or in your city secondly is to find a good real estate broker you don't even have to be on a team because I recommend new agents just to go out on your own and to be fully committed and once you are fully committed the number one person that is so important to you is actually a broker because when you do good your broker gets paid so of course your broker wants you to be successful and the difference between the Broker and the team leader is a team leader is somebody who just wants to keep you on their team they don't want you to ever leave and I mean therefore that they will give you buyer leads buyer leads buyer leads and you're so busy or you're not closing any deals they just wanted to keep you under them and secondly it's definitely to do your own research understand you know your market go drive around understand you know if they're super sale by owner sign call them and really put everything into action and really start working on your own independent do your research be knowledgeable and the third is to get out of your comfort zone like when you're making mistakes you you are going to look stupid and you know I've been there but not making mistakes not to fail it's never going to improve yourself you're never going to learn and last but not least don't give up like I said if you're watching that guys watching you can call me back you know I will talk to you I will help you I'll give you some advice and tips just don't ever give up guys it is not an easy job it's not a easy career to get into especially you are young but trust me once you get a hang of it once you pass that stage you before stepping the door and it's going to be very very rewarding so here's my video thank you so much you guys for watching and this is one over here I will see you guys in the next one

How To Get Your FIRST Sale as a Real Estate Agent (First Steps)



what's up everybody this is DC welcome back to another video I wanted to make this video because as I continuously get messages I get inspired to make certain types of videos and for this particular video it's going to be directed towards people who are either in the process of getting the real estate license or somebody somebody who is newer in the industry maybe a couple months it may be a year and who still has not procured their first sale whether they got a listing and sold it or got a buyer and sold it okay and I'm going to keep this as condensed as possible and give you some very easy actionable steps to help get you towards that first sale because once you get that first check in to get that first deal under contract first deal closed you do because of that experience learn and you also get a little bit more confidence when you get a surge of we can call it certainty because you're like okay I can do this right it gives you that internal we can call it hope even though I don't like that word we can give it that because then it it solidifies and it really gives credibility to everything you've been listening to and applying because you finally got that check in you got that result you were looking for okay so there's somebody who's newer meaning you are in the process of getting your license or you're right about to get your license or you just got it okay we're gonna start at this half and then we'll talk about this house but a lot of this stuff is still applicable okay you need to immediately pick a brokerage right make sure that if possible they give you some training some support and that kind of stuff however this is a an answer to this question for most people your brokerage will only help you so much at the end of the day is you your dedication your activities and everything that you do that's gonna determine how successful you are you're coming in in a great time because the market is shifting meaning less people are going to give into the industry which is actually a benefit for you and it's not like when I joined five years ago you know it's just myself alone with what I provide if you watch all my old videos you go to my videos and you click oldest and and you start going to do in chronological order all the old videos that I posted on my journey and tips and you know how to get listings and all that stuff you will have more than enough to get you know your the ground running and hit the ground running and have some success because I'm sharing with you everything that I did in the beginning right not only that there's other coaches and mentors and people who have put stuff online too now we may have conflicting information but I would just recommend you pick one if it's me pick it and just do everything that I say if it's the next guy pick him and do everything he says do not fall into the mistake of trying to pick and choose while I like Brian here and I like this guy here all that's gonna do is confuse you warp your mind and you're gonna be stuck in inaction not taking any action and then wondering why you're not getting a result okay so do that to start with okay again the brokerage is not that important it is but at the same time you have more than enough resources if you get off your ass and you actually do some work and research which doesn't take much time you'll find myself or some other people who will give you what you need to get to hit the ground running but do some research go on my channel right a lot of people watch one video of my channel of somebody else's and then send a long-winded email which contains questions that are answered in videos do some research okay secondly start working on their sales skills people say how well I'll have a ton of training even for free on YouTube on sales skills you have people like Tom Hopkins Mike Perry right Brian Tracy Zig Ziglar you know Jim Rome who do sales stuff and non sales stuff right to work on your mindset give you some inspiration and that kind of stuff Jordan Belfort is great right grant cardone is great there's a bunch of people who teach sales right get on their programs buy their stuff doesn't matter just do it if you don't have the money watch all our free start perfecting your craft because what you learned in the classroom versus what you apply in the field is going to be two completely different things so let me tell you if you don't understand sales and get at least a baseline understanding and skill set you're gonna get slapped in the face with reality once you get into the business because you're going to realize I'm like where am I gonna get business okay no matter what you do you're still gonna have to talk to a customer meet with them get them to sign a contract and guide them through the process so your ability to communicate is going to be very important now part of that process of getting better is experience so you have to be okay not knowing in the beginning you have to OB okay being uncomfortable in situations it's a part of the process okay so you'd really have to nail down those sales skills and get going number two for the people who are either about to get the licensure before start building your sphere of influence right which is the people that you know anybody you interact with restaurants you go to accountants your barber anybody friends family friends everybody to start letting them know hey I'm gonna get my license who do you know who do you know who's gonna buy or sell soon I'd love to help tell me right that's how I got Antonio shout out to him old old friend of my family's ended up buying a house I had to open the deal under my broker's license because I hadn't gotten issued my license yet I had to get help from them I didn't know what I was doing number one number two I didn't have my license yet so of course we had to do it with somebody else but that's how I did my first deal I didn't wait until I got my license to finally tell people that's how I did it so you can do the same right so between learning sales skills right which again is studying and also role-playing and practicing with people getting in front of people getting on the phone with other partners oh well I can't find any partners in my brokerage look online you have plenty Facebook groups you can connect in my comment section which I recommend you do right now tell people you're new you're up-and-coming where you're from give each other your phone numbers off YouTube and then connect and and talk to each other in this comment section I've built a huge community of people new intermediate and advanced in real estate and sales and outsider real estate and sales that you can connect with same thing with my monitor success group shout out to them they have over 160 members now and my personal coaching and mentorship program it's crazy it's connect with each other in this comment section and now find these people to roleplay with okay that is going to give you more confidence right because the next point that I want to give you is you being new and inexperienced doesn't mean you have to start selling shitty homes doesn't mean you can't get on the phone yet or go door-to-door you have to practice first before you do it all these limiting things you hear from people forget it just go okay when you present yourself with energy and enthusiasm and in your and you're dedicated to your craft and you are learning you have coaching you have help right you'll be ok some people sure they won't to use you but they wouldn't have used you anyway ok they might say oh you're too young whatever that's gonna happen be ok with that stop resisting it because if you keep going after other people someone's gonna give you a shot just like they gave me and everybody else who's advanced and at the top or in the middle and then you're gonna get your break you're gonna get your deal and then from there you build that momentum like I said ok so that's it right you study you get some sales skills and you get up there and you take some action boom there you go right again watch the videos get some some baseline understanding of what approach you'd like to use and you apply it that's it it's not perverting oh well what tide should I use forget all that extra just go and do it okay now let's segue to the people who have just got licensed and maybe are a year in you need to again do what I said here but at the same time you need to take a step back and analyze and say if I track everything I've done in the last week month year what am I actually doing what activities am i engaged in and do they match up with what I'm studying you follow me cold call door knock follow-up work on your skills well if you look at your day to day schedule and only 30 minutes of that those activities are in their schedule then you're not doing what I say you're not following the blueprint and no wonder you're not getting the result okay so if you haven't gotten anything after a year you need to look yourself in the mirror and say I'm not doing something right it's not the market it's not the client it's not the people it's me I need to work on my skills I need to make phone calls and Dornoch more I need to do more open houses whatever it is you need to take responsibility and say I need to make a change or a shift here okay one thing I want to suggest to you and this suggests you can go to the other people too is you need to start going not to these realtor mixers but net events outside of real estate as well okay the realtor events are cool maybe you can go in there to show your face once or twice but from my experience they tend to be the same people saying the same stuff and doing the same thing I want to get up to other groups and meet people and connect with them right I want to go to community stuff right if you want to do charity stuff whatever it is get out there and mingle Chamber of Commerce is a great place to go to – even if they already have Realtors go anyway it doesn't matter okay get yourself out there right you see one of those signs from you know a builder and a new lot go there if you see people on site go there and talk to them and ask them hey you know the Builder here all right it's a manager here somebody I can talk to call off the number you know that deal I told you guys that we put together that's under contract and Laguna Beach for four point eight million which is to date my highest under contract not gonna close for a while but this pending the new development you know how I got him we called the number right now that number ended up not being the the actual developers number but we through some research actually found his number and we got a hold of him and he answered and he talked to us and we put to put the deal together so it was actually a call it wasn't oh we knew him or we got hooked up no it was a call that generated that a phone call a phone call okay so that's the power in that do that you will be surprised what a phone call can do or in person visit it's insane the power of it okay for those people here brand-new to a year you need to really really buckle down and adhere to a strict schedule the number one thing I see missing with the people from just started to maybe a year in maybe a little bit more is you still are flying by the seat of your pants you still gonna have a schedule and what I mean is you allow interruptions like this well hey a Brian let's say it's me Brian I need to go to the for tomorrow can you take me between 10 and 11 a.m. and you agree to it because you let them tell you that your schedule is flexible it is not that was the first thing that I put my foot down on to people around me I said you may think I don't have the set 9:00 to 5:00 but my schedule is my schedule I'm available from this time to this time and that's it period and you will respect that but you let other people abuse your time you let them agree and you agree that oh well I don't have a real job so you know my schedule is flexible that's a myth your schedule is not flexible it's fixed if it's flexible and your income and your results are going to be flexible and you don't want that okay so eradicate that out of your system immediately II immediately number to brand-new to one-year you need to set up and get yourself some accountability partners not that you completely depend on but some people that you can connect with that you'll talk to each other you'll track your numbers together you'll keep each other inspired in moments of feeling down because when one's feeling down maybe the other ones feeling like he's he or she is on cloud nine and the other one can pull the other one up all right it's I had that in the beginning man that was priceless and I was lucky and fortunate enough to go to some of the events like you know the microfarad superstar retreat and meet some really really cool people advance people selling a ton of homes and I was able to connect with them role play with them use them as accountability it was awesome but I had the balls to step up to those people and say I'm new I need some help will you role play with me will you be my accountability partner and out of 100 that I asked probably 97 98 told me shoot new guy but to gave me a shot and then from there everything else blossom so finalists accountability partners and tell those people like I said in the first point this is my schedule you will honor it period okay just doing those two things you're gonna already build some momentum okay number three is you need to create for those that of you that are new and up to one year or more right and again this applies to the newer people too you need to create a lead follow-up system that's the word system what is the lead to you you need to define it how often you gonna call are you just gonna call are you're gonna text email so you're gonna drop by you're gonna send a mailer are you gonna do video what are you gonna do what system are you gonna apply 80% of your business maybe even more is gonna come from lead follow-up not your first call and closing and looking pretty all the you see online about the one call closes that's great but you missed the fifty or sixty or a hundred before that that we got told to go ourselves and now we'll do it later and we couldn't get the yes it's gonna come from lead follow create a system follow mine follow this guys that guys that doesn't matter but follow the system otherwise all the efforts that you're doing and prospecting and gathering up leads and lead generation will be wasted because you don't have a lead follow-up system okay now you need to define a lead and then you need to determine the frequency at which you contact them and what and what you say what you give them and all that stuff okay there's a gazillion systems out there find one pick one and stick with it okay I don't care whose it is just find a damn system to stick with it alright this is the last one if you're really feeling either brand new getting in or you're zero to one year in super unconfident find somebody in your office to help you on your first listing on your first fire even if you have to give them money you know why because then you can watch how they move how they talk especially if you feel that that person was qualified enough to follow them and listen to them and you maybe admire them already okay give up half the deal give up 30% whatever it is because you know what that experience is gonna allow you to open up more deals 50% of a deal is better than 100% of nothing now one of the last mistakes that I'll talk about and I'll in the video is people look at brokerages and you guys shop brokerages and then this is what I don't get a lot of Megan's newer agents and intermediate agents whatever you got some shopping brokerages based on just the split and then on the flip side you'll complain when a seller wants to shop agents based only on the Commission you're doing the same thing if you expect that it's the the clients not to do that to you are you kidding me look at the value being offered not just to split wake up because then when the customer complaints it says well that guy charges five and you charge six we now complain about that you're exhibiting that same behavior okay so don't pick a brokerage base split secondly when that agents gonna help you if they ask for have to deal whatever take advantage of that because you're gonna be with them for a while poop you know pick their brain ask some questions because now they're gonna make money off of it of course they're gonna give you their time but that time in the Nuggets that you get from them can prove to be 100% in valuable in the long run okay and I know a lot of people who did that and then ended up actually after that doing pretty well because of that one experience so they were fortunate and happy they look back and say I'm glad I gave that person half my deal cuz look where I'm at now okay so all I had to hear maybe I'll make this a series appreciate you guys being here as I've said come on below where you're from how long you've been in the business where you're at if you want some roleplay partners make sure you guys connect with each other it's a great place to do so make sure you like the videos it helps the channel grow share this especially for the newer people in the industry make sure you subscribe to the channel we're growing pretty quickly we're already almost one hundred four thousand I finally got that little check mark which is pretty cool lastly if your real estate agent especially if your real estate agent get on my moderate success program we have over 160 active members in it I have Realtors non Realtors but it's a great way for you to connect with some high-level people it's a brian kocel accom in the description below everything else i offer is there so loop to team VC we'll see you on the next video

New Realtor Builds EPIC Real Estate Team In 18 Months! : GSD Mode Interview w/ Andrew Coca



what is up my peeps Joshua Smith you with another GST mode podcast interview the number one podcast in the industry for real estate agents to learn how to get done make sure to check us out at WWE SD mode com2 check out other GST move podcast interviews in other additional free content free webinar trainings and more epic content that i'm always putting out there to help you real estate agents like you crush your real estate goals just a few quick plugs before we begin if you are a driven real estate agent has big goals big dreams and want to create greatness then check out my personal mentorship coaching program at WWN I am a street comm where you can see how it works what you can expect see a ton of testimonials about the massive success other Realtors just like yourself have experienced with the program and learn why thousands and thousands of real estate agents have decided to join my personal coaching program to help them change their business and live forever alright so is real estate agents hands down by far the number one most important tool in our real estate business is our current if you want to use the exact same website and CRM I use that provides you with all my personal following drips that allows my team to join thousands of leads each and every month and close two plus homes every single day check us out at www.imtcva.org going to sign up make sure to go to perfect storm G sed calm you want to make sure that you prove their register perfect storm GSD calm well you can get the registration free waived and only pay on a nine dollars a month by one last quick thing your support truly means a lot if you find these interviews and any other DSD mode content powerful please make sure to share with anyone that you feel can benefit from this content alright it is time to jump on into today's GST mode podcast interview what is that my peeps Joshua Smith you within the GSD mode podcast interview who ever seeing a week we interview top real estate agents top entrepreneurs in strip top badasses they're out there dominating their space these are people choosing to not live a life of mediocrity but instead to go out there and create big amazing epic lives for themselves for their families as well as a big impact on others and that's why they take time of their busy days to come on here with us and share all their brilliance with us so then we can go out there and grow and expand and kick ass in our own businesses so you guys today we were obviously those of you watching this and not listening to this we are in the studio which we don't do a lot of these anymore this is pretty dope I always get excited what do we do one every six months anymore thank ya yeah we used to do them all the time and it was like the energy just different you know right but I get it's it's tough right and then people can't you know I'm not Jill Roman so people are in the job but once in a while we get blossom the guest like you guys that wanted to do that income and so on but we're in the studio here I'm joined with it with a couple badasses you guys either um a couple guys that you know I've had the pleasure and the honor of being able to I guess witnessed from afar all the growth and success and they've had just some young hustlers I mean with Jonathan I'm sorry Andrew you're gonna be real say this is 20 and you're 23 today yep right so so I got into real estate at 23 so like you're boom like certain where I got started right and man you're just killing it you're crushing it so um they are the co-owners or guests that you guys are the co-owners of the coca group which is real estate team in Denver and again man I I think I don't remember exact timeframe but about a year or so ago that you're in the office you're a half probably year and a half ago and and that was your you flying solo at that time right flying solo no agents actually so we had zero just me with the logo coming here to learn from you and then it's it's time just flew yeah in 18 months so solo single agent which is where we all start right now they have dude a pretty badass amazing team that that's that's doing some epic things that we're gonna talk about today but they have 10 agents on their team and grown massively we're just talking before hit the record button of you know the next few months anticipating be at 25 agents with the recruiting strategy giving and have going on and they're just growing in skill and massively um so I'm Lou Stockton honored and excited for this interview and to have my good friends Andrew coca and Jonathan Martinez on the show come show guys thank you yeah that's dope dude so on alright so before we jump into what you guys are doing it cuz you're doing a lot of cool things man here right you're you guys are you guys are doing what real estate agents need to be doing today yeah right and what I mean by this is you know no longer is it good enough to just be a great real estate agent I gots the ante to be in the game right now I'm not do like if you're not gonna be a great agent take care of your clients like you know the contracts and bail service your clients you know which I believe is just the anti I'm like just get a business school teachers episodic something like get the out right so but but that a lot of agents got away with that for a lot of years um not treating this as a business yeah right and put the agents that that understood that that was the ante but also treated as a business you know right those were the mega producers that always kicked ass but now look at it today and as the industry's involving that's no longer enough that's like that that's the anti now that's the new in yeah what used to make you a mega producer was just it's just that auntie to maybe you know just to do okay and survive in the business so I can addition to that man you really got a master technology you got a master technology systems processes automation and just be methodical of different revenue sources and and think outside the box you know right and you've got a really evolved what you guys are just frickin crushing it out right which is which is really impressive so once you get into all that here shortly before we do that though when you give this guys a little background how did you each get involved in real estate because I know you guys both came from different spaces so so go back on on what led you into real estate each but then also I'm really interested in how you guys met like how to have that that connection happen absolutely so I guess I'll start I got in first on our team and I was in college I remembered the day actually I was in my business law class I went to school in Massachusetts I was in a business law class in my second year and everyone's talking about what they're gonna do for the summer and out of nowhere some girls like oh I might get my real estate license and I was like huh that could be a good idea so I got I went home got my real estate license and I went to a seminar by I think Gary Keller and then that was that I didn't have any family I didn't have any friends didn't have anyone in real estate didn't really know what the heck I was doing but it just felt right when when she said it in that class it's stuck in my head I went home that summer got my license and kind of just fumbled around didn't really know what the heck I was doing and then I think my first year went okay my first full calendar year I sold ten homes and I think 21 and then after that things were a bit rocky up and down we had a few good quarters a few bad ones and I just couldn't really do it by myself and so this is where our partners come in we have another partner that's actually not here with us too but meeting these guys our skills just complemented each other so so so well and whereas I was maybe having the long term vision and I had all the things structure how I wanted them there just wasn't enough gusto in the team until I want to say John and Dylan came in and then actually Jonathan and I met one day I met his little brother you can take it up from here yeah so um I think just kind of like piggybacking off that so we actually met at like like he's like a little brother of mine but anyways this guy met him at a bar and then it up and like like the next weekend my little brother was like yo like come meet this guy he's really cool and at the time I was like I guess I was in corporate tax and then at the same time I was like heavily involved with a lot of companies in New York City in the in the startup space and so here's a yellow you really need to meet this guy is really cool so we met we actually end up spending the entire dinner was like an hour and a half two hours like just sitting there chatting at the end of the table ignoring like everyone was like poor I ignored his birthday but um yeah so that's how we met and during that whole time what I was really you know going through I like to say I don't have a cool story of dropping out of college but I did go to college did accounting and finance and then realize went into the industry and just was like this is not me this is not what I want to do and at the same time I was working with these startups and had a taste of true entrepreneurship and what that really meant and what that embodied and so I think at that time was like a very strategic time if you want to call the university or whatever putting us really in the same room and then it wasn't until about a year later I was like I completely walked away from the financial space and stepped in to really kind of like just not knowing what I was going to do stepping away from all that identity and stepping into like okay I want to be an entrepreneur I've kind of seen it I've done it a little bit worked with some people like that and then purely out of boredom really got into real estate and was like yeah I finished the course in like five weeks just like completely killed it and then really just called him I remember he was he was still in real estate and I was like hey I was like what's up you know and he was eclipse meet up we met up at a coffee shop and then actually ended working with him concurrently and this is when he was just like he had just like really began to like start taking his business seriously from my perspective and so actually end up going away on to a few other brokerages I did some more consulting and then mom it was like it was like last May we met in a rock bottom and talked for like three hours about like paradigms self-development and then like collaborating on a potential real estate venture and at that time that's what we had fully intended and then eventually he was like hey man like I really want you to come on the team I think he'd be a great asset and so I was like yeah you know we can like you know I really want to you know do like a real estate tech company with you but like maybe and then we just came really good friends got introduced was introduced to Dylan cloud our other partner and we thought oh Dylan but then yeah and then like we just vied really well a lot of the I guess from the social dynamics to what everyone else was bringing into the table was just really good and the synergy was there and yeah I mean in through through the ups and downs of you know recruiting agents building out systems and being in a room for like 16 hours a day with you know in a 10 by 10 we call it a war room yeah it's it definitely builds definitely builds character between you know your relationship to the other people so we actually have that or that exact one we do have that same and so from that standpoint yeah from there we just you know started growing the real estate team I pretty much handle you know he was gracious enough to kind of let me be the CEO well he handles you know I'll jump in here because when I left school at at my school is a very entrepreneurship focus school and they made us do this survey one time where they basically asked us like eight or nine questions didn't really tell us what it was for and then at the end we basically like rated at one through six how it applied to us and then we they give us a little sticker and like made us go put it on the board just like the lower scores are here the top scores are here and I had the very like lowest score by like a foot and then you started seeing like other people's and then I come to find out that it was a fear of failure test and I just I had the lowest fear of failure of the entire class by like a ridiculous margin yeah and then the reason I say that is I thought I had such a low fear of failure and then I go out there when I you know I even I go do real estate I think I can go door knock and do all these things and I start to walk up to the first house I'm like like stomach drops don't know what I'm gonna say kind of just sit in my car for an hour I could turn back I didn't know what the heck I was doing and I meet this guy and I and I I see who really doesn't have a fear I mean this guy defines how to go out there and just just crush in I didn't have that aspect that might know deep down that it was all gonna work out and so I could take that action but you know developing these things and giving that to other other people that we bring onto our team is is just so crucial and so it really worked out well I mean our strengths just were so different at least at the time we've kind of just built together so maybe maybe a few a fear of failure was so great that you were like succeed you know right cuz it's one of those things like yeah you can't have here Yeah right when I say can't have fear of failure like you gotta be willing to go out there and fill but you know having a little bit of fear is good too right keeps yeah and a great book out there as Andy Grove who was the CEO of Intel um from multiple multiples that go decades which is only the paranoid survive you nobody talks about like how they grew and expands like you gotta like you gotta have at least somebody the organization that is you know that is constant at worrier and not worry in a negative manner you know right but a good banner of understanding you gotta be relevant you know right yeah so I love it dude so on one side because real quickly before we talk about what are you tactically doing inside your realistic team when it comes to partnerships yeah because we see so many real estate agents partner and and so many I mean most that I see very few do I see their apartment for the right reasons it's almost like a lot of people just don't want to go at it alone so like they might be oh hey you know I'm closing 25 deals a year this a jump here is closing 25 deals here like they're almost like a clone of themselves yeah but they just would rather be together than be alone so and a lot of times you know I made this I did this when I first got started to of a short-lived partnership where it was just like well you're doing your production I'm doing my production it started off as just let's share expenses let's share an assistant let's but then it's just that got muddy didn't then I just Mason so let's put everything in a pot right but then it doesn't always out you know way itself out so you gotta you have partnerships it becomes so critical right because you gotta have skill set fits like you guys are opposites right so like your weaknesses are your strengths and vice versa right and sit with your third partner right so um but then from there you know you also had the other component which is like gotta have the same core values gotta have the same vision you gotta be willing to sit in at 16 hours a war room each and every day sacrifice personal levels and like even visited we talked about big goals but nobody talked about big sacrifices yeah what are you willing to sacrifice and yeah like there's so many little moving parts here that come to a successful partnership and you guys have done such a good job at it what advice would you give our audience um that's thinking about partnering that's me you know thinks it might be a way to go of how do clubs identifying and like what are you guys done like what's the secret sauce gosh I was like I could think of so many things you would say that I like couldn't say the right way so I would definitely say from the standpoint of like when you're thinking and walking into a partnership my the way I feel we've all addressed it is one talk about the big things are really the things that potentially are gonna be your pain points and like understand like how that where that person is operating and how they operate and that's just getting to know that person but also understanding like keeping yourself in check would probably be the biggest thing and I'll let you elaborate on this one because you explain it way better than I do but as far as like just understanding letting go of your ego and like willing to like get outside of yourself and that is like the most ridiculous thing like from the outside looking in but like when you're in the moment and it's like him and I is so funny we when we like clash and we have our moments we fight or whatever it's crazy it's like sometimes we'll like yell at each other for like 10 seconds like yelling and then it's like dang like I would get 50 seconds later is just like I'm sorry man I should have said yeah you know I mean I wish I was operating here and so we like that sounds super technical to start breaking down like every argument like there if you feel far between but we tend to definitely put everything on the open from what's bothering us both personal and professional what struggles were coming up against and we really air it out like it's almost barbershop talk almost sometimes the way I would liken this because a lot of people say do or don't partner with friends or family or anything like that and and part of the reason is when you're with family it's like you're you too close to tell them certain things you're just gonna fight or things to go wrong there I don't really operate within any of those methodologies personally the way I see it taking a step back from all of that is if you like how bad does someone want it and what are they made of and what are they willing to do and where are they going and the four of us I mean it's the three of us then on another couple companies we have a fourth partner so the four of us in this war room we want it and we just we have that same drive we're all drivers there and the way I see it when you have that if you're willing to learn what you need to learn if you're willing to do what you need to do to get there honestly the the strengths and the weaknesses they don't they don't matter me it's it's are you willing to get there and are you willing to learn what you need to learn to get there and so that's why we have such a huge focus on personal development and when he said you have to get beyond yourself really what we mean is when when you go into any partnership you are a somebody you have these likes these interests these identifications and this is who you are but if you can recognize that there's a reality beyond then you can break from who you are as a personality and and kind of get beyond yourself in a way there's just these if you can commit to doing that and leaving the ego at the door and who you identify is at the door and we become a team in that room that's that's what matters to me and to be honest we're all very very good at then we do a lot of advanced personal development work there to be able to do that and aside from that everyone's driving all day long and so it it really works out and then if we do have a conflict we're very very open and honest with each other and if we disagree that's why it comes to a head and then it just fizzles up because we're we don't we don't let things build up in that way and I think that's very important as well I know you said that it's it's you know what their drive is it's a way well here's the endgame goal like how bad do you want it you know but then from a skill set component I know you you mentioned that that matters more than the skill set and I agree in that like look we if you want it bad enough for you learn the necessary skill sets right but there's only so many skill system can learn and then expand and I'm just guys do all have unique skill sets Vanegas says the reason bringing it up is because there is some component to that yeah like you have other in game those skill sets but if you all have that same house all have that same Drive all have that same want and desire but then you have the unique skill sets like dude it's hard when you're starting to visit somewhere no that's you know compared to like ya got your your other part on sand you know brilliant badass at marketing yeah right like you're really badass at technology and systems and automation and yeah right and you've got the real estate experience absolutely no other elements of it where you can each you kind of wear your own hat and like have extreme ownership of these things you kind of talk to us about that too of you know because I'm guessing that that is a lot of Umesh person I rise and drive wise but also like would that have been enough to partner if it wasn't the all like good if I partner with Jonathan we would then explode because he brings this to the table I would say that there's a lot of unknowns when you partner in terms of how it's going to count like your skills are going to compliment each other it's really hard I think to partner because you think your skills are gonna complement because you can say that from the outside but then the second you partner it's like well you don't know how they're gonna mesh together until they mesh together and that's really hard that's where a lot of partnerships fail is they don't know how it's gonna be when they get together and that's truly why I think you're right it's it's like you have to look at can the technical skills complement each other can the personalities complement each other in different ways and that's a very very good way to look at it but then from there I think what matters and keeping it alive is that you know that drive to that vision and then that ability to get beyond yourself but you're right it's like they do have to mesh it's just hard to see how it's gonna happen until it happens you know it's it's like when you mix two ingredients together you can say they're gonna do this but you put them in the same thing it's like do you have that well one thing I think to elaborate and just to I guess put an analogy I guess to simplify things it's like if four chefs in the kitchen right and so it's like at which point do I you said extreme ownership and so it's funny as I'll be doing sales calls recruiting and whatever I'm doing on this and then you know he's definitely like oh the instructor he knows the systems and he built out coca University so he's working on that and then you have Dylan and he's doing branding and yada yada yada out right and he's building out that and then we have another partner and he works on a separate business but he's doing his stuff and so because we all buy into the same vision and what we're doing for chefs in the kitchen it's like you know whether someone's cooking a main course and everyone else is doing the size or whatever at a moment's notice any one of us could switch and do exactly something else um gets increasing us and getting us to that vision that we all have together and I think that's I mean I don't know if you want I would a little because a lot of the time people don't like to have multiple chefs in the kitchen but I think what's cool here for our partnership is when we bring on a business partner I don't want to partner with someone in that way at that level if they can't be a chef in their own right but if we're gonna hire employees or have people come in under us that aren't you know having an ownership then they don't need to be a chef they can do that one rule so we really do cross train each other a ton and then we might have different strengths and weaknesses but we really work hard on overcoming those weaknesses and at least having some level of competency where once we had a weakness it's like you have someone whose strength is your weakness why not learn from them too so so we do help each other grow in that way too so we don't even I don't look at his like my old weaknesses that I had before I partner with him I'd say I'm a lot better and in those areas just from learning from from him and our other partners in those ways as well so it's like you're my I'm so uncork so by my partner hammer this dough right I just brought her on as a partner last year she's my first hire ever so you know 4 bucks an hour admin you know this was 2006 yeah right and you know last year I uh I mean she grew and built the whole team with me all right over the years and you know she's leveled up and did an amazing job at anticipating who she needed to become and you know so I gave her ownership last year and brought her as a partner and you know and and you're right I mean I gotta jump in and do her role yeah right she could jump in and do mine and she hasn't I have yeah right but it's like you know she runs all the operations for the support side you know right and then anything contractual when it comes to that and then I run all the kind of the coaching and training aspect of it so we have those roles but I mean yeah we can jump in be cross-trained whatever and then it becomes cool cuz then you know how to support each other that much or – yeah when you're cross-training you can relate with what the other and and I so I have a tip for any real estate partnerships as well because there's so many different types of partnerships different businesses because I was talking to a friend of mine and then another I was talking to two different people with the same problem in terms of partnership people who partner in real estate tend to try to make it really complicated and I think it's as simple and I and I learned this from you back in the day was when you partner you're a new entity and you you're essentially building a team or let's take the coca group for example it's not let's say Andrew does a deal how much of that deal does Jonathan get it's how much of that deal does the new entity get and then from there that entity can net that commission against any expenses and at the end of the day you have partners with whatever interest but you have to build the business and so if there's two people partnering in the real estate industry often what they'll do is say well how much of each deal do I get or do you get and they don't look at it as a third entity getting that that percentage and then splitting it so and just from what I've seen people who are partnering at least in real estate don't tend to treat their partnership as an entity I think that's the first problem yeah LLC and parasail payroll yeah I couldn't agree more yeah and roast is every business is a little bit different you know like when we're talking or you guys were talking about the skill sets yeah right um yeah I just started thinking about my supplement company yeah right well my partner myself only come here we have three three total partners but one my partner's is about chemists Yeah right like he's spent 20 years 'lord formulations and like I cannot do that yeah right so he comes up with the formulations yeah right my job is I run back in systems and operations like dude I like oh you know we have a supplement out right now i'ma take it I don't work so I can tell you from the ingredients in them 1 what each one does you know right now real cities is all over the different different beasts you know it's not technical some other spaces with some of that so on you know Jonathan I'm curious do with your with your background if we got in real estate with consulting and helping me startups and you know which is super cool right cuz you got to kind of test drive entrepreneurship to know it was for you and you felt that pull towards it what were some of the things that you learned from what my startups come sure you saw some kill it in some filling what were some of the key components like if you had like I know two or three biggest learning lessons that you learn of like like here here are the ingredients that you make you make you make it or break it for you that you've been able apply here gosh I would probably start at the top on what partners you're choosing and who you're choosing to work with at the early stages and that like the the person all that you bring on we definitely implement a very family atmosphere and that's not like in a way like like the typical like family business it's more or less like you treat others with so much respect and you do unto others the way you'd want them to do to you arm and one examples like for our group I always tell when I mean with age and some like this I'm like okay so a lot of the times when you're gonna you're in it hey I can't show up to showing da-da-da-da-da and the person's like how much you gonna pay for that it's like no like just go do it just go help that person cuz they're gonna return that later and having people that are always looking out and understanding like putting themselves in your shoes and understanding where you're coming from and that's just anyone from personnel like anyone you're bringing on to really just your partnerships and understanding like you need to have this energy and one is like hugely trust if you don't if you don't like trust that person to have your have your back and a dog fight like why why would you even like step into business with them because this isn't easy it's never gonna be easy you're gonna be in predicaments whether its financial or you know your personal or your business just anything you need to be willing and open and honest with each other and always transparent that would be first thing the second thing I would definitely say surround yourself with it's it's all people I'm primarily going to talk about people it's I don't really think it's ever the product it's all people and the next thing I would say is when you're bringing in personnel and this is literally what I say every meeting when I walk in and talk to other agents is only sound I don't want to work with real estate agents I don't want to work with and essentially I don't want to work with an employment tell you and work with business owners and entrepreneurs and the reason I say that is because those are the people I am going to be spending time with and surrounding myself with and likewise with them and so I wouldn't haven't have it any other ways that's what I live eat breathe and same with my team and my guys and we all do that and so from that standpoint the people who bring a business owner mentality tend to weather the storm tend to innovate tend to bring you know creative solutions to whatever you're doing whether it's the most technical monotonous thing you can think of to just like hey like you know maybe we do this for our culture event like just all around I would definitely say it's all it's I think it's all people thing for me so yeah love a dude so um Andrew so I did so I'm gonna get like deep into just a straight real estate now right so with with what you guys do and from a you know tactical system strategy standpoint your team well you went from being the business prior and you know decent first year then you had some ups and downs you to where you guys are on fire right like you never grow and expand doing it right outside of the partnership as we talked about the power there from an actual like taking action tactical implementation standpoint what are what are the differences that you are doing now verse I used to operate that as a longing you create the the rapid success I think the number one thing that I have now that I didn't have her we have now that we didn't have is Koch University and essentially with all that is is our team training so what happens is when a new agent joins we essentially put them through 20 plus hours of team training and they learn in my opinion one of the most your paths for success but on top of that they'll also learn all of the little things that they have questions about when they first joined because we're talking earlier off-camera everyone says they have the best training and I've gone I mean so is he being at different brokerages we've had the opportunity to go through a lot of people's training and while there's a lot of good training out there the one problem I had noticed was that it's not chronological enough for someone whose mindset is fresh and new or whose mindset is someone who's not producing to being somewhere where they need to be a world-class realtor and so I think the chronological order of things is lacking usually you have libraries of training that people can pull from but they don't know where to start and it's very confusing so what we did was we have step by step for 20 hours it's all in order an order that we think they should go through and then that is just so easy for us as a business because we put an agent in that training and we don't give them leads until they complete the training we don't we don't order the business cards we don't do anything until they complete the training and when they complete the training they'll have far less questions they'll know exactly what they need to be doing and then piggybacking off of another thing we have in place is the tracker we didn't have our numbers tracking dialed in until very recently within the last three or four months and so we have Koch University we have the numbers tracking for our agents and these systems can now scale and that's why we're recruiting so heavily and you plugged someone into them they come out the other side a world-class realtor with all the tools in their possession and weeds and the ability to go and generate business for themselves all you need is the right people at that point and before when I was going up and down and before we partnered I had some videos I had some form of numbers tracking but it wasn't dialed in and it wasn't scalable to the point where we're talking dozens or hundreds of people could use it at one time it was more like you can maybe have a handful of people use it at once but now it's really scalable and dialed in and that's overall the difference I would say yeah I mean it's um you know unfortunately the training in the real estate industry is pretty poor yeah right for I mean industry-wide and you look at you know people that are known for training might like would say Keller Williams yeah right which would you look at the big franchises has the best training agent training out there right but it's still like you still end up either having to pay for the advanced training even they're like you got a paper bold or pay for you know whatever um and even then it man it stop it because it isn't like you're yeah it's so overwhelming it's shotgunning and you said the methodical approach of it I look at it like you go buy a piece of Ikea furniture right and they give you looking at yeah all these thousand pieces scattered out yeah I was like what you can do it all that right like you need the instructions like you follow step one that leads you to step to step through it's like building Legos almost right um with this and doing it in a pound way you know Mike who a huge mistake I see so many needed to make is they do buy the business everybody is obsessed with leads right now am I going to feed on your truth like number one to have your tracking down an observer to your CRM dial then and when I say dial then like a CRM dial then means all you have to do every single day is show up and clear your task you like you do that every day you're kicking ass right um your buyer listing presentation I'll then and then your spear of influence you know strategy I'll then like you and I probably take a new agent a full 30 days right now same accounting like spinning an hour every single day learner you know going through the MLS and getting to you know like we have you know plan in place for new agents for that stuff but it's like yeah I'm at first three days like slowing down enough everyone wants to go fast it's like you got to slow down in order to go fast right and I get there impatient whatever but um like you like leads I always agree with if you jump into Legion without having those those elements in place I got it soldier like dude you're either gonna go broke or you're gonna burn out and probably combination both yeah right so it is there is get put the cart before the horse right and and I'm now you show me University for price of screenshots if you are upset yeah absolutely so uh give you guys a sneak peak of well that looks like so you can see this yeah if there's any agents and yeah so then um because I've got an online university as well Oh which I know you've seen it yeah we're comparing universities before jumped on but anyway with that like I've done it where I've went so hands off well it's like I've went everything digital yeah right but then we found that mandated it's gotta be kind of like a mesh of some live in person and some digital a little bit with that so do you guys have outside of the online university which is great for mastery they can do it on their own ours got a bio consultation model you can state you know get done working then go tell your family and then from nine o'clock to midnight rehearse it and roleplay it and go up and kick ass the next day so it's great for all those things but is there do you have an integrated kind of like alum but what do you do for the Lionel yeah absolutely we and you can talk to us too we have four we have basically weekly class three or four classes a month in our training room so and then we actually do have our first team party coming up and so we have meetings as well but what we do is we treat these parties as like a 20-minute meeting talk about business and then we have food we have drinks we have everything that at the venue I think we're gonna explore venues but we have one coming up in a couple weeks actually and what's really exciting about that is I don't know that the entire team has met each other and on top of that I don't know if the entire team has met all of our vendors yet so what I like about these is it's a chance for us to all connect and do some business but then ultimately meet everyone and if I can have all 11 agents talking to the lender we use and the title rep and the insurance people and just everyone knows each other face to face I think that's very important as well so you can talk a little bit about that too yeah so I think just from the stand point we actually just the beginning no towards Santa last year we started taking these classes and teaching we are with color Williamson so what we did was we started we just like hey we want to teach and and we had the training Coca University done the branding was done and it was all cleaned up and so Andrews definitely like the instructor like he bisects things and says things in ways that is very technical and very applicable to I think the real estate industry as a whole but what we're finding and what we're doing is we're opening cocoa University not just to our group but to the people that you know whoever wants to come if you want to come you can come in and basically learn and learn how we do things in the way we operate and kind of see a little bit of our culture at the same time and so I think that's a great element for us as well and I totally agree with the fact that it can't the training can't all be digital there has to be this element of one being personal and I have agents like call me not only regular but you know sometimes they're like hey I got this like one-off situation like what do I do and then you coaching them through that and usually we try to limit that to like 15 minutes but like it definitely does work I mean adding a little bit of a hybrid as you if you would um definitely speaks volumes and it builds that relationship not only with your agents because they like you really genuinely care that you want them to succeed but at the same time it's like they have this like framework and it's like robust like coqui University they can always look back on when it's like they're writing a contract at 11 p.m. and it's like they're obviously they're not gonna pick up the phone and call me but they can go in there like hey I have this right here I need to write this traditional provision blah blah blah blah blah tells me everything they need to know so overall I think what we're doing is we're really trying to create a culture and from that that goes outside of cookie and oversee online that goes basically our hands in our ecosystem as far as our vendors and who we use and having that relationship be built for each and every aging yeah so then I take you to you know look what what are the four classes that you guys teach on our monthly based term and why though is for so we have you're doing social media wrong because I think that's probably the most obvious one we have a lot of I think the average realtor is a 50-something year-old yeah I mean we're in our early 20s and and I think we're just more naturally gifted with social media being younger because we grew up with it so it's one of those we can help people understand the ins and outs of it all also more in-depth things for the younger people that maybe they're not doing that they can do in a real sense we have know your numbers the path to 100k we have is su we have how to generate leads through Facebook lent through Facebook advertising and then we have yeah high level negotiation so we go into more structured negotiation principles that you might not know but then we also start to apply it in different depends on the audience we apply to the actual industry and how it applies in maybe a Commission split negotiation or maybe it's just a real turd realtor negotiation we we try to get three or four of those in a month so that we always have it rotating for newer agents or agents that haven't gone to the last one and things like that it's pretty dope is that it means that really tracker base you talk about having tracking something I'm really going because it's it's funny man because we and we have our universe as well and then we have four live classes that we do as well and you know our our four are and what we started doing is we just stripped away of okay people that go through it like what were their homes and they struggled on you know right had a lot of questions that was kind of hard for new agent plugging in or or I should say a new a new agent to our team they can be seasoned the computer this is six years ten years it doesn't matter right I mean those things for us was tracking his is always been a huge one like people just don't get it they don't understand it they Realtors naturally freaking hate numbers and Excel sheets and but tracking CRN you know right like really like just we had to have just more advanced putting in dummy leads and like just more advanced and person training on that CMAs has been a big one for house so we have that you know so these are these are every week so Monday through Thursday it's an hour same place they can choose show up or not and then the other component is you know just a high-level business plan which goes into tracking but just really getting to understand their business because we'll do initial business Lagos don't understand it you know right of a brave that break down um so kind of talk to us cuz dude no in your numbers I mean Jeff Bezos says you know who's the richest dude to ever exist the planet right first did break a hundred bill right so he's like look man if you do not know your numbers of business if you don't know your data you are going to fail but there is no like oh you're gonna struggle it's just like you are going to fill and we see all the time like you might hide get lucky and have a comparable news market like you gotta get a know your yeah right it's gonna walk us through today that's so important well what happened at first was I had this tracker that I loved and I'm like oh I can track my numbers now but I didn't and it's like well huh you can have all the systems you want but if you don't work them you're screwed and I would say the I've had coaches I've had mentors I was in a mentorship program at Keller Williams and stuff like that and I think at the end of the day with all my coaches all my mentors they could never force me to track my numbers and no matter how much you know you don't really get that and so that was such a big focus for us in building the team was I know they're independent contractors I know we can't force them to do anything but one thing that we talked about this a bit earlier but why we offer leads in part and why we love offering leads is if they don't track their numbers and if they don't do the calls and they don't do these things well there go the leads and so just incentives to to make someone for their own benefit track the numbers is so important and it's just how do you how do you get them to do it so that's that's why we we that's why we we get them to do it and it's yeah you're right it's so important until you actually follow through on tracking numbers it's I don't know how you can scale you know yeah yeah I couldn't agree more man you got it yeah I think we all go through it I was as bad as anybody yeah right and do not spend time on you right so um from year one I was like six or seven months in the business I had a agent that was like had the office right across the hall from me you know I've always been a big believer in like dude having a pert like an office at the office and just show up every day right okay first one in last one I'll show off every friggin day right that's yeah it's true dude so much to my personal success I mean even now today like I don't need me area pretty sick but I'm still my most most days it's very rare though I'm not um but this new comes mean he gives me some Jim Rohn CDs and I never do that until up on my life Twitter's old like I never actually read a book in my life like I never saw felt and you know but then once I started getting into Jim realm and I got hooked and from that point on I never went without a mentor coach and and it's like back then like it's crazy to think about 2005 when I got the business student there's no smartphones or so he's like razor foot phone there right we were just certainly in scanners you know they always do there's no DocuSign there's no facebook there's new youtube there's no podcasts nothing yeah right on so there's no digital programs either like you had husband young yeah 30 40 50 grand a year in coaches and gets old and now that's like a million today that I paying coach thing consultants but um I just keep leveling up with it um but even though dude no matter how much I paid them they all told me track your numbers tracking numbers chunking hours right even though I'm still going to check to him out I'm true them is my mentor my coach I knew better and I was in track of my numbers until I had enough paint delivery yeah I was like your number four and the business man I was ready quit and I the best year of my life financially netted like 780 that year or whatever not rich one quit because I was gonna for him to midnight no quiet life my wife and my wish had our first daughter lived right across the street like there's less than half my why I go to three days bail seeing them but it was just it was just this like I couldn't stop it couldn't slow down I couldn't his energy sucked I guys ready to go back to make it 30 grand 40 grand a year Yeah right of course I don't wanna walk away from the income but now only solution to solving that problem was to know my numbers so I could only make the waste and scale it and and but I had wait till like for me it's been this hopefully those watching and listening um can like it's great to learn from your own pains and mistakes but the smartest way to learn from others right I've had this yeah like I didn't start taking care of my health until I became morbidly obese and lost my health right didn't start taking care of my finances until you know made it and I lost everything and put myself 100 thousand dollars a credit card debt and whatever didn't start tracking until I like I'm like this guy that like I keep my ass beat get knocked down before I listen I'm trying to improve that but uh you know right you have these little moments on yeah I think we all go through it but you like once you implement like man it was like I realized right on the gate about 90 days into ever if you've experienced it I guess about 90 days into it or so do about half of all my time energy was spent on useless like it was irrelevant right Wow I think that was a huge huge problem for me and that's probably the biggest problem for all new agents they there's just sitting on their hands not well not not all the time but and sometimes you're accidentally putting into the wrong thing you think what you're doing is the right thing to be doing right and then it's not and then other times you do have the agents that are just sitting on their hands but either way it's like here's the plan follow it yeah so yeah I feel kind of blessed I like I've got licensed in 2005 to not have the distractions are today because there's no YouTube yeah I like it so easy today back oh I'm working and they're watching youtube videos from other top you know or they they think of top filters in YouTube I I think there's one try three actually youtubers that real stages they're actually legit charlatans that makes them so look legit but so easy to get caught up in that right now I don't want to say don't listen to podcast rats I GSD mode they're all don't listen to me that's truth point there's some other ones out there that my good content but uh it's so easy at caught up in that today Yeah right like you get busy but not unproductive things like we should be found that pavement right so what do you do then to ensure let's just say they go through the training they've gone to these meetings now and they're plugged in like what how do you ensure that they are taking action what they need me taking action you mean you mean how do I ensure other than the tracker or yeah we'll get a five and let's just say dude I went two weeks I haven't showed up for a meeting and I haven't but what does this look like from there I know you have leaves and you can take away the leads but like what I I guess it comes down to accountability right like what does that look like to – because we can't force them but but you want to and you can't motivate people yeah alright but you want to facilitate an environment where they become inspired like what do you guys term from that element you know I I think I am more of the guy that can walk someone through whatever the heck their problem is that they're trying to deal with I know who you're joking about it earlier because you have your business partner is better at that than you but I think in terms of where we lie if someone is hitting zeroes on everything and they're they just don't know what the heck they're doing I think it's important to just figure out why I mean are they disillusion to that point where they don't want to even go out of their house and knock on doors if that was their plan well why they're getting zeroes I think matters sometimes and if you can help beyond just a professional scope that goes that I mean I think that's more important honestly in terms of how we can train our agents because if you can break that professional barrier and you can help them in a way that they never thought you could help them because I think we are able to do that I think that will not only help their career but that I think that goes above and beyond so I think why matters if they're disillusioned or if they're just not motivated like why because I've been there I I was there really bad for a few months and it's just if if it's if it's one reason versus another there's going to be completely different approaches I think you need to take so I think I think it's a one-on-one type of meeting that we would have but typically people will hit their numbers or at least track their numbers so it's like it's not always like like that so far but I'm sure as we grow to maybe like dozens or a hundred agents you're going to get people that are just ghosting and not even tracking their numbers not doing anything and then and then what do you do I think but definitely one-on-ones are huge for us for anything like that I would definitely I just piggyback off that what I would say is I tend to keep like I'm really like I assume familiarity with all our agents whether I'd like really know them all right maybe not as close with them as I maybe another agent or whatever but I'm always like if from really just texting someone just like hey what's up what's going on and like completely I look like it'll be like I haven't talked in few days and I'm like what's up how's it going can we get on a call and just jump on a call and just like talk to them about their life what's going on and it's like not they're not long calls but like just really showing that like hey like I care and from a standpoint when someone's not you know making their calls I I just very upfront with them I come from like I guess let me put it this way it's a quote I heard as you can inspire a person because it's like trying to push a rope so I can never give them I can never instill inspiration inside of them the only thing I can do is motivation and motivate them and that's that's fleeting right so then getting down to like why they're not making their calls or like you know what failures that they had how did that make them feel like how could they be better and turn it into something that's productive rather than like throw my hands up it's you know it is the way it is let's talk through it let's I actually have a very technical process for this and the way I see it no matter if they're producing or if they're not producing or if they're motivated they're not motivated they have a frame of reference they have basically their their awareness their consciousness how they perceive reality and from within that frame of reference they create meaning they build the model of understanding everything around them and some people's very limited frames of reference if maybe they're caught up with in certain paradigms they create the meaning such that life sucks or I shouldn't do this or I hate this or this is terrible and if we can expand someone's frame of reference if we can find a way to get them to accept certain information that would cause them to evaluate the world around them differently there you go and so that's what a lot of the advanced personal development topics include that's a lot of this stuff that we do outside of of real estate that I think is very important for people like that but it's also important for the high producers as well I would say yeah couldn't agree more and I'm gonna put like a bookmark that right so I don't know the technical term because I want to go deep into that here in a moment cuz I know you guys i mean obviously any but it's listening this right now and tell that that's a passion and you're really good at it now my talk about your new program and all of this stuff here in a moment but before I get in Batman because you guys are in we're in the stage at urine with the growth mode that you're in you know and you you Andrew you made a comment to me before we hit the record button soreness of like you're like hey BAM build not all this stuff man was straight-up true GST Yeah right like when I give porn all in I understand like you have to put this thing because it's you know it's I mean to be honest like I didn't have my own line University toss out of production or then that's my full focus but here in the balance of hey man your production your your but you're also recruiting agents plus you're building out the systems plus your coaching plus your training you're all right and I hate the work balance because there's there is such a thing as balance you know as Gary Keller talked about it's kind of a counterbalance but you know do like get in order to go out there grow and expand have a true business and and continue growing that business on to get the point we get a higher production like you've got to make it happen yeah right so walk us through on the reason why I asked this to you guys because it dude to be honest a lot of my systems they want what they are today until I got out of production Yeah right I mean until I did I mean I'm we were like a 10 agent counting myself team doing four or five hundred deals a year yeah I almost did not doing that much short production we're doing right now with you know 50 60 agents but so much that production was from me and it's just massive hustle and you know uh viruses do if you sell my systems six years ago what the f dude yeah right it was I mean we just lived out a Google Drive and and I mean they were they were enough to get by but they're like they are now so but I also can't fathom you know like I didn't I didn't have him dialed in when I was in production for a reason you know I mean they were good enough to get us by but nothing like you guys have I can't fathom doing all that production all the other things that come with it and building those kind of walk us through like what does that look like oh and how do you balance all those hats dude honestly it was somewhat similar I haven't done as much production personally in the last six months I probably did more homes in one month before that then I did in the last six or seven months building all of this and so I did take a step back from the actual real estate production and I think if I hadn't thought to be honest with you yeah I don't know how how you'd complete that because you're right there are some nights one night in particular where I think the you know in the program we were going to talk but I think we have 58 videos and I pulled an all-nighter and I think over the span of the eight or nine hours of nighttime I only finished like six videos because it's so hefty editing all of these hours of content down into something that's a final product and then and then that's not even Cokie University when we're doing coke university it's like you got to plan on all the slides you have to build out everything you have to go and figure out what you're in a talk about and then you have to record it after that and such as hours and hours and hours and it's thankfully I wasn't doing as much production when I when I built it but yeah it just it never ends it feels like you know there's so much content that you're building well I think that's a good point though important to bring up and understand is like a spill of people think like oh well like when this happens I'll start that or or like oh when this is done it'll be so nice so yeah but I compare like systems it's like it's like people that paint the Golden Gate Bridge star on one side it takes a year to pan to get the other side enhancer all over X to paint in tires flaking right it's like you know the last time that I built our Vista view which has been about a year now we replaced some videos we know we keep it up to date but I'm getting ready three scrape and revamp it again um and it was three hundred hours you know over three hundred hours last time that and we built it up because if you said every mean like everything's that coincide be perfect and then you got to be so methodical with it and you know so much that good and then you got a friggin build it you know like from a technical aspect and you know all that stuff on but knowing what you know now if you were to like out of the gate as a new agent started you know three years ago doing this stuff like in a boot camp which you've been doing that so we met um you know talked about the daily power our oh my guys like this thing gonna happen overnight but if you just set up yeah Monday through Friday your daily powerhouse where you are building your systems yeah right now after 12 months 24 like but it just it's always ongoing it never stops I hate doing it well like everything breaks you system yeah thank you thank God you told me that a year and a half or two years ago and because that was the thing we honored every day no matter what I mean maybe we did bad or B did good on certain things the one thing that was always honored was this empower our I remember seeing a little cubicle with our first agent Mitch and and he'd helped too and we just work on systems and it was one of those like 90 minutes a day two hours even sometimes it just be built systems built systems built systems and the funny thing is you can't create a university until you have systems because all the systems and the processes you have for for buying selling all of this stuff have to go into the university so you don't build the systems while you're building the university you have to build the systems before you can even start to plan out like training videos for university so it's just it was one of those like we probably spent a year building systems before we even started trying to build a university so yeah it's just thank God that we honored that though because I don't know how I'd build a university without the system's yeah it's like make me think back on it wow that's like like nothing is too small yeah right like when you order business cards like just anything yeah let's you develop a process in the system or you know you know just even the most my new little things yeah I don't think you would realize like with our team you know we run on about half if not 1/3 of the staff that most teams my size operate on yeah right like our average transaction coordinator can handle about 35 closings a month before that capacity people like how do you do that you know rightness is like what we obsess over like if there's any melons ever similar than once we have templates for now yeah right like every little thing like we obsess over like if we got a copy and paste this yeah and this is what's dope about technology was ap or whatever of okay how do we put a comment here and have a create a custom template email automatically so you know how many do you like I'm trying to make two clicks down the one click on the mouse you're right that it's out all that adds up over time right absolutely and it's a little things that you don't realize to that then we have to go back and create another video in another and so that's kind of process right now is actually at the time I created the login to one of our systems it was different than it is now and we had one of our agents Daisy the other day bug and I was like hey with it did you change its login why can't I log in and and then now we have to go back and record videos for that too so it's just the little things that you don't realize that will either break or that you have to do more than once that you're not being efficient in that you have to go back and start adding more so I'm sure that 20 hours will jump too far cause it's you know we're talking before this you mention how like you're adding into your training as far as like a fake use that you get from your agent so that was like things that you may like wasn't exactly clear in your training and that's exactly what we're doing we have like a list of like Oh new agents are gonna ask this and here's what they're asking and like maybe heard some new questions that we don't even have in the in Koch University let's add that in there and so we have like this running less heavy we have a sheer white board and we're just like writing the questions up or like where we can potentially add some more detail to clarify those types of things and it's just like yeah one thing after that it's like I would take daily we have something new that we could probably add when the cool thing about it though – and then I guess this is for those that are watching less then that might be freaking out right now about like us geeking out and processes but it's like look you just build it you build them as you go right so go yeah you know I just I just got off the phone with a potential seller and I set a listing of what were the questions that I asked well we found script that I use and you can just record yourself and then transcribe it okay what how do I prepare for this listing presentation what point do I show up what do I say when I knock on the door what do I what's my – like you just do it as you're going oh man I gotta order professional photos okay you screencast it and you're you're you know right in those steps as you're doing it so it's not like yeah I take all this time to just create them at least a start you know right it could just be creating them as you go it really that's you know so I teach you to boot camp and that's that's you know my recommendation agents so they don't have a freakout they can don't show you an ad all section work right but it's like where do they start day one yeah right because by the time you need just like my class some of you like oh I'm not gonna start putting systems in place to that level you don't already start a team or I'm like well by the time you're ready for a team you'll be so busy like you don't yeah you just did just create this just ball down the middle chases ball down you can never catch up then you know you see a tease a lot when I was doing this because I built the Koch group logo with my little brother when I was first starting and we just had the coca group logo and it was just me and I started at the same time as some other agents and you know I just people are just back a group has that go in and and stuff like that and be like why why are you working all these systems like what's the point it's just you and I just had this vision in my head of what I wanted and how was gonna happen and and how to go about doing that and it's like why can't this I don't have this I can't yet if I don't have that so it's like well I have to build this right now even though I have no bakery you have you know what yeah before I even got like my official license I think I had like a mapped out piece of paper I don't know what I wanted I think at that time I wanted to like own that Colorado Avalanche or something I'm like well to do that you need like eight hundred and fifty million dollars in two thousand twenty something and it was just like one of those like reverse-engineered maps of like how you could go about doing that and I had just all of that but I didn't necessarily have the like I don't know what other word thank gussto to just see it through every single day and so I struggled with that for a while and then I think it just personally helped a lot to have Jonathan Dylan crag all of our business partners just everyone there building it together is something that really really added the energy behind the vision so it's like some people like vision they don't like energy but then I maybe lacked enough energy but I didn't lack the vision yeah so that was that was really cool for us I would say you know if you guys are attraction the book traction it's such a dope it's great for partnerships you know with with the whole meeting cadence and planning cadence but it talks pretty heavily in that book of like most businesses you have the visionary and then you have the implementer you know usually a visionary is the implementer but they you know need to come together to combat each other and for a lot of people right it's very boat so made me think of that so before we get into mindset perspective the lens paradigm whatever going to call it there to frame it what is like the number one or two things that you guys are doing right now today I'm in 2019 that is kicking ass for bringing a new business I think we're getting a ton of Facebook leads I know Facebook's probably not so cutting-edge right now in terms of Lee Jetta was really a thing a few years ago building funnels and click funnels became a thing and building funnels that just entire sales process put on the web I think we got into it a bit late but we're still just crushing it with Facebook leads so I'd say we're probably generating about a wall I think last time we tracked is 1% just about even in conversion with Facebook leads and so that averages out really well for the numbers and we didn't start we didn't hop on the train until a bit late in terms of like using the facebook leads with our agents and so now that we finally had that in place I think having the Facebook leads coming in and having them followed up within a certain time frame within first five minutes and having that all dialed in is really the top légion source for us because to be honest with you when people get into this business they're not twenty usually they have some firms sphere of influence they're able to go and talk to old co-workers old colleagues but it's like I got into this business I didn't have a lot of friends in Denver because I went to school in Massachusetts and I didn't have any co-workers because I didn't have a job before and I had some friends but they were also 20 years old not buying a home and so it's like how do you go and get business how do you build a sphere of influence and so that was the first thing as Facebook leads another thing that we did really really well in that we continued to do pretty well is I would say giveaways giveaways have been around forever but I think what people don't realize is that you can do give giveaways really well on the internet or on social media because you can target the giveaways to maybe the interest or you can find groups of people interest in certain things you do a giveaway you capture a lot of information I think my first year I did a giveaway and probably I like 400 people enter and so like six of those I think give us like okay that one that you did right so sure so yeah for more people to opt in your list syncs closings mmm how much did you spend on the gift for the giveaway like six grand but I also didn't give away six so what it was is I bought season tickets for the Colorado Avalanche with the intention of giving them away and I don't really know how it was gonna work back then you know I I figured I'd go with people that's kind of what people think when they buy sports tickets but something ran just occurred to me cuz I didn't really have any people that I thought would be cool to go with I was like what if I just give them away they don't want to go with me anyways they probably want to take a plus-one they'd have more fun if they went with them so I was like okay how am I gonna do that and I ended up having them I just built a forum and then posted it and so I ended up you know throughout the course that season having about 400 people in turn and the cool thing is you can ask whatever you want for them to enter the forum and it's just one of those like I pride gave away $3,000 worth the apps tickets that year and probably went to half the games myself because I was twenty year old kid relishing and having apps tickets as fun it's a sleigh that's just it was screaming yeah at six closings now you're a more the place with a little bit hyper price point so it's a your average admin right now dude that's like sticking a dollar into an ATM and getting $10 spit back in yeah right so you just got nine dollars for free so if you're like oh well I don't want to put up six grand six grand makes 60 I'll take that you all the owner yeah right so can you walk us through when you say like for them and you know for those like I've never done a giveaway not not for real estate clients sure I like I'll do well like I just did my first uh like I gave away a free bootcamp membership give away a free MacBook Air like I had like four grand prizes on my last webinar right what can you have well oh my god if you know you know jump it on there for a few hours and you're spend a few grand to go out there and make you know 30 grand right so I've just never done it for real estate so when you talk about posting forums and different things I'm gonna walk us through to give us an idea sure well I mean first of all you need a good Google like a forum and I just use Google forum it's very it's simple Oh see yeah yeah form about form so you build a form you ask whatever you want to ask to make them a good lead right and and then really it's just where can I post that form to get entries if I'm doing a skiing giveaway or something you know are there any skiing Facebook groups that I can join and post I know someone did maybe I forgot what they do we've had our agents explore some of these different routes because right now I'm I'm personally crushing it in the ABS group and like I don't think anyone can really go in there and post is the same for maybe they could but I'm just doing so many giveaways in there so it's like we just need to expand to me find other groups where we can do that too so for anyone watching it's like yeah we're probably give away some concert tickets but the thing I really liked about it was the value upfront because a lot of people usually the advertising is you know some kind of advertising for their brand but it's like if you can give something up front it's it's the sales funnel that you teach you know it's it's you have to get a lead you have to exchange something of value for their information and so it's easy when you're exchanging something of value in a giveaway it was just the easiest way for me to mine that sales funnel I would say so you're not you're not because you're posting some free groups and other methods so you know are you throwing any money and actual ads so the I mean is quite good but I mean if you were spend you know five or ten bucks of lead on those 400 you know right diverse the price and they did you get everybody off then you get the information data that you need yeah right you're like you're asking like you know age gender yeah you can ask um she asked anything man you can ask a lot of I don't know if you want to elaborate I'll let you do this but like it's there there's almost like a craft and like when you're posting these things on how to like manipulate inside like a group on how to get your posts to the top so everyone sees it there's like different nuances to it and then also to along with like warmly again like I don't know if you want to talk more about it but it's more of an ecosystem of like hey we're not only just getting sales for us but we have an opportunity to cross l2 so that's really cool yeah that's true if you want to put your your vendors or your insurance people or your lenders info in there we priced them to cover some of that cost but at that point it's like it just gets kind of kind of complicated because who owns the tickets can you actually do that so we haven't actually tried to get anyone to cover that but it's just cool for us to be able to add value to them because that's never bad thing so sometimes we'll just ask like hey do you need insurance or would you be interested in lowering your monthly insurance bills just stuff like that is one of our questions too and I think one thing I would say is if anyone does a giveaway do a giveaway for something you're actually passionate about because you'll convert a lot better it's not like you're always gonna get six out of four hundred and maybe you will maybe you'll get more but why I did without knowing anything at like 20 to 21 years old was because I love the ABS I just grew up playing hockey so is one of those like if I talk to someone on the phone I could genuinely talk to them for like 15 minutes about why we should or shouldn't trade one of our goalies because we're losing a lot of games or something like that and it's like if I can talk about that aside from real estate build a genuine relationship that isn't me just trying to mine their business and get their business and be fake in that way and put on the sales face and get you to like me so that you go with me if it's genuine it just is so much better and better over the long term too and so I really liked that it was there was a half stick instead of something else like we could have done other sports teams tickets but personally I just don't follow the Nuggets a ton he does maybe we'll do that but it's like the fact that we gave away something I was super interested in myself helped a lot so and then when you cover him as a client they're like you mean you become home easier yeah no none who your ideal client is and work with people that you have interest for the enjoy work and that it changes the game yeah right when you get it feel like you're just helping your friends go out there find homes and sell homes and get paid a lot of money for it you know definitely raises the enjoyment factor now it's probably good I love it on anything else outside of light sports tickets or concert tickets that but you guys have had success with with a prize head like me one other thing used to I'm just trying to get sometimes we would eyeball what we're in my area if I'm not in sports man yelling no TVs or trip or anything I wonder I want I mean I've been more focused on the I guess if you were like Asian acquisition yeah to be honest with you where our focus has been this years is more working with our agents to help them be productive so it's I mean I know what I did last year in the year before and that worked pretty well but right now it's like my head's not even in that space it's more in like a a what could we do to attract agents to want to work with us how could we add more value to our agents it's all that gonna say it's you need are all realtor group somewhere to do that that would be cool I think the biggest thing is I don't care really where you're at but I think like we stand on this and this is just like the pillar of like our success in sales you should offer value like offers so much value upfront or a perceived value maybe to that person or whatever and that's in conversation or just just in general like dives tickets are value when I go and talk to an agent I offer them I calibrate based on the person I think then I think they are gonna be and then what I do is I adjust and I find out what's important to them and so I highlight key terms that I feel would offer value to them before I'm even talking about it and those will be at the forefront even though those may not be the most important things that I feel they're important or like he would but they feel it's important and they feel is valuable so therefore I key on that and I think if you do that whether it's ticket giveaways or I don't know what have your table events that you know some taco festival and how could work – wrong from that standpoint I just I think always if you're always coming from a place of like groundedness and like truly offering value you're never gonna lose yeah Dan for recruiting agents you know right for those their broker owners your team leaders men it's like I'm sitting thinking like how many tools even state yeah right like it's like that you know I just got the smooth mobile like that thing's badass or I create your own video content or iPad for listening presentations or there's so many things out there that can expand their business and that's well about like you're you're always recruiting right we're the recruiter buyer seller or recruiting an agent or a combination of both oh yeah a transition point but it's really the same process right like what works in one works in the other one so love it dude that's awesome Anson but you first you I've met that have crush it and killed it with that at least I'm aware of that's that's dope dude don't you let's jump into we've got about 30 minutes before we got to get jam in here but I want to spend some time going into you know the self development and like you talked about with was shifting the paradigm and and you know that call really analogy I always uses is the lens that you look at if like like no city in this moment or it can be or can be epic and amazing it's just a lens that you look at like I can make my wife and I deserve button heads if I want to focus on maybe the 10 or 15% that isn't that's bad but not shift my focus to 85% of epic and amazing yeah right like we'll probably never bad marriage or like the rusyn agents right when it's like hey man you got you got like you got these two clients that are clients from the Hetal right but your focus is on them and how you know just nasty they or how nasty that situation is but you might have these eight other clients that are just such a blessing they're so epic they're so amazing appreciate you but if we're not careful right focus on those two and not give those blessings and gratitude those eight right then we came back all this energy sucks and I think we've all been there where we allow ourselves didn't want to drop out because of but we're not focused on the 80 percent of the amazing out there so cuz I actually put that do 90 percent of this game of all success is up here like you control your mind you control the war right so at least you want world right so um kind of walk this cuz you got awakening right yep isn't working on foot enough it's it's launching in the next three days okay yeah by the time this is post it'll be alive so he's out so um okay so we'll have links below to it so yeah I mean let's just go there then do like what is awakening and then what would you guys's journeys that led you to there cuz I absolutely this is like when we start talking about real estate but this is where you go this is where your true heart is yeah not that it's not real estate absolutely what allows you to do real estate well right sure I think I think I was someone who studied under a lot of people yourself included and there's just a lot of frameworks that I was studying under and thinking that whoever I was under and learning from was like some kind of God or like separate from me and in the way that they built their methodologies whether it was an actual program whether it was reading a book I mean when you read a book you think that author is so knowledgeable and I kind of realized along the way was that these are all just human beings creating meaning and the meaning they creator the model they build is their book or their program or anything that they put out and they create that meaning from within their frame of reference which is their entire scope of awareness of reality and from within that they build a model of understanding and that model is usually their Booker program so the methodology I take here because you brought up the example of lenses or paradigms or how you could see the eight good clients versus the two shitty clients when I would compare a paradigm to a frame of reference I'd say maybe imagine a house a house has a lot of windows in the front in the back and the sides of stairs dancers there's a lot of windows now if you were looking at one window and you saw a certain thing and you were looking at another window and saw a different thing ultimately both of those things exist but let's say you're operating within one paradigm you're looking out of one lens and you see the two shitty clients in the backyard right if all you knew or all you were aware of were those two shitty clients you'd be like well this sucks I hate this but if you looked outside the front window and you saw the eight good clients you'd be like well that's awesome I love this but ultimately there's more than just one or two windows there's all of these windows and we can I think what most people do is they say hey stop looking out this bad window look out this good window but what I say is if you choose to look out of one instead of the other you're just deluding yourself or brainwashing yourself or hypnotizing yourself to one or the other whether it's for good or bad and now what a lot of people do is they say well let's do it for good and then that's all we have to do but what I say is why not expand your frame of reference why not break from the paradigms see them for what they are see the meaning you create as a construct see the identities and the things we identify with as a construct for what it is and realize that you're separate from it and then ultimately you can expand your frame of reference and since we create meaning from within our frame of reference you can create more accurate meaning throughout life one wanting easy example I'd say of an identity is I identified so hard with say the Colorado Avalanche as I was growing up and like when they lose I'd get pissed off because an attack on your identity and neurophysiologic am sure you know this but it's you can have these survival istic fight-or-flight emotions and chemicals going through your body when something is a perceived threat to your identity or your ego just the same as if there was like a lion in your environment you can get all worked up and there's really just no threat outside of you and so when we identify with things and someone attacks that identity we get worked up in the same way and so what I'm saying here is if we just realize that that's a construct I mean that's not real it's it's made up and you can detach from that you have so much more power and just like when you identify with the certain paradigm and this is where we kind of start to cross line so I want to talk about it too much but if you talk about a methodology of thinking whether it's a religion or whether it's a political ideology it is by definition a paradigm that you're choosing to operate within but if you were able to remove yourself from it by diss identifying with it you'd be able to have a larger frame of reference and so it's like you see all the the left and the right in terms of politics for example people are butting heads it's because they're operating within certain paradigms and instead of getting out of your paradigm and having an expanded frame of reference that you could then go and see both sides they'd rather still operate within that one and then backwards rationalize from there why they're right or wrong and then they look for everything's like the reticular activation system you look for everything that could support your side just because you feel a certain way instead of just dis identifying from it and not feeling a type of way yeah it's like that ABC was the first person I heard the the same from but there's nothing original that exists out there right at the point so give me a book I read it's just like regurgitating like the point he'll write but he's like hey man you gotta learn to be an open-minded skeptic like be open-minded about everything but question everything shouldn't you know like you can be open-minded enough where it's like okay you got this religion this religion like I'm gonna study both yeah right see both from the points of views might be skeptical enough we don't I accept that is the truth and you can ask the right questions and you know being a hardcore skeptic is a bad thing right but then you can also be maybe overly open-minded where's that a little bit of a balance there and I can't remember who it was I know that Debbie for I think was like a Debby Ford in Deepak Chopra book um that they co-wrote together but it was talked a lot about what you were just talking about of like learning to remove yourself from yourself in any situation like and just visualize like yourself like leaving your body and coming up here and you're like Wan down or self act in that moment and observing yourself in that moment right so really just detach from those emotions and you just become an observer you know with that and yeah it's do you ever study Robert Chiellini yeah I read influence yeah yeah so and then is I don't lose influence or pre persuasions newest book I haven't read that book blow your attitude you know cuz he way he realized with influence is he's like III messed up he's like you know like influence I could do all those things you know what he is trying to be true but he's like what I didn't take in the reference was the thing that happened right before so like pre persuasion it's all like like they would test like it walking in a mall and they'd have like a good looking guy walk up and ask out like a good look good little girls and like the percentage of that would say yes first no compared to if they were in front of like a Starbucks inside the mall or Victoria's Secret right like just the you know things around you right like that environment how yeah that's what Spri persuasion like what happens before this stuff you know right um in fact awesome I just said it before on you know he talks about in there with police interrogations right he talks about and they've hit his science team they went out there and vetted this hard and spent years with this Nev all that dated back it up but he's like you're like police officers can't go in there and tear it there's like specialized rules right what they found though if the the camera is and I don't remember who it was focused on more but if the camera is focused in a certain angle on that person versus another angle right in this day's test this furniture is like hadn't walked Therese right at this angle the jury voted that person to be guilty like exponentially a higher percentage compared to this angle so he's like look he goes if I don't know if if if cameras on your face and not on the cop on there interrogating you increases your chance of being guilty so he's like if you ever get charged for crime you didn't commit and they weren't doing in the interrogating room it's being film he's like move your chair like move your chair over to where the the copper lawyers blocking the camera they can't it can't be on your face like just so that it's same interrogation same questioning same everything nothing change other than the camera angle right in our are all eyeballs are just cameras right so it's like there's not one world there seven point four billion yeah right like but with that being said at some point you have to make up your own truth right like you're gonna you're gonna detach yourself you're gonna listen to all these different opinions and whatever but at some point like you get to a point where I mean you know because we all at some point have the truths that we choose to operate by like you got to make up your own mind decision of what you feel is right to be open might understand it's not right for other absolutely yeah right like like gonna walk us through that like at what point cuz you bright take it too far otherwise yeah absolutely I think the biggest thing is I think in relating it maybe back to a paradigm with let's say someone was raised within a certain religion and that's their truth I'm not necessarily saying anyone's truth is wrong more so I think your truth might be better understood for your own benefit like let's say someone's raised within a certain religion do you take what you were conditioned to on blind faith or do you go and explore reality outside of your paradigm and if you explore reality and you expand your frame of reference and you still come to that same meaning then you're better off for it you understand it to a greater degree you're more grounded in it you're more empowered to even express your own truth because you understand outside of your truth and I think when people are raised within certain conditioning or certain paradigms all right they identify with certain things they're unwilling to go beyond them because they identify with them and if they identify with them then going beyond them is almost like killing their identity and if an attack on your identity feels the same as an attack in your physical environment then killing an identity is like it feels like death so if you attack someone's identity I mean look at all the the racial stuff and the sexist stuff in this like anything that's going on in today's political climate or anything that's going on in the world I mean people are killing each other or or flam bashing each other based on attacks on identity alone and this this identity is I think a huge issue because a lot of the times when you identify with something you don't realize that that's what happened you think it's more real than it is and so I think when people can get beyond their identity they're able to move beyond these things and then ultimately yeah I mean if you come to the same conclusions after doing so you're more empowered by your truth yeah so it's almost like like okay like be open-minded enough to go out there and you know go come up with your own truth as you just said but then also have the awareness to just just not attached it to give up judgment right essentially I'm like like okay like so for me Taco Bell is my jam right that's on this planet so I'm in my opinion right like if I was on death row my last meal would be Taco Bell like there's nothing that compares even close yeah right to me with that um yeah that's my truth right my tastebuds obviously like that Bobby's like no dude Jimmy John's crush it is Taco Bell like I'm not gonna get an argument with him so it's almost like that being open-minded I I think that's a very good comparison but I think where that gets lost is let's say someone takes like a religion now where this gets it into the weeds is like you might like Taco Bell he might like Burger King or whatever the example is but the second that you say Taco Bell is the right way is the second word we might have a conflict because then he says no Burger King is the right way and the only truth the only way now you have a problem and then you have to go figure out well let's look at this objectively can we dis identify from certain things so it's like at some point that could be okay but then people don't just leave it at that you know what I mean so it's it's not like you guys just let each other live in peace with your different taste buds it's one of you end up saying this is the only way and then you have a problem I get so many if they like it'd say sue me you know I know there's let's just say it's a specific country and they indoctrinate you know from the youth to it like they just don't have the exposure you know right like there's certain places where like there's no internet you can't have any outside exposure like the government it's the cartoon is that like you know right yeah I don't know anything other than that you're right but like for us they're like what we are at yeah it blows my mind the 2019 with technology and exposure we have that people would get that hard core onto a judgement yeah I or it'll hold you their own truth and not have that understanding or awareness oh well it's a lot of herd mentality with that too because I think most people are so unaware of their conditioning to the point where they don't think they're conditioned a certain way and that's a huge problem in and of itself because if you don't think that there is a reality outside of what you perceive are you ever going to let go of these identifications and it goes a lot deeper because we just quickly I mean we have so much information blast at us at once that it's like how do we evaluate at all I mean especially on social media you have average so much information and again like how do you evaluate it it's there's just these filters that we use and if everyone is saying this thing and and and someone's really sure in what they're saying and everyone agrees with it then it's like oh that must be true but then it's like we grow up I mean especially people in in countries like this where there's information is easily accessible not everyone goes and looks in information that's why you know most people who are raised within a certain paradigm whether it's like a political party or religion I mean you're raised within that and you end up being that when you're 20 30 40 years old you don't break from your identifications usually yeah people just and it's it's a little bit deeper in that those just easiest examples for me I think to just communicate what I mean by that but I think it goes beyond the obvious I think it goes like you could be identified with almost anything it's kind of scary know if somebody has extremely low IQ idiot so let's just let's just pretend that they have a decent level of intelligence and they be able to grasp yeah you know the fact that hey like you know people have different booking systems right outside of that man um which I'm not spreading most people most people are smart enough to understand that do you think then because then there's their smarts understand it but they still don't understand right um for a lot of people unfortunately right like you know people you just like you mentioned with you know somebody's sexual orientation or yeah right like I somebody gets a sex change or well like if you just get people that just you know it has some pretty hardcore judgments to it do you think that it really comes down to ego Yeah right like pride like pride is you seem to stifle every element of success out there like you guys talked about a new partnership of hey look we had to give up ego to have any successful partnership right like in any type of relationship like spouse whatever it's like you can either be right or you can have agree but ya know like give up being right if being right is what is most important to you you never gonna have a great relationship right um and then if you look at you know ready to study one seven camera war but always about prisons and it's like 90 percent of people are in prisons did it it was a pride and ego like somebody bumped into him at a bar and spilt their drink and then you know said something to him what what the you just spilled my drink right well now I feel cuz me my homies room with me my buddies are with me and I go under act macho and stick off myself some guy dude I'm so sorry man I I was a pay attention till I miss you let's do that's come up the ball with me I'll buy I'll buy you a beer right now I'm so sorry but instead my pride kicks in and and they're like well what the do you know Michael you me you know you just gives back for the next thing we had a fight and manslaughter but I do think it relates to because let's look at that guy he's probably identified or he considers himself someone who isn't pushed around and if you see so yourself someone knows I'm not Laney walk on me and then someone says that to you that directly attacks that part of his identity you know what I mean but it's like when you realize that that's contract you can't beyond it because I used to identify like that if someone did that to me I'd probably instigate I was at a chip on my shoulder when I realized it's just all a freaking facade like I don't have to act like that I don't have to identify with that that's not real then it's like you have the ability to step beyond that and be like oh yeah let me buy you a drink I'm sorry so it's like but it's like I said it's that you don't realize sometimes that's just something as subtle as that yeah it's like most have the intelligence to be able to do this kind of work yeah right um but their pride you know do that again I'd rather good at them right whoever is so deep that just blocks they don't have that awareness I agree with that so then how does this apply to real estate Yeah right like you've heard me in the boot camps absolutely thousand times of look there there's there's no best the generation source right and there's a thousand ways to create success right it's it's whatever that you align with with your strengths so your energy luck whatever you want to consistently do each and every day that you're gonna be committed to is gonna be the best right so but so many people were like oh no this is the best source oh this is like they don't like you know oh I'm just gonna do cool calls I'm gonna become a cold call coach verse like hey man like there's a thousand ways to want them create success like how well does this kind of stuff benefit offices we're going to real estate man I'd say this is the reason I'm still in real estate because a lot of people don't just drop out a real estate because they're unsuccessful a lot of people drop out cuz they just hate it it's stressful it's hard the interpersonal stuff for a lot of people is hard too and I'd say as far as interpersonal stuff goes you can tear your hair out with a lot of frustrating people because the average person might frustrate you a lot but if you like what really deep into this content and you just had to your core the understanding that someone that would have previously frustrated you is simply a human being who has a frame of reference who creates meaning and evaluates everything around them from within that frame of reference it would be like well why would I ever get frustrated with that person they're just human they have a reference they create meaning from within that frame why am I going to let that upset me and instead you can understand the situation a lot better instead of identifying with your part of the situation being like oh screw that guy it's like okay well this guy clearly just has a limited frame of reference here doesn't understand this and then you can evaluate it as okay well I can either do this to help them see or I can just move on and not wasting my time or energy worrying about that person and this goes for clients this goes for and everyone other agents it goes just everyone you ever come in contact with and real estate such a stressful industry that it's like people age quickly they drop out to hate it it sucks but it's like if you just had that knowledge throughout your day it's like what's gonna throw you off and people can feel that off of you to just buy state to state transference I mean if you feel grounded and happy and confident they'll feel it from you and if you don't and you're getting agitated they'll feel it from you too and it just helps you more than I think you could know and anything interpersonal I would say I think this I guess the framework that he was just talking about and understanding like how it like I guess more political situations it would be like in our negotiation class we talk heavily about like calling the other agent and like assuming familiarity making sure like you're you're understanding where they're coming from calibrating and understanding like what where they operate also to I guess a big thing that we talk about is like competition versus cooperation and like how a lot of the time in the industry it's like you get in it's like neither see you like who's gonna negotiate the better deal and it's like no we're actually cooperating and we're actually come into something that's um I guess I guess fair and on either side or from that standpoint that would be more applicable like a day to day like when I came to industry I was like oh it's so competitive on me like beat this guy I'm better than this person and like no things actually started flowing a lot better and things were less stressful I understood more people when I implemented this frame and was like hey like it really is a cooperation we're both trying to just get to where a closing table that's it and that making our clients do what's right for each of them and if you view it from that perspective it profoundly makes the entire process like that much easier and then also to I mean it's I mean just for us just being um I guess like being young and in in the real estate game and trying to innovate and trying to find all these new solutions we there's a lot of pushback and it's easy to get frustrated and understand like hey like the whole industry is like this way and get frustrating like Oh throw my hands up I can't do anything about it and so do the understanding that it's the way it is and that's because of people operate in these paradigms and they move this way but that doesn't mean I have to because I can essentially get outside of that and I can see and understand everything in their awareness the way they're moving in the real estate and the traditional solutions that we now then can innovate and start adding and estar adding value in a different way and started with for our agents or adding value to them beyond just a traditional yeah although that didn't so much begin seems like it's just circles back to the whole pride thing right so I can't tell you how many deals that I've put together over the years would I jump on the phone another agent and I'm trying to you know be in cooperation converse competition but there's been a total jerk right um but allowing that like hey like I don't need to be the one controlling the car like like them to be then right and even if I got to come in there and like be like I'll do you're soft like you don't like oh you just apologized you caved in you apologize am i saying caving like with my clients on a dollar amount yeah right but if what's in my clients best interests to let them feel like they've won yeah yeah exactly moment argument like I'm gonna win by getting my client to home and go out there creating success or zero step right yeah we we have a very strict killing with kindness policy in a real sitting with her support staff cuz you know is this support staff do like you kind of become a human punching bag you know we you know do a lot of training and mindset training with our staff and I'm like look guys like you can't and take anything personal man like this agent like you don't know what's happened behind the scenes with the average agent you haven't so according to any are the average agents in the business for six years Bruce is like thirty four thousand dollars a year that's not even net yeah right as before broker splits or whatever some I do like this deal if it's delayed three days that means that they may not be able to make the mortgage payment like there's all these other stresses or maybe they just got a phone call if their kids sick like you don't know what's happening in there so we're just gonna have a hardcore kill them with kindness like there's no reason to ever get upset ever to get angry and I'm liking it didn't do something like a mmm-hmm means like you like a code word so you guys now giggle you know with their or whatever but like just kill the kindness no matter what I just always be kind you know hey and goes a long way dude really does so then because we got to wrap this up unfortunately that's all day long but I got a meeting at yeah so I see you got weakening but I'm the this podcast yes and we have awaken ago on so if you could give like the the sixty second elevator pitch on on what what is involved in what's included term I don't have the link below with that well the way we kind of presented it was everyone is conditioned beyond the point that they understand their conditions the point where they don't think there's a problem because you're right it's like if everyone's so intelligent that this is obvious then why is it so hard for everyone and so the goal with the program is to help people be more aware of this in their lives because the second you're aware of it you're right people are smart I mean the second you're aware of how it works you can kind of adapt you you can you can move forward you can unplug from it but it's just people just don't understand how bad it is in their lives sometimes and just how it all works and so awakening the goal that is to literally wake people up to that pull them from the system then they're there they able to operate independent of their all this BS around them they can unplug from that so you know love it oh why so a weekend we're gonna have a link right below for everybody to click on and and I don't know if you have something you're selling yep and actually it's we're about to charge a lot of money for it but the thing is we want people to I'd rather have a lot of people do this and I rather the more people go through and we're gonna charge 300 bucks for it but we will need and charge 97 bucks so it's to be honest we are charging 97 bucks because I want people to have skin in the game I don't think if people don't pay for a product they're not gonna care they're not gonna do anything but if they put some skin in the game they will but I wanted to charge enough for skin in the game and then other than that I want people to learn I want this to help people I want this to actually be adopted by people so that they can take value from it as many people as possible so that's a goal yep yep we had real estate agents set that watches podcast so maybe they have a referral they wouldn't since yeah it's moving there or you know maybe it's somebody that's in Denver that once thought he has about join your team like what's the best way to get ahold of you guys for your real estate team we can drop a couple of emails in description probably Andrew at the coca group comm or Jonathan at the Koch group comm website about your team too right well yeah then go to Koch University comm coop University of cocka cocka cocka University in coca-cola Oh God University all right awesome those watching listen I know interview podcasts through this but information without implementation truly is the start of delusion information isn't power it's taking that information taking action on it that creates the power in your life or you let them drink the life that you know you want and deserve and Andrew Jonathan shirt so many amazing piece of ice with you we've got pretty deep on this one today man damn that's the chef well your ears the thing everyone wants I buy I call man what's the best expire scriptura and I'm not saying its immense that doesn't matter but this is the that truly matters like like when you start expanding in this so when I go hang out with you know a lot of my you know top producer mega agent friends you know when we get together mastermind did nine percent of our conversations this right here it's not you know all the other is just it's no that's not important but it it's so in significantly less like a lower than the this stuff this stuff so important so um but yeah make sure you guys take action on what you learned today so you let them Creek the life that you know you want and deserve and Andrew Jonathan man this has been awesome – appreciate you guys I'm signing out and then Venus no sir absolutely hi guys I guess fix you for watching listening and we'll see you next time peace

From Solo Agent To Real Estate Broker With 23 Agents In 3 Years!!



alright what's up guys Jason worked up here and I'm here with Ashley Ashley thank you so much for joining me here today yeah so for those of you guys who have been following me for a while now you probably recognize Ashley you've probably seen her before because she actually got started with Arsenal way back in 2016 I think it was like the late summer fall of 2016 so it's been a number of years now yes yes yes I know since that video has gone out I would probably say like 200 people between email text singing hit me up on Facebook calling my office well I think I think that video on Facebook now has close to a million views if not I think it might have even already passed a million views so let's just for everyone watching right now that maybe didn't see that video let's jump back over and I'm just gonna show you guys that video hey everyone its Ashlee here in Memphis when to shoot a quick video for Jason and just tell you yes the program does work I've gotten a ton of messages asking it doesn't work it does work I made it add uploaded it on Facebook and the leaves started coming in and Arsenal has really helped me just keep track of all the leads that come in arsenal I love Arsenal because I'm to follow up feature if you are not using the follow up feature use it I promise it's awesome I have actually gotten probably close to at least 90 something leads so far I don't know if you can see my computer screen but I have about six pages 1 2 3 4 5 6 pages leads with people's names email and phone numbers so it definitely brings the leads in and I think one of the biggest things in our field is the follow-up so I definitely used Jason's follow-up I also use his appointment scheduler that he talks about in his videos if you have not watched the videos go watch the videos my appointments come straight to my phone I love them I recommend the system follow it's I use canva to create my ADD canv a canva looks like that kind of really simple program canva make the ad will just probably the video file the video upload the ad and do what Jason says okay I realize how bad my video quality was probably just the exported video on my side of things but well fast forward now three years I mean you said you've got 90 leads or something like that and all the videos it works what you actually made a post just a couple days ago maybe last week inside the Facebook group kind of given a new update and I know that this was going crazy tons of comments so just tell everyone what you say on that post what happens happen recently and kind of what's gone on over the last few years okay so last when I when I did that video I was a real estate agent of course so most people know I've been in real estate since 2006 so I've been in real estate for a while now I'm actually the principal broker Alec from here hello home we have about 23 agents so now on top of helping people buy and sell their home now I'm recruiting and training and motivating all the agents at the company so so cool yeah so that is changed since that video so yeah I did posts in the group because I still kind of I follow the group and I lie something some that is activist I could be in there but I've been I mean changing up my facebook ads a little bit and I sometimes I do engagement posts and just get traffic to my page and I get a lead generation post and Arsenal caked right on in I got alt likely she started coming to my email and so like I that's why I posted I said it still works after all these years all my email bundles kicked right on man he was emailing me how to get started and surprise me what didn't surprise me but you know everybody's like how do I get started and I was like oh my email photo kicked in like everything that it still it still works it's the works that's awesome that's awesome so so I know a lot of times agents are like they see someone that's successful just like you and they're like all right Ashley what does your ad look like what like how are you actually having success how are you actually generating leads and so I just wanted to kind of pick your brain and talk to you about that and I know you've done some cool stuff because like one thing for everyone watching one thing there's a she's done that I've absolutely loved if she's taken like the core templates of the ads that a lot of people have seen and stuff but she knows her mark like I don't know Memphis like she knows Memphis right so she knows that there are a lot of renters in her area and so she kind of tweaked her ABS a little bit to speak more to the renters and saying like hey look you're probably paying more in rent than you could if you like just bought a home and so I mean I remember that having that conversation a few years ago and that that's kind of like the one of the ways that you tweaked and target your ads so anyway talk a little bit more about your ad creation how you like come up with these ideas and you know get results like that so yes so I do to see if you can clearly telling them video how country I can but yes so Memphis is like I think about 49% renters we are a huge rental market investors love Memphis so I recognize this so in my ads a lot of times when the answer is running right now is I had like one of my friends who is happens to be like a single mom with two kids she's been renting for like seven years and she closed on her house so I have a picture like a boomerang of her holding sold signing her two kids are standing there in their new kitchen and I ran that adds an ad and of course I gave some details on her like single mom two kids renting seven years paying $1,100 a month bought her first house today you can do it too you know it's those ads that people can relate to and there later seven years you know I have that could be me you know so I have to keep it creative I know people love videos they hate just paragraphs on paragraphs you know they love videos they let me see somebody who looks like them maybe in their same situation and I cracked my eggs to that or here we have some loan programs to give you downpayment assistance so I'll post a picture one of my clients on the sole time and say she moved into our house with zero down you know worth it FedEx overnight you know it's kind of you have to know you're the market right so I know my market I know what people like and I could see when I post regularly if I get a lot of likes or a lot of comments or letting the shares I'm like okay this is what people like this is where I'm getting a lot of attention and attraction and then I'll just make it into an ad and that has worked for me totally has worked for me that's awesome yeah one thing I like is you're talking about knowing your market and that's I feel like there's kind of two fold of that it's knowing the people like the demographic like who are those equally renters then also you mentioned like knowing that like there's downpayment assistance that like is like every market is going to be a little bit different so what Pro they have to help the people so it's like knowing your market of the people know your market of the programs and then one thing that I love that you've done which a lot of people don't necessarily do is you took a little bit of extra time like yeah it takes it like a couple extra minutes to make a boomerang takes a couple minutes extra to go through and write out the story of like you know renting for seven years it takes a little bit more brainpower which not everyone wants to go through and do but obviously it's really paid off for you yeah it totally it definitely works people like a story people like people use people who they trust like I've learned that you know I'm not always like sale sale sale buy from me pick me pick me you know it you have to have that trust um I post consistently you know and I just it's just part of my marketing plan and you know like I use a variety of things like I don't only use Facebook ads I don't you know I use a variety of things to grow my business and it just takes time and consistency and effort for sure you got to put in some kind of effort you know just throwing up an ad and hoping somebody bites it's you got to put some time and effort into it and do it consistently oh yeah and like you said I mean I feel like there's a compounding effect like obviously it's great to start somewhere so it's great to get some Facebook Ads going but obviously if you're doing other things like even if you're marketing on Google or at doing SEO stuff or billboards or you're on buses like all that stuff's are compounding the fact where you're just super branding yourself which the great thing about Facebook is either you start with no money you're brand new solo agent you could throw a few bucks a day and get that exposure and like you're saying make a post on your Facebook page and test the engagement see if there's an even one even interacting before you even put money behind it which is kind of dangling that's what I do if people are always like actually I see you ever where I'm like I know they're like you're on Facebook I get something in the mail from you you know you're like that's that's the way and like I need you to see me everywhere yeah so yeah definitely tested see what kind of nation when you get before you put some money behind it for sure totally so do you have like an example of a Facebook ad that you can show everyone watching because I know we talked about the ads and sometimes on these interviews we talked about and it all gets them down in the comments can you just show us the ads oh let's check it out visual people if I can do this you know guys Jason is like you got it can you see my screen I can see your screen okay so Jason you to pay for your channel yeah you're the one who taught me how to like target and do all all the things you're the one behind that which Ashley is gonna be starting her YouTube channel here and so if you guys want to check out her YouTube channel out a link down in the description so here's one okay so I run multiple ads so here's one of me like at a property that I have for sale and I'm just talking about the property walking through it great way to start your portfolio then you can see you see like how many people it's reached how many plays it got like that that's an example of one it just depends on who I'm marketing to I have let's see the one that everybody loves is let's see if this works here it is here's one so like I said him a good friend of mine Horsham made a sign because her daughter's new house actually ran a video and it showed her daughter walking into the house and her reaction when getting her first home in that video I've got a time abuse like I had my phone was blowing up just showing a little reaction to our first house a new room but here's one and so you can see like you can see online I'm showing you I'm being transparent right here no this is awesome this is great stuff so you know well done girl woman powers so yeah just and it's just a quick boomerang you know and there's what I've said so this right here you are running because this one's not linking out to any really landing page or anything like that so this one you were saying you're running it as just a post for engagements right to get likes and comments on that post right right it's keep me top of mind like my direct messages are overflowing at the moment right now of just people who have seen this hey Ashley you know help me to you know even though they go here they still click on my page and send me a message tone oh so totally engaging I think let's see if I have any more they always people reacted to your video I don't know if it's the same video oh so I always run videos of me talking about the home buying process okay go ahead Jason oh no I would just say I was just saying okay that's great like so you're and this is another key thing that I think that a lot of people where they fail is they're always just going for the the kill they're always just going for a give me your contact information and give me this give me that where it's like I love videos like this and honestly this is why I started my youtube channel because most of my videos it's not really like I'm not saying buy this buy that opt-in here it's like it's just literally just pure value or at least that's my goal with it where it's like right here for your target market it looks like you're just giving value you're not really trying to go through and get them to opt-in or saying like hey message me to buy this or buy that or whatever exactly like I said you gotta built that trust before people use you so I was just waiting on my clients to pull up I was it the closing office we were about to close on a house and I was in the car and I just like hmm let me and it was a smooth process a really smooth transaction close in like three weeks and the people were super organized so I pumped on the video sitting in the parking lot and said hey the best way to go about is to get organized you know don't rush and all your paperwork together just offering a tip on how to make this process as smooth as possible and then you can see like the engagement how many people have reached you know so I'm just I run multiple ads if they don't get any engagement I'll stop my test you know I test my hands to see what works and this helps people come to spring-trap into my page they end up liking my page they'll go to my website they'll ask me questions so now I look like the expert in my market you know so they'll come to me when they have questions and in return they end up buying from me or if they know somebody looking for a house they'll say Ashley you seen Ashley in the video so that means not me saying pick me pick me but it's kind of like saying pick me without saying it you know because I mean she's offering the volume yeah so that's the best advice I'm probably give all my new agents have a lot of new agents you know you have just got to make yourself give out value you need to be the expert in the field especially new agents who don't have any clients like you don't have it kind of vouch for you or refer you know so you start offering value start offering knowledge to make people trust to you know so that's what I do that's what I do so once me let's say that I'm an agent and I'm watching this video right now and I'm like oh man well Ashley super good on camera she looks great on camera yeah but I'm like too shy like I don't want to get on video I don't want to do like what would would be some advice or tips of somebody's like maybe doesn't want to be in the limelight doesn't want to be on camera there's a little bit shy to be on video I know I get that all the time I don't want to know what I'm actually I don't like the camera and I get it like I used to number wanna go live I totally get that the main thing I'll say is you know really like just do it just get out there and the more you do it the better it gets like let me say that and so for YouTube a lot of times I think YouTube might be better because you don't really have anybody watching you you just talk to the camera you don't have to worry about you know people watching you basically at that moment because I'm go live like all the time so I can see when people like come into the live and I'm like oh no it's like two people now it's 20 people in here you know so that can be like going live I need it that's scary so maybe start with video or maybe do like a short video or talk about something that you know really will so maybe you know if you to house maybe at an open house just walk through the house or just practice like I shoot videos like five and ten times until I get the one so I'm taking a selfie like ten Sobeys before I get there right so you know practice and it's like like honestly and Jason this is me being transparent like yeah lot of times I don't want to do videos or I'm a little scared to post something but I just remember my why like I have a daughter who is six like and if I don't work she won't eat so it's kind okay actually it over remember you're why most people who are doing videos are nervous like you are yeah but just just get outside your comfort zone that's where the magic happens no I'm totally with you cuz like I most people don't really know this cuz like you know have a youtube channel and I do videos all the time now but like I'm super introverted and I remember a couple years ago I was like scared to death to shoot the videos but I was like well there's no one following me anyway so might as well reshoot the video so you go back my videos are super crafty towards the beginning and even talking like you're talking about doing lives like when I do lies I'll do lies inside of our groups and like even just like people that know like as soon as I see that number tick up like there's one person on two people on three people on I like I can't look at that number because like just gets in my head so like I mean that I i 100% agree with you you just got it you got to do it you got a practice and even still like as you go through and do it more and more like even after you've done it for a while there's still like you still get that little like yeah nervousness in your head like self-conscious or whatever and so you just got to do it just do it like it's just one of those things just I don't know you just have to do it now I'm with you like as soon it's it's like live my little red button start my okay I just have to turn it on and now people are like Ashley why are you not nervous or how are you not nervous I'm like I'm still nervous I just do it nervous like I still do it nervous oh man so what else what else do you want to share what other feedback or yeah some tricks that you want to share it look so you know it's legit I want to make sure you hear Jason dump Amy videos but this is like what my email looks like when I posted in Facebook and said hey you know it still works my funnel still works so these aren't my emails that have come through on the lead generation and it's just I don't make my lead generation capture too long I just really ask for their email first name and phone number yeah because I think if it's that too many it's not do it mostly you know so in after they do this they go into my funnel and I think I have about five or six emails that they get maybe every day or maybe every other day that just tells them how to get started with buying a house how they can reach me offering some advice or some tips sharing loan programs even if I have a house that maybe just hit the market I'll put that in the funnel so hey check out this house it's coming soon and it hits all my clients you know a lot of times they might not be interested in the house but they'll say I don't really want that area but I am interested in this area can you send me some houses in this area I'm like yes of course I can you know just to get that engagement that dialogue that communication going so it works but that takes time like I had to sit down and think about my email funnels the order I put them in what I wanted them to say yeah you know so it take it does take time but it was easy you just but you just do it you know the thing the thing we're like I like whenever I'm working on a project or something like that and you know putting together an email funnel or anything like this yeah like I I get more motivated if I know it can be leveraged out so what I mean by that like if I had a go spend four hours write an email follow-up and it's just looking for one person it's a little bit but if it's like hey this is good like every single person the next hundred or thousands or tens of thousands of people that come through this funnel are gonna see the same thing it's like man that for hours super leveraged exactly exactly I like because honestly I think the most agents are like this thing if I can have you almost converted by the time I directly talk to you the better like if I've already kind of weeded you out like okay you're thinking about fine thing about buying a year from now okay we really don't have to you know have a sit-down face-to-face conversation because you're not trying to bang for another year or two totally oh it kind of helps me weed out and filter who's ready right now okay your lease is up at the end of the month okay yeah we need to get a face-to-face sit-down gameplan those house hunting you know so it does some of the extra legwork for you if you get if you take the time and instead your buns up we're sure well any any last tips or advice that you want to share with anyone that before we wrap up here um just it takes time it's not overnight I know a lot of people new agents get in the business seeing other agents thinking you know they're gonna be rich overnight and it happens overnight it doesn't even though a lot of times I only posted good a lot of people think that's all it is no I still have deals perla part I still have you know I missed some clients but it takes time you got to be consistent you got to be disciplined I am a hundred percent full time agent um and I'm a mom and I still have to be disciplined like I work at a nine-to-five like it's just it is what it is so um no stay consistent I hope every I'm here if you have any questions subscribe to my youtube channel that's right go check out her you teach and you've got a couple of digital courses right they kind of break down exactly what you do and what you do on social media to tell us a little bit more about that yes so I'm came out with to ebooks basically one of them is for new agents because I know when you get started maybe you don't have a huge budget or you don't know where to market to so I made like a my top ten budget-friendly marketing ideas so you can grab it there I made that super easy it's not open houses not co crawling it's not door knocking for the record I never door not like that was just not something I like to do so I can find things that work for me in my personality so I'll put them all in the e-book you can grab it creative ways and I made a workbook for agents who hate to post on social media that's what I always did I don't know what supposed I don't know how to post so I made a workbook I even put like a Content calendar in there so it tells you what to post for 30 days awesome oh yeah just go grab it give me your feedback tell me if you like it you know I know there's a need so when there's a need I still try to help where I can as a campy hard or discouraging get into the business and not knowing anybody or what to do so you know yeah so Ashley Pickens calm and I'll add all the URLs down below this video so if you guys want to check that out Channel she's just getting started so make sure you subscribe so you can check out all the latest of somebody that is actually putting this into action like we were saying three years ago she was a solo agent now she had she's a broker you have 23 agents right 23 on your team 23 agents a lot of them are super node just to the test so everything I got teach them I try to share it with other people so kind of get leads how to market how to time manage so you know yeah that's what I'm doing now 23 agents and we are growing we just got a new office so we're growing yes I love it well actually thank you so much for taking some time and sharing with us and being super transparent showing us the ads and like telling us exactly what you're doing and same thing guys like go check out her channel because she's just as transparent over there she's gonna keep making video showing you guys exactly what she's doing so if you want to see what success looks like in real estate go check out her channel see what she's doing see how you can model what she's doing and implement into your business and really be able to grow your business in next three years maybe you could be a broker with 23 agents on your team I know god is good let me just say that so yeah and I'm here if anybody wants to reach out ask me any questions I'm always available clearly you all everybody already knows that because you're a much okay awesome well actually thank you so much again for joining us and appreciate you spending the time of course of course against Arsenal it still works after all these years it still works