024: REAL ESTATE AGENTS ARE MODERN DAY PROSPECTORS | THE WHISSEL WAY PODCAST



odd lg 활 왜 쏘 artists home 저한테 마우스 펌프 rt 와 스크 over wood 아프진 일이 제가 pola t scots 카고 써 my power over water in a hero polskie were in total na lee 앗 wep 디아블로 3 모닝 알지오 vp at 10a 암 벤쳐스 닿아요 4 pos pos rowe 에이레네 이제 오디 1 폰으로 썰어 포토 권 펑크 판매 da praia de heer 구도도 바이올 si 컷은 오버 원치 딱 노스 도버 워킹 이처럼 진천 sm 4 아스 엘 있으며 신 singer mix on a 그렇담 water were 일이 마이 code 아테네 porter 측이 roller lento 어 than toon town 너무 ipo 다 이해 못 to suwon to use it out on my l o 즉 그 밖에 안나와 칸도 바르샤 we took to test 아픈게 라한을 갖지 못할 뻔 그 of in sperm in order to all over or 차안이 코이케 my wounded 2 이제 쓰이는 같이 알버타 밑에서 땐데 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 쎄 뭐 아인 텐데 뭘 peter 왜 근데 하이드레이팅 페이셜 i go to write 뭐 as a whim 1m 에서 있지 그렇게 not 더 who 그렇게 serious love to the item to sweet lover or 4 뭐합니까 or meters outlet store item you free router or l ii 제발 제 나올 도 뭐라도 있지 4 wie im too well 나옴 overseer out out he too is power of my hot towel or some 디아 #44 원 or 밥을 다 있으면 woo hoo 된 더비 못함 to a 그래서 peer-to-peer 카운터 1번 wool troupe 아래 네온 시술 다인 to adobe 카라 붓은 제단 조금 먹이인 유튜브에서 orc 암치료 뱃 아오 tool 카모 c&c n rose ini steel house to tell me to lean over ten spooler 바로 자유 wei li wei 아기 화보와 뭐 or to the reporter 커 인 opengl es bei 을 이웅 걔네 oo 남 벌써부터 이러하고 이새끼가 워 하락 po 던져 아 아 no 110 나오면 이스 인데 신고 안 닿아요 stood 셰프 앞에서 벌이는 채미 있게 돼서 더 더 빠져야 어떠함을 수 있어요 이렇게 wiper motor myeo 여러분 라인 빛 학 와 opera in hand we 아 easy way woo woo dot com 해 메이크업 woohoo seite 아 이러고 달러 opera tosca 이한열 씩을 먹긴 했다 하우스 원 tom ha 야자 ma 생포 노벨 결 와서 atoms 주니어 데이 제사 of idioms 모닝 이 워너비 넣어주고 이 공원의 비교했을 때 블라우스에 2xl 서재 급 여자임 then we 해야 who tax 2 we too 멘트 옛 tower 쿠거 타운 4 i were to own diet without the radio south to use sero 4팩 앞섰던 nw 1차원 스토어 있어 oo 타면 small house to write too were 줘 outer code i were to be our e i o u too late to peer serve two who we take it over a video denver 비보 len 무음 체험 익힌 got hurt xd how en el sur toile her skills i don posen to see i see a mile 재밌어서 즉 행위 밥 아기 지원 택일 마시오 없이 아프게 이제 a 싸워야 유지한 이렇게 따라 확대할 밑에서 5번째 더 네임 o da capo in over six pile of escort also users to use the roof 파이팅 uno 1 패스 sleeper scope 있죠 원의 교수 봤어야 2 – reversi deliver 5 보이고 2 깔아 porter we are too cool 됐으나 하이큐 됐으니 아 아 over their steely setq 또한 와 싱크로율 sports into the power 페이 per 팅 캬 벽을 파는 endorse 뭐니 다 atl 2 이 책 쏘나 달 해야지만 이거 others to see why on the hotel sogo 예나 차거 텐데 4컷 hx 차들 액 exr 잘 아세요 이렇게 나온 to die rote to our fate in hopes 된다 500w 3 ye mei 무보 다음을 좀 더 풀 날 때 발 뺀 활동 퐈이팅 하빈 밍 키 해서 걍 벽을 판을 있었고 아피오스 소피아 3 the ill or servers 피잉 이걸 암 자체나 해양 거의 hope hope a lot over beer 스피커 짚다 까 스 튜 팀이 d rose 킴이 irs close 은과 첨부한 책이 하던 거 어 purposes 책이야 될 the rate of l oli eider linker 개업 main points we won't 책상을 발사 하루도 이제 [음악]

Real Estate Agent Marketing – AMA



What's up guys I see a few of you have jumped on here Sorry about that. Yeah, I've got on one computer This is actually my laptop wasn't plan on doing it on here But I guess if that's the best way some reason it's not working on. My just was working the other day So anyway guys, um, we'll get started here in just a second. I just told everyone on the actual other one What's going on, but is that backwards? Can you guys see that or is that all written backwards? Okay, if it's not written backwards then well I guess either way go ahead type in your name type in where you're from I want to hear where everyone's from and then also we're gonna hit some Big wins if you guys had any big wins lately, it could be with like lead generation It could be really with anything and then also Questions. Okay, so ask me anything could be anything like facebook marketing related regeneration Honestly, whatever you guys want, so we're just gonna give a little bit from for everyone to jump on here And once again, I apologize guys. I see there's 13 of you guys. Looks like you were on right now but it looks like there were like 31 people still waiting for there. Let's see Conor. You can't do both splits of you. Okay? Yeah Let's see. I'm not sure if we got the link over here. So sorry guys. This normally does not happen I'll make sure we nail it down to get it going good But we've got a little bit from London welcome Elizabeth. That's awesome Someone is from Morocco. I can't really read that that riding there, but but welcome Someone is Oh Hannibal looks like from Fairfax, Virginia Peter is from New York City. Awesome Peter. Just there last month it was Nora's from Michigan Very cool guy. So as you're jumping on I'm just gonna chat over here and let everyone know to go to my Channel to jump on here and then we'll get started here in just a second But as we've got right here is this guy is this backwards guys? Go ahead. Let me know is that written backwards? Sometimes? I can't ever tell if it's backwards the right way But first putting your name your city second I want to hear you guys big wind so it could be honestly with anything could be with lead generation It could be with you just closed a big deal something fun like that Or it could even be like a family win, right like my wife's pregnant and she is due on Sunday September 30th And so here in a week or so. That'll be a big win from here I'm super excited super pumped out that then three we're gonna hit questions so I see a lot of you guys already through questions in the other chat and We'll get to those here in a second. And then also if you guys do have questions that you know, I haven't covered yet then Throw them in the chat box guys. Let's let's hang out here for a little bit I'm just gonna plug in my laptop as well cuz as I you guys are jumping on I wasn't planning on doing on my laptop got my big computer out, but Clearly there were some tech issues. So, you know, you can't always get it, right, but it's all good guys You can see my Muhammad Ali over there the corner the view. Most people don't typically see there. So, okay. Let's see we've got Kristina's from Virginia Beach that is like one of my wife's favorite spots on the planet We've got Jen from South Africa very very cool I love South ever. Actually when I went there with my brother and my dad like five years ago love it Okay, someone's putting in some questions. We'll get there in a second So what metrics do you look at when running Facebook Ads to see if it's doing well relevancy score Costco result. Perfect We'll get to that mark is tuned in from Vegas Daniel say right on and Okay. Oh, okay. You guys are responding to like my text was backwards or not. So great I'm glad you guys can actually read that Anthony's from the Philippines. Um Yeah, awesome social media leads by million this year Peter killing it How can we fine-tune and game brand awareness in a specific zip? Awesome Tom is from Huntington Beach Tom. What's up, man? I've seen you I've seen you commenting I've seen you on the channel K Peter saying, how can I have all my friends on Facebook? See my ad so I have to have landing pages Eric's from Clearwater Very cool Jan. How do you get single page real estate sites to rank fast? Okay, so you're talking about search engine optimization I'm a guest and right there right Then tom is saying what is the best way to target buyers general or should we really target? Or should we really target? I want to get the most leads then Ronnie Shumpert on from Finland. Okay I've got two chats going on. This is the chat that I actually set up live DJ so I'm gonna put an insurance agent. Okay head over to my channel this Ok, sorry guys, I would just tell never there's like 26 people on the other one Which maybe it's the same people because there's 26 on the other one. There's 26 on here. So maybe it's the the same people but Awesome, we've got Eric. What have you seen lately for? conversion of Facebook Ads Okay, and Eric just to follow up to that question when you're talking about conversions are you talking about? like conversions is in cost of per lead or Conversions into a closed deal like a closed sale and then even diving deeper Are you a real estate agent or are you in some other business? So there's a few things that we need to follow up on that before we kind of dive in there Tom oh, oh, oh tour. Sorry tom is my saying that right odo tour odor Anyway, I find paul jack but my favorite youtuber by far and thanks for shout out and keep it going awesome. Appreciate it Ronnie's do you think it's possible to start HD and analyzing business ads? Yes, I do a hundred percent conversion close leads Okay. Well guys, let's just jump into this. Let's start. Um Actually, let's go back. And for those you guys just jumping on Um, let's hear some big wins. I know there's a lot of people from all over the place on here And I I've seen you got typing your name where you're from, but number two guys, let's hit big wins Let's let's share cuz I don't about you guys, but I work I work by myself I know there's some single agents here, or maybe you work from home by yourself. And so when you have a success There's like no one to share it with right and like I when my wife comes home from work or whatever She's doing that day. I'm like just like inner-ear. Just telling all the way these cool thing Well, obviously if there's cool things going on, but type down in the chat box like you guys have big wins I want to hear about them Alright, and everyone else wants to hear about everyone once once see them and we want to celebrate together because honestly guys, that's huge That's really important to be able to celebrate together with this and then also if you guys feel like if you guys like this whole idea of doing a Live ask me anything either every week or every other week go ahead and hit the thumbs up on this video I just want to see if you guys want me to keep doing this cuz this is the first time I've really done it I've done a few live streams, but you guys want me to keep doing it Go ahead hit that like that thumbs up button because I want to make sure that I'm giving you guys What you want what you're looking for, right? So anyway, I can be helpful. This is helpful to people great It's not you know, then it's all good. Okay Let's see down here Um conversion close sales. Okay, you got lol. Hey just Lanna Awesome. Let's see Elena's giving the thumbs up Yeah, so goo a thumbs up, but also click that thumbs up button on the right below the video as well Alright. Hey Jason. Thank you for the opportunity every week. Okay, every week you guys are won't want every week. They're Well sweet, well anyone sharing big wins will get into the questions guys, but I want to hear some big wins Like what are some cool things that are happening in your life? Is it some cool things with lead generation some cool things with your business? Maybe just close the deal where you've got a deal about to close or maybe some other cool things in your personal life Like my wife's gonna have a baby sometime maybe this week or next week. So who knows? I'm pretty excited about that um, oh That's awesome Hannibal hit 10k per month that's huge. This is that big way Mike I don't know when you first hit that 10k mark. That's that's super exciting All right Joanne Vegas been using your system out three months just close the deal with the almost 10k commission from one of your ads That is awesome. Joanne That's super exciting. It's honestly Yeah, that that's super exciting their camp. Awesome guys Well, let's dive in keep sharing your wins and then I'll give you guys a little shout out. That was Joanne from Vegas And I'll keep you guys out outs, but let's dive into the questions I see a lot of you put your questions in right here. And then also on the other live feed I've got a lot of people put in questions as well. So let's start from the top All right. Let's see the first one. Okay, is it um? sorry, I have I Have for most of you guys your full names, but on this one, it's just e Li ze ebz allies Or Elizabeth maybe um is asking what metrics do you look at when running Facebook ads to see if it is doing well your Ellefson relevancy score Costco result all that stuff so Really when I'm going through and running a Facebook app, right? it all comes down to like I would say relevancy score is huge because and For those guys who don't know what relevancy score is. That's basically a score I believe one's the lowest if I go to zero, but it goes from 1 to 10 alright and Facebook gives it a score of how relevant it is to your audience So like if you go through and for example, let's say for me I'm targeting real estate agents right and I've got an ad and I'm hosting that and saying like hey click on this about a free training if a lot of people are like Reporting that as like spam or they're like, ah, this is annoying or whatever the relevant score drops dramatically, right? And Facebook they want to show what's most relevant to their audience because they don't want people be annoyed When they go on Facebook, right? And so they want people be having a good experience and everything. And so Don't don't kind of gauge like how many likes and comments all that stuff are going on and so that's that's a big one because if your relevance score is low and what I consider low is probably six or under You're actually gonna be paying a lot more for Your ads. All right, so I try to get it in to get a ten a perfect ten guys That's extremely hard. If you're in the 7 to 8 range, that's that's pretty solid. All right, so that's definitely one I look at and keep an eye on because You want to make sure it's within like you want to make sure you're not spending too much And if you are spending too much or you've got a low relevancy score Then you got to tweak the ad copy to speak to your ideal target audience a little bit better All right so that is a big one that I I look at but honestly, the biggest thing I look at is my cost per lead and Then my conversion rate of those leads So basically to break that down and explain that let's say I'm getting an average cost per lead of $10 per lead. All right, and then for every Let's say 50 leads. I close a deal So 50 leads I spent 10 dollars per lead. That would be $500 and I close a deal right? So let's say you're in real estate You spend 10 bucks per lead and every 50 leads or you close a deal So you're making let's say $5,000 in commissions and you spent 500 I'm 100% okay with that, right? And then also if you go up to you, like let's say you only closed one deal every 100 leads, but you're spending $10 per lead. So that would be $1,000 invested and then you close one deal then I would be ok with that as well So if I made $5,000 and spent $1,000 on Facebook ads I would be a hundred percent okay with that and I would continue to scale my business, but the thing is You get that one closed deal, but you generated 100 leads so you've got 99 other people you can follow up with and Mark it and connect with and then when they're ready to go through and take action. You've got somebody already in the hopper Basically, you've already like built that value and that trust with all right So that's usually where I like to go through and start like for me with my business, you know I'm promoting a webinar. I charge a thousand dollars for the webinar and Usually like I shoot for eight dollars per lead. But if it goes as high as twelve dollars per lead, I'm still profitable But if it goes a little bit above that Yes, I'm still profitable but it doesn't really make sense for me because I can generate leads for lower than that twelve dollar range all right, so that's kind of what I like to look at when you're going through and generating leads I like to look at the relevant score big time and then the cost per lead and then if that cost per lead Makes sense with a positive ROI And you're able to build that list of leads that database for one year two year five years down the road Totally makes sense. All right. So those are kind of big things I look at so hopefully that helped do one has any follow-up question on that hit him up in the chat because I'd love to Love to answer those. All right. Um, let's see here Peter is killing it social media leads five million this year Very cool. Are you just Peter? Are you just doing that all 100 percent from social media? Five million this year. So if you are you are crushing it man. That's killer so Peters also asking how can we fine-tune and gain brand awareness in a specific? zip Okay, guys, this is cool So I want to share the strategy that I do and this is what I if I was in giving a real estate This is a hundred percent the strategy that I would do so and this is I'm gonna dive in a little bit more detail guys than what I do on a lot of my trainings just because I Feel if you guys are on here You guys are wanting a little bit important in-depth stuff a lot of times on my initial trainings Like I kind of focus on the core things that are quick wins like the best way to get quick wins But if if you guys are on the strain, I'm assuming you want long-term success long-term value. So that's my goal That's where I want to give you guys today All right, so Peter and anyone else on this call right now, this is what I would do too fine-tune and gain massive brand awareness Right. So what I would do is I would get a facebook video ad so I would go through and I would shoot a video of yourself maybe 90 seconds to two minutes and shoot it like And I would actually do a test. I would shoot one where you're like sitting in your car talking Okay, and introducing yourself. Hey, my name's Peter Diaz. I'm in think Peter was in New York I'm a I'm a top agent in New York City and Just telling a little bit about like I've been in the business for X amount of years Just telling about like who you are and so they can get to know you right so I do one like in my car I maybe do one of my house or maybe do one like out on the streets of New York That could be cool something like that And the reason why I would do a few different areas and I would be telling the same Story in each one of those is that you'll see Even though you're telling the same story People will naturally be more attracted to different videos, which is crazy. Right? I did one. I didn't want like in my family room I didn't want my kitchen I do in my car and I did the same thing and then the car one just converted way better so now you should shoot that video of 90 seconds two minutes doesn't have to be long and then in the actual Facebook post I Basically put everything you just said in the video. Hey, my name is Peter Diaz. I'm a top agent in New York City I've been in the business for you know five ten years what how long you've been in the business and Just tell a little bit about how you got in the business how you can help them at value But don't like do any pitch like no Didn't like not send them to a landing page. Nothing like this. This is gonna be a complete brand awareness campaign all right, then once we have that that video and We're gonna upload this on our Facebook page. We're not gonna do it through the Facebook Ads manager we'll do it on your facebook business page so that your followers can see that like comment engage as well and Then we're gonna run a Facebook campaign for video views Alright, and you can get video views for literally like a three-second video of you you can give like a penny, but I shoot for the 10-second video views Kake's someone's watch your video for ten seconds or longer it's not someone just like scrolling on down on their newsfeed and then it's just like Autoplays is somebody that like they maybe wash at least a little bit If not, you know potentially like twenty five percent or fifty percent or even the whole thing but then at that 10-second mark you can capture a pretty big audience and Get really really cheap brand awareness for pennies on the dollar and then you create an audience I'll have to do a video for you guys on this because I know I'm probably losing some of you guys about to show you exactly how to set this up and Then once you go through and you're running that I would say I run that for ten bucks a day okay in your community in your in your city, like kind of the Radius that you want to work in and then literally you'll get to a point where everyone's seeing that video Okay, and after now probably after four to six months we'll new, New York That'll probably be a while actually if you're only spending ten bucks today But then when you go through and run your ads your re marketing You're setting up an ad only targeting the people who have already watched that video Alright, so it like they're not seeing you for the first time. They've already seen you and So it's just a lot more powerful. Your cost per leads lower. Your quality of your leads are a lot higher It's just a lot better all around. Okay, so Peter anyway, hopefully that helped and if anyone else has any questions on that Go ahead tap them in the chat Okay, Peter also has another question How can I have all my friends on Facebook to see my ads do I have to have landing pages? um all your friends, so obviously that's different than your Your your likes on your Facebook page you can set up an ad to only target people that like your Facebook page But what I would do is if you have like an address book with your friends emails or phone numbers or whatever it is I would upload I would take that data upload that as a custom audience into your Facebook Ads manager and Excuse me, and I would go through and create that as a custom audience is like my friends Okay, and this this is huge because a lot of people they want to go through and find other but the thing is and I was just having a conversation with somebody about this just the other day a lot of times just because you're an agent and you think that all of your friends know you're an agent they don't remember that you're An agent okay, they're not thinking about you on the daily And so a lot of times people they run Facebook Ads, so you want to get out in front of other people but the truth is like your lowest hanging fruit is exactly what Peter's saying right here is creating that custom audience of your friends your family members people that already know you and Marketing setting up landing pages or send up ads showing to those people Okay If they're not in the market right away next time you see them at like a party or an event or whatever at church, they'll be like Oh, I saw your ad so cool and they'll be thinking about you. Okay, you'll be top of mind Okay, so that's what I would do I get your phone book get their emails phone numbers upload them as a custom audience And I have a ton of videos actually on my youtube channel I'll show you guys exactly how to do that. And if you guys want me to go dive Deeper in then just let me know. Okay? All right, guys, I'm just gonna keep going down to the questions. So hopefully hopefully let me just scroll down if you guys are If you guys are liking this go ahead give it a thumbs up though Because I want to just like kind of gauge gauge how we're doing. Is this like a good format? I'm just kind of like hitting each question going down and answering it So go go ahead. Give it a thumbs up if you guys are kind of liking this Format here. All right. We're getting a couple likes there Okay, awesome guys All right. Let's see here um Jan is saying how do you get single page real estate agent sites to rank fast now? Jan so here's the thing about Getting your sites to rank. Okay now I Back in the day. I was bigger into SEO and getting your sites to rank on on Google and all that stuff I don't focus on that as much anymore just because Facebook ads I like to get the the quicker wins However, you're down the right Road because you want to go through and have both you want to have the quick wins But you also want to get your rankings up there because that's a long-term play rankings can take few months typically But from my experience and what I've seen I've got some friends that still do SEO a lot His single page sites like a landing page Typically Google is not gonna rank them. Okay, they're just not so that's why I Preach so much like Facebook Ads Because Google really is not gonna rank them if you want to go through and get your site ranks You're probably gonna want at least five pages and you're probably gonna want a blog attached to that To that site. So if I remember right they Google wants to see like your your main page They want to see an about page. They want to see a contact page They want to see a privacy page and then there might be another one because I was four and then I think maybe a block right and then you're kind of like putting out blog content and then trying to get ranked for terms like top real estate agent in your city or how to find a real estate agent in your city or whatever the posts are on and then you will pop up there at the top Okay, so single page sites, I want really focus on that if you want to go through and focus on the SEO game Then I would I would plan on getting at least a 5 page site with those 5 pages I talked about and then getting some blog Strategy where you're posting maybe one new blog post every week or one new blog post every other week And that's that's what I would do there Ok tom is say what is the best way to target buyers general or should we really target it? I want to get the most leads. Ok. So for the most leads Tom what I would do I would set up two different campaigns and I actually I dive in deep in their new I just barely shot a whole new six-figure agent 2.0 system So we had this initial six be grading system and and that was good it was all great and but then after I think like two years of having that I went like revamped it with what we saw people are seeing like the best results with and Obviously new Facebook out algorithm updates but the latest and greatest of what I would do if you're looking for the most leads and really like getting the best targeted people is One I would do what I was telling I think Peter is I would take your existing network Upload them as a custom audience into Facebook. So your friend your family a past clients, whoever it is and Set up an a campaign or an ad set targeting all of those people to generate Byerly's using my buyer leads campaign, right and then to go through and expand that even more I would create a 1% look-alike audience off of that custom audience, okay so people that look like that existing network of your past clients past buyers your friends family all that and Then and so your 1% look-alike audience. This is where people get tripped up sometimes is you can't make it specific to your city, but you'll make a 1% look like audience of Your of the United States so your country or like I guess there's some people on here from Finland Ronnie's from Finland Some of us from South Africa we've got some other people on and so what you would do is Create a 1% look like for your country and then when you go into the targeting you would specify Your city with the radius around your city of however big you want that radius to be. All right, so Hopefully that that helps there Tom Okay, let's see. What have you seen lately for conversion of Facebook ads and Eric I asked okay conversion to close sales Perfect, and he is a real estate agent. Awesome. So wait, so I did a video actually yesterday and I'm probably a lot of you guys didn't watch it because actually did not get a lot of views I'm a little bummed about that but it's all good So basically I talked about the conversion rate of leads from three different sources So one was from social media and on average? your conversion rate is about 0 to 4.25 percent and we're going to talk about that here in a second and This segment was referrals in your average conversion rate from referrals from your existing database or other agents Whoever it is is about 25% So one out of every four convert and then Direct Mail was like 0.1% so Terrible is very expensive Doesn't convert so I want to focus on but going back there to the social media Facebook ads and all that stuff You've got and I highly recommend everyone go and actually watch that video not to get like the views up or anything out Honestly don't care about that. It's already kind of a dud but Just to see the breakdown of your ROI with investing into Facebook ad so go check that out Because 0 to 4.25% so that's like obviously a range Typically people getting 0 percent conversion. Those are new agents. Just getting started getting their feet wet They don't really know what they're doing. Don't know how to follow up Don't know how to actually close a deal don't know any of that stuff. We're just totally fine That's typically what I see there now the 4.25% that's someone who's like actively really following up really got stuff dialed in but just for like the average person I Would say if you've got a good follow-up in place And you've been in the business for a little bit. I would say about 2 to 3 percent, okay? So for every 100 leads you you generate your closing about 2 to 3 deals, so And I break this down in the video. I shot yesterday if you're getting about 3 to 4 leads per day Ok, which honestly is really not that hard. You're spending five dollars per day. That's about 15 or if you're getting five weeks Sorry, if you're getting three to four leads per day and it costs five dollars to generate a lead That would be about 15 to 20 dollars a day that you're spending on Facebook ads, right? So over the course of the month Let's say you generate 100 leads So you put in let's say six hundred fifty dollars into Facebook ads and you would close two to three deals now I don't know about you, but like for me, that would be totally worth its spend $650 to close even one deal would be totally worth it But sometimes people they just see that upfront investment of the 650 There's too much risk, they get too scared and they don't want to throw that money in and I totally get it That's how I was when I first started. I'll be like this is precious money. I don't have a lot of money throw in but That's kind of how the numbers works about 2 to 3 percent. So that was kind of a long story to get to your Question. All right. Elle is here from north of Boston Ronnie saying do you think it is possible to start see in analyzing business ads? so businesses Facebook ads, so Ronnie and Ronnie was from Finland. Very cool. Okay, first of all, the answer the quick answer is a hundred percent the second follow-up to that is you've got to be able to establish yourself is a credible authority and Like you gotta let people know What you're talking about, right? So like if I were you and you want to start a business an agency on analyzing people's Facebook Asks, or Google Ads or whatever I would start a YouTube channel Which my wife would make fun of me guess I literally tell every single person I talked to you that they need to start a YouTube channel because it's just like what I think is super fun it's fun to connect with you guys here but – it's like a lot of just like organic free exposure and You're able to share a lot of valuable content with other people so Ronnie what I would do is I would start a YouTube channel or a Facebook page or whatever But I think you choose the best and then go talk about different concept like just like I do you literally copy exactly Exactly my whole channel right? I just talk about Different strategies that work that don't work because people have to know that you know what you're talking about before they're gonna trust you To pay you to analyze their Facebook Ads or their Google Ads or whatever advertising platform, right? like you guys you only like are on here probably because you see you've watched my other videos and you're like okay, Jason has somewhat of an idea of what he's talking about, which hopefully I do right and And then that's that's what where you find the value. So anyway, Ronnie that's yes I think you hundred percent could but with that follow up if you don't have something to like portray yourself as the expert And get people to recognize you as an authority It's gonna be extremely hard for them to go through and put down their their credit card and actually pay you to do something Okay, and then his fault was too much competition. No, there's not so much competition there So like literally so many businesses out there and so many businesses need help Okay Is it Virna Lisi is from Atlanta, what's up? Lena's given a thumbs up. Okay. Eric is from Las Vegas. She said big win is Under $3 cost belief for the month. That's killer. That's awesome So what I would do if I are you Eric if I'm getting a three dollar cost per lead I would scale up my lead generation. I don't know how much you're spending. Let's say you're spending 300 bucks. I Would go out on a limb I would spend 600 bucks like I would go through and scale that if your lead cost is solid, it's good I would keep scaling that but do not go through and if your daily budget is like 20 bucks per day Don't go jump that 250 bucks per day. It'll screw everything up Okay, start a new ad campaign store a new ad set and then duplicate what you're doing at a higher budget Okay, don't commence with it. I've done it too many times There's so weird guys if you have an ad set that's at $20 per day and you're like, oh, this is awesome It's getting me $3 leads. I'm gonna scale it to $40 per day and if you go make that jump Guarantee you that next day? You're not gonna be getting $3. You're gonna get like 15 or $20 leads. All right, Facebook's crazy I don't know why but that's how that works. Okay Okay, Tom is saying I close to online leads not Facebook, but still online using the follow up system You taught I met them one time and boom closed Tom. That is killer man. I gotta have you do some like Testimonial or something like that. That is that's sweet, dude If you're open to it obviously I would I would greatly appreciate that because that's killer man Okay, let's see Jad saying hey Jason. Thanks for the opportunity every week. Okay, that's back to that Okay, I'll lean assay have you attested AdWords verse Facebook? Yes, I have and let me tell you About that. Okay. So so AdWords hearses Facebook guys. This is this is actually really important so Fake so Adwords. Okay. So AdWords is basically on Google or on YouTube when someone types in like You know how to sell my home in Atlanta or whatever it is. You'll have like the organic search results pop-up Well, you'll have the ads at the top and the ads on the side. Okay, so that's what AdWords is and the great thing about AdWords is That whoever is clicking on your ad and whoever is becoming a lead. They're actively searching for a solution Okay, they're actively searching for that solution. So if they type in real estate agent in Dallas, Texas They're literally searching for a real estate agent, Dallas, Texas. So if they click on that and go to your landing page and opt in That person is super hot because they are searching for you, right? The only thing is when you might be like, oh well then why would I do Facebook, right? the only thing is your your cost per lead on AdWords is gonna be Dramatically higher because it is that much higher quality of a lead. All right. So where's your lead costs? Let's say on facebook is five bucks. You might be paying twenty to twenty-five dollars on Adwords Whereas with Facebook, okay, so that was ours over here Facebook You guys know Facebook cast or your newsfeed the right-hand column all that stuff or Instagram? It's it's like a pattern interrupts, right? They're not on there searching for you They're not on there searching for real season or to sell their home or any of that stuff. They're on Facebook or Instagram To connect with their friends the sequel videos or cool post or anything like that So you're interrupting their their train of thought? okay, so that's why you've got to have a really good well-written copy ad and Then you're you're you're catching their attention and you're getting the click off to go through and opt-in now leads on Facebook because of that they're you can get them significantly for less and we've got to do a lot more like tom was saying on the follow up with the email text marketing and Facebook message robots a lot of that stuff But so they're a lot less but you're having to kind of like divert their attention Whereas on Google it's higher cost per lead yet. They're actively searching for you. Okay, so it's kind of like they're both good obviously, and I've Tested I've done both and I would highly recommend if you if you have the time if you have the budget to do both actually Take that back. If you don't have one of them totally nailed down and I would start with Facebook first master Facebook don't Don't do anything until you master Facebook because in my in my experience when you divert your attention You have two things going on even just two It's gonna completely just totally tank everything right you got to focus on just one thing Become the master just one thing and if you become master at one thing like whatever business you're in You're gonna crush it, right? And so that's Gary Keller actually has a book on this that totally changed my perspective on everything. I read like two three years ago before I actually like felt like I was successful and Read his book totally changed like the way I do things focus only on one thing now sometimes to a fault I think But that's really what's what's really made me. I feel like start to see success here. Okay So anyway, I'm Leyna that was along all these. Sorry guys These are all kind of like long explanations to your questions But hopefully I'm getting you guys have value and if you guys are get value hit that like button that thumbs up. Okay. Um Joanne and Vega has been using your system out three months. Just close it. Okay. I read that one. Awesome Joanne close at ten thousand our commission on our system and guys everyone that's on right now We have like our development team. They're finishing up our mobile app. You guys are gonna love this. I'm super pumped It should actually have already been a little released but we've run into some bugs so we don't want to launch something as bugs So I think by the end of October we'll have it. But anytime you get a new lead in our system You'll get notified on your phone. You can email or text that person right from the phone You can add nodes you can import all your contacts into your phone Guys is gonna be killer you guys are gonna love it You can have like the two-way texting so it will have the text automation go through like you guys already know on our system But then like if they text back, it'll pop up on the phone So if you're out and about an open house showing whatever just text them right back add tags, add notes say hey You know talk to this person, whatever it might be Okay, um, let's see here Okay, sorry, I'm trying to get back up to where we were guys Obeah is from Nigeria, what's up? I've done three Facebook ads and got no leads Oh be are you using our our Campaign templates. So if you're not I'd highly recommend to use those because it's gonna shortcut a lot of everything Ronnie's saying Jason. What business are you? so I have a software company called Arsenal marketing and I help real estate agents generate and qualify leads through our software So the software helps them generate leads and it's like a CRM system help them fall can qualify those leads? Okay, um How are you parking high-income earners homeowners individuals who are likely to move with Facebook's new changes Hannibal is asking Great questions. So what I do it goes back to exactly what I was telling I think it was Peter or maybe someone else it was part of what Peter was asking but What I do is I take my existing network. My existing contacts Oh Hannibal, let's say you work with people that normally buy $700,000 homes and above or 800,000 or whatever. The number is I'm going to take that audience of existing leads that existing database that I have I'm gonna upload it to Facebook as a custom audience. I'm gonna create a 1% look like audience based off with that audience and then target people just in my city right because Facebook is gonna go through and analyze that audience you upload it and they're gonna see that there there's a higher income Okay, you know even though Facebook doesn't give you the data be able to track that and do that They still have the data on okay, they still have everything they still have tons of stuff And so if you want to go through and get like the homeowners or high-income earners or whatever Go create the custom audience create a 1% look like off that custom audience in your set Okay And that's how you would go through and target that all right that guys that is honestly the way I would do pretty much everything and Just to let you know in my business, so right now I spend about $2,000 a day on Facebook advertising so I spent a good amount but I don't do any interest targeting. It's a hundred percent everything I do is either a custom audience people who visit my website people who have become a lead or engaged my Facebook page Okay, that custom audience right there or a 1% look like audience or even a 2% look-alike audience. That's it okay, I don't do any other targeting and It's it works extremely well So I want it. I want to make this too difficult Okay I want to make it more difficult than it needs to be a lot of times people think like oh because I have all these interesting options that they should go through and use them all honestly in my Experience like that like a more targeted you get typically the more expensive your ads are and Anyway, I just haven't seen it work better than in other formats or then that for me I just share with you Okay, Tom is saying I'm a a miss an important point. Are we doing Legion or traffic when we set up? Okay, Tom. So let's hit that one quick. So are we doing like the conversion campaign? Are we doing the lead generation? Objective are we doing the traffic objective? So here's kind of the general rule of thumb if Like if you're using a landing page, you're gonna be using conversions, right? And Or if you're then if you're using the lead form you're gonna use the lead generation objective and if you're spending like If I think it's 15 to 20 if you're getting 15 to 20 conversions per week Then you want to be doing the conversions with a landing page Okay, if you're getting less than that, so let's say you're spending only let's say you're doing a retargeting ad Then you're only spending one to three dollars per day. You'd want to do the traffic one okay, so if you have a higher budget you want to do the conversions to a landing page and converges to a landing page or the leave form I do I would split test that because Sometimes you'll see better results playing page sometimes better with leave form so I just put test it and then if you're doing a if you're doing like a retargeting with a small audience of like you know a thousand to five thousand people and you're doing one to two dollars per day, then I would do a Traffic objective. Okay. Let me just grab a quick drink here. Sorry guys Alright Okay, Eddie is from Brooklyn. What's up, Eddie? Jim is a Gil is saying I have 25 k database that is clean and Solid so can I upload the whole list to Facebook at one time 100% Yep Just upload that whole database created one percent look like off that database You're set and then run one ad set to just to that database and then one ad set to The one percent look like of that database Okay. So Gil, that's exactly what you need to do Um e insane live chat on YouTube how to You just go do a live stream In scope go on your channel. Yeah I think the first time you just gotta set up a live stream and then there's the live chats kind of like Facebook live Oh Allanson can you cover the question from the other group also? Yeah, Alan. Sorry, I mean up Okay, Alan say yes, am a love it when setting up Facebook pages. Do you recommend branded or generic community pages? So here's what I would do and this kind of goes back I think Peter was talking about branding as well about a hundred percent. Do your name? So Alan Alan JR so I would do your name and I would do your profile picture now on YouTube Alan it looks like there is an older picture of Maybe a little child and and in a woman maybe sure mom or something I would make it so it's just like I would do like a professional like from here up of Just you, okay, and like on mine if you guys go on my Facebook page, I'm in like a hoodie. I Probably shouldn't be in a hoodie. I probably should be in like a nice colored shirt and all that stuff Don't ever really wear those. So I guess it doesn't really fit in with my brand. But but yeah, that's that's what I would do Okay, do you suggest starting the marketing with cold audience or do you have any tips on tricks on warming up an audience first? So warm at the audience I would go and I would start first with your custom audience upload your existing database 1% look like off that 100% Okay, which objective do you find most success with traffic? And so yeah, we hit that one as well Alina's saying they pay for doing this Do you feel youtube is an equally powerful way of generating real estate leaves or this video a longer term brain play It's a longer term branding play. Okay, so I would do it and Facebook guys gonna get you those quick wins, but youtube is gonna be the longer term. All right Okay Oh Joanne saying please do video on the branding video. I will do that. Okay, I will do that for you. Okay Peterson got it Hell thanks. I have all their emails. Perfect. Thank you actually meant a single property Of a single property site, okay, so Jan sorry on the single property site Yeah, I would just do I want I want to focus on getting that ranked. I would be sending traffic there Facebook ads Um Allen is saying do you recommend phone calls immediately or text only? Okay, I would recommend So here you guys are gonna think I'm crazy. But here's what I would recommend I Would recommend an email a text message a Facebook message a phone call immediately Like all of them. Okay, and with the Arsenal system, you can automate all those except for the phone call But the phone call like yes, there's those autodialers that will go drop a voicemail I don't bite you guys, but I absolutely hate those if anyone does that's me. I'm like don't ever call me again Don't touch me. Don't contact me don't anything so those ones like Make me more mad than anything So if you do have the time and if you can't jump on a phone call right away and call them Out 100% do that. Okay, I would do that and like I would do everything Okay Matt Shields is how to get more qualified leads for agents So yeah, so Matt, it's gonna be it's really kind of like what tom was saying is it's all really in the follow-up, right? and so going in and so you guys are kind of talking about this kind of merchants warrants you like the follow-up play of like Okay, do we call or tax or what do we do here for? More qualified leads one. It is big-time about branding It's about adding the value initially because here's the deal if somebody's never heard of you and they see your ad on Facebook and they opt-in and then go through and You know buy a home or sell their home through and within a week that is not like that's not a super common thing, right? That's the biggest purchase most people make in their lives. And so why should they trust you? That they do they just met to go through and go do a deal back quickly Right is this this is not really a huge thing So what I would do is I would have the follow-up, but I have an email Text if you have facebook Messenger can get those BOTS put in place, which we've got trains on all that stuff I would be doing that as well because some people prefer to connect connect and reply via email some people prefer Texting some people prefer Messenger some people prefer phone call still which is a little crazy, but it's true they do So obviously the phone calls you can't really automate But I would be going through and having a follow-up system where the first like 7 to 10 days You're hitting up your leads on all those different platforms within the the first 7 days every single day Okay until they connect with you once they reach out then obviously shut it off but those are all kind of like Responses to get them to go through and follow up a few right? So more qualified leads first. I would do the branding play video Ii re targeting those people That watch the video to go opt-in. So they're already gonna be warmer leads because they've already seen you alright, and then you have email text and Messenger follow up all in place following up that person. Okay, so that's basically what I would do Yeah, so to get a lot of leads but not our quality the thing is guys the Justification of quality to here like obviously we talked about you know The average conversion rates about 2 to 3 percent of online leads and it's just the nature of online leads, right? we've kind of been talking about this where You can't expect somebody that's never heard of you They don't know who you are To go through often and within two weeks just be totally in love with you that they want to sell or buy a home through You because a home is a large light they can do that if it's like a little seven dollar $50 $100 purchase Maybe but like a home that's a big deal They've got a know like and trust you, right and so it's not that those leads are quality if you haven't qualified them Right, so you got to go through and once they become a leave you got to go through and have that follow-up sequence initially But then over the time maybe like that first month, they don't go through and buy from you or sell their home with you But you've got to have that follow-up sequence in Place to go and add value. Okay, like tell me about who you are Like that's why we have that initial branding video to go tell about who you are how long you've been in business all that stuff Because all this stuff builds value and then three months down the road six months down the road twelve months down the road You're gonna have a lot more people that are going To be like in your community and people that know like and trust you Like I have people that have been on my email list for a year year and a half And because I'm doing these value videos because I'm on Facebook because I'm doing all these things At first they're like no. I don't know who Jason is. I'm not gonna buy from him But then after all this time, they go through and they buy from me because they built that value Okay, I call they weren't qualified They weren't quality qualified leads at the time, but because I've gone through and I've done the brand and I've done all that stuff They became more qualified Okay, Amy is saying do you have any suggestions for follow up once the scheduled emails are finished These are leads that I have been able to reach by phone not even sure if they are valid numbers. Yes so what I would do is every We and we have a sequence inside of arsal is every two weeks. I would draw like a value-add email okay, so like hey, here's like here's some I Can't we've got all the sequences in there in Arsenal, but it's just like adding value just like I was saying, okay so every two weeks Drop in value or if you do a video like let's say you do a video on YouTube or Facebook or like a blog post? Or something that will add value to your community go inside Arsenal Blast out an email to everyone say hey I just shot a video on the like three tips to go through and increase the selling price of your home Okay, go go watch it there. So like and then you're like you're just adding value, right? Thank you. So that's exactly what I would do So every two weeks or so I'd be going through having that automated follow up sequence But anytime you do maybe a new video a new value add content the thing the reason why I like video like this or blog posts or Facebook page like anything like this is because we can do this video and Then like we can blast it out to so many people right? And then your it's one-to-many instead of one-to-one Okay, so that's what I would be doing leveraging technology to go through and qualify these leads and follow up and stay connected um Tom saying for sure sends me now. I don't remember what that is all about Okay, Oh Tom having had a bounce looks like Joanne is saint book my name Book named by Keller. Oh the book name. It's called the one thing Okay, the one thing by Gary Keller Yeah, the one thing by Gary Keller it is it's super good I highly recommend it um Peter say what's up with boosting? And what about Instagram ads? I would not boost post So that's that's my thing. If Peter if you're gonna go through spend money on advertising with Facebook ads I would do the video views campaign Okay So that's the one and then I would follow up with all those people that watch your video with a conversion Ad okay So I want to do boosting and Instagram is pretty similar to what you would be doing on Facebook However, they have different video length requirements Okay, so same concept same type of stuff but instead but like your branding video Peter I'd be doing that on Instagram as well as on Facebook. Okay, just get it out there So people can be seeing you on Facebook on Instagram Whatever platform they're on Um, Matt shields is saying don't either lol. I think he's talking about Peters boosting and Instagram ads. Yeah I want I want boost as far as the Instagram ads you can start playing with them I would focus first on Facebook and then if you want to go through brand branch out to Instagram and invert I like to do Instagram when I'm retard My customers people who already know like and trust me because then I'm like, I'm on facebook. I'm an Instagram I'm like, I'm everywhere because those people it's gonna be higher conversion because You know, they know I can trust you Right. Okay guys, I'm gonna hurry through this because we've already been an hour. I know we start a little bit late, but Anyway, I'm gonna jump to these questions Alison can we get a special deal on your system maybe more contacts on the base plan? So we don't really do special like we have the different promos, okay, so we've got the six-figure ad system Like the the link is just your social system comm so you type in your social system comm That would give you like an unlimited counts as many contacts you need inside there And he'll get a member of our team to help you set up your first three legion campaigns So if you guys start with that that's like our that's our best deal. Honestly like best bang for the buck You get all four leash training three months access to software Remember our team to get you know, help the you get three Legion campaigns set up unlimited leads a little bit of everything So Allen saying do you recommend voice drops are actually calling that's before? I think I explained that don't like voice drops I hate them if you guys like them go for it, but I hate them Um, okay somebody sorry, I I don't know how to say your name Abdel Kouddous saying how many leads would you expect from an average listing? Like how many leads per day or like if you're promoting another scene? so what I would expect is if you're This is what I like to do If I'm spending ten dollars per day on my ads and it cost me five dollars to get a lead I'm gonna expect to doll two leads per day rikes. I spent five dollars per lead and Getting two leads per day And that's basically if you want to get more leads you have you increase the budget So that's basically how I would look at that um Hannibal saying what if you don't have a custom audience to upload to refer to For the look-alike audience. So what I would do there Is I would go through so like let's say you don't you're starting completely from scratch. You don't have any emails no texts No friends. No family. No, no, nobody I would go through and I would do what I was telling Peter about the branding video Okay, I would shoot a 90-second to choose a two-minute video. I'd go through and you know mark that out for video views and You know run an ad behind that And then anyone who has watched 25% or more of the video I would create a custom audience anyone who's watched 25% or more of the video because they are the more qualified. They're more engaged They're more interested in what you have to say. And then I created 1% look like audience off of that Okay, so that's that's where I would start. That's the cheapest best fastest way to get a custom audience That's the best fastest way to get a look like audience I would start from there And then once you have a good number of leads or clients or whatever Then I would create look like audiences off of the leads great look like audience off of the the clients all that stuff Have you tested using a totally untargeted audience and letting the ad copy pick the audience a hundred percent I do it all the time Works great, especially once you've trained up your pixel works amazingly well um Have you tested using a taupe? Okay, I just read that one Hannibal saying when you offer services to Realtors Is it basically I'll help you get more Byard leads Sela leads Yeah, typically, I mean it's typically like hey Your website doesn't convert people visitors into leads because it doesn't just that's how website websites are not Set up to convert people into leads so I walk them through the importance of a landing page and how you get higher conversions on a landing page and then also like as You see it, like a lot of comments here. Like leads are not just you know, not the greatest thing in the world, so it's not just that but it's also Sorry, I lost my train of thought but it's also the follow-up right so you want to have a good follow-up there Okay Allen say this is so helpful. So powerful awesome Looks like we've got Donald Trump on guys saying hello. Let's make America great again That's pretty classic Do you have messenger response in video text in your system? we have a Yes facebook Messenger BOTS. Yes video text No, okay, so you can go through in the text message response You can send a link to like a YouTube video or something like that, but an actual like video We don't do that. It's not really like completely necessary Also, I don't like you guys but like if I get a video inside a text from somebody I have no idea who it is I'm probably I can watch it like even when I send a video like a funny YouTube video to my family and like our family Group message I feel like half the time most of my family doesn't watch that You know, it's like guys is this funny you guys are gonna love it, but they don't. So anyway Okay. The Kemp group is finally here. What's up Kemp group? Insurance agency and independent insurance agent and he helped with that We've thought about going the insurance pace. We just haven't go into it. Honestly, all these concepts are the same exact concepts accepts your Marketing like what you say in the ad what you see on the landing page is just different everything else is 100 cent the same the ad the branding the landing page the fault like Everything is the same the core of it, right? It's just changing up what the ad copy says Changing up with the landing page copy is and changing up what you say in the follow up. Okay Okay Can you provide the training website that you use also do you actually get the buyers listings idx website? If so Who do you recommend the idx site? Um, can you buy the training website that you use? Yeah, i'll type it in real quick guys This is a link to my free lead training it's like the basics of Having this in the chat box. This is all like break down the basics of getting started with lead generation and then at the end we've got our like It's like our best promo both best deal best package with all released train all that stuff And so that that webinar right there walk you through all that, right? Lisa is saying I get lots of likes and not have any interactive comments. Am I setting the adder prom? Whoo? Sorry, let me just get a quick drink real quick Um Lisa short answer. Yes, you are setup wrong. What you are probably doing is boosting the post which is totally fine well it's not fine because your that's not gonna get you the results you want but that's what most agents do so I highly recommend jumping on that training as well that I just put in the chat box because that will Break down what you're doing wrong with your Facebook get set up So you are Lisa you are boosting your post and boosting Your post is meant to get more likes and comments and shares more engagement But what you want to do is set up a conversion app. Okay to get people to convert into leads, okay? That's what you want to do there um Kay is on saying I'm Japanese. Nice to meet you. What's up? Okay, I helped promote the homes for sale on my Facebook for my realtor partners the Kemp group. I helped promote the homes For sale on my Facebook for my realtor partners Yeah, so I would use we've got our listing leads campaign works amazingly. Well highly recommend using that damn Okay, guys that looks like all the questions right now. So we'll do it again next week Looks like a lot of guys want to do this next week. You guys like this give it a thumbs up I just want to get a feel for like if I should keep doing this each week So if you think I should give it a thumbs up we'll wrap it up here cuz it looks like I've got to all the questions and I'll try to be more on time next week. I'm sorry. I don't know what what's going on with my computer I think my my wife I was a little off or something like that But yeah guys give it a thumbs up if you guys are watching the replay of this drop a comment down below Let me know what you guys thought you guys have any other questions. I'll try to answer those in the YouTube chat and everything But um anyway guys, thanks so much for watching jumpin on here. And uh, Let's see here just once you Checking out something here. Okay, Jan saying thanks Jason. This is great It's great. But getting in was tricky. Yeah a sorry. I liked it set the initial Live stream and then when I try to go live in that live stream has didn't work. So I don't know who's kind of paint Alice a OMG. Yes. Okay, cool. Okay. Awesome guys. Well great. Give it a thumbs up once again if you guys like this guy's found value would greatly appreciate that help get this video out more people get more exposure and with that said guys We'll probably do something next week if my wife had her baby. Well, she probably will have had her baby I might postpone it another week. So am I doing in two weeks but Be on the lookout let you guys know. So anyway guys Tyson's saying yo, what's up? What's up, Tyson? Okay guys awesome Thanks for jumping on today. I hope you guys found some value and With that said have an amazing rest of the day rest of the week weekend and I will catch you guys all later See you guys

New Real Estate Agent Struggles, What You Need To Know! : GSD Mode Interview w/ Nick Ahrens



what is that my peach Joshua Smith you with another GSD mode podcast interview what every single week we interview top real estate agents top entrepreneurs and strip top badasses out the dominating their space these are people that choose I should say refuse to live a life of mediocrity instead to go out there and create amazing big epic lives for themselves or families and have a big impact on others until you guys got another amazing badass guest on the show our guest today guys is a top real estate agent on in South Orange County I'm a disrupt tour speaker on social media the number one reviewed a number of most reviewed real estate team on Zillow in Orange County unless you sup – a lot of amazing epic things amazing story I mean is one of these guys like so many real estate agents and this is one of big reasons I'm live reason I'm excited have him on the show but I'm really excited to go deep in this topic of how to go through being a new agent and a struggling aging because we all know the pains of that that exists with that to go out there and get that traction get that momentum that's needed is that transition period from being brand-new getting that traction is so difficult you know over 90% of brand-new agents that fell in the first three years um and this is something that this dude is dialed in and specializes in again we're gonna go deep on it so really stoked and honored Evan Nick Aaron's in the show show my friend hey thank you so much Josh I'm honored to be here it's great I'm loving it by the way your podcast is phenomenal listening to a ton of them big fan big subscriber and I recommend it to pretty much everybody out there how are you doing how's everything out there I know first of all I truly appreciate this for in kind words man now it's going good man um yeah you just just stoked to have y'all man I know um and again like I said in the intro you know be off air before war but we're talking about new the struggles that you experienced is a new agent like soon and and and we know the stats 90% of brand-new real estate just fell in the first three years your first-year realtor on average makes 10 grand and the reality is is even ages I've been this 15 years it's not that killing it if you look at the UH Navajos it's like I've repeated the same shitty 15 years over and over and over 17 repairs and your your average realtor this is that data made it so the average length of time I think was like six years um is grossing thirty four thousand years so when you break down their expenses they're netting about twenty five thousand a year and yeah we're an industry were you'd make more money working at McDonald's full-time than then the average real estate does agent does and there's so many struggles that exist and you know lack of direction if you will I know that was something that you throw like we all do and and you've really dialed in and I'm so excited I go deep on that but before we go into that you I'm always intriguing our guests journeys that led them into the real estate industry in the first place so if you're one the clocks like how'd this whole damn journey start for you you know that's that's a great question so uh born and raised in Sangin in California for those of you who don't know it's uh it's positioned halfway between Los Angeles and San Diego and Southern California it's a little little beach town and grew up surfing and for whatever reason I was always interested in homes I'd see open house science is a little kid and I'd go that looks cool I want to go check it out I knew nothing about the industry but just really kind of like the idea of homes people moving helping people out and I've always been one that go out and help people as well and never realized how important that actually is to this business until I got into the business played water polo in high school that's actually a tool I helped use to get into college went to USC and best decision of my life I ever made was going up my summer job was lifeguarding a best decision in my life that I ever made was going up and inviting my future wife to a lifeguard party it turned out with she's from Sweden and so kind of a long story short after graduation we got married and I moved to Sweden for fifteen months really wanted to get into real estate at the time and just just to see what it was like I went you know what I'm gonna I'm gonna go and I'm gonna bust my ass and I'm gonna go a hundred percent it's something that was in Sweden like I'm on a tourist visa I I couldn't work I couldn't do anything it was most frust it was frustrating and what are the most amazing times in my life at the same time it was this beautiful country met some of my best friends of all time there had one of the greatest times in my life but I couldn't start that journey and so I I talked to my fraternity brothers talk to friends talk to family members every single person I could get in touch with to start reading to start listening to podcasts to start going on different YouTube channels and studying up how to become a realtor it had become a real estate agent and I really kind of got into an each of one thing I really wanted to get into was flipping homes this is back in 2013 and so I came back and at that time desperate for money needed money and I took a job coaching water polo and cleaning windows full-time so I did that as I was getting my license and finally I just said you know what I've saved up enough money I've got six months worth of income I'm just gonna go for it I've got my license I've had it for a year I've done zero deals zero business I did one open house and a fantastique oould ever have from an open house and I blew it again and again and again with this guy and this guy liked me so much after blowing him off he was calling me saying hey I really still want that home can you suck can you help me buy and so said you know what I've got to do this full-time to know what it's actually about and got recruited by by by a gentleman in the area who does 75 to 100 deals a year great guy and kind of got into the business that way ever since I've actually joined a another team I've been recruited to and we can kind of dive into why why I moved and what kind of help them build so that traction it's it's kind of related to that that subject but anyways that's that's kind of how I got into the business and where to where I am now from a 30,000 foot perspective yeah and I love a dude so on you know off air but I want to bring it up just to segue you you spent a lot of time research and study and watch podcast watching YouTube videos getting prepped and you get licensed and and you know you join this this team and this this this you know mentor if you will mmm and you know I don't think a lot of agents realize but man it's you even with all that all the research whoever man it's still fighting still struggle and and there's a lot of different reasons for but yeah let's talk about kind of what what that struggle was like arm and and what what you did a transition and and like how did you overcome that because again the hardest part for my team do I mean we recruit mainly new agents and that's you know that's a good five months usually transition before they start popping their even their first deal and consistent deals and and it's like man it's so difficult just getting a two-step first year and then if they you know once they get that traction then life's damn good yeah right but most shoes can never get it and and I love to hear you know what that struggle was and what those those tweets were that you get to get that traction yeah absolutely that's a that's I think it's something that everybody needs to know cuz most most teams I shouldn't say most I don't know that for sure but I know a lot of teams work as a mini broker model they go congratulations you're on the team I'm gonna take half your money here's a phone good luck to you so here's your desk here's your phone you're on your own and that's fortunately I was in a better position than that I was actually getting the opportunity of a ton of open houses but I didn't really have a lot of direction I don't I don't want a bad talk anybody because the the team I was I was phenomenal guy absolutely love him and his family they're super generous great people but it we didn't have the systems and structure in place that I was looking for it was a bit more old-school a bit more geographic farming a bit more transactional that I'd liked I was trying to build a business more off of referrals and sphere of influence and a lot through social media and kind of combine all that together and and I didn't really have any direction with that and I've tried to figure out how to use Facebook on my own how to use Google AdWords on my own create a website on my own what the heck cold-calling was researching a ton of scripts on how to do it had nobody to actually roleplay and script with and I I felt myself doing so much research I wasn't actually doing the work necessary to gain traction with which which was a huge pitfall in mind I wanted to make sure I had the perfect system lined up and ready to go which there is none that there really isn't any I'm sure you knows as well you're probably still making tweaks being as successful as you are and I know the team I'm with now we're still making all kinds of tweaks to our business the way we are now and I realized something hit me and said you know what I've I've got to stop every activity that's not producing income and I was talking to a buddy of mine down in San Diego who bought a home and the agent he used kills it guy doesn't even a hundred percent of his business is spear of influence and referrals does no open houses guy doesn't even have a website and I went okay if that guy's killing it like this I'm there's something I'm missing and it was it was simply just doing the work it was picking up the phone and calling people I I let every single person in my database know I was in the industry I changed my what kind of get into it tactically a lot of the things I did was I made sure everybody I knew and all of their friends were connected me on Instagram specifically any time I'd seen one of them on Instagram I grabbed their phone and say hey let me check out this page real quick and I go to the Search tab I put in my name and I'd follow myself so by default all of my friends had to follow me because I'd grab their phone and and make them follow me mess change that changed the line in my my email signature to reflect that I'm an agent almost all my emails going out would say Nick Aaron's real estate at the time and now it's since obviously we've changed I'm with the Reid team and so pretty much everything says Reid team again and again and again and again just kind of help keep that top of mind awareness some of the other things I'm actually doing now are that I'm actually finding success with our cold calling which I never did prior and one of the I had a huge fear that absolutely terrified of it join my new team and they said all right that's that's one of the elite generation pillars we use so you're gonna have to start calling and my first reaction was oh [Laughter] needless to say the first hundred conversations I had with people went awful they were absolutely garbage and then I started to realize you know what it's it's a skill set just like anything else it's just like playing sports it's just like playing basketball we gotta learn how to dribble gotta learn how to shoot we gotta learn how to play defense we got to learn how to play defense transition offense in the transition we got to know how long we can stand the key for we got another rules what's a three-pointer what constitutes a two pointer why free throws are one point we've gotta know all of that and how to operate and in succeed in all those different areas and this is much the same way cold calling was just kind of slice of that and it's we're going to fail in the beginning and I just kept calling kept calling and kept calling and fortunately my sales partners kept saying hey Nick just work on this or change this tweak this a little bit and we'd start to script we'd start to roleplay and it starts coming together and just yesterday I got I talked to three different people in an hour span who are all looking to move in the next 16 16 18 months you know and they all loved me just from an just from an hour long cold call session which just a year ago I would have been absolutely terrified of yeah love indeed so I best involved questions to several things that he said so first I love that you attacked or wanted to attack your sphere of influence right and so me I hear so many real estate agents that are like oh do Josh I don't have a spirit influence I'm brand new it's only their self they consume that it's only past clients that's one silo you should I look at your service uber influences anybody you walk in the grocery store even if you don't know their name or remember their name you recognize each other you wave and smile yeah right like any wes is it has a somewhat of a warmer because real estate is so simple give people that know you like you trust you be aware of what you do for a living fall frequenly your business grows that's it yeah right people try to over complicate this so heavily and and again I love an ER all the stats they put out but 2017 showed that if you if you combine buyers and sellers you know this is an average of both out of five 5.3 million transactions out of 2017 59% went with buyers and sellers chose an agent that was a friend family member / relative right on neighbor and or a past real estate agent or referral from one of those yeah right then you look at like Express or or like direct mills like 1% expires maybe 1/2 percent o open houses 5 versus versus scraps not that that's not important you know it's important cold calling at new business coming in but that sphere is so massive and I think that social media I mean I I crush on social media as well and we use it very heavily very intentional about from questing every client and we have a posting strategy and with all of that to have that awareness I'm where I'm going with this though is because your your intentional about getting all those connections of people that know you know I mean they know you they like you they trust you but they don't know we do for a living you know many business but a lot of real estate agents well I don't want to be that that pushy douchey sales men that's always in their face so can you give us an idea of of now that you connected on social media at adji that you use yeah right where they don't get annoyed but they know what you do and they think of you when they're we're looking to buy yourself with and I also you're not like in their face annoying nila yeah it's I see I'm sure you do as well I see too many too many people on social media posting only just listed new pendings and just sold that's it stats numbers figures and that is and I just want to ask ask a kind of a rhetorical question everybody out there how many of those pages do you enjoy following but for me it's zero none what so I cannot stand it and then you go look at somebody like Fredrik Eklund or Ryan Serhant what are they doing how often do they post a property for sale not very often and it's the the whole idea of social media is to be able to it's it's social and it's media we're trying to connect with people we're trying to connect with people on that human to human human to human relationship and so what I'm doing is I'm posting a lot of my personal life a ton of it try to be as transparent as I can about my successes my failures my struggles and fun and random stuff as well as well as well as a bunch of motivational stuff somebody uh somebody said it best to me I think was TJ Reeves actually he said every post should either be educational inspirational or motivational if it's not gonna be at least one of those three hopefully it's gonna be one and then overlap into one or at least two of those other buckets it's not going to be at least one of those don't put it out there because it's not going to gain traction and so I realized a lot of that stuff that's motivational inspirational or educational hardly any of it that people want to see has to do with real estate and so when I if I post say two glasses of champagne next to each other that's gonna get a ton of traction especially with my comment is something along the lines of hey just had three closings this week thank you for my wife for putting up with me through all the crap I had to put up with and my emotional ups and downs for this cheers to you for the successes we've had in you being being there and supporting me through all this it's kind of it's real estate yes and people get it and they'll see that and it's it's a reminder that I am of the business and I am doing well in the business but at the same time it's more it's more way more personal than it just listed or a just sold or in or a new pending yeah yeah I couldn't agree more making it what it was social media right like if you look at it it's it's digital reality TV moving is gonna be your own store you know right Sears live in your life and and and letting people know who you are like like you know like I look at who I want the world to think of as Joshua Smith you know right and from from my hobbies to my family to me as a human being the business you know right and yeah we do like with real estate stuff you know like things that we found that do really good I mean telling a story you know right like maybe we have a buyer with the sold sign up front that we tell a story about their journey and but it's more about hate you know thank you much too you know hey thanks so much Nick it was such an honor to work with you such a blessing that you know whatever and have a picture of them and maybe it's telling a little story about them more like like simple like you know May I was looking at some homes today and I've got a client looking at for some homes and they you know looking for a resort-style backyard and saw some of the most beautiful resorts tile backyards check out some of these resort backyards and you just have you know ten photos just like the most kick-ass backyards yeah right or or like more he's like you know one thing I love about being a realist agent is when I'm working with my clients identifying and be able to find out what their styles are you know right are they like modern that contemporary and I found myself loving all of it and I'm just curious of what my facebook family likes yeah right below are two pictures of to dream kitchens one modern one contemporary if you could have one or the other which one would you choose a or b yeah but you do get so much engagement so you're selling without selling your eggs planting that seed in you know too many people over complicated you know now do you stay because you talk about Instagram you stay strict there and is that because that's like you're who your ideal client is and your peeps are or you know do you like a guide you buffer and I hit Twitter Instagram Facebook do you do something like that or like you just on one path I I was just strictly on one path I was it's just strictly on Instagram only but I I have started to kind of branch out and do a lot more Facebook I I was one of the original Facebook users back in 2004 it's and it's just crazy where it's it's gone to and now my grandma's on there yeah but it's I I don't recommend people just sticking to one platform only because every and yeah and it's it's it's tough because we have to skew our content a little bit but when we're posting on Instagram then we have to change it up a little bit for YouTube and then change it up again a little bit for Facebook and when we start to go into different platforms what we're gonna find is we're gonna be good at some of them and we're gonna be bad at some of them at least that's that's how it's definitely worked out for me some people are killing it in pretty much every platform they they put their finger tips on but that's not quite how it is for me for like I started a Twitter could not stand it in advent you know what I'm gonna go with this for three months and just get my own see what happened I just just wasn't forming so you know what I decided to cut that out but what I really liked was Facebook and Instagram and podcasts and so those those are the three that I've been sticking to at some point I do want to branch out and do a lot more on YouTube yep love it dude um so then um you like and I talked about like buffer you know on that I use cuz I agree with you I got the only one I really even like it all is is Facebook yeah right I got Instagram and Pinterest really not you know whatever but it's like hey if I'm gonna post some Facebook anyway why not use something like buffer and get it on like my Instagram followings I'm a sir my Twitter phone is like mm well I might have between all my pages on some on Facebook I might have 50,000 right so but it's like it takes no more effort you know cuz I think a lot of people get intimidated cuz I damn I don't have the time you guys I don't talk about like posting 4 times a day Yeah right like you got to be engaged and have different times and we make it worth something you know 24 some business or whatever and and but again telling stories not selling um but but people all the time but I'm like man if you just take 10 minutes every morning put in like an app like buffer right it's just done it just you do you have any like recommendations or tips or hacks that you found where you also suck up your time and get reacted with it we're affects you negatively it's just just post just just post is I if for anybody who's follow me it go check out my story you're gonna see some stuff and just go why is he even posting this and to be honest some of the stuff I look back and go I'm not sure it's just post an Instagram story is 15 seconds max if you don't have 15 seconds in your day then something seriously wrong with you or you have absolutely no control of your schedule whatsoever everybody's got 15 seconds hey just came out of a meeting went super well really pumped thank you guys for all the support I felt like I crushed it here on to the next one boom done that's it what was that that was that probably was eating 15 secs that was probably bout 10 seconds yeah it really doesn't take that much time to start posting now when you start getting better at it and start getting more traction you're gonna want to refine what you're doing and figure out how to use the photo editing tools on instagram figure out how to use those a little bit figure out one of the things I use is cut story it's an app I think it's only about 2 bucks and it'll actually take any length video and chop it into 15-second segments cut story and so you can post it on your Instagram story in series it does have a little bit a little bit of a hiccup a little bit of delay and right at those cuts produce it's pretty good it's really cheap it's easy to use and then for content if you're just absolutely out of everything talk to your sales partners talk to your business partners talk to other people in the industry say hey can I get 50 at your homes to go and to go and post and then start to filter that in as well just say hey check check this home out what do you guys think do you think it's too much do you think it's too little you find something odd or quirky who hasn't been on a property showing with a buyer and just gone wow this is weird this I've never seen something like this in a home right just go look at your buyer and say hey you know what this is hilarious I'm gonna take a picture I'm put the some put this on my Instagram page they go oh you have an Instagram page now you're connected with them and you have the other piece of content while they're while you're hanging out there with them it's in it's fine to be able to do that it's it's uncomfortable to do stuff like that in the beginning and it I don't think it ever got 100% comfortable for me but it is way more comfortable now than it was in the past and it's just just doing it just getting on there and just just posting as much as you can early on and then figure out over time how to refine it and get better at it and get better at it and get better at it yep yeah badass man couldn't doing yeah I couldn't agree mmm I mean more with everything Sam it's it's so pretty quiet like I have a kid on the podcast stupid friend mine that top page on Atlanta and she kills him so she like slays it right and in Instagram specifically you know right and she she just like you talking about just posting she started doing like I like when she was showing the home like on the welcome mat or where it began opening all my certain posts like her her shoes that she was wearing and following you know have like hurt like people now expect to see her shoes what happen maybe she's shown like a farm like something out in the country and she's got like boots on but maybe the boots got muddy she'll have like do that she's huge for our freaking shoes you're right but it's also you know grown because that she has tags you know specifically with that which is a whole nother story but but yeah I mean there's so many different things to take it and I'm a big believer in never reinvent the wheel like if those are watching listen if you don't what to do do go follow Nick right now see what he's doing and friggin copy and steal it yeah sue said dude artists copy great artists steal not I'm not saying plagiarize word-for-word making your own but why reinvent the wheel they're like there's nothing who's that that I do that's original I go find the frickin Giants that we're ahead of me and you know stay on the shoulders of giants man and just duplicate what they've done like success leaves Clues right oh yeah absolutely I love what you're saying it's for anybody out there go ahead and DM e if you have any questions about Instagram or Facebook or whatever it is just DM me I get back to as many people as I possibly can I love helping people out that's that's one of my big passions and and like Josh exactly like you were just saying go follow other people's accounts and just just watch yourself be mindful and go what did I like about this account why the heck am i following this account what what is the entertainment motivation or inspiration or the value from it we're getting it's it's usually gonna be something like that and probably in the form of what Josh is explaining it's probably gonna be in the form of some sort of a story or connected to a greater story of the whole account as that person as a whole who's who's managing the account or who it's for and just start just do it and get out there love dudes so ah bro then the next thing that you said which which I really want to go deep in because I I you're in addition to podcasts you know right and in my real estate team I've got some other new mentorship coaching programs that I do and you know thousands of agents that have come through over the years and and I'm working with so many agents man so many of them and I was one of them to actually still to be honest with you that has massive convalescents massive fear of the phones and and you know and I found for me it wasn't as I say overcoming the fear like I I saw a massive massive freaking fear of public speaking I'm a very introverted person like I'm you know like I just don't do well with it right um however I speak all the time right but every time I get there man I still like I'm freaking out I've got it where the audience is not freaking out you know right but but it still scares the hell outta me so I thought it's not even us so always some people might overcome it for me I mean it's not an overcoming it's just learning how to face them and and you talked about man yet it's this massive you're cool you know right I really like to talk about you know what you did to overcome that and what that was like and cuz dude I know that probably 99.9% of our listeners right now struggle with that massively mm-hmm oh dude was terrifying it was it was the point where I even had lists of numbers in front of me and I'd pick up the phone and I'd and I just I just I typed the numbers into my phone and I wouldn't even hit the call button I wouldn't hit that little green phone button at the bottom I just yeah let's work on my website a little more and I'd go back to my website and then when I first finally had the courage and motivation to actually do it first time anybody picked up the phone hello hello I don't know what to say click I just hung up that was it it wasn't until I got to a point where I said alright this I'm doing it I'm gonna I'm gonna go watch five of the most motivational things I've ever seen in my life on YouTube and had so much confidence it's so much ego said alright I'm doing this I'm gonna crush it I don't care what happens and then I went through a list of I went through about a hundred numbers that day and I felt just wiped out I had absolutely zero energy didn't want to do it again but after that first run-through a lot of the anxiety I had was it wasn't there the second time around it was still there definitely was still at a at a high level higher than it is for a lot of people out there but it wasn't as bad that second time around and then did it again and it again it kept but and realized I just kept failing at it and failing at it and feeling at it but the more knows we get the closer we are to that yes that's something I realized and also I've started to realize I don't need a perfect script it's hey my name's Nick Aaron's on a local realtor with Remax in the Reid team I've got a couple buyers looking to purchase a home in your area have you guys considered moving that's it and and you know what yesterday it's I was kind of revisiting this exact conversation and that exact question you asked Josh which was how how did we kind of over those initial anxieties and I I do have a business coach as well as the coach and we do here internally with our office and they said come up with a list of good things that'll happen if you succeed in your business and actually write them down and then write down a list of the horrible things that will happen if you fail and it's so much stress and so much time away from my wife that our relationship probably won't work out and then I said I'm probably gonna get foreclosed on lose my home because I won't have any income coming in and I started writing down these really powerful things and I went oh I've got to figure this out I've got to just and do it and it was a huge motivator and just just realizing that yeah I'm gonna come if I do this an hour a day five days a week for the first month I'll probably get nothing from it after that I'll have started to refine my skills which we talked about earlier it's refining those skills I will start refining it and getting better at it then I might get a little bit of traction from it but it's probably just knowing it's probably gonna take six months of dedication and persistence at doing this to become successful at it it's you know what's what's an hour a day to get to some sort of level of mediocre or pretty good success at something especially when you start to look at the possibilities in the realities that may happen if you fail and that's kind of what what helped me get over that and to just just sit down and do it yeah dude you curious if if you experience this um something that I experienced and and it seems like a lot of agents I work with on my team experience it too but it's like first starting out we make up all these stories in our head of how bad this stuff and then we start doing realized man like that means sometimes you might get an F off here maybe it's so rare but um it's never near as bad as you think in your head you know right I mean do you did you find that to be true as well you feel like that was me a part of it of like like you just felt like it was gonna be this nasty and only thing not man yeah that's exactly how it is it's really not that bad I had I actually sat on the phone with this nice old lady who's probably to move in about 16 months and we were on the phone for a half hour just loving LA and she started texting me after going oh my god I hope I hope you've loved her day I hope you have a fantastic day it was so nice talking to you and now she's reaching out to me she doesn't want to she doesn't even want to stop the conversation and it's it's an interesting way to build genuine relationships and yeah every once in a while we do get the the good old hey off click yeah but it's wouldn't when we really look at it if we get upset about that it's our ego getting in the way that's all it is somebody else's ego who was bigger than our ego trying to squash it that's all it is and if we kind of look at it from that perspective well what's the big deal I'm never gonna talk to that person ever again they're never gonna know who I am because they told me to off and they don't want to remember this moment and so it's really not that big a deal and and that rarely happens out of actually cold call for two hours straight yesterday with a dialer probably made 300 calls and I only got one time hey you're a dick man and somebody hanging up the phone one out of probably I had I think I had 21 or 22 different conversations yesterday and that happened once yeah yeah and like you said it was a stories I was telling myself six months ago before I started this that held me back from actually doing it yeah so it's so amazing how ya find so many real estate chasing oh what's what's the magic lead source what's the magic script there is no magic lead source there is no magic script it's like why do we have the the most least successful performing people in our industry out of any other industry that exists out there it's real estate and it's because they're all focused on the wrong thing you know that everything all what's the lead or what's it on the script on what's what's the perfect exposure it doesn't matter yeah right what you got to understand is I mean it's you the perspective and then like you talked about it's you focus on here we can actually do if you know um you know who the consumer is you human behavior what the consumer wants and focus on the connection you focus on delivering value and coming from a place of contribution you don't need any scripts maybe ten thousand times more successful and you know it comes to perspective is it is kind of you talked about like I don't have you broken this down but I do this all time with my team because my agents again we've got to get them to it's my job now my gist of my team to get them to break that you know that fear barrier so I break this down every quarter for them so we know like we know exactly like for my agents after split so I'll go to them I'm like hey here's how much you make so right now it's $6 yeah every time they pick up the phone and do a dial at six every time they have a conversation it's like 17 or whatever every time they get told the off $162 yeah right I think this honors yeah roughly right somewhere around that I can't remember the exact figure I have the numbers from you but I'm like look if I walked up to you now it's like hey um if I give you $160 write down cash in your hand can I tell you to off your face people like hell yes like it's the same thing but you're freaking out it's just change that perspective like when you can add a cuz through that okay you got one you're a dick yesterday right about that three-hour call session dude there's there's probably at least one you know maybe we're closing in there right or even if there wasn't if you gotta do another two sessions that at least pry that that activity probably made you have four grand yeah right three or four grand right so you got you got told a dick call the dick tickle makes three grand like I'll take that all day long it's just that he was gonna change the damn perspective right yeah absolutely it's change of perspective change of life and it's I think a lot of people don't realize how much control coming back to the outset of sales more towards just life in general I think a lot of people don't understand that we are in control 100% of the time of our emotions we absolutely are I'm absolutely 100% convinced of it now a lot of times my ego starts to get in the way and it's and I start in a and I go through that up-and-down cycle like everybody else does throughout different situations in their life but ultimately we are in control of how we feel and how we act in every single moment and the more we can grab our life by the balls and just take control and go for it the more successful we're gonna be yeah yesterday when I was calling it was it was in an area of where the average price point is probably around somewhere between eight seventy eight hundred seventy five thousand nine hundred twenty-five thousand and people were nice people are nice and for that and for the the three leads I got but the one you're a dick calculated out after what I would make in Commission say one of those three closes in the next year if you want to calculate that like you said it sounds like what you're doing is you're breaking down future closing into all the way back from how much how much money you make from that how much time was put into it how many conversations you had how many dials you had in reverse engineering down to what we need to do on a day-to-day basis on an hour-to-hour basis and those are that's how we figure out the month the income-producing things now some people in my office are way better at cold calling than I am so somebody else is way better at Zilla leads somebody else is way better at open houses and like you said there's no magic bullet we all have our own skill sets in our own areas and we need to put a lot of energy first and foremost into whatever's producing income for you whatever you're good at we also do need to work on our weaknesses but not quite as much as we need to make money and actually survive in the industry first and people don't realize that it's a skill set that's learned through practice and through time and through blood through certain through tears and ups and downs it's a skill set that we need to learn sales is just something that comes naturally to a hundred percent of people that are successful in this business it's not and we need to work at it and just go for it you know yeah no I love it man it's um I mean you talked about this earlier when you gave the basketball analogy of learning how to dribble and learning how to you know and and I you know I got like this Michael Jordan poster behind me I'm not a fan of sports right I'm yeah I say that I'm a fan of sports I'm a fan of greatness I'm not a spectator right so I don't like to watch sports I mean I enjoy playing as a kid um I never you know with good like you were to go to college or with it or whatever but um but anyway you're right like if I look at like you know any athletics right whether pro level or not but if you look at like you look like Tom Brady or whoever right I mean they do your talking eighty hours a week let's just say um between being on the field working out practice and watching tapes yeah right to step into the game for three hours and and this isn't just real estate yes this is just business but it's like most people graduate college or get you would reform allege ocation on the way that they need to to go and apply their job and then it's just like they just show up every Sunday to play ball if tell them Brady went to his coach was like dude I'm not practicing or coach I'm sure play ball like evens great seriously probably fires ass yeah right um you know so dude its and this is something that's yeah I'm horrible with what as well like you but it's like okay go grind your 1012 our tin right go home to your family when they go to bed and send it like all your competition binge watching Netflix spend three hours every night you know go through your listing credit roll play listen presentation will play your buyer prep by yourself just go through it this is a surefire presentation your most important scripts in your business you every night after six months you'll be world class badass like you know right um in I preach this all time and I won't percent people I preach it you do it it's what I did and then I continue to do it but it's like damn you like you know but you gotta have if you want greatness man you gotta have that level of commitment as you talked about oh yeah it's I think one of the big issues with kind of a that typical stereotypical millennial that's out there today is oh they're they don't really want to work hard and I think I'm kind of right on that oldest generation of being a millennial myself and I think a lot of what we were being told as a kid is find a place to work stick with it you'll get promotions you'll move up the ranks you'll you'll make money but what was never told to us because it was taken for granted just assumed by every single other generation was work your ass off every day while doing it and yeah all that stuff will come but the people who just kind of show up and try to do the work without putting in more effort than the guy next to him there is they're not gonna get ahead and like you said turn the TV off turn Netflix off turn Hulu off and go work on yourself work on personal development work on your skills work on your listing presentation work on your buyer presentation and everything else most agents aren't doing that and that's why most agents are failing and it's it's something easy to you said you're doing a you sort of do it by yourself you didn't have somebody else in funny oh no yeah III never have never really with another person right because it dude I'll be honest that scares me too right so it's like okay I'm not gonna do it but if if I get you know a really important appointment setting script that's proven or whatever I practice it you can practice the script run through it yeah right a thousand times or less you say you know a few hundred times at a night so a thousand times a week I do you you if you practice your script right now if I said if you better call them expired yeah right I'm like okay tomorrow we're gonna meet in the office and we're gonna call these two hundred expires there's me as we possibly can so here's what I want you to deny all these think three hours here's our script here's exactly we're gonna go through and and you know here's here's the three objection handling scripts after that here's the appointment setting script like here's the variations I've only spent three hours after three hours cuz maybe to read each one sixty seconds you know it's like okay well you got 300 times the practices thing tomorrow are you still gonna have a fear sure but you're gonna be a ton more confident he's like you talked about yeah right like like after preparing like a man I wasn't I was still afraid but I was a lot less afraid and then that she has a lot less afraid yeah I mean dude successes in preparation right I mean so much know I was on a webinar yesterday and I went on this rant you know sometimes I go on these with my coaching clients but I'm like look like I had to apologize to her front cause I'm like I know I'm gonna selling to total freaking asshole cuz there's something there struggling yeah right um but dude if you fail in this business this is the easiest freaking business that exists on the planet like no barrier to entry yeah you open a gym E Jones franchise got 200 ran on your pocket with T eyes whatever like it the person cuts my hair I go to 16,000 hours of are whatever of are 1600 hours of schooling we go through like 40 hours it's like less than a thousand bucks to get in get license be done um and it's the easiest freakin business to go out there and kill it yeah right like if you fail in this business it's 100 percent because you are lazy and uncommitted like if you're it is committing weren't your frickin ass off I ugly but yeah how bad how terrible you are a this stuff you show up when work yeah right like you're gonna see she can't not succeed in this business yeah I believe in people like oh I'm in the office would you the office like they're not working that like if you if you did open house every single day by 2 p.m. to 6 p.m. Monday through Friday and then you know 10 a.m. to I say to 3 or 2 or 3 p.m. Saturday Sunday every day seven days a week you're gonna close deals even though how many shitty you are like you talk about your fridge your brows you blew the guy off so many times and he was bagging you yeah right like oh yeah yeah I don't know man it's uh well I think you're spot-on in and and we need to ask for help I think a lot of people get into get into this industry and they don't ask for help they don't have to either it's they don't have the courage to ask for help or they think they're already good enough so they don't need to ask for help because they're getting it from somewhere else some other type of resource but that's what it is it's put in the work like you're saying and then ask for help and be and be humble when somebody says hey Nick you got to change what you're saying to these people you got to change you you need to change the tone Audi you're using on all of those Zillow leads that are coming in and and and I know my gosh really like oh yeah yeah you sound terrible with the phones and it was and it put me in my spot in my first my first reaction was to start and go up to the that Patil er mentor who was mentoring me on that and get oh now you're wrong but I went you know what I'm just gonna I'm gonna make these changes and I'm gonna go about it and they started working out way better since it's having having that type of mentorship is huge and if somebody's not on a team go to your head broker and say hey how did you get started what would you suggest for a new agent to be doing what are what are three different things I should work on for the next six months and just grind it out I think like you said open houses is one of the best resources you can possibly have especially if it's a vacant house just ask somebody hey can I use your signs your information your marketing and do open houses at this place seven days a week until it sells and if you don't have a buyer from that property and you do that for three months straight if you don't have a bar for any property or any seller and you do that seven days a week for three months then I don't know something's very seriously wrong with you because it the business just will be there lot of Deeds so then um I'm curious and this is toy-making addition here pivot but on so you I mean you're on a team you're on team before you're on a team now and we've got a lot of listeners that our team leaders as well as a lot that are aspiring to be team leaders as well as dissing agents that may be like hey it should be on a team should not go on a team you know so I'm curious man because obviously you could go on your own and do very well yeah right like like what so this can be a multiple part question so the first the first question I would ask it is as an agent like what makes you choose to go the team route so individual agent right now that's made me struggle on heishi be independent I go on a team or like what should I do can you talk about like why you like teams and why it's such a great fit for you and the value that that brings then also the second part that what I love to hear is for those team leaders and I'm curious myself right like of cuz you had to experience it's not that the other one was was bad it was an amazing guy amazing mentor lot C let's respect but it was a different environment yeah right that Excel different like what what should team leaders really focus on so their agents can excel like you you could guess the two absolutely phenomenal questions and for the first one anybody who's considering being on a team or jumping ship and moving teams talk to as many team leaders as you possibly can just start calling brokerages every single brokers gonna say oh yeah I could set you up with a bunch of team leaders and they're gonna introduce you to all kinds of people talk to talk to a couple of lenders and say hey who are some team leads you think I would connect with and connect with as many people as you can and ask them about their business plan one of the one of the reasons one of the main reasons I'm here is the environment and the other people that are on my team they're all extraordinarily supportive we and we all want each other to succeed so if if for example I would have a pre listing presentation and we had four of my sales partners show up to that because they want to do a walk-through in preparation for the open house we're gonna try and do that coming weekend dice and they were they're all supporting me every single conversation question they had about the property to the owner was NIC's amazing he's the man he's got this he's the best on our team and they were all supporting me and pushing me and gave not only gave me confidence but gave the seller confidence in that and that's also confidence I'm getting here when I'm making calls here it went on when I'm grinding it out everybody around me wants me to succeed and simultaneously I want all of them to succeed as well and it's fun and especially me I'm if you couldn't tell I'm extraordinarily competitive but I want every single person on my team to succeed in just over where I'm at so it's gonna push me because it's gonna piss me off I want them to close a hundred deals a year just so it'll push me to close a hundred two deals this year and that's that's kind of what we're getting on top of that we do we do a lot of mentorships and trainings with within our team from our team lead and we're also part of the tom ferry coaching platform as well OAH which i think is phenomenal and what i was kind of coming back to the second part of your question is and I think this is bifold for kind of answered both questions it's for me my split is lower now than where I was Joe wasn't displayed it was not displayed I don't think split is that big of a deal if I feel confident that my business is gonna get taken to the next level it's not that important to me and I had some lead some team lead was actually telling me he was gonna be on a 90/10 split with me and make sure the broker got a 595 split with me and I but I started looking at his operational structure in this internal structure and there was no guidance was of any broker model again it was here's your phone here's your desk you're on your own good luck to you with where I'm at now it was we were provided with coaching we were provided with mentorship we were provided with that positive team atmosphere something I would say to a lot of team lanes is make you're only bringing on people who want to support that culture that you've got going because when you get a couple of bad people in there it's going to create internal conflict and it's going to make people run it's going to demotivate people and not create that positive works well in a positive encouraging environment that we really need one of the reasons one of the other reasons I'm here is because everybody wants me to succeed they do not feel they're in competition with me and so we're all trying to push each other to that next level and for team leads take your time with hiring there's absolutely nothing wrong with saying with going to your top sales partners and having them interview somebody and then having another two or three sales partners interview somebody again and stretch the process out for maybe six weeks you don't have to close that person right then and there but just keep in contact with them and that's that's actually what happened here with me it was it was probably a I'll be at two and a half month process I actually went to a conference where our team lead now was speaking and the title of the conference was joining and starting teams how did how to join the right team and how to start the team that that is successful and I I went to the guy who invited me I said alright I want to talk to those two panelists who are up there because they they inspired me and and that's that's kind of how I ended up where I am now hopefully that answered your question maybe you have some follow-up questions to that yeah well no I did yeah well I absolutely loved you that he said that it mean becomes the race to the bottom you know right it's it's like I came from the health club industry and we've seen this in health club industry where it was like alright well like why use just this would be front out of real estate Yeah right um you know some 14 13 years ago um but do I remember selling one-year contract memberships $45 in volunteer right now it's like go to Planet Fitness kit for nine bucks like it's been like this race to bottom and and and man nobody wins on the races right it just crushes industries and so many team leaders are like oh I got four better split offer better split they think it's like people they think that people only splits or leads yeah right well it's like no I mean people with the roadmap they want the guide instead with the culture they want the coaching like you talked about I think it's so important um so can you guys can you elaborate so when you you're coaching like with your team that you provide that they have that coach Plus sure they have internal meetings and all of that we nicely like you coach with Tampere and this is something I'm curious about for my own team is is that become group because obviously I'm assuming there's no way you guys each have your own one-on-one coach with Tom ferry that they provide or is it we do it actually a couple of ways we do we do that we have an internal mentorship going on here where once a quarter were brought in and kind of our business is reanalyzed and restructured and we're given some some tools to kind of remodel our business that that's within our team within the Tom Frei system what we're doing is we do a we do do group sessions as well as one-on-one individual half hours as well and I think both are really good because we we've all decided to have the same exact lead pillar sources now obviously like we've mentioned some of us are better and worse at different different pillars or different sources of income but we're all focused on the same sources of income when it really comes down to it and so we're able to get group coaching for for that as a whole and then get some individual coaching it's not not quite as frequent but we are able to get some individual coaching as well to help us with whatever aspect it is we need help with yeah yeah that's killer bro yeah and it also it also creates a tremendous amount account of accountability if I've seen everybody here in my office they're going hey Nick you hit your digit api's for the week I'm like oh no I got like four hours of cold calls I gotta make up for now it's they're holding me accountable to to those numbers my team leads hold me accountable those numbers this this other systems holding me accountable those numbers and that for me was one of the biggest decisions in coming over here was that sense of accountability and which I love somebody tell somebody pushing me more and more and more and more and then having to readjust those KPIs and those numbers I'm trying to hit because I am a very different person I want to make sure I succeed at everything I do very very quickly so then you know talk about you hitting cold calls so I mean in addition to having other lead sources like Zillow or whatever that's coming in yeah you're also you know doing your own personal you know uh you know sources as well um what's in addition to that don't you like what's what are what are the other like what are you guys top sources like what's really working today I know you guys are like the number one ranked out there in your area and I'm probably on top of the country with Zillow so I'm guessing if I get a lot of Zillow on and I'm just gonna ask because I'll forget otherwise um then you guys have all the lead how does it lead model work and these are just selfish questions I'm hoping inaudi incites as well but I'm asking myself as far as because I've linked different models what we give them these the agents we have like floor time are they coming it leads or the is a model which you know a lot of people are moving to can you get it walk through just some of the structure we were we're kind of on the fence about in is a model we try to not do that we're trying to make it more like a like that Tom Price is like a SEAL Team six type of model where every single agent is producing leads on their own producing business on their own all of them contain a listing presentation all of them can handle buyers presentation all of them close deals all on their own we do have some Zillow leads coming in we though where our office is located we're really not gonna have anything that comes in for floor time and so we do have somebody up front but it's it's not an agent it's an Operations Manager and an RTC as well the other sources we're using are cold calls Geographic farming and door-knocking and open houses that's that's pretty much it right there we know it works we hit it hard that's what we do and we do a ton of retargeting to our sphere and past clients and old leads as well through through online sources and we find that every once in a while those will come back as well yeah but it's there are there's a million different ways to produce income and it's really what works good for the individual and what they're gonna stick to long term that's that's what's gonna end up working like Geographic farming as you know you're not gonna see any business from the first three months of it there's just no way it's gonna it's gonna take a year or two years to really start dominating an area yep yeah yep got a patience I I love it do I agree 100 and so on I know we're uh getting long on time here but a couple last questions for you knowing what you know now yeah right like just and maybe signage the industry but just life in general but knowing everything you know now if you were able have a conversation with yourself in 2013 when you were first jumping into the business so like NICTA negative karma 1780 2013 give yourself two pieces of advice if we would have fast forward this trajectory of success eliminate a lot less pain and suffering that you had what would those two pieces of advice look like oh that's a good question and what well one of the things is I would have put myself out there a lot more in the beginning as much as Paul set myself up knowing I'm gonna have a comfortable conversations I'm gonna have to try to talk my way out of things I don't know enough of information about I would I would do less research in more practitioner ship less try and find the perfect systems models and scripts more just getting in front of people and doing the best I possibly can and learning to learning that way the other piece of advice is find a damn good mentor and just blindly trust them I know that sounds weird it probably sounds like Oh he'd Nick just drank the kool-aid with whatever group he's with now but if that's not the reality it's find somebody who you can trust and find somebody who has good systems models and tools that you can implement and just follow that path if they say hey here's what you need to save that person pick up the phone and make that phone call verbatim right there and just trust that it will work in the end instead of trying to what I always used to do is go internal and create conflict and go maybe I should research more scripts on this first from what my team lead set and it's the more I act like a successful person and just learn and regurgitate what they're doing the more success I'm seeing yeah love indeed such powerful words man all right so one last thing dude for our listeners that you know what want to follow on social media or might have some questions you mentioned de menu you know plus a and I know that I'm you're certainly do a lot of speaking I know that's like you're you're one of your big visions for the future and desires is to you go out there do a lot more on so I know that we're gonna see insane amount more more more insane amounts of amazing content from me as you continue grow and expand so if people want to follow you get in touch with you or yeah alright we're all real cities maybe they have a referral in your area for you or whatever that looks like what's the best way to do that dude best way to do that is through Instagram just look up Nick Aaron's real estate that's Nick aah re NS real estate you just type in Nick 8h I'll be the first guy that pops up with you'll see my mug and a blue background there also go ahead and check out my podcast as well the cell podcast SEL podcast calm you'll be able to find me there and also on the my team's website the reed team homes re e d team homes.com those would be the best for you three ways to get in touch with us badass lava dude and those are watching listen I know and every podcast for this but information without implementation is just the start delusion information is no longer power it's taking that information taking action on it that allows you to create the power in your life free to go out there great to life that you know you want and deserve and you all 100% deserve success but you gotta put in the work make sure so many amazing piece of advice I mean like yeah I got I got four pages of notes man um over here so you guys take something that you learn take immediate action on it go out to work your ass off and create the life you know you want desert which we appreciate you is always watching and listening and Nick man this has been a lot of fun dude massive on or happy on the show and that true appreciate taking that beer hey Josh thank you so much sir it's I have absolutely loved this you've got such a fantastic thing going with what you're doing in this podcast and with your business as well you guys are killing it and you're providing so much value I am like I said I'm subscriber in a follower in a believer of the messages you you put out there and it works people listen to Josh it's gonna work thanks so much for the guy warriors man and thank you guys again and we will see you next time

80 Transactions During 2nd Year As A Real Estate Agent! : GSD Mode Interview w/ Justino Arroyo



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 mode com2 check out other GST mode podcast interviews in other additional free content free webinar trainings and more epic content that I'm always putting out there to help real estate agents like you crush your real estate goals just a few quick plugs before we begin if you're a driven real estate agent as big goals big dreams and want to create greatness then check out my personal mentorship coaching program at WWDC are a common see how it works what you can expect sits khana 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 life forever alright so is real estate agents hands down by far the number one most important tool in our real estate business is our crm if you want to use the exact same website and crm I use that provides you with all my personal follow-up 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 WWF a storm now calm to see the best most effective and affordable website CRM system on the planet if you are going to sign up make sure to go to perfect storm g SD calm you want to make sure that you go there register perfect storm GST calm well you can get the registration free waived and only pay one hundred nine dollars a month about one last quick thing your support truly means a lot if you find these interviews and any other GST mode content powerful please make sure to share with anyone that you feel confident it from this content alright it is time to jump on into today's GST mode podcast interview what is up my peeps Joshua Smith you within a GS D mode podcast interview where every single week we interviewed top real estate agents top entrepreneurs and straight up top bad asses out there dominating their spaces of people choosing to not live a life of mediocrity but instead to grow out their great big amazing at the clash for themselves for their families as well as make a big impact on others and that's why they take time out of their busy day to be here to share all their brilliant knowledge with us so tell you guys I've got a special guest on the showed you I'm so stoked to have on a great personal friend of mine I'm a neurologist watch this guy explode and it's funny you know we we had a conference that uh we were at together when that I host for our mastery alumni members and you know just you know our guests today and I were at this happy hour alright dinner you know right um and he just starts talking about his business and I'm like do I I can't say that I've ever been more blown away by any real estate agent in my life then this dude right so this dude's I like he should be the host of GST not me like this guy makes me look like nothing right so so stoked and honored to have just you know arroyo show show my friend what's going on that's one hell of an introduction I don't know if I deserve all that but yeah now you do man you dude you wanna do that I still like you like I get goosebumps thinking about the that you pulled off dude and just to I'm gonna have you go in your backstory but it's gonna give you guys some context so um just you know recently retired from from the police department was on the SWAT team but while he was just just Adam this right so um which and this was your second year in production 2018 is gonna be the completion of my third full year okay so 2017 so second year in real estate right does almost 90 transactions what was 89 I pulled up my numbers on the MLS just just the pool I wanted to pull it off because I had a couple on the MLS something was on the marquee with 79 transactions total okay the flip see all the other stuff that I didn't buy was 79 transactions alright so individual agent no assistance at the time you know now he's building his team but but individual role there 79 closings acquired what was it 17 18 19 20 about 20 you know outside jobs that I did between rental acquisition and flips alright so just think of those right so almost 20 investment between flips and buying holds and where that he's doing um that transaction count um no assistance right had a brand new baby that year yeah so new new dad that year all while working full-time on the SWAT team right yeah I could yeah I'm getting close to talk about right now you can see cuz the sweater dude but like I just yeah I did 48 deals in my first year man and in his 2005 and you know he didn't have like DocuSign and and you know there's razor flu some of that's excuses they're like maybe you know I might have been able to do a little bit more but I can't I can't even fathom I got in 48 and I'm like dude I need it like I served on my team right away I'm like screw this and I was full time Yeah right like I just I still even though I ended up this wasn't plan right like this is at this event I'm like dude I need you to come on stage yeah it wasn't plan he was just chilling and his board like board shorts t-shirt yeah yeah I do like I need your ass to get out here man like like we got it we got a jam on this man um so first of all dude before we get into all that cuz do you like you like you you changed my paradigm and so many things dude and a lot of it like like you said was that a necessity because you just didn't have time so you gotta get so ungodly efficient which we'll talk about um but I wonder before we can L AM am I'm always intriguing our guests journeys that led them into real estate man I mean I I know you you know first I was 16 and your upbringing was was you know that's good ideal yeah less than ideal has a good way put it and you know we're not led into you know I don't know if you had a journey before the police department and learn the real estate but let's just one the clocks man like what was your journey that led you here I mean we'll say get back to rent at a high school you know I went to college for a little while and then I you know working on bunch of restaurants just doing day-to-day tasks nothing I'm in a professional atmosphere um at one point I was managing a restaurant for a little while actually a pretty famous restaurant Shoeless steakhouse I was a manager there for a short period of time during that timeframe I was like I don't know what to do and then I happen to see an ad for mortgage company I actually put my application in went through interview got hired it lasted about five months and this is right before the market crash at that point I was a 21 22 years old um had a couple great months I think I made 15 grand one month and for a guy at 22 years old I was like him I'm loaded I'm ready to go I was like okay where did I spend the money yet um ask forward a few months we come in when there's an eviction sign of the door I was like addiction sign I had no idea what an eviction was find that I speak to the manager there she's like hey listen he's just consolidating he just he sold it right on the wall he saw the implosion happening just sort of consolidating offices stopped paying rent and I end up taking his business down south to Florida and you guys had no idea we had no idea and literally just came in on Monday morning so that week you know we had like 30 days what we had to get out I was like okay what am I gonna do I saw another sign said you know real estate class coming up at the local school so instead of going to work I went to the real estate class I tend to buy for my 60 hour class there and never did anything with that I was like little too shaky at this point we had a young kid at home so the baby we just had that's our second so we have Dominic only have Luca um we had a young kid at home my wife and I were young couple with scary I mean we literally had no idea what to do so that you know I need stability but more stable than getting a government job so this is John two years old yep okay all right I was 21 21 because I started being a police other right around 22 um I went through a police academy um got high shortly thereafter and just started doing the you know the the thin blue line grind um where you know I was just working the street a few months after that I ended my fault I landed a full-time position so now it's just on Patrol I was working my 40-hour workweek but at that time apartment I was that we would switch a lot so we'd be de ship one week night shift the next a lot of back and forth fortunately that didn't last long for me I ended up ending I ended up getting a detective position pretty soon on the job um not because I had any accolades that awarded me that just there was an opening day and nobody wanted as I jump in it um did very well for that for a few years there were some rough times financially with that department so I decided to take another position at a neighboring jurisdiction bigger the apartment about twice the size a little bit more asset so I felt more comfortable there got the job there and that's when I started seeing um some of the writing on the wall a lot of it started happening at the same time I started realizing that my time wasn't being spent effectively my schedule was constantly changing I was I miss several of my wife's birthdays because you know I'm getting a SWAT call-out or you know somebody broke into a house and had to go process the crime scene and it was just it just started opening my eyes a little bit where you know where I want to be structure myself um just prior to that transition though we were sure staff at the small department that I was at so I managed to make like $30,000 extra overtime that I mean it was blood money I was literally their day tonight seven days a week and I made up a 30 grand act I was like okay what I do with this I happen to be at a wrestling match with a buddy of mine Scott and we were both watching our kids wrestle and I was like dude I don't know it's doing this money I mean it's nice to have it I was like ah blessed absolutely this is awesome they're agreeing that bank to me was like a million dollars he's like Dubai rental property that's what I'm doing at that point he might have had you know about a dozen or so he's like you do this you do that and you do this I was like said that simple can't be that simple so I did it that fall in a week and I bought a house that literally was horrendous um look at I'd paid 26 grand for the house I spent 35 grand fixing it that's how bad it was um holes in the floor I mean the kitchen you could see right through the basement um but we had no resources we had no money saved up so I literally spent 35 grand on my credit card to fix the house up and I sat down works I'm 7:00 in the morning to 3 p.m. as a cop 3:30 I was at the house and I work from 3:30 in the afternoon to 3:00 in the morning literally for three and a half months with no power in the house cuz ppl wasn't even coming to power in the house and ppl is a local distributor they wouldn't come up with to the house because they just had no time there were storms going on there were other things so I ran the whole jobsite and they generate three months fix the house up got it renovated got to rent it out and then I was like okay I see the business side to this um started getting involved and I was like hold on I think I still have my real estate school and done so I started digging through some file cab and it sounds like wait this expires in about six months I was like okay he says I should her get up the pop-up I shouldn't be saying that this get belem it's all about so obviously the sugar get off the pot I was like okay I'm gonna go at it so I literally signed up for the next available spot sat down on luckily knock on wood pass the test the first time around um star you've now seen the business side and then from there things just started you know just going insane it's been a whirlwind but a good whirlwind when you first got your real estate license though was it just to acquire more investments or right out the gate was it like all right man I'm gonna also do the investments would make a career out of this it was strictly just to get more investments because it was having a hard time I would call up a just like hey I want to see this profit is $35,000 they said okay no problem meet you there four o'clock I show that four o'clock nobody showed up that happened several times they're like okay what's going on at this point I didn't understand the back side to the Commission's and how the structured I was just like do I don't he want to sell a house at this point I was like most people I was like okay the guy works for Remax so he gets paid by Remax he's on a salary why is he not showing up had no idea what it actually took and what the backside of it was yeah yeah love it dude so um you said something earlier that that just kind of intrigued me that I wanted to ask you to follow up on of you know you talked about not reading the writing on the wall and and discovering that you weren't utilizing your your time in the right way yeah all right but at the same time I mean yeah York running at the police department but you're I mean it's important work you know right like it's there I like just saving lives and and I don't know that's I don't say there's not more important work but it's probably some of the most important work that could be done like it's a necessity right so was there because it's so much of what we go through in life do you writers is this like internal like you know right like you know the angel and the demon battle right of that like I'm just kind of curious of what was happening internally did you have that struggle of between you know serving that you're doing with the job but then not love not being able to be there as a husband and if all like you wanted to 100% and I think a lot of it happened when I switched apartments not realizing what it was gonna take so the party that I was at initially because I was a detective I made my schedule so I was there seven to three I had some flexibility when I loved to go to the big of apartment thinking it would be more secure the big of apartment schedule was horrendous it was literally we were on for six days straight all for two days on for six but the next six days was a different shift so every seven and a half days we were switching to a different schedule we went from days two nights to Middle's what's the point of that because that was a way of being even and giving proper coverage to everybody okay that was the way they felt you know since we're not gonna give somebody just a shift we're not gonna get somebody just nice shift and it was one of the things where it's that's the way it's been done forever so we're gonna let that right yeah yeah I did so um why so you know what one cool thing about you though dude is like okay you're you're like most people like you're telling me a story of rehabbing a house and like I'm sitting I think oh you're buddy told you like it can't be that easy and you're doing there you're there just grinding for three months like it wasn't quite as easy as maybe you know there are some complexities there but you saw the business side to it I think most people don't have that entrepreneurial kind of mindset where they'd be like dude never again screw that you know right did you have like any type of exposure to entrepreneurship as a kid or like is that just I mean how did you get that mindset the first place to look at it from that right lens I figured I had nothing to lose I mean I could I grew up and I know I mentioned that in my bio but I grew up in the projects of Brooklyn New York I mean I had no I didn't when I first met my wife and I first moved out to Pennsylvania where I'm murmurs I did now I don't know how to start a lawnmower I mean that's no no exaggeration my father-in-law's to this day still makes fun of me because literally he's like I have no idea how you're doing what you're doing but I remember I told you how to on side her lawn mower years ago literally no no um I actually went to this great tool called YouTube University yes taught me a ton of things that's how I picked up everything I mean literally everything we did in the house was that it just me sitting there I would buy like the books that I needed for the codes and the manuals and I sat there i would read it for couple hours do the next step read it do the next step pull up a video do the next step and that's how we managed to get their first job and just a value that i have learned that from doing that well it's just it's it can't be bought yeah I love you so shut 35 grand they put in the Kreger that was materials like you you did all that labor yourself that was just I mean literally it was you know a hundred fifty she stood drywall there was like 21 windows it was new flooring throughout the house new bathrooms I mean everything in the house I mean we reframed the whole entire house it was crew saloons how did you see on TV that people that people chuckle at yeah love it dude so sue then all right man so she get a license now and you're gonna start acquiring more investment properties but still working at the department um like how long did that go on and take place I'm gonna walk us that journey and at what point we're like man cuz I know you just exited you know from the department recently but what point did you make up your mind of like this is over come walkush that journey so doing the investment side it was almost it was almost overnight where I was looking at investments and then I was always doing training cuz and I came across a pod gets early I'm like okay I have this real estate license what am I gonna do with this I'm actually I'm actually a realtor now what am I gonna do with this so I started to follow up your podcast I went there a number different trainings and I was like whoa what is this I've never seen this whole business side of this I can make this much money these guys are making that so think okay how do I do it so that's when I started flipping my my thought process sounds like okay I'm gonna continue to do the traditional stuff where I'll buy my investment properties I'll do what I have to do but I'm gonna get into the sales side and first off I had riff raff coming back from the guys in my department yeah oh it was I mean there was all kinds of riff raff guys saying oh look what you're doing I mean there was all kinds of rumors being spread around that I didn't have money etc on to the point that I got into a pissing match with the supervisor in the parking lot because of all kinds of accusations because they were saying that I was doing real estate while on duty yeah and I was like if you want to get up with me at four o'clock in the morning go to bed with me at 1:00 in the morning you're more than welcome to there's a lot of houses I go that goes into this it's not you know I'm not pulling up in a patrol car at a house you're doing an open house right um but I figured I'd give it a shot so obviously coming from a very polished background I was I had some scarcity and I was little I was a little afraid of making the plunge um so like you know I'm just gonna write it out build it out and see what it comes to on that leading to my first year I bought my I bought my first investment property as a Realtor I was my first client I bought one December of 2015 my first actual closing that I had as a realtor was January of 2016 so in 2016 just up seeing that side and using some you know Mozilla leads I was buying was this trash I mean they weren't really much of anything but they thought the phone ring is all it was all I can afford at a time but I just got in tented on just shutting up and listening to what people said I got in front of them and you know I started mastering my buyer's consultation that's what was huge for me and I mean my first year in 2016 as a single agent working full-time I closed four million dollars in transactions and that's when I was like hold on four million dollars making this kind of money I was like and I'm still paying my broker that what will happen if I take it if I take it up a notch and that's when the wheels started spinning but I didn't commit yet the wheels just started spinning so I said you know what maybe it's maybe was a fluke maybe I'm not that good maybe just this year just happened to me so I started I started driving through right into 2017 and 2017 was just an animal for me um but 2017 was also when I inherited I was part of that schedule which was it was good and bad for me at the same time it was good because it taught me to be super intentional with my timing um there it went what's that old saying you know if you would do you want to find out how to get something done quickly acts a busy person at some point that figure how it goes but that was my philosophy I was my life I mean between having a wife at home between having you know 14 your son that that has sports and you running back and forth with I had to find out how to fit you know 80 transactions in still work full-time so when you mention that was on the SWAT team I was full time as a patrol officer so I would answer you know the domestic calls Andy it's the vehicle accident being SWAT stuff and the negotiator stuff that I did was that was just on top of that so we were getting we would get call-outs that was outside of my regular schedule so that was the back and forth that we were doing and uh I just started digging heavy into my you know my SOI and Zillow and that's how I started building out that second year yeah yeah love it dude um you know so in the alumni man we've got we've got several other you know police officers that you know kind of I don't want to say went through something didn't go I mean this similarity was Police Department decided they wanted a different found real estate and and you know transitioned and but man I everyone I talked I talked a lot you know right I mean number one they all seemed to kill it like I commit I always talk to my team leader of my team manager about this Mike we just got a server crew from the police department did like yeah all right we'll go into that of this skill sets that you learn there from that and how that applies to real estate but um also do like they'll I'm yet to me but I didn't get hazed like hard frickin core for leaving and like just like everybody's ripping I will see you back here in six months you get you know and and is that just the type of culture in the environment that is like maybe they're busy you know they say that life is just a mirror right everything you say just projecting like your own of like maybe they're pissed off internally and feeling like a failure like they're just projecting that on you yeah right and is question has nothing to do with the podcast or have any sense I'm just curious you can it's like it just seems like everybody like just get tased her than any other environment I've heard anybody that's exited from it see it's such a it's such a tough you know a tough call make because well I think there's there some departments that have you know this great Brotherhood that you know those support to no matter what and it's funny I got more support outside of my local department that I ever did in the department I was working at so like I had neighboring jurisdictions that you know that some of the guys saw what I was doing they supported me they like you know some of them became my clients etc phenomenal experience but it was some reason the people that were right with me um they just think here for it and I don't know if it's you know I guess I'm trying I guess what I'm trying to find out you know how and what we do now we have an abundance mindset you know we want to look people succeed we'll share our knowledge I don't know if it felt you know because it is unfortunate a very cutthroat field with respect to law enforcement because there's a lot of promotions as limited positions so and you're putting a lot of alphas in one room so you put a lot of alphas in a confined environment where there is a paramilitary structure I don't know I think that might that might have caused a lot of the you know animosity degrees yeah some people don't get that burn out I mean there is that burn out of police officers you know first five years you're loving it five years after that you're like okay am I really gonna commit to it then 10 to 15 years you're like okay damn I got to finish this out and the last five years I'm get to retirement screw this yeah so it's and there's a lot of people in that spectrum so whether that has something to do with there were people like okay why the hell is he getting out he's only been doing this ten years and I still got 23 more to go that that may have played into a for sure yeah and I gotta imagine I'm speaking just out of my ass here cuz I've never never been you know a police officer right so but man you guys like all day long you're just dealing with the worst negative like you don't get a call because somebody got an awesome award like you're gonna call cuz like all day long I gotta imagine like you say like your mindset out of the abundance mindset you know in that position and it's but that's the job right like you're called in a worse scenario situation so like after so long of just it's cuz it's all negativity you know nobody's except well maybe some people are excited at you show up but there's always something that's pissed off they showing up to you know I got imagine I just kind of wears on you dude right it definitely does and I'll be honest a lot of guys that I know don't take advantage of listening to a positive stuff they don't listen to podcast they don't listen and you know different videos so the back and forth back and forth back and forth I've seen that negative all day long it's gonna where you I don't care who you are I don't care who you are how strong you are mentally if you don't have something to counterbalance that it's just gonna bring you down and everything is gonna be jaded everything's gonna be for the yeah yeah love it dude so you're one thing that's like extremely impressive about you dude is is your focus yeah right um and what I mean by this is like we're in the same room together and other people are talking like you should be the dude talking anyway should be learning from know by like you're always a student you're like a knight do like you're always like I can just see like you're just like BAM you're there you're not thinking about anything else like you are focused you are there you're soaking it in and and and you probably have is intensive focus I've ever met anybody that's that's had out there and do you do you think that I got imagine a lot of like with him here on the SWAT team and a lot of training like you you know you have to be focused right you know you think a lot of that training allowed you to create that focus it's not just a SWAT I guess in any environment you gotta be fully focused and know what have awareness of what's going around around do you think that that allowed for that focus or was that just something that you've always had no I think 100% I mean I think when you are in a profession like that such as law enforcement and things can change on a dime and you got to make this the second decision that can literally change your whole entire life you have to be able to zoned out of focus on exactly what's going on but at the same time not lose track of what's beyond easy you're targeting your threat or whatever you are dealing with so being able to you know just hone in on that um to what extent we want to have tunnel bit tunnel vision but to the other tent you want to you know keep it a little broader than just a tunnel because you know in law enforcement you at that life-or-death situation you know if you're not looking beyond it it may be another threat you're not paying attention to but at the same time you have to give that first or as much attention if you can so I mean I was out of data I think you know the whole experience of being a police officer has helped me be as successful as I am it at this moment then with going back to your focus do like I said like one and I'm those are watching less than there they haven't been in a room with you and in veiled experiences like I have we spent some quality on some good time together over the years um but I do like I said like you're you're the guy that we all should be picking at your brain right but you you like you never like you know you like a guy that like you do that student like you're there you're soaking it up you know you're extremely humble you're not yeah you start talking with a lot of Realtors like oh well did I do this like you're just there and and really observation learning mode which i think is amazing is that something that you do intentionally do too I catch myself all the time cuz I'll like start butting in and then I'm like ah man like well like just you know like you probably my head I'm like I gotta have just you know focus man you know I and just keep being that student is that something that you do consciously intentionally or is that just a hundred percent a hundred percent because I always figured that I can learn more you know the old saying you know you have two years in one mouth you know you want to shut up a listen twice as much that's always with my philosophy so biking if you can put me in a room and I'll listen I mean to the example just last week you know sometime last year I brought a buddy of mine on who was similar what's in law enforcement wanted to get into the industry I brought him on he and I showed him some of the ropes and then he went on doing his own thing um last year last week he put on a little training at his burger at the Perkins that he's working at you know about lije and it caught him off guard when I showed when I showed up and I sat in the back of the class you know I'll go to every possible training I can get that I could pick up one little thing from a trainee it was well worth you know an hour of my time or two hours of my time you know it's so it's those little moments that people tend to miss and it's being able to separating hyper focus and those things like for me your podcasts have been astronomical for me I'm if it wasn't for the back of the day when you doing the level up segment you know that was huge for me I mean that was it every morning while I was doing my workout that one was on that was my 15-minute you know started out because they were short sweet right to the point 15 minutes you're in there yeah and it was huge she's just so if I can learn I'd rather learn learn learn learn and just keep depositing making the positive that's the one bank no one can I have access to so you're my fury man just cuz I've witness and I'm sure there's some that this isn't always the case but um it just seems that those that I've had experience with that I've met that come from law enforcement get in real estate do they they did I haven't personally met one that just hasn't done some amazing things you know right and kicked ask me out to your level but they all like did they seemed to do pretty damn well and you know I'm reflecting I'm like what is it about their training and and whatever and you know I theories been like kind of to two main things right is like number one you're used to doing with such insane negative where you're not gonna have call reluctance by calling some in and delino on the phone like the normal things that freak us out that weren't in your environment like you're like do like you know I would be like you know be afraid of that because you're used to dealing with so much other um and the second component dude is you've got to like be very intentional reading body language and and and reading people's personalities and kind of mirroring and matching and with no gauge negotiation still sad because then day it's all human relationship business and how you connect with you got to get P you got a bill to connect with people and like in their worst states you know right um so you gotta be damn good at it now would you say those two theories are accurate that I have a 100 percent a hundred percent I mean think of it like this well most would go and most agents are out there and they put you in your new age and they put you into the field what's the first thing I want you to do and they want you to meet with the coach and they want you to roleplay why do they want you to roleplay like like you know you've mentioned before you want your guys to have a hundred two hundred roleplay sessions in before they're even out there and by having a hunter torrent and role play sessions and whether it's a listener put more a buyer's consultation just that treatment alone will put them mountains ahead of any other agent that doesn't do it they just hasn't going to win so now you take a police Aldens been on the job that's been on the street for five ten years literally for the past five or ten years they spent you know let's say twenty eighty hours a year they've spent 2080 hours a year interviewing people maybe that's all we do all day long whether you're giving someone a ticket whether you're talking to someone whether they lost their purse whether they got you know stacked everything's in interview and it's those little cues that you look for that if you miss it wouldn't let the bad guy get away and you have to be intent oh and the person who's not even realized they're saying it they're just giving you basic facts that they think are important but it's being able to make those transitions from point to point that one you could find that decade what the real meaning behind a buyer who wants to buy something or you could find the meaning up okay yeah so this guy had the SOB but he had a black shirt on and the black shirt had a red logo on it that they never realized and so you told them but you found a guy down the road with two guys with a black shirt on but one had a red logo one did it so it's being able to pick apart those those little separations that are that are huge now you know obviously like you had the police academy and the ongoing training and the SWAT team for that stuff have you yeah because you are such a student man have you like for like you know me or listeners that don't let's say have access or maybe I'm gonna go through the police academy right have you had any like type of you know self-development books that you've read that you think can train people to pick up on that those kind of nonverbal cues I I can't think um one um I just divert back to a lot of my turning like I said I've been to you know more than a handful of any of you interrogation schools I've been through the FBI hostage negotiator course that they put on that qualifies us to be on our negotiation team which that was off so I mean just just that alone and I spent almost ten years on the job so spending almost hangings on a job my job was to interview people and talk to us all day long so and at that time you know what I mentioned at the at the alumni meeting was like when most people talk to people they talk to you for half a second they glance down at the phone they talk to you for two minutes he's doing something else more than interview with a suspect we're not talking and looking at her phone I mean we're engaged with them because we're looking for those little cues that they make we're looking for the body shifts we're looking for the eye drop I mean there's a number of things we look for that's gonna help us get into them and know whether you know we're going the right they're actually the wrong direction I took that same methodology and I placed it in with my virus consultations or my listing consultation and there's no trigger there's no deceit to it it's just listening to people I actively just look in the eyes I talked to them I'm not there on my phone thinking okay oh what do you do you want to do okay cool and I'm searching my Facebook or texting somebody else no I give them my genuine attention and I mean think about it think about how many people don't get 30 minutes of your attention a bit so if you sit there in front of a buyer or selling you give them 30 minutes with your undivided attention you actively listen to them you give them effective pauses you mirror them I mean you you actually just let them know that you're hearing them not just listening to them or is the other way around but well pretty much that you're paying attention you have know you're paying attention it just it wins them over every time and like I said there's there's nothing that's a trick to it it's just do what you dare to do take all the other nonsense that you shoot the tracks you get you get your focus out of whack and just focus on them they call you for it they called you for a purpose they want a professional who's gonna help them either buy or sell their house so at that point come and be the professional and then that has just taken me and then I've taken that and because I had to be intentional my schedule I doubled down that and I knocked out a 30-minute buyer's consultation that's my that's my thing I do I do my buyer's consultation with my lender in 30 minutes yeah and it's been huge yeah love you know I'm gonna give that here in a moment but um before we get into that you I wanted to talk about cuz you talked about you know Zillow least I got some online needs and you talked about you tapping in your strip influence so the first thing I want to talk about is okay now that you know first full year that you're like I'm gonna you know not just invest but I'm gonna you know attack this is a real estate agent and and still in the police department but well just you know I think anybody would frickin be on cloud nine full-time and real estate doing 7i transactions a year like most people can you fathom that without all the other going on you know right um but how did you get the business in in the first place kind of talked about like well your lead generation strategy was and then we'll talk about how that transition a and then yeah I definitely want to get to the consultation because you you're the only dude all the crew that's change my mindset on revamping my entire conversation it's paramount I mean that's set up so pretty much most of my thing was I spent a number of years just in the public eye so if I was in restaurants babe I was a mortgage broker or being a police officer I always treated people kindly I was treated people right so by treating people the way I did I mean I was able to build a rapport building relationships um and I always kept in touch with them so that that was just something to see how people in the piggy bank that I knew they were there that I reach out to eventually um outside of that was Zillow on Facebook I mean I was one of the first people in my area because he a boot camp uh that was doing a lot of the Facebook stuff you know I utilize perfect storm which is super easy to work with I mean it's literally I'd look at a bunch of CRM just so I got to do a shameless plug for Josh but awesome system but that being said I was a be just burn up Zillow and I I wasn't super focused on a certain price point I was a super focus on a on an area you know I covered anywhere within 45 minutes of me but I focused on one thing and it was this right here which I I had this on my phone I had this everywhere and the main thing was because of the activities my goal was what activities am I gonna do so I got four hours I got five hours you know before or after my shift wherever it was dependent hours to live in and my goal was to deal with those activities so Zillow Alize came in I was calling those leads it was Facebook leads you know as you know the free groups I mean a lot of this change now with overtime but when the first when the pretty groups were out you know two three years ago and we were hitting you were again 50 I mean I posed in the group sometimes I was getting 50 60 70 leads a night for free so I had enough stuff to make the phone ring so that being said taking that where you know as a police officer I had to knock on somebody's door where they were they were gonna shoot me or if I was a bad guy now I got a not gonna do I some they want to buy or sell a house the level of stress is significantly lower so I had no problem doing that all day long so I just used those as long as I got the data the information into me I was running with it and that was a thing focusing on those activities ultimately ended up with the Aris girls I literally I just I followed your Bible so to speak yeah yeah I love it dude so um you know a lot of agents will sit there and say like things like aw do you know Facebook man it's such a long-term nurture play and and whatever but um you closing deals are out of the gate and and a lot of this was probably because you were so pressed for time like you didn't have time to around and you didn't have my brothers the around so it's like get them on the phone connect with them like are we doing this or not well you do like your speed to converting an Internet lead to a consultation is probably about as good as I think any realtor out there in the game right so can you kind of talk about what that looked like because your time was so crunched like just be with that intention that you had like when you got him on the phone and and how you set the appointment had that full attention instead of just trying to play this out for a year long nurture process like most do well what I did was I once again I I got to give you a plug I followed you I listen exactly what you said was I treat her like a professional which like a profession so when someone came in Ali came in I would call him so speed to lead as always we all know that in this industry speed totally if you're not calling them back you're wasting your money so when they cut when they would call in however it was and the majority this was in Bali I didn't do a lot of prospecting I'm a lot of low-end boss up the phone rings I'm calling them up I'm setting up put him with him right away and wasn't an appointment six months ago I was an appointment a year from now it was an appointment I hey listen you're looking at meat no problem on tomorrow I got two o'clock and I got four o'clock on the Wednesday and it was because of that you know what a lot of people realizes for someone to make the decisions finally call you or click the button to ask more information it's an emotional event for them they're getting into it they're excited you know they're like okay you know what I think I'm ready I think I'm ready to get a little bit more information but the first second they get shut down they get scared it's like hitting a dog in the nose it just goes away and it takes a while before the dogs don't want to come back so I I never wanted to hit him in the nose I never want to cycle up I just I just I was like Grandma you know Thanksgiving come on in give me what you got and um and I would meet with that man I built that relationship from the beginning when you I mean it's a scary situation how many they begin so I mean it's like 2,000 plus times a day you get soaps also so if you eliminate that cell aspect and just come to them with genuine interest and genuine care for them you win I'm open every single time and it's once again it was never about the money it was never about the trying to get him into an escrow it was about how do I help this person that just asked for my services and if I can help them everything else happens automatically if you have your systems down pack if you know your job and you treat it like a profession the rest will follow but it's getting in front of them and getting them shake your hand and look you in the eye now you look them in the eye and you actually listen to them when time comes down to it so you know we're in an industry where we're like the bottom of the totem pole on likability index you know it's like Realtors down here then like car salesmen attorneys and yeah the tops like police officers firefighters so you went from like being at like that number one most loved in the public eye to like right so good so with that though these are strangers like yeah they took an action but there's still a stranger and and you get them to meet in your office right out of the gate and then I love all the things that you said but how do you portray that to somebody on the phone that is already already has a story that like you're you know the sleazy pushy hardcore realtor salesman uncomfortable that call it's just it's just listening to them I mean it's just listening and talking some don't try to push yourself on to them you want to show them that you have guidance you want to show me you understand but you don't want to force yourself down to them so like I said and and maybe that's why I'm not that good at prospecting I like to listen I like to understand but I'm not the prospect that you know call in the morning and you know giving them 45 lines real quick to get get him on to it till I get a commitment from them that was never my style my style was the fact that I'm gonna listen to you I want to hear what your problem is and then from your problem I'm gonna answer you but I'm not gonna cut you off I'm not gonna rush cuz everything we do and everything I do am i I mean in life I like this I'm running a million miles an hour but you know there's time where you got to slow down so for that three minute phone conversation that I'm on the phone with a person set the commandment or set in the next appointment I'm engaging with them that's been the key to my success is when you with someone it actually engaged with them and listen to them I can't tell you how many clients I have inherited from other whether it's at an open house and and they see me actually talking to them or where there was you know a party or a Facebook advertisement or you know I do testimonials which has been huge remind me to talk about that before we let me put a note down but so those that will see those testimonies and just the words that people saying what they mentioned would get people okay maybe maybe he doesn't actually care maybe it's more than just a transaction for him and so getting get building that relationship and it doesn't take a lot a lot of people think you know you got to build this huge relationship you don't you got a bridge you got to make small bridges to get over to where you need to get to there's no need to try to make you know the Golden City bridge and chug across this huge amount and you know asking them for commitment buyer's consultation right away just a hey listen let's chat let's talk you know I see I see you look for this stuff Wendy when when can you meet you know just be a brief source of information I mean there's a lot of people pushing that right now with doing videos and stuff like that because that's what people want people don't want to be sold they want you they want you to be a research they want you to be available to them to help them and guide them and then everything else followed to them yeah I mean it's it's it's fine you get it's so simplistic but we we over complicate all the our own heads so hardcore bus comes down to the golden rule right tree let's say you wanna be treated and just when you like become an observant consumer you know right like last night I spent like an hour at the car lock man I've been battling with like what I want you know what there man like I laughed dude and then a guy there I mean like I wanted to give him a hug when I last you didn't right cuz he was just so like like cared so much about what what mattered and in the backseat size for the kids and what milli and that not one point one time their cells conversation come up and then I had to go to pick up my kid from myself of gymnastics yeah man you can no pressure I'm like you know but I kid you like I'm gonna call you tomorrow I'm gonna make a decision tonight Yeah right but where's your card like I said man like I'm like Luther salt shakers like you should go save I was like I want to give you a hug you just just you know like you just blew a man's it that's exactly I want to be treated I mean I think bought cars what we haven't yeah I bought a car across I went I was looking at this Lexus one time and the dude was such a high-pressure just freaking asshole man and I want to cross the street and bought an Infiniti that didn't want as much but the car salesman was over there was so downer so I bought a car I didn't even want here as much because they do treating me so well you know right um and I don't matter what your take is this but like all these Asians are freaking out with all these disruptors and whatever and I don't think has anything to do with Commission's or whatever it's it's the lack of the human connection and when you talk about I just being there like for any best listen so I just really think about when's the last time anybody in your life his is well I just been fully there with you not distracted I'll check in the floor which is five minutes you think if I can exist you know right um you know like how'd win friends and influence people man I think that that book is more relevant today than it was oh absolutely you know right um all right you two okay so you you did you know you get him comfortable you set the meeting what I love those walk us through your strategy of okay so you're gonna meet with him he'd bring him in the office cuz you don't have time to go like showhouses yeah right while you do but we'll get into that but because of your schedules so intense see get him there you get your limiter there yeah right cuz you gotta be so intentional but like I loved you like your your booking strategy with the lender you know right and then your consultation dude yeah right like I go through this elaborate consultation which more is looking your eyes I worked really well for me over the years but I might do like you simplified it and it's it obvious it's so freakin effective so Dasha walk us through it man so pretty much what I don't like he said somebody calls in during the phone call you know I just build a relationship with them and just talk find out what their needs are what they want sir never am I being the pushy one as I get their information you know like ok no problem let's set up our consultation I mean would you like to me you know to help you out to make it easy from your sched because I'm sure you're busy just like just as I am you know let's get together and I'll have my Linda show up you're not required to use this leather but what I like to do is they come in they give you a snapshot that way even if there is you know some things that we got to work with her or it's not the right time we can gain plan six eight nine a year from now that's been crucial because I'm it's not a sales pitch again I'm not trying to eat people and run you into a house I'm not trying to get you going right away right now I'm just saying hey listen half an out of your time a half an hour of my time let's get you in the position that you're heading in the right direction so fast forward now we come to the buyers consultation I usually have my lender come in about 15 minutes after I started those first 15 minutes or all mine you know I'm there with a client we're talking I'm finding about them finding about their family it wants their needs with they're looking for the area but I'm not writing anything down I'm not wasting my time handwriting things and losing my focus my whole focus for them is literally engaging with them look at him smile when they say their daughter's name you know they chuckle when she says her husband her boyfriends name was soon to be her husband you know she smiles like you know somebody just gave her candy and third grade you know those are the things that you pick up on that most people miss because they're looking like this you can't see them so by being able to grow that relationship and making a concise on it becomes not an inconvenience so I mean think about it you had to go to a car dealership and they told you okay no problem come and come take a look at the car and then told you no problem the the lender call you the next couple days to get you your finance squared away and then it took four days for the leather and you could get a whole team playing phone tag and then okay then the following week like okay now we're actually gonna take the car apart estra next week a Godsey okay no problem but then we gotta wait another week to get inspected it's it becomes frustrating and that's one of things I've realized early on it's frustrating we're all doing the same job we're all selling homes the goal is how are we gonna make it less police can inconvenient for that for the consumer and the most pleasurable experience and by eliminating that I was able to get him into there I actually understand what they're looking for then the lender comes in she interests here he introduces themselves we sit down we go over financials as they're going over financials I'd double back that's when I pull my keyboard out I take the note I create my documents in that loop or DocuSign whatever I'm using I submit I submitted them electronically at that point because once I've set up the buyer's consultation I've gotten the information I've already created my calendar alert added them to the dmoz so I have eight emails I have the basic information there in the buys constant I'm getting the specifics if you can't remember the specifics I mean it's not that much thought is there the haze there I mean you can get that information you type it up a Jalil notes in your CRM and then send the paperwork out during that time if I go over you know our compliance talks that were required to go I go over whether consumer nervous is and I go over what our buyers agency contract is and I just express them I said listen the time that we're invested here you know times my lenders company everyone's coming in you're not required to use any of us but what I asked for is a commitment pre because I'm gonna devote this much time and now if I try to do that from the beginning they'd run they'd splat run you're trying to I don't even know you and it's like trying to go welcome to gray hey listen will you marry me she's gonna run but if you build a relationship with that for a number of years and now she knows you and she's comfortable with you and you decide you want to get nice depending on how good your game is that she may run or not but that being said I was able to connect with them and it's just you know 30 35 minutes they're pre-approved everything squared away and then we set up the next appointment to go house-hunting and I asked them to trust me with this I take their specific parameters and I dilute them a little bit open it up so we can get a genuine feel for what's out there now there are some people that are super super super focused they listen if it's not a B and C I don't really want to see it but this some people are trusts because most people haven't been in a million homes they haven't seen all the different types and there's so many homes that look almost identical but are so different so getting them out there for a quick so for a quick you know hour to go see five six different types of homes in their price point within the area they're looking so I mean think about at this point I've only invested and now we're gonna happen to this client now I have a genuinely heartfelt understanding of what they're looking for where most people spend an hour and a half just sending you emails back and forth trying to double check out the lender actually got a hold of yet but in an hour and a half I got them pre-approved I understand exactly what they're going on I know their dog's name they kids for last name what sport they play and you know am i Len that got it has them pre-approved so that just puts me ready to go yeah so um you know one thing that you told me when we were at the alumni was at least in listen let's say I might have missed heard this but uh you asked permission when the winter comes in if it's ok for you to be in the room you're talking about those financials that you're still doing or that yep I always like I said once I'm on the walks are saying hey this is the London you know I think you just heard him I said they're gonna go over some information with you are you okay with me saying it would you like me to step out if you're liking this step I have no problem with that it's not gonna offend me but I just wanna make sure you're comfortable discussing your information wander and I've had one person that you know wish to speak in private but the all the rest would like no you're fine sit here so that was your kids I've got my laptop yeah I grab my laptop out of my bag and I don't knock it out yeah lava dude so then um all right so you got by ninety minutes you've got you know you've got there they're committed at this point you're right they're pre-qualified they're committed to you through you know your state agency or bribe broke or whatever yeah um you know exactly what they want so then from there um okay so mages find like well man you're you're showing up you're wasting that time you know right but they're not thinking about that clarity process of 90 minutes the commitment and clarity process right how probably that shortens down the rest of the process there so like with your average buyer and I mean I'm asking this because most agents you know they they did the business cuz they say they want freedom of time but then they're like the most lacks physical human beings on the planet with their time right but you have no choice at this point but to be extremely focus your time so how much time from their like well how many average homes once you get to that that clearing process and how much time does he usually take on average to find them the house and get them on a contract two or three i mean it's maybe another hour yeah I mean that we then we walk through homes I mean my kids my community's not super large I mean I'm I cover about 45 minutes out from my where I reside at so literally it's not large for me to go there but if we go to one area I mean we can knock up a three home with a one see in that area so I would say maybe another hour and a half of me showing homes because most of the homes they walk and they either like it love it or hate it and then you know you walk in there like why are we here just you know let's go to the next one so another hour and a half and then we'll usually usually on the contract at that point yeah and then the reason I wanted to really ask you that is so we break this down man three hours from consult pre-qual discovery to get full clarity process two showings to getting them under contract and and what I love about this dude is you know cuz our average for our team has been five homes to a contract per console is we treated like a listing presentation where it's like not even counting the lender process like it can be an hour yeah right um so when I look at this I'm like man like you know the whole thing has always been all will focus on listings because that creates leverage and is more efficient use your time well the downside of that when you're thinking about your business as a business and you're thinking about the endgame right I mean buyers when you think about repeat referral business in the lifetime value of a client the buy side is astrodome comparison of the lifetime value of of a buy or compared to a seller yeah right but it's like dude like I'm sitting okay dude I can't even get but let me get a listing presentation done complete signed we do a walk throw in their home and go through our staging guide show what to do that's it easily three hours all right so like you're done before I can even go order my professional photos you know right and and you know the reason I'm really hitting on this is you know we've been so conditioned as real estate agents to be so focused on listings takes way longer require way more money yeah right I really if you dial it in like your process it isn't it's less efficient right now don't get me wrong III do it listen as well I have some great listings I enjoy I take my own photography and I spend time to do that cuz I do have a passion for that I enjoy you know servicing clients put a nice package together it looks really nice when I'm done but that right there you know between the photography between the 3d tours that I do between you know the walkthroughs of the house you know some of the stage and stuff that I recommend you know the whole marketing the Facebook Ads all that said that we draft up and put together I mean you're talking 1215 hours before the open house then we do a 3 for our open house where we come you know an hour before throw the signs upstage the area to get everything nice put the tables up all up banners and everything done 17 foot flags that I got from the medals and house training you know that stuff you know I'm 20 hours into that right there so and that's not even guaranteed a sale yet that'll get me some more buyers that'll do a consultation what yeah but that's not guaranteeing a sale so that's that's the paradigm right there that most people they for some reason they they're like why me I need all listen they need huge listings and I was like wait you know this guy named Joshua Smith always told me and he would always say years you know it's not just about listening about escrows just getting the escrows and how do I get the s girls for me it's not that I didn't want to do more listings it's not that I probably could have done more listings but I didn't have every Sunday off I didn't have any Saturday to open houses I didn't have the time to meet with somebody to do my printing I didn't have the time to meet the client during day because I'm either getting called out for a SWAT call-out or I'm being you know I had to go to court or my shift got changed cuz they were able to change our ship in the middle of the week without even asking so you know my my Tuesday middle shift which should have been 3:11 is now my Thursday 11:00 p.m. to 7:00 a.m. and then now I have I have you know listen appointment in 9:00 a.m. and I'm going in there you don't have a sleep walking through the door so this way with the buyer's consultation the phone rang I knew the next morning or the next day I was meeting with them super intentional right to the point and then three hours I got him yeah I love it dude so um one more thing I wanna ask about the bio console because your lenders there it's tough right because I get it lenders running their business they can't be reactive so you have multiple lenders well you send out a calendar invite to all of them and whoever accepted this accepts at first no I have like kind of like a round-robin okay whoever's the next one on the calendar I sent it to them first if they can't making it I removed on I the next one they're on how long do you give them much time right yeah you usually notify me right away usually you know they get it oh I mean all the lenses they use they're all you know super attentive and you know obviously like you said in like like we all do you want to work with people that are within your sphere and they work like you so all the lemons I work with they're you they're on their game so I said I'm the alert usually I'll get an email hey listen I can't elope my way with my family or I'm in a meeting whatever I say no problem cool and I send it to the next one and that way you know they know they're gonna be there they know what time they don't become a few minutes late um and then we just knock it out and it's been that simple you know the big thing that most people realize is that loose time that you lose you know between your bias consultation and when they finally get with the lender who has 35 other appointments who you call them they call them they go to work you go to work back and forth you play phone check for a week so I limited that who uh that whole act I'm I take it back to a what and I apologize I'm horrible with this I know I know the same but I never ever said correctly but it's uh the one about George Washington Abraham the one with the ax but they say if you have a six hours and you know what he can do he sharpens it for like five hours and then cuts the tree down rather than trying to cut it down for fire outs the dull ax same thing so I prepare myself I get everything ready you know identify what they're looking at and then we know there's no buyer's remorse there's not a lot of backing out because they know what they got is you know something happy with because they saw everything else so it at the end also effectively helps me get more escrows because there's not a lot of reluctancy during the inspection period you know some buyers when they see you know okay um I haven't seen a lot of homes yet so maybe I jumped in this too soon because I didn't want to lose it okay this is my way out they back out and they go somewhere else we're seeing that a lot now you know with the competitive offers you were seeing that a lot officer about where people were backing out but this with my clients a lot of them I've already seen a bunch of homes you know within what their price point into certain parameters that we can't change that way they know they're comfortable what they jumping into yeah yeah and I love it I mean it's you know the difference of that compared to my presentation is you know when we do our dream home form I mean I know you already know this I'm just explaining cuz the listeners may not but yeah right it's taking them through just trying to create a whore core visualization of like you know okay well let's talk about your master bedroom and your master bathroom and like your your master closet how big do you want you wanted his in hers I'm like how do you utilize this do you want a jacuzzi tub do you want like it so we're trying to paint that picture a you know on a piece of paper so then we could be more efficient than showing process your I mean like I said it's it's worked pretty well over the years for us but I mean we got double the time into it is is you do and pry a higher fall out right from what you just said inspections where I do most admire on people and let's think it'd freaking see it touch it feel it they can't visualize it and and that's where I went wrong and you you nailed it and a lot of us practice like again man you had to figure out how to be the most efficient you possibly could be well I took her my own lack of knowledge to I mean I didn't know what a split-level was I didn't know what a Tudor was I didn't know what the a-frame was I didn't oh what a colonial what's so like how am I gonna set ok listen would you like to a frame people looking back what the hell's an a-frame is that like a state to hold something up they don't know what it is so I mean so being able to actually show them I mean some people hate they come up say they I hate my levels so you what about a foot level no I hate that too that's the one week two steps go up and down like no it's totally different so I walk up to know when I've had people actually buy split-levels or buy buy levels because they had a false impression of what it was so so my thing was like you know what I'd like to be there with you I want to see your face light up or your face brown down and that way I know what Jack's you're going for and what you like and then from there we build on that yeah I think it's so important man and it's you know setting that perspective with them before you go show them because you're gonna walk into some that they're like why are we here Yeah right but if they know why and it's like ok man from for me to servants boy at the highest possible level will helping you go through this journey accomplish your goals look I needed have crystal clarity on exactly what you want but equally I need to know what you don't want and why you don't want it and this helps both into the spectrum right so you can still have powerful conversations and turn into a positive even if it's something they're turned off with right and the nice thing about that is also I mean somebody's home to walk into the comical so you're building a relationship and and you're secure that even more because you're gonna have those lasting memories that have been you know paramount for me I mean I have some clients that I can attest to that they send me 7-8 referrals just from be and this is only the 3-year period and that's from you know just the relationships we built there on those time frame so that our so I mean you figured we had that half an hour of the initial bonding then we have another hour just joking around having a good time we're looking in different homes making fun of the things I mean I I have one house right now that to this day my clients and I sell out we said we sent him oh Jesus up back and forth we walked through and it said you know be careful what you touch to old horny people up here yeah I mean it was like but it's just something you know to this day she'll never forget it and then but they've sent me two or three referrals in the past year so like that's those little moments that we created are something you can't create anywhere else you're not gonna get that you know on paper you're not gonna get there by text message nice in there it's genuine they're us laughing and having a good time which is what we're creating they were creating that experience yeah this is well about the buy-side dude and again I'm on the same page I mean I love listings Ella ba I like closing deals right but again when you're thinking long-term business repeat referral business and and you guys and this is for you i watch and listen like justine was not talking smack when he's saying oh if you sent me seven referrals last three years when I was with you last time the day that I asked you to come on stage on that Friday I think in just said like that morning three hour period that we did do you got like three come list Me's from from like referrals you know right more like just that morning it was like you did blown up and I do like my cells blown up with you know hey so you start off Zillow and Facebook heavily how is your business though transition now today from like what's the percentage of sphere of influence think last time we talked to something because I'm like 80 percent now so I I'd say and I price you to pull the numbers I would have helped um I'm working on that now for the the end the year for 2019 but if I if I had to attest to something I'd say I'm pretty close to 75% as to why referral yeah and so dope yes listen it's time three years yet business yeah right and what is the percentage of those that come from buyers versus sellers and referrals I don't know those numbers but I would say that by and large of majority are buyers and the ones that are sellers are a lot of sellers that are buying so I have people to call me say hey listen you know you just worked with you know my buddy on the street we're looking to sell our house and we want to buy another place so I kind of it's nice to make the devil in those yeah love it dude so um you know one thing that we talked about the alumni was you know kind of the art of negotiation you know right and just understanding people what's important to them and you know and in real estate it's it's hard man cuz it's like you know I think all of us are priceless in this podcast like are fans of Grant Cardone you know and a lot of his stuff like I'll listen to his stuff I'm like yeah I got I did if I was selling Rolex watches or our cars or whatever but that wouldn't mean we're not have a product to sell than our services and we're just there to facilitate an experience and people get emotional and you know right here do you're not dealing with the buyer or the seller directly you're dealing with another agent it's kind of more of coaching people through the process and such an education element of it and you know with all your I mean you know you are in the the law enforcement and negotiator and like with all the skill sets he have there of like what advice would you give her tips can you give us on for powerful negotiation for the real estate process yeah right because it all comes down to people you know it's objections right like how do I overcome this objection and and you know typically an objection is the lack of education right so kind of walk us through just looking at the alumni would you some you know top tips that you would have that we can apply to real estate for those negotiation times I would say my – the biggest thing I've always taken I do this with my whole life with everything is don't take anything personally so many people get caught up with if you get a little offer or if you get more with the ton inspections or if somebody says something you're not a fan of if you take it personally now you're gonna excite yourself and then you may say something or may come out in a certain way you don't want to come out and then it just goes downhill from there you know maintain that level keel talking to people and maintaining composure and the love of professional you should it's gonna change things dramatically even if you get a reply to inspection that's absolutely hideous you know I mean we've all gotten those where somebody says you're replied inspection and it's literally the inspectors report you know with the bow tie and they're like hey listen here you go have a nice day you know yeah what do I want to say I want to flip you the bird and get pissed off but no address and you find out what's going on or even on the other side you're with a buyer who's freaking out I mean I've had buyers call me up like hey just you know what the hell did you sell me it's a piece of crap I just got the inspection report it's 42 pages long I'm like okay let's have a meeting and that's when I that's when I double down and building said I relationship a little more where I showed them okay let's go over the bars concepts on let's see what the issue is what are your main concerns about this because some of these may be things that are you know not even relevant some of the things may just be information I thought the inspectors put in some of you may be an unfair slope because we're taking 2018 standards and grading them against the house that was built 75 years ago so there's so much of that there that they don't know and and even if you gave it to them in a whirlwind on the first buyer's consultation there you forgot it all anyway so by being able to you know keep level keen understand the process and you know just keep going through the tides not getting not working don't worry about the fact that you we're at 14 foot waves there's nothing you could do you're in the middle of it you're in the middle of the trenches you got to keep going straight so it's maintaining that composure that that has definitely helped me significantly keep a lot of deals together and then you know just effect let me just call them close more deals yeah yeah I mean I've been in a day man it's I mean we're paid to be the unemotional professional to guide into the process and I think it's one thing that's easy to forget when we're real-estate agents one you know a day becomes four walls and a roof to us you know right um but even when you're a realtor and bitter like when you go buy your own homes like you even with our experience like we still get emotional and you know it's like dealing in realities understand minutes an emotional process people deserve when they're buying the biggest assets or some of the biggest assets their lives like they deserve to get emotional right it's like a man let them like let them feel that emotion you know right and then go into that education mode like you said cuz you're not selling anything you're not like trying to talk them into doing something or some manipulation tactic you're just educating you just find other concerns and just educate them and guide them right yeah because I mean I mean a big thing that comes up often you know being here in the Northeast you know kidney liners and because of boilers and stuff like that that so many people see you in they're like oh my god chimney I can't eat my house they freak out it's a liner for a couple hundred bucks you get to put in depending on whatever system it is so I mean that's a something we can easily keep deal together but how do you the seller appear or makes it a half-and-half whatever may be but some people see that in the images freak out or brick point or things that could be simple things that can be fixed but most people just don't see that and a lot of people don't have contracts they work with you know fortunate for me I do a lot of flip and I do a lot of investing so I have contractors electricians plumbers in there that I can reach out to that are great profession is the industry that I call up and yeah okay listen this what I got going on what do you think about this oh yeah no that's fixed s6 hella bucks or whatever maybe so being able to be that resource as well for my clients now so not only have I been able to be their professional you know and guide them through this and become a friend but now when they need something like this and it comes down on my resource as well so just it just creates that much more value in me for them yeah obviously is what we're doing with cream their value to the client yeah no I love it dude so then you know I mean you go out there you deliver this amazing service you have this great connection but still at the end of the day man if you don't keep that it's still the ongoing keeping that connection and why right like out of sight out of mind you might deliver the most brilliant speery instead on't hear from me in seven years the price still gonna forget your name and like who's that great realtor that we work with right so can you kind of walk us through with with your past concept we need you to stay in touch you know is it you know I just connect a social media or you have a follow-up strategy I kind of walk us through what you do too because you thought you were slanted on the referral side I mean it's insane Yeah right in three years with every five percent that's crazy we're very fortunate so a lot of what I've been doing started off with a lot of your stuff so initially with Facebook for me I barely had a facebook as being a police officer you know there's the mythic you don't want anyone to track you down you on anyone to find you so everything was super like you know in the corner you know Cognito split became a real-time like okay hey I'm here look at Who I am it was it was a complete 180 degree switch that being said though I started doing the four posts in the day I started connecting with everyone I went from literally having eight friends on Facebook so now almost 2500 friends in three years and that's just reaching out to people reaching out to their peoples people and just building that that those networks and those relationships and so by doing the post and then the other name thing they do is I don't just leave it at just you know hey you're looking to buy a house give me a call I go beyond that you know I actually just let I narrate my life I create stories that you have people see you know I'm doing inspections and you know one day that I had to bring my son with me you know I throw him underneath the sink and took a picture was pretty cool people love it they see it it makes you more than just a sales person and that's that's what we got to do we have to relate to them and stay in front of them one of the things that I'm doing now that I just started was you know I just bought a bunch of cutting boards that uh they have my logo on the back of it has my logo and just has a little saying and my wife came up with so on as I'm jarred around I have a box in the back of my car I'm just dropping him on the front step and I'm getting people sending me pictures post an Instagram or whatever you know some loose little things like that are getting me to continue and just a friend of mine with them you know I'm only into my third year now so now is when I want to keep that reputation I start doing that so I'm looking for different activities but prior to that it was just literally i still text almost all my clients you know shoot them comments messages you know when they have an anniversary I mentioned to them that you know happy anniversary that kind of stuff so the lot of that that goes into it that just helps me you know just double down on it yeah love a dude man so um you know no I'm not too long ago I mean it hasn't been how long have been man since you retired from the police department July however Xiamen July okay so I mean that's six nine six six months roughly right what time this release to probably be a lot of this will be really spread for Jam first right so um so six months you know and now do you because I can't you're getting the point now where you know just by you know I know you've got some admin help now but it's still the only producing agent you know you mean you're busting the hunter deal countin and and doing some massive numbers I got I do that will be I don't wanna say I'll be shocked if you don't like I don't wanna yeah I do like what I see I'm fully confident you'll be a hundred million production team within five year like five years it's just you know you're able to do what it takes most top producers a decade doing half the time right which is which is awesome to see so kind of walk us through so you you now have two assistants and what I love about this is Sony just keep busy and I come and I got all these bars concert hiring agents right without loading up the admin team and delegating out the non money-making activities so you've now got somebody handles with transactions like listing input transactions and you have a personal assistant you know a little bit business stuff but also personal stuff can you can walk us through you know what those roles look like and what their focuses on what your focus is so I mean so it's a much included into one of the days that I was in Arizona with you at the mastermind I sat down I started just looking over everything I got going on and I was like okay how does this make sense where am I wasting too much time water things that I have the resources to do when I could kind of dictate how it like I'm done but still be able to effectively not have to do them so my facebook posts I'm on my arm CRN input inputs you know my transaction opposed paperwork taking my car you get an oil change it's like okay so I had all these little things I literally just did a checklist a ton of things I literally end over like three page I'm like behind the helm I do all this stuff yeah it makes no sense so I took a role similar to what you did where I now have a personal admin and I have someone I consider my executive assistant this is kind of the way I did it um the personal assistant takes care of a lot of things in my house so she does some basic inputting on up some financials that I have but outside of that she's gonna help me you know do my laundry she takes care you know get him I get in my car with oil change she picks up my signs for me a bunch of miscellaneous stuff that you know it's just a to be stuff that way she can get it done and keep going now I have my executive assistant that's gonna help kinda start moving the business forward so she's gonna take care of my transactional closed up she's gonna take care of my Facebook post you know she's gonna take care of my syndication she's gonna take care of my photography my listing input my measurements of the properties so while I'm there I continue to do what I do while I'm was I'm important to do what's important to me to do which is engaged the client so where they doing the listing she can be taken the measurements of the room while I'm there so talking to the client and building that relationship which is what were there for we're there to build that relation will attain that experience um they don't want to talk to the back of my head while I'm there with a tape measure it's measuring rooms know so by being able to do that you know it now allows me to employ two people but it frees up almost 80 hours a week of what what tasks that I'm doing and that's gonna allow me just to focus on what's important to me right now which is additional lead lead generation obviously the leveraging which I'm doing right now and then try to get more listings so sleaze listen and uh leverage so that's literally I take that and I focus that on my money-making activities yeah yeah love it you didn't and the cool thing is that we had this conversation for hit the record button but you know with with technology the way it is today you know Trello is free and that's what you use to manage and track and assign tasks and you manage it from your phone your computer yeah right um he's gonna like walk us through like what that looks like like how do you like three persons like he just signing out tasks every day on that Trello board and they just complete him on a day and say to me your assistant exactly so because I run something and that's the reason why I will control because I'm running so many different things between my flips my rentals and my real estate transactions I mean I'm ready essentially three separate businesses right now um but by using Trello I literally have my CEO board that I use and as I'm going through things that pop in my head I just put everything in there's a task I create a car create a card create a card clear the car and then what I do is as I'm going through I look at the stuff there that's important thing that that I need to create a system for that's recurrent or whatever maybe then I modify it to meet whatever that system should be so if I have a Google sheet that he's attached to or whatever maybe I created that modify and make it the way I need to make it and then add it to that person's board whether it's my plumber where there's my electrician whether it's the tasks that these two assistants have to help me with it now allows me that I said the recurring not I said the procurement on or anything else that has to happen and then it allows you know or me to manages see it and then boom they I can see when they approval when they don't approve what we can do the notes on the side so it's a way of me talking and communicating with them without getting lost in fifty five text messages on three different you know dialogues so I mean that I needed one platform that allows me to manage at all so that's essentially my desktop when I start up in the day I get up in the day I turn on Trello I see what's going on I see okay I got this guy over here I got that guy over there at this assistant who's gonna go do this from yeah this wants them take care of that for me and this is all new so I'm still growing this as we speak literally this is implementing as of yesterday trillo's but I've had trouble for about you know two weeks now building it out but I just started little literally put it in place you know as we speak yeah for me yeah Trello and Google Drive man both free do I live and die by a man so um art ensues and you know my suggestion at a hiring path right it is and this is something that most agents just to understand don't think about time right so you know my suggestion is always okay outsource personal household activities first yeah I so like you know once money's coming in obviously right but it's like okay delegate all your landscaping washing your car did you pull clean all that BS housecleaning you know all that so because I people realize how much like you do so easy to suck up twenty hours a week on just doing housework whatever you know right and I'm like do they give your bank and a hundred grand ears real estate agent you should not be washing got to know what your cost per hour is and that stuff is so much cheaper to delegate out um you know then hiring an assistant in your business right then from there like that'll Gainey an extra ten twenty hours a week in the office yeah right then from there it's you know hiring out the personal assistant that's cross trained in the transaction stuff and then you want to get to your production once you get to you know five to eight transactions a month it's like then bring on that full-time person that's just like you've done that model in that path you're right but those I'm bringing this all this all you know that you've done you know execute on perfectly man and you guys just so you know like I did it all wrong you know right I mean I got lucky by some right hires but like this is the strategy that I wished you got it fall like knowing what I know now that I do yeah right um you know I built it the wrong way a lot a lot of this stuff right so um you know but with this it's like you know because people here you like it this next year if you like you blow twenty million you know growing cells out of the water is a single producing agent now you got assistants get admin but you don't have a mega team with you know thirty some full-time agents like I do right um but it's like you this is how you guys they're watching us then go out there and do 20 million a production because here's the thing like next year I don't my goals a thousand transactions I you know through next year right um but my guess is you'll pray end up netting about the same as I will Yeah right really all the sixty thousand expenses and yeah right but so this is ours is an agent production if you want to keep high profit margins you know right um they can go out there and do that but be official anytime and still have a life rikes I'm guessing now that you're doing the police department now you have plateaued these things like your your more probably present now than you've been only really ever been with your kids and your wife and yeah right because you've it's like dude on your deathbed you're not gonna buck oh man I wish to God I would've done more loads of laundry looking about man I wouldn't have played more you know games of Monopoly with my son when he was young Yeah right hey let's eat our meal you leave the dishes in the you know houses just to take care of those in the morning and invest that two hours with quiet time with your kids and being so intentionally a time so just gonna talk to us of you know now that you're you resigned from the department you're over here like carrying this intention over that you have like how is this impacting your life dude well what if allow me to do is and honestly once again I'm going back the alumni we just had in October was literally it was so eye-opening especially he listened to Leo talk um now I can't pronounce last how many things per a hear pretty huh great huh Leo's up he's a busy dude on he's going going going but one of the things he mentioned was that you know he delegates everything out so when he comes home that's the time with him and his family he doesn't want to come home and do laundry he doesn't want to come home and you know go food shopping so I took that I'm like you know I have to implant the same thing so like my goal now is I delegated those 80 hours a week now so I'm still gonna go out and grind I'm still out there you know my days not a conventional real estate you stay because I'm running from my rental properties that I'm checking up on to it to a couple flips like right now I'm running nine different jobs at one time so I'm checking up on the flips and then I'm dealing my buyers clients my listings that I had going on so that runs me through the better part of the day but when I get home dad's now has become my family time you know it was time that I was losing time that I wouldn't get it and that's what I've been fighting thats what I had to fight back for but because I took your training because a lot of what you taught me was you know lead by lead by revenue I didn't want to lead by just you know hiring people spending the money because money um I didn't want to have to hire someone and then monthly they say listen I gotta let you off for hire someone to say listen okay we're good for three months take the Christmas off and then come back next year I wanted to make sure that you know some that could sustain that made sense and that's why now putting these two people in place you're just gonna allow me to just dominate next year yeah yakking about this you got 80 hours of non money making activities delegated out a week but that's not counting landscaper and like all that too so you probably closer to like maybe a hundred hours a week delegated out move 168 hours in a week right so but then you can go out there and grind 80 hours a week on money-making activities managing your your investments and doing all of that yeah right still sleep you know like finally get some sleep in your life and still probably out 40 plus hours left over for your family you know right and and do the that matters man it's it's when people really focus on time and not wasting it man it's like nobody has a time management issue I mean you did yeah right you're the only person that I ever let get away with tell me that time Angela is an issue because I was the extreme yeah you know for most of us that don't don't go through what you went through like it's just choice management mmm-hmm well it was huge and like a lot of people question of how I was able to do what I did um I didn't have a choice I knew what I wanted to get to I knew my why I knew what was important to me and I knew that I wasn't gonna stop so literally it took and people joke about and they say was how was it even possible I grinded out 120 hour weeks non-stop for four and a half five years I mean that's what it takes to get to where you're doing 15 million as a single agent you know that's what it takes to have you know I'll portfolio investment property that's what it takes to do you know 20 flips a year that's all stuff that it takes but it didn't happen overnight but I also didn't have you know a silver spoon given to me either you got to grind out you you got to put yourself around people that are important such as like Joshua Smith I mean your training who can't everything has been just paramount for my success I mean it definitely gave me a platform to fall into but then just a master alumni that we were in I mean the group and the people were talking to it you know the bouncing ideas I mean Brian Kansas a bunch of the other guys that we bounce back and forth on um it's just it's such a group of people that you know it goes back to that I was the other thing where you know if you're the smartest guy in the room you in the wrong room I mean there's so many people with a wealth of knowledge in the group that we had together it's become an extended family that's just been you know it just it yeah yep could agree more man love it dude so then um who is it and I know we're going along on time but just couple a couple hours hit on with your arm do when you were going through the hundred twenty hour work weeks yeah right and and you know I can't say I can you know like I hate when people like all yeah I've been in your shoes like nobody's watching any bills of shoes right there right so like this year has been the hardest year of my life from a grind aspect and just it's you know I've had a lot of a lot of just challenges right well it's like sixty percent time dude I'm pulling all-nighters and it's getting better now we we've transitioned a lot um but it was rough dude right and you know minutes it it's challenging and you know right because it's like like I can't even think about anything else all I want to do is freaking take a nap yeah right but you still just show up you do the work and you do the grind anyway but then it's more than that yeah right because then you have you know the guilt of not being there with your kids and your wife and then you have the pressure maybe you know maybe it's different my wife is like she always says hey I will never apologize for wanting to spend time with you she's like I will always give you for like not spending time with me a second I'm not gonna apologize for she's like I don't want to spend time with you like if you don't like it so i didn't suck it up yeah and so then I've got that pressure you know of already knowing in the guilt but then that pressure that now of course we have that long-term vision we know what that payoff is going to be so we keep pushing forward with it but most people break you know right and that's what differentiates like if I were to break down uber successful self-made people you know right meet me self-made like nobody's self-made like we all have mentors coaches and things that women and people that support us in a way but I mean like do like you that came from nothing you know right and you went out there like from pure grind and will like you created by I mean real wealth you're not just to do that goes out there makes half a million year like you have a you have assets like you have true wealth you're building true wealth you know so we have that long-term vision but but anyways it's like people like that like if they have one superpower it's the ability to endure more pain than anybody else without stopping that's what all boils down to it's like you know a day like dudes like we talked a lot about your your training the police department did I guaran-fucking-tee now it's all theory but if you didn't have that experience you'd still be as successful like would be your flips like yeah because your your intentional your student the game and you know what the hell you want you're wanting to stick with it until you get the results right so and then continue sticking with it so but with that being said man I mean it's it's tough and it so I love that you're being so transparent because so many of our listeners are you know growing that well going throwing in our own journeys right of like how do you keep pushing in those moments dude yeah right cuz you got you got a police department yelling at you in and essentially accusing you as stealing like their time you know right you're sleep-deprived as hell you got all these stressors going on from almost replace Plus probably you don't kill from felt like whatever like how do you keep just pushing and not stop in those moments it's it was my why I mean it's my family and the fact that no where I came from you know I've as we mentioned before I try to be I'm a humble guy like I said I'm not to brag I'm not flashy that was never the reason why I do it but the reason why I do anything I do but it's knowing where I came from and knowing what I did in half I mean my first job was at 12 years old I remember walking to school sometimes with holes in my sneakers you know cuz I had literally nothing um growing up you know it was literally eight of us in a three-bedroom apartment of just eight siblings not including the parents and my grandparents that were in the house so I knew what it was to have nothing and I vowed to myself that was twelve years old I got my first job that I'd never be in that position again nor would I ever let my family be in that position so literally my strive every day is to make sure that you know my kids never have to even think about what I grew up in because it wasn't fair it wasn't fair to me it wasn't fair to anyone but you know by striving by pushing and keep and understanding that you know we all the times gotta pass and I heard this from a very very prominent doctor in the area who my wife used to work for back in the day and I was back and forth on what I wanted to be listed before a real estate even came to mine and he was like whatever you gonna do just make sure it's what you want to do because the times gonna pass so my wife is taken aback forth about going to nursery school at that point she was just like an assistant in his office and he was like she's like yeah but it's like four years of school this then the other he goes well guess what you're gonna be 26 at some point you want to be 26 with the degree or do you want to be 26 still working for me making you know happily you make it now and you know I just I've taken that philosophy I mean the times gonna pass I knew five years ago when I started the department I was that that five years from now it's gonna come where am I gonna be five years do I want to have you know a portfolio properties and have flips into my bill and have all this other stuff or do I want to just be there but like okay well here's to the 15 more years of the career hopefully my pension is done soon and you know cheers and I didn't want that I didn't want that cuz knowing where I came from knowing what what was possible it was not fair to my family know what I have to have not taken that advantage in that opportunity yeah yeah love the man keep stuff up Rishi sure and that dude um all right so the last question well I had two questions to that support so so you know cuz you know you talked about with your upbringing in you know eight siblings plus your parents plus grandparents in a small apartment and you know right of now I didn't have it near like that but you know like I didn't grow up around money and and like when I first got a taste of money I was like oh hell yes Yeah right like I didn't have the investment plan and I did I just I spent every cent I was naked right you know um you know but you obviously are creating wealth and it took me a lot of years and a lot of pain you know right to realize man I've gotta do something with this money and be smart or strategic with it um can you talk a little bit about that man because it's mostly like the stages are the first ones they go out and close a big deal had a big maan to go to Vegas and booked the trip or by the mercy and yeah right and the data client son you know I got some more real estate and Mercedes compared to a Kia you know right like doesn't really matter yeah right but sting discipline to a wealth plan but in order to do that like you got all this money coming in more money than you know you wanna have lakh like 20 years and you ever fathom you if I make more money in a month right now than you ever found make it in a year at that point so then you know I'm sure there's also the the urges from that did I go out there and be lavish with it but staying strict to that wealth plan you know living frugally with it but obviously it's paying off huge now right but can you just elaborate a little bit on just money and the mindset osage's because there is no pension there is like this is it like one day you were gonna take your real estate license down and it's over right so how are you gonna have future wealth well that was fun more funny thing you've actually made that just last comment was it was it was scary thinking about leaving law enforcement you know because I got into that because I want this security because I stole the mortgage crash and then I was without a job for a short period of time and I freaked out I was too young to build a business I didn't or network and I didn't know anything I was like what the hell am I gonna do so I was like please safe government job I'm good I'll get a paycheck every day for the rest of my life I'm happy when I decided to leave in July um I gave my two-week notice August was my best month in real estate I made $5,000 more that would have made all year as a cop which was which was just insane for me didn't fathom that so the fact that you said you know you're more than a month hands down in a month I mean more than I've made all year as a cop that being said though I knew that there's always gonna be ups and downs I've studied I've listened like watch podcasts I'd read books I you know I read you know God back in historical times but what happens in the market and I didn't want to be a statistic of the agents that are 50 60 80 100 years old still selling homes because they they weren't smart enough you know I've gone to different offices where I'm doing closings at and I've seen some of the agents that you know are barely making ends meet you know they're I see all these ads of people trying to keep Commission advances and I'm like oh why is this does this make sense and then I started identifying that there you know there is a cycle that goes up and down in addition to the cycle that goes up and down there's also people that don't save money they spend at least margin so I had to find a way that I was able to make that last longer so by seeing what I started out was was investments I was like okay so if I take this vehicle to power this vehicle so I took the sales to power my investment now it has allowed me to give me an income that's gonna last well beyond me it's gonna go beyond me pay for my kids college is paid for them to go to school and just I'm gonna continue growing that which is that to my end goal my end goal is to get to you know 100 plus portfolio property yeah so you know I don't know if you've read Phil Knights book shoo dog if that book made me cry like six times I never cry like it that's not like what oh yeah shoo dog bye Phil night so it's so he's the co-founder of Nike and Cooling about the book is it's the first 20 years of the inception of Nike before they went public so it's all about the pains and struggles yeah right but in the book he makes a comment he says look the reality is is money changes us is people then it's our mission as people to not allow the money to change us yeah right and he talks about he like well I loved about him it's mostly like oh I don't have any regrets and then he's like dude everything is regress I can do over again I would do it over and do it differently like he's so wrong in that book and you know I think entrepreneurs will get it my wife is like seeing me like listen book get emotion she's like what you know I really you know when you go through struggles and in that pain yeah that's what the whole book is about and and the you know the tribes that had overcome and you know but with that you know you said numerous times in this podcast though remembering where you came from you know right because I think it's um like dude it's it's a lot of people man like we see it happen and they they get a little taste of mine they get arrogant they start you don't think of their superior whatever how do you remember where you came from it's like know where you're going but never forget where you came from yourself grounded and you know I like how do you do that it's tough I mean I I don't know it's just that's that's a tongue tough thing to pinpoint um I've been doing a lot of reflectively you know I actually just went to Tony Robbins seminar you know just unleash the power within and you know just a lot of reflecting just thinking you know because it is it's tough when you have this kind of money coming in and the wage that is coming in I mean it could it could make or break you in a second you can do all kinds of crazy things and I seen that not to say for myself or that perspective but just being that I'm around so many different agents on all different levels I mean there's some that are really great some that are really bad and then there's some that are you know still in the industry because they didn't balance themselves so by seeing all that and just it just took a lot of reflecting a lot of books a lot of personal thoughts you know I follow you with a podcast and I don't really listen to music in the car everything I do is podcast if not a podcast is another book and it's just a constant growth that allows me to kind of keep my humility there ya know I love it you man it's um and again so it's so important man unfortunately you know I I'm okay with being the bad example and let others learn from it but I did lose myself right like I got to the point where my jaws is a total dick to my wife I'm shocked sometimes she's with me and not liking on you know like more of like I'm working I'm grinding and she was construing concerns about like look everything I get you girl like you're just turn into a princess like like that was my attitude it was just like like you know it's like you I don't care like this is what I'm doing and you know like I got a big headache if you will even in the day like she's the only person that's ever stood by me through the low moments whatever so like she always saw the greatness in me right when nobody else did you know in my worst times which she could have ditched me and found something 10 times better but then the second like I achieved the greatest she's always saw me then I start on her like now I hate myself for I'm like you know I got a lot of making up to do Yeah right but it's that shit's so easy to do if you don't stay grounded and and you know that's why I just asked that question it's you know I think that people don't like look when you don't have money you got money problems when you have money you got other types of my problems and sure you know if you're not intentional with this man and one thing you keep saying over and over through all this is you know man I just I read I you know I do my research I like you're just such a great student to really solve the problems I guess before maybe they end they happen right right which i think is important for you to take away I mean everything is so readily accessible I mean it there's no reason not to be I mean whenever you become that folder thinking that thinks you know it all then that's exactly what you're you you're that for I mean there's so many people that do things are such great levels um there's no reason to not you know leech onto them and get that information I I mean and I know you mentioned it before but I mean your story about the whole credit card dead and over leveraging yourself and everything in the auxin else that you went through I mean that's another that's Gary I'm like listen I that I don't want to be there yeah you know I I want to make sure I do this correctly and if I have someone that you know that's willing to let me model some of the things that he's done and learn from his expenses I'm like hey listen I'll take it all day long I appreciate it you know and that's helped me position myself and by seeing those those real real real bad examples has allowed me to say okay there has to be a good to hath there's always gonna be back and forth but where exactly do i benefit from and how do i position myself you know every decision is not gonna be correct well how do i position myself in at least a tactical manner that i can attack it if it did you know go negative for short period of time yeah yeah but you know there's a proverb out that says it's you know it's smart to learn from your own mistakes but the smartest way to learn is from other mistakes right and and there's enough bad examples out there that we can all learn from you know right so i love it dude art so I entered a podcast with this question which is knowing everything you know now now I usually ask question when you got into real estate but I'm gonna let you go back to any time so maybe it's 18 or 16 when you you know got done with high school whatever of like if you could go back on everything you know now and go to any period of your life and talk to the younger version of yourself and give yourself two pieces of advice that you feel it of just fast forward your trajectory to success knowing everything you do now say what would that look like I would say don't quit that would be number one so when I got it's gonna work in this show it's he don't quit because I'm sure that we're there were all hurdles and there was negative parts that I didn't see the industry not being familiar with a not being a wall but the quitting is something that I was I wasn't proud of that that I would say just make more time for the family that that's huge I mean as busy as I have been I mean very similar to you I there's been many times where I'm just gone for you know weekend and I pop back on my would say oh I serve a husband hi how are ya so you know I think those two things are is what I'm working on heavily right now and that's been that so my goal you know not to quit keep pushing through keep building the relationships that I've been doing and there's no reason why I couldn't do it at 21 but it was all my my own self-doubt you know that's all it was I mean all these people that I'm working with now the majority were all in my life back then so they were all people that I could have either built on and worked off from there but it was just you know my own insecurities at being so young and uh it was easier for me to quit and you know take stability but it's just it's not in my blood I can't do it yeah yeah love it man so those that are watching listen and do that if they want to follow you get in touch with you maybe they got a referral for your marketplace or and you guys every but like all of you their listeners right now well I just you know said he's got 2,500 Facebook friends like with his pocket release like he'd better be max out of 5,000 small you guys like like this is a dude that you guys need to fall like this is a guy that like I I love it man like you jump in the program I think it's so amazing when what the mentor becomes the mentee you know right like now I'm looking at you like you and and you know like you know I look he's a mentor right now and do like what you're doing just blows my mind and and you so many different ways man just not just real estate man you're just one amazing impressive ass dude man and so everybody that's watching like you better be following this guy and watch what he's doing because we've all got so much to learn from you so where's the best place to do that where are you on social media or website you know so I mean the website I use the perfect storm website first of all I appreciate that the comments I mean it's unwarranted but very much appreciated um but the one website is a obviously sold by Justino which is my perfect storm site but if they want to get cash man Instagram they can just go so by Justino um you'll find me there as well and then on Facebook just search me you know just you know royal realtor and it'll come right up awesome awesome you guys watch whether it was right below to make it super easy on you so I had a report guess with this but information without implementation is true just to start a delusion information is a power it's taking that information taking massive action on it as just you know you just witness that he did for years and years years to go out and still doing right to build this amazing success and build all this wealth that he's been all that great so take something that you learned just you know shirt so many bombs on you guys well I like this is like a million dollars for this podcast like there's there's millions in this with why he shares her take something you learned take a media action on it so you can go out there on crazy like that you know you want truly deserve and just you know man this is this has been a massive honor man the others all my long on time dude's okay and hit Ariya but has he been awesome i truly appreciate you brother well thank you very much yeah 100% my friend are you guys thanks for watching listening we'll see you next time

Mega Real Estate Brokerage Owner Chuck Fazio (800+ Agents) Interviewed on GSD Mode



what is my peeps Joshua Smith you with another GS D mode podcast interview every single week we interview top entrepreneurs top real estate agents and strip top badasses they're out there dominating their space and tell you guys one of my really good friends that is on the podcast actually we're in his in his building in his his office I went talking a lot about today I'm in this podcast but a good friend of mine who is a repeat guest he was on the podcast about three years ago or so um and this is just this is one of these guys that is is there's certain people that you just have to respect in the industry that just do amazing things have brought them creep massive success but operate from just a moral code that is unlike we see that most people operate by and this is just one of those guys that I mean even before I met Chuck for the first time you know if his reputation and from what I've seen from him from afar I already had so much massive respect for this guy and so last time we met we were in the studio I'd seen his old office and he keeps talking about this this new building if they're building in this vision that he has and you know he's talking about it right and then it gets done he's like all he gotta come see it I heard so many people talk about this my first time in here and I mean I've seen a lot of good real estate offices a lot of a lot of great real estate offices and when you're hearing that oh man come check it out the office gonna be so amazing well I stepped fruiting here I thought was gonna be pretty awesome I wasn't expecting this I don't think I've ever seen real estate-related or not anything that looks like this so we're gonna take you guys on in-depth awesome – were here so make sure to check this out because this is this is gonna blow your damn mind boy let's talk we're gonna talk about a lot man last time we talked I mean you've grown with three or four hundred agents since last time we talked see you're what eight nine hundred agents down eight hundred thirty agents setting glass then we talked about four or five hundred or so so in a few years expanding that you made some other big shifts and changes man this culture and training is so much that you do hear that again it's unlike anything that I've seen so you guys we're gonna jump on to it or jump into it got so much amazing topics and things that we're gonna get into so I just want to welcome to the podcast my good friend Chuck Fozzie we're gonna show my friend pleasure that pleasure to be here is a long time coming you know it was kind of a set up as a sequel the last time we spoken and I remember sciency at the very end to go watch too much weight do you see what I'm gonna be doing and it's happening and it just keeps happening and we're just really blessed so um it's gonna be exciting chatting with you again and just talking through all the cool stuff that I think is going on and um how I could be a blessing to other people yeah I love it man so those who that are watching listening right now we're gonna have right below this we have a link to Chuck's first interview which is really his backstory how he got in the business how you start off as an agent and then got became a broker owner and sort of that expansion so we're really gonna pick up off kind of what we left off from there on so make sure to check that I'll be right below so if you want to hear hear that journey but yeah because it's in there I don't want to spend a lot of time because I've got so much other things I want to I want to talk about here um but just keep this quick background because you haven't been licensed that long I mean to build this I mean I meet agents that have been in this for four decades that haven't built will you built right well the just a quick overview of the background grew up in New York was there till the end of 98 where nightclubs you know mob run night clubs and very dark demonic world got caught up in drugs and just really crappy downward spiral of a life and you know we said God just brought me through it for a purpose moved out at Arizona in 98 in 2000 met my wife in the business 2001 and she couldn't stand me and so I'm good at sales if you you see here and and then we got together we were failures in the business for a first couple of years almost ready to get out of the business and I said there's no way I'm gonna fail made the move to a new brokerage and I don't say it's because of the brokerage is more of a leap of faith trusted and where God's got us and the same time God was started tugging on my heart and saying there's more to life than me you know I'm not the center of everything we went on to in 2000 to do an 11 million then 2:17 then 2:20 to be my wife for selling 40 million in real estate one of the top agents in the country ran a team that sold 89 million in real estate that was this kind of the big backdrop quick overview of how real estate beginnings and then oh five started our brokerage West us a Realty revelation it was a franchise office kept that franchise for up until the two and a half years ago dropped the name of West USA and just became revelation real estate and we were already one of the top brokerages in the valley in market share o based on culture so about maybe four years ago God gave me a vision of building something that nobody's ever seen before I thought you know that was an insane thought process fast-forward it's come to fruition everything I've visualized and that vision is all here and this is all purpose behind it and what we'll chat about that today on why I do what I do and did what I did yeah so just a quick question there with you know you talked about when you were struggling of yeah yeah yeah you came got clarity and came to the realization that it wasn't about you like it was about more than you and and it switched to more of being a servant leader or somebody you know and this is one thing that I mean from the podcast and and just interview with so many just self-made extremely successful people as well as outside of podcasts all the you know amazing people I like to greet said I like to spend a lot of time studying a lot of people might see them because of success is greedy or whatever but when you get to really know them and who they got the core man there's this thing of a they all seem to the most successful people I've ever met that again that didn't inherit it lead from this massive place of contributions never about the money it's about this place of contribution and then the money just seems to follow and there has to be something there I mean do you think that that was really the key of mega hey this isn't about me this is about my paycheck I'm just gonna go out there and and serve others at the highest possible level with what I do and that was just a turning point well well I I tell you I'm very competitive man I've just been competitive my whole life and it's the competition that drove me at the very beginning I never looked at what I was making I was looking where did I stand where did I stand where did I stand that's what was just driving me so there is this there's this tipping point of ridding yourself of your pride and ego and relinquish engaño self of the flesh your end we're all we're all sinners by nature so that competitiveness was always there and now it's just controlled but you are right one of the things me and my wife always say is we're servant leaders you know God had a plan for our life and it's nothing short of miraculous in one of the foundational scripture verses that everything that I do is based off of is proverbs 27:17 as iron sharpens iron one man sharpens another and it just I mean every time I even say it my hair stands up it's just the root of why we were created and to be around each other and and what I've noticed is the the world we live in is so far from that truth we were becoming so self-centered and egotistical and you all right just you nailed that it's when you when you become a servant leader when you serve things happen things you know another scripture for you reap what you sow and that's what started to happen it was mind-boggling because my main focus really switched to this is my ministry I'm here to serve the Lord and he saved me from me so I was just set out that's what I have to do now do you think that you kind of had to experience both worlds to really great it's like I said in a conversation with buddy not too long ago and we're talking about the silliness of you know invest you know investing almost money into vehicles you know right of and we're talking about the dumb vehicles that we purchased before and the decisions that we made and we're like yeah but it's easier maybe now to sit there you know like once you've experienced both this if and say okay that 100,000 plus to our car didn't really bring me happiness but until you realize that you might still be obsessed or thinking that it is so do you think like you had because you you got to that point where like hey man operating off my ego and and and being selfish with this stuff and self-centered you know God you you got you some success to the rest of the world right not internal success but you think you got to get to that point of like dude this isn't this isn't the answer to really make you change that's a that's a really good question if you really try to process it in in the here's abut the easy answer I can give you is I don't know I only know my walk I only know what I've been through and what I've been through is I I seeked or worldly stuff I always say my past life and that included power hunger you know respect you wanted to earn respect to now that I see the other the other way once again I'm not going to say you'd never get rid of that but now you're very conscious of it and you're very cognizant of the way you treat people it doesn't mean there are times that people walk away and go yeah I can't believe that Chuck calls himself a Christian yeah I I sometimes I am a jerk in but the difference is if I'm called out on it or I do some reflection I catch myself so so I don't I don't really know I guess that that makes a lot of sense that it could be but I also do know a lot of people that constantly chase worldly stuff but never get to the opposite so so they are constantly living in that that void of mimimi pride an ego and I just watch a lot of people go through and it's it's a sad to say a thing to see people go just live into that world yeah yeah no it's it's been said would that nothing stifles more success than ego Yeah right and it's it's it's crazy things so well I'm a because I wanted i want to jump her in this tour you know you you've done a couple like on-site interviews before were do the interview and then jump into the tour but we've never had this and and I think that by everybody seeing what's behind us and in this building here they create a glimpse of it right now but let's we do forth who or that it'll just it's gonna add so much power of to the rest of the podcast so why talk about culture and talking about um I mean just so many different things that we've kind of talked before we hit on air that I'm excited to jump into but before we do the to a ma'am yet this yet this vision yeah right of what you wanted to create and you know ki mean like why why did cuz you know our vision if it came here in a dream or or what everybody's just like was sometimes you have those those dreams that you feel like it's like now like I felt like I was real yeah right or that that was there but what about it like just like compelled you so bad like man I never build this thing so yeah my my visions are real clear and I think God's given me a great gift of discernment and and being a visionary there's nothing I did that are in that but one of the foundations that that we constantly strive is I always say how do you become successful and you can listen to ton of different speakers a lot of great speakers out there but one of the things that was my foundational truth was was biblical and it's my walk it's my belief and people who get to know me know that I'm radical for God for what he did to me and but I don't judge people's my fact that now I judge myself first and I've never judged myself so I respect everybody I treat everybody with respect but when we set out to run a business I never owned a business I'm not a business guy I'm not a UH a book guy I'm at a school nerd I'm a street guy I just grew up on the streets brawler and you know thug so I started to seek and I said to God where do I need to start how do I build a business saying good a trust people I don't trust a lot of people and nobody wants to see me succeed there might be my competition so I said where do I turn let's turn to the Bible and I started to realize there's so much scripture and there's so much that God says in the Bible about business everything's in there I mean go figure it it's the book that he created that we deliver I so I started everything was biblical principles on what revelation was founded on so here's the thing that hit me the most because what we do is people were called sheep and if you know what a sheep is and it's an analogy the Bible uses as peoples were sheep she put the most pathetic animals you could ever come across they're skittish of everything they run from everything and they need a master to feel comfortable to even sleep at night to even drink or eat and that's what we referred to a sheep so I'm going we as boomin beings we watch what everybody else does and we just don't think that that's the way to go we all just follow each other and I started to realize something that's not what the Bible says is we as societies not to go on and on about virtual worlds and you know the internet it's getting really big of Facebook and virtual gaming and and all this and then we want to know why society we feel like we're supposed to be smarter but yet if you think about it we look Dumber and then I used to say why why is that and then and then it hit me here's why is because we were created to be around each other and I got this virtual I understand you can do virtual connection but even from a scientific standpoint they will tell you we give off energy and if you really think about that if God created us to be around each other and that there's something that that happens and even scientists say with energy given off both positive and negative but yeah we're not around each other then all of a sudden we're not feeding off of the energy of other people so it just really started to all make sense if we're created to be around each other and there's something that happens by I'm gonna say magically when we're around each other I go why aren't we not creating an office that's gonna bring that back together because the world starting to say you don't need physical space you don't need brick and mortars and I hate when people say that I just cringe and I think once again like we're sheep I think people get repetitive Bob we don't need brick and mortar we don't and they just thought spewing at the mouth they don't even know what the hell they're saying anymore so when I got this vision a praying over God we do you have me and I got this vision of the biggest break good morning you can imagine where when I announced this everybody in the street thought I was insane that all I was losing my mind but what I created was a place that people could be around each other and you walk through here this time I tell you hands down there's no other a real-estate office you walked through that never mind is nice that let's get off the nice pot but the energy the amount of agents in here it's like what noon I could find for huge yeah in so when people here's the–here's the verbage people say every time they walk into my space they don't say wow look how great this looks they go I can't believe how it feels they used that word feel it's a feeling it's energy I would say this is God's office full of energy and we're really big believers on no gossip in here no trash look we all have our bad days but my wife works here my daughter works here other people's wives work yet I this is our island and I protect it so we try to keep it as stress-free as positive as possible and agents love it and they feed off of it and it's no wonder I do the production I do so so I attract agents it's what I do I don't convince agents to come here and I also repel agents there's agents that are negative people it's like dropping cancer and an alkaline body it can survive they run so my my production this year will do about at a one office one location was all about 6,000 homes and about two billion in production yeah I got one of the top single office brokerages in the country and I don't believe it's a coincidence and and lord knows I mean I'm not doing nothing special except loving on people and caring about people and being around them so that that's the environment that you'll see but then there's there's a few other things that after we'll do the tour I'll tell you what I'm doing that really blow your mind when it comes to relationships that nobody's doing to me this is like this is like reading a dr. Seuss book to go this makes so much sense but yet to most people they can't comprehend it they can't they don't understand why and it's simple care about people no and I never thought about it and so you were just talking about the sense of belonging and in the groups and and not being on the island and I never thought about this way what popped in my head of seeing agents in these virtual worlds that a lot of more without the group environment I thought a prison solitary confinement like what's the worst thing that anybody can do to a prisoner man it's like why is that so bad right it's it's because they can't be they don't wanna be alone that's like the worst thing you can do any human being right so Jax what your mind yeah yeah no physical connection but yeah we a society to do it to ourselves that's that's the incredible thing if you think about it you know I watch my kids they are build into his game all the time yeah you know thank god there's a school they can least go to ever love it I will let's uh let's man let's go check this bad boy out and then have you give us a tour and kind of kind of talk through you know the rhyme to the reason of you know why you set up this this insanely beautiful awesome amazing space and then continue with the interview from there well awesome man welcome welcome to the to the Builder man revelation real estate when top single office brokerages in the country so let's come in well give you a quick tour so you can see we do battle of the bands so while we're always doing something fun in here because one of the best marketing girls in the industry right there so like right now we have revelation cares we do a lot to give back and these are my agents that put this on and do something stop so there's my bar cafe so hello girls how are you so we got bar cafe back here these are for the agents also open to the public so if I place the prospect to for our agents and it'll built in track them on India let's go take a peek over here first let's see if this is available so this is one of our training rooms so I got to training is the wall collapsed turns into a big conference center we do a lot of big events in here as you can see we got the UFC fights coming up these are the things I'm telling you we do for our agents they bring their clients what a great phone call instead of saying hey you're thinking about buying and selling our you're going hey you want to come see the fight to my office no cover up let me buy you a drink how many training events I got a weekly basis UFC's or what once a month or so I mean like we just walked in yet a huge training are you gonna use rain taking place over here is that you know multiple days a week oh yeah yeah we try to every day that you'll find something going on in here we even try to get the weekends going so you know we were talking about community everything still focused on not only my agents and giving back to my agents for things to do but a great way for them to be reaching out to that database because I'm a huge believer work in your database which most agents don't do and a lot of times agents don't do it because they feel like takers so in here once again like I said you'll see the UFC fights in here we do dueling pianos in here we put on concerts in here night in Italy murder mystery dinners I'm doing everything from my agents to go hey would you like to come join me I'm gonna get a table I'll buy you a drink and you come in on me oh that's my real estate agents and we were just talking before before we walked in of one thing I hear on a daily basis um from real estate agent says man it's so difficult take it like a buyer that haven't met by early to come in the office for a consult and like how easy is it with this yeah right I mean come on I'll buy you dinner buddy whatever yeah oh you're cute eight let's bring up those little games like I mean this is I get my wife in here just a little quick cameo of the beauty and the brains the DB my beautiful wife yeah yeah yeah so we got to make sure we get a little shot so you can see how good of a Salesman I am so the reason that this is here for just what we just talked about of making it so easy but also threatening to potential clients that are coming in cuz when you see this we walk in it's like you don't feel the stress over like you're not walking into cells office or you're not in the Starbucks yeah that you hope you're gonna get a table or it just feels awkward this is comfortable your round other agents around like-minded people we all get it you'll even see lenders in here or title people in yeah so so it's it just creates a world of the real estate and I'm like I said I get the public coming in eaten and what do you think the first event ever what is this place well it's mainly a real estate office and my staff here's the cool part I trained my bar cafe staff to interact to get leads for the ages to president they said what is this real estate office again you're thinking about buying or selling house so with a bartender saying that to Milligan you know actually great let me get you an agent so they got my title company in here so I got my JV Magnus title agency always like to show off this is it what other real estate club companies got something like this folk kitchen we've got a shaft look at this oh I got people making this stuff up here oh yeah you are go in there and do a shot I took to you good I actually designed the home and ivory engine oh yeah I did all the graphics it's all my hand away from experience everybody took this my dad's a good cook so you know there to tell you in New York you gotta learn to cook no good favorite food menu item thank you guys but by my mouth we created all Britain so we do advertise one of our patio these are our patio I'll tell you what we're doing our patio which is just blow your way and remember to all get a purpose behind it so since our patio is gonna open up Tuesday through Friday there's always an event going on but remind me bring it up in there my chat here tell you what we're doing so here's a lounge game room so our agents can come hang out in here once the nice weather breaks that front door opens to the front patio and you could drink out there it's all covered by my liquor license then want to shoot some pinball to pool whatever you want is one of my loss of brokers right there yep so yeah I get my broker's going there I get six brokers on staff out of here why don't want fest so she got this area and then um the revelation spot so out of here what's up Rick how are you how are you guys doing good so I've got conference rooms with people working out of there and always finding collaboration going on well my agents work so hard so let's we'll come shoot my baby out here so here's the patio so we do a lot of live events out here Monday through Tuesday through Friday we do stop or agents could use it for client appreciation parties we even got the upstairs we call that the top shelf and that's our VIP section about 700 square feet up there covered at night this thing comes alive here I come out take a look at this so the bar will be open we got a full bar big stage to a live band out here bands come out got a full riding up there just like a nightclub man lights come on oh yeah this is it same supplier said tomorrow night's gonna be got the final finale a battle of the bands first place gets $10,000 so these guys were we had 18 27 bands competing it was a big deal and Tuesday nights what might tell you Tuesday nights but coming in January we're gonna do battle of the DJs yeah that's good we got some crazy stuff so everything in here is all covered by my liquor license man my agents come out here drank waitress service I got waitress service throughout the building for these guys yeah and being next to the airport being out out here with if I don't get to uh like noise isn't an issue no weights no oh yeah we crank it up out here man we quit nobody's happier it's all industrial so uh yes you can see a a little VIP section up here people come hang out up here and this I got a full night product production that shoots on the stage here we gonna take a peek at this over here yeah and people come up here look at it clear shot at the bands and the live entertainment and people dance down there it's a there's a real estate office but it's fun man as we do and like I said my agents did they invite their clients to these things and clients theater their clients come here and guess what they're doing they're inviting their friends and then they go hey this is my agent and then the code I want to get to know your agent oh yeah just you know everything works in cohesiveness surround it you know surround yourself with other like-minded people so just being VIP what's an example of top agents that would get accidents an event for them and there's a client or well they could say we're gonna do for example one of the night events they're gonna say hey I wanna can I get the top half during the event down there but these are just for my clients so down at the bottom of the stairs we have you know security guy there what a Stan should VIP service so when their client I mean just think about that for a minute here comes their clients they're on a list and there's somebody they're checking a man you think they feel like a million bucks and then when they're bringing guests with them they're going this is my real estate agent doing this for me it's mind-blowing top notch service yeah they get their own waitress bottle service up here even got my wood fire pits up and it looks like back there right now so don't shoot that they even got seating out over here so Wow people could sit out over here I got TVs all around they come they watch the game much to whatever was going on while I was on them it took it took from the time that they got their permits I'm gonna say eight nine months oh yeah I was relentless on them and and here I want to show you something really cool so when we met with them this is a fourth person we met with to find a location won't even look in and so when we found this this was all dirt and they said hey look we'll build you a custom building you tell us what you want and that's what we we met with them I gave them my ideas they were the first person that first set of drawings almost nailed that but there was one problem the problem is is they were building me up there and there's a school right there and I said ah I go I gotta have a bar in there I got a quest six liquor license I like wow well let us figure out where we can position it so they have to be for the might be to keep my liquor license you have to be at least 300 feet away from the nearest school the corner of that space and they designed it out is 301 feet well God's got a plan man he's got a plan that would that's crazy because I kept saying you guys better not screw that up all right you okay yeah so boom then I got my other offices swinging down map-like so these are age Oh agent private offices yeah it'll be here I have these are they're all soundproof prospecting rooms they're all air-conditioned people come in here they could work it's nice nice and cool in here yeah it's one soundproofed how to keep my views of New York City gotta look out the window yeah yeah then I always telling this is my mastermind room but here's where you'll see actually I'll move this table you can get a shot at this oh yeah that's what it's all about man keeps you in the forefront on people's minds and I'll tell you a lot of Auto good team meetings in here a lot of good masterminds and it's all about collaborating with each other that's what it is and pulling for each other this is one of my other great brokers right there will pinball machine today how should be your favor games well they're not my favorite but I did pick them out they come in here man they play video games and I'll tell you this one's crazy cuz we didn't know it it actually screams at one point and we didn't realize because it didn't happen right away it doesn't happen that often boom we're all in the office it screamed so loud we literally thought somebody was getting murdered out here like people freaking out man yeah so it's actually pretty cool yeah I'm like I said one gets nice out this just comes up people hang out on the front patio you work ya drink you bring your clients back here designs and even you know what you gotta try it my Italian rice balls I made everything the ingredients everything I put in everything everything's for me put it together from the graphics right down to the ingredients yeah so it's cool stuff you know Gilbert Chandler expose the way they are and only young families out here in kids I gotta make it so could be for the clients to come in they just want to come in with you I mean I've got three young kids doing that we do want to come to a professional man it's like gosh it it's always what do we do with the kids we're gonna this um I guess be like a dream for if I was a buyer and yeah right I go into that process ya know I mean it's it's it's absolutely unreal I mean you've I'm I didn't know how many real estate offices I've been in but you know I'm constantly from just speaking travelling shadowing you know from all the United States to two candidates I mean I've been in thousands I've never seen anything like this and even if we take it outside of real estate like the only thing that like well I'm walking through the building and and not just not just the walkthrough of the space but with your vision of it and and and what you're executing on the only thing that I've seen that has that is is like a Zappos right where they create such a community for their um you know for their employees so they become family yeah and you've talked about the importance of that where you know it's like you come to here like I'm sitting at a man man I wouldn't want to leave dude I just be working eating hanging out but you know I'm a nice cape it's this commune that's that's gone I mean most you know we talked about earlier when and and just the industry overall so um but one thing I want to hit on is because I don't want people to get the wrong idea either and correct me if I'm wrong here but I just from knowing you I don't believe that your success is that you just built this badass building yeah right you got this badass building but man you you are so intentional about the events that you do and you're you're here like you see the tour but we going to you're back in private office you're there your wife said which met your wife on on on on camera your daughter's there your granddaughters in their three month old granddaughter you know like you're in here every day you're you're bringing we type of that sense of community sense of belonging cultures become like a fad word anymore you don't know what it really means you know I with that and it's it's like yeah II get this beautiful space but it's you that that's that's that's leading in and driving and bringing everybody together be an intentional of how you create that bond enos and can you can you talk about the importance of that of of you know how you lead that process and really bring that because you said it multiple times where it's feeling yeah right like nobody thinks that we're cool you know I like cool people right it's it's all day they like us because of how we make them feel about themselves and and and in today man's society people are lonely and that a feelings so gone and and and that's gotta be a big part of the culture right people want to feel a part of something yeah right well let me let me take us quick step back it'll lead right into it so about three years ago we're successful we're not business people like we just learned as we go it's same thing how we learned in real estate but we're good at real estate so that's what that's one thing we're gifted when I know how to sell real estate and not a coach so does my wife so we take the quality of real estate and the knowledge of it combined with truly caring about our agents like we only know how to run this company one way and that's like a team I don't know any other way so so the connection is really big and when people say to me one of my biggest pet peeves is when I hear people say yeah I don't want to go to a big brokerage I want to go to a boutique I don't want to be just a number I go the amount of people at a place there's not constitute which makes you a number it's all has to do with the leadership you could be in an office of ten people and still feel like a number well we're an office of 830 and if you feel like a number here it's because you let yourself feel like a number cuz we're very connected but so three years ago we're successful and I'm not a mastermind type of guy and the reason why I'm not is I don't believe him I think most people are phony most people are out for themselves and I know it's a pessimistic attitude but I've sat in them and I walk out and they sometimes I just feel more drained than I did coming out positive and it's because nobody really wants to share everything they have with you and they keep some stuff for you so I never really understood how do you build so we were just workers building connecting so Angela says a from my birthday I want to go to a Dave Ramsey Leadership Conference so I know Dave Ramsey from financial piece and most people know him from financial piece but I didn't know Dave Ramsey ran these big businesses and financial pieces just one of them so I'm like you know right for your birthday I'll take you we flew to Tennessee and we sat in it was a three-day thing and now I can't sitting in one spot for an hour I'm just I'm just doing I'm done so I'm like all right for you honey I'm gonna do it and I sat there three days we listened to Dave Chris Hogan bunch of it I just top-notch business owners I never really experienced before and we walked out of his seminar three years ago and I looked at my wife and here's what I said to my exact words I go we don't know and I go that's a good thing I go where where we're at now and what I just took out of three days we could implement things that I had no idea so a lot of that stuff was on leadership on how do you how do you understand disc assessments how do you communicate with your staff and it really just opened up a whole new world to me cuz I'm a driver man I'm an off the chart d I got nothing else in me so when I go in talking to my office manager well she's an off the chart s and say so I'm like I just need answers and and I leave the office and she's crying I'm like well why is she crying she thinks you don't like her I'm like what did I do she's you didn't like ask her how the family was doing and I'm like really madam got time so going to Dave's classes he teaches you how to be a leader so one of the things we do that Dave does is we have every staff member has their disc chart right right on their desk with the graphs so so the deal is with the staff that if you were to go into somebody's officer approach them you have to respect their desk because you're approaching them and if you're going in their office you approach respect their desk so my staff knows when they walk into my office get to the point don't don't fluff up stuff but when I walk into my office with my office manager I have to start it with how's your day going how's the family and you know how's this and and all of a sudden the our staff started to connect and it was just mind-blowing a family cuz we really cared about we took the time to understand what is your personality how do you like to communicate because we're all different so being rejoined Dave's coaching got to hang out with Dave been a Dave's house when you're around people that just get it and they're at a whole nother level than you're at you can't do anything but go up to that level you know and I know you talked about it is who do you surround yourself with and that's that was the piece to the puzzle that took our company in in a year and a half from 700 750 million and just a year and a half to doing 2 billion and it's because these tweaks of how do you connect with people how do you bond with them creating like dave says no gossip policies zero tolerance he's very intentional on how he created his company and you no wonder he's a success so now now we hang around with like the CEO Ford Motor Company and owner of chick-fil-a and and then when you go to these mastermind things with Dave and Chris Hogan and I'm going wow I want to run like a whole nother business here and and that's what we did so all of our business I own they're all blowing up on me so I own my own pre-licensing real estate school we do it out of here I do anywhere from a hundred and fifty to two hundred students a month out of this school one of the top real estate schools my my JV for my title company will do over 300 million just out of my JV most title companies just don't even do that got the bar cafe in the event center that's blowing it up obviously the the real estate office two billion dollar operation and you know we wrote our book master in your real estate career we've been traveling doing that so we're very intentional on number one who we surround ourselves with number two is what people we let in our inner circle it's important culture is huge that word culture to us is not a flippant word we throw around in me and Angela almost every Monday we do our Monday morning mind sets so we're either live or in front of our agents here here's the difference we talk about life we talk about our relationship our marriage the struggles we go to you know when people look at us I'm just like everybody else man I'm no different I don't like if somebody says this is the boss so this is the owner no gods the boss I just run it for them I'm like the janitor here I'm cleaning up the garbage I'm changing cleaning the bathrooms changing wires on the project I'm that's what I do here you do whatever you have to do to get it done so that's that's the type of environment that we created so my wife and I talked about life and we're just touching on it briefly but I'm gonna jump into it for a minute because this is how important I really think it is and I've been with my wife since 2002 we don't even count the anniversaries I think but married 16 years or something like that but everyday to us as our honeymoon we we are best friends we're business partners were with together all the time she literally doesn't drive anywhere because she's always with me and we were just having this conversation this morning so this is like 17 years we constantly talk about this and I said to her do you think anybody has a relationship like we do like you're my best friend like we have date nights there's a crack almost every night when we leave here we'll go out we'll go home we'll feed the kids and we'll go out for about an hour and a half just to unwind have a date night we crave each other's company and I go that is one of the reasons why we're so successful there is no tension at home now I'm not saying we don't have arguments but there's no tension she's not worried about what I'm doing I'm not worried about what she's doing that we'll have a big blowout fight where my egos getting away her egos getting in the way we just love on each other and we this is what we teach in our office I go look if you're home life sucks you won't you again anything done period I could sit and teach you two I'm blue in the face I could give you the best tools the best slam dunk leads I'll get you leads ready to go in the car if your home life is bad you will not be successful that is the biggest thing and what turned it around for us is or for me is once I got rid of my pride and ego or understood that I had pride an ego and I have a vertical relationship with the Lord and then we have that horizontal it's perfect and God talks that's another scripture verse we talks about three strands three strands that's husband wife and the Lord when you have three strands it's unbreakable that's such a cool concept and and that's why we're Fein arms in this business that any business we touch we just steamroll because we have the same passion we do the same thing and and we share the same experience as everybody else does so it's really cool and we have six kids you know I don't know when the last time I spoke to you but I might have just adopted the two kids or not but we've adopted ones I think we have a four about a little over three years now yeah that's awesome and it was tough at first you know they're coming from families that were broken and seeing stuff they should have never seen and now we're their mom and dad so I got a second grader now heck last year and firstly that kid got in trouble every day go I'm too old for this it's yeah but that turned out to be great kids so and now like you said I have my first granddaughter and life's awesome but I'm here to be a servant leader I'm here to glorify the Lord I was recently featured on the 700 club with my testimony so somebody wants to hear a radical testimony go check that out or message me I'll send it to you it's radical just last night I got contacted by Teen Challenge to come to you some speaking in front of a bunch of drug addicts that need to hear about the Lord and hear me about life lessons and look your life ain't over if you did drugs that's right yeah take the mask off and everybody's got issues absolutely yeah you know and in its that vulnerability you know right it is a leader transparency and vulnerability because if you didn't share your story and didn't come in here didn't speak about your struggles and how you overcome those struggles and because people they didn't know you from the start they'd walk in here and think you're just superhuman oh yeah five companies make all this money you got all this going on he had a perfect marriage of like dude he's a freakin unicorn yeah I wouldn't they wouldn't get it but when you become that vulnerability man they can relate you know right and it becomes so much so powerful and I remember the first time you talked about your ear your Monday you know mindsets that you do with your agents so this is before um this is uh you actually spoke yeah yeah this is believe me the podcast is your vacation I mean a job yeah yeah and I got asked to come in there and which I thought was super cool that you're you're also like hey we'll bring in outside agents or other people you're not you know some people just get really cloudy with that yeah right and but I come in there and I'm like well you know what would what would you like to me speak most real estate office like Oh we'll talk about Legion talk about this right and it was talk about your depression and and how you almost committed suicide and and how you overcame that and and I've never had a real state officer really anybody sometimes that's what comes up here and there but nobody I knew I even talk about most most offices are uncomfortable I'm like they want me to talk about it for an hour oh my god cool I love the story so you know I talk about it but it's only only brokerage or or space they've ever been in what were I was a CEO that was amazing um but before we talk about some of the Sigma for nobility and in transparency inside the company man let's ask a little bit deeper on talk about the home life and in the the family life you know because under we've all probably experienced you know that time where you know it's like hey you just getting a big blowout with your wife or your significant other and then you're trying to go out there and write contracts this with your agency you got the stomachache and it's hard to focus and yeah you cannot get the best version yourself if shits bad and the home life you know but it's what anything of greatness takes work it's not that you just hit the lottery and got married and you guys are perfect right like dudes like I know it the easiest thing to do is the average so you guys are you know you you talk about all the best friends I mean and it's epic and and I know it's not you just talking about it because I've we've known each other now for four years I've seen it you know right now I witnessed it and it's not some BS fluff story but with that being said men talk about like because everybody wants that I think like I know I want that but to be honest with you I think my wife and I have a great marriage but how you just described it we don't have that you know right like I'm like damn dude I got a level the hell up this is why the hanging out with the right people makes it's so important right so I think in their family life matters to them they want exactly what you talk about so walk us through you know just some ideas or tips or or I mean how do you even get to that level where and the work that it takes to get it that to that point I actually could say I have the answers and it's it's actually mind blowing first of all about touch it you you you said something that was key you say a lot of people want it and just like anything else that here's what people don't understand your life is just important as your business I've met really good business people have a good them like you said probably the same situation here and but they go I want I want a better this and again you know it's funny you you use that word want here but in your business if you say you want something here in or somebody said here's what you would say to him well then go get it so when you say I want this but then really do nothing to go after it you got it questionable how bad do you want it or what do you do so I'm gonna answer this so so you know I'm very transparent about God in my life and it's it's my walk and you know working for the Mafia and being a drug addict and a drug dealer and I should have been dead ten times over it God had a purpose for my life and and I look back to my life and i its just radical radical transformation so the thing that in the 700 club they're very under the thing they go what could you say to finish it off that what God did for you and here's what I said I said God saved me from me and when you start to realize that every human being works off a pride in ego every night my prayer I'm not kidding you every night I go Lord just keep ripping me of my pride and ego keep ripping it away because pride and ego will destroy anything in your life including marriage and some people go I don't have a bad marriage well here's my thing if it ain't great it's bad there's no in-between but knowing what I know is with marriage so here's the first thing I tell husbands love on your wife pull out of your way for your wife don't wait for her to ask for you to do something you need to say and once again I'm gonna keep reverting back to scripture and because people end the one thing cuz the scripture says wives submit to your husbands so especially in this day and age of the women just get into an uproar what do you mean submit but but they don't listen to the next part of that and husbands love your wives like Christ loved the church now once you understand the way Christ loved the church what did Christ do for the church he died for them he died himself for them so so there's a this is great analogy and I forgot the buck but I'll let you know the book after this but there's this great analogy of a bad marriage so here's the bad marriage the wife wants love the husband wants respect so the the thing goes around in a circle the wife doesn't get the love so she doesn't give the respect husband doesn't get the respect doesn't give the love wife doesn't get the head and it's it's a never-ending circle that's never broken somebody's got to break it somebody's got to rid themselves in the pride and ego so I always say from a man's point of view man-up love your wife now so here's what happens every time we get into an argument and we get in arguments we're on big companies first of all I'm never leaving her and she's never leaving me we already know that it's my best friend so we always say you know when you're in a fight or an argument it ruins your day is that good or bad it sucks who's in control of that just two people you and your wife if you both think that suck why you both live like that so as a man here's what happens even if I'm right this is something I learned the law even if I'm right it doesn't matter it doesn't matter because me putting my digging my heels in and keeping to my pride and ego only makes us both miserable I don't want to be miserable she don't I'm gonna give in because here's what puts me in check if I go Christ died for the church if I was to hold that and go oh look what she did to me look how she pissed me off look how she didn't respect me in that situation and I hold the grudge here's what I'm really saying Lord I'm better than you you see you died for me I'm a wretched sinner and you died for me yeah I'm gonna stay mad at her what what kind of an example is that am I better than you Lord and it starts to make you really question why do you pride an ego then when you start to do that your wife submits the same way now you have done this conversation that that's the way you want to live that here's the next thing you do every night first of all we go to bed together every night we're never separated she don't go to bed before me I don't go to bed before her it doesn't matter his sacrifices if I'm still working on something and she says she's tired she goes I'm tired I want to go to bed I'm like alright give me two more minutes or vote a bed with you I don't say you know honey I'm working on this that's how important it is to go to bed together she don't have girls night out I don't have guys night out we don't believe in that they don't believe it now we have couples night out we surround yourself with like-minded people so one is we go to bed together every night second we pray over each other out loud every night I pray over my wife positive things I talk about what happened during the day and how much I love this and that you know you ever hear when people write down write down all the things you like you know positive things in your life I forget what they call that the gratitude list or whatever and they say if you do that every morning and you focus on it you start to see the things in your life that make you happy why don't you do that with your wife why don't you tell your wife every night just it's like a gratitude list about her that you're praying to God about so I every night my prayers are like lord I am so blessed to have a beautiful wife like this she's so smart today she solved this problem today you know why that was grumpy and she loved on me and you man I'm gonna tell you it will blow you blow you away that little thing will do to your relationship every night to pray over each other accolades and how much they love you love each other if the bond is incredible yeah absolutely mind-boggling now that's my 10 people said we should write a marriage Bucer and I'm probably going to we did I did a seminar the other day and I talked about who you surround yourself on how important it is get rid of victim mentality –hz get rid of negative energy I can't be around negative energy I mean physically can't be around them it's just you feel that so this woman in the back of the room and she raises her hand she goes what if it's my husband here's my response to her I go to home and love on your husband you break that cycle I go because when you break that cycle you'll see a change write down the pride and ego so that that's my my little marriage counselor for anybody out there there you go those those are my secrets and I swear by my secrets and it's amazing you know I want to touch on one thing I I always keep saying this is my ministry I'm here to serve God that that's what it is and he really does bless me not only with the physical stuff and health and material stuff not only and my wife but just my mindset the way I could think the way I visualize the way I have a gift of discernment like I could I could read people right away and I did that before I knew the Lord like I could see demons and I think we talked about that the first one but here's what I say and this is a hard thing for me to say because this is my ministry because I do profess Christ but I know there's a lot of people out there that go of course you give God all the glory look how blessed you are look how much stuff you got there's days I say I wish he took it all away from me so that I could really be a witness for God and that's tough to say because we still live in our flesh and but I say I've been saying that a lot I go I just wish he just he'd everything fell apart because you'll see me glorify him just as much and that will grab more people's attention so ya know it's I have a really good friend of mine that's also an amazing real estate agent broker broker on Virginia Beach she's been an amazing mentor of mine and she's very religious hardcore Christian as well and everyone's our mission is to get to the point in her real estate business is to build up or she ties ninety percent of her income and one of those off 10% last year I mean their company like gross gross company over 57% you know just but people say the same thing oh well it's easy for you because you're multi multi-millionaire and you have all this and she but you know I'm gonna have those deep conversations with her yeah I mean she they don't realize that I mean she's always operate that way and it's like well is you know it is she giving back because she now she has that money or she had that the success that she has because she died from giving back in the first place and that certainty that you get of you know you know what you're doing and that completion that it's but people want to give an excuse of why they're not doing it right they don't because it's just easy to hide you know if you come did you find a way if interested to find an excuse right so now I love it man such powerful stuff but everything I said there too with the marriage you know just seems like all that stuff really can apply to any relationship that really matters in your life you know right it's I mean maybe I'm going to bed together it's good all your stuff is you know cool things I've you know just from other mentors are things it's like hey you can either have a great relationship or you can be right but you can't both you know right now when you talked about completing this circle it's like so if you were like oh this was a 50-50 no ten percent zero yeah right and that's that's what you're talking about they're just taking that loner ship and and now do you think because you know some people think that leadership is you know like how well I can grind my people down or or like you know whatever and and yeah I mean it's like the best leaders understand that leadership is all within you know it's not an external thing it's an internal thing and because you're doing so much work on yourself like you're not saying guys oh go do this and this and this like you're like I mean here you're working on you and and you're being the light yeah right you are the example and you think that that's part of or what really makes the culture here in addition to you know all the Vinson people can tell you care so much from those but that that is that difference maker is like did you walk the walk like someone comes in your mouth like I don't know anybody I mean like you not like to wear well I don't think anybody can sit there and say Chuck's right like dude like you're legitimate right yeah it's I just know me that's the way I walk it and look I have my faults trust me he's like everybody else and you know there are times that you know when you have a target on your back and people do talk their crap behind your back and and yeah I get stuff and sometimes I lose it I mean you know I have a rageful nature to begin with them I'm a rageful person that's how I was brought up you know running the clubs and working for who I work for so it's something I recognize and I control so but yeah I mean I'm just blessed man I'm walk-in and here's what I tell our staff especially when we hire we hire em it's like a seven step interview like they have to they have to interview with almost every staff member because they're coming into a family and and I know most companies don't operate like that it's a word leave your personal life at the door I don't mix business really no we we go to dinner with our staff we all hang out together we do stuff to get like it's if you don't want that it's one of the things we say in an interview if you don't want to be part of our family and we're gonna be in your business then you're not for us and we're not saying that's a bad thing you're just not for us and my staff are my best friends like III think about I don't have really any other friends my staff are my friends what we're actually going on a were taking him a bunch of them to Europe that was my vision and I it was funny cuz me and Angela were blessed to go on these river cruises in Europe and absolutely it's just mind-blowing to travel to Italy and Germany in Austria I mean and we shot one last year and I and I said to my wife wouldn't it be nice that we could take some of our staff with us like that's that's amazing expansive itself and then I just I just put my said no but we just find a way of doing it call him up right now come to make plans we'll even next year or whatever it were paying for everything that we booked it we're doing it and and that's I'm be given that gift that when I say it's done that the whole joke around here if Chuck says something's gonna happen it's probably done by tomorrow you know just like building this building how quick they put it up but no Josh a it's the connection here is incredible with with our staff and we read books together we study together we we do meetings you know like I said I get trade by Dave Ramsey I'll bring them I'll drink different groups of my staff with us to Tennessee to get trained well I am destined to them yeah the end I also profit share what my staff my entire staff you're with me a year every business I own everyone I share my profits with every staff member because it's not only do I want to have them be blessed to have the best place to work but I want them to be financially make money up they're not here just to make me money and it's just you know here's the thing we all die one day you'll go home that's that's the way I look at it if you don't want to believe that's great I'm not here I don't put down people or condemn people I mean I got Muslims who work here I got atheists that work and I love on them human beings like everybody else you know hate the sin but not the sinner but we all go home one day and people gonna find out if there's a maker or not and you know nobody gets out of here alive so I'm going through this world hard yeah successful I don't care what people say about my back because I am assertive which leads me into you know the the other thing I'm doing I mean my license is a dxb Realty and it's been there since January and people when they heard of it and I got a little worried about announcing it and then I said you know what I don't care what people think it's not their life it's my life you know my agents right over you closing the building no I'm not closing this building's been running the same way I'm around here they're they love it nothing's changed if they want to go to exb they come to x-b they don't they don't if they want to talk trash in here there's the door don't let it do this and so rumors started to spread because obviously my competition likes to look for chinks in the armor and they're the worst gossipers out there and in saying stuff like we're going out of business we're broke we're going bankrupt and then I put my foot down because we saw one person saw the rumor and I probably know who it is but it doesn't really matter that the reason why I moved is because me and Angela are getting a divorce and I'm gonna tell you at that point when you attacked my wife hotman you one thing I could say I don't take kindness for weakness and so so that's what I'm doing and the reason why I'm doing it is because God gave me a gift to bless people in this industry in what yet spean Abel's me to do is to take a platform and take the walls down for me to get out and touch agents across the country that I could travel and do seminars that we're doing and I could impact their lives not both in the business but personally I couldn't do it just here this is my baby there's always been my baby but I'm a business guy i'ma come on I'm on a mission and and I spoke to gladden Sanford before I made the move and told him this is what I'm doing if you're on board with it this is what I want to do I'm not a virtual person but I'm gonna make it's a virtual it's a cloud base you don't live in a cloud so there's still physical connection and the master mining is incredible there so it's it's that's what I'm doing so I'm transparent if anybody now who wants to be around me is really cool hi so people reach out for my first podcast so I'll let you know that that's how powerful you are kudos to you brother because you there's a lot of people who do podcasts you're a rock star and I've always admired you I was actually pissed that I wasn't there when you come to speak at my company because I like to watch you and people still reach out about that podcast and I had a guy who owns a brokerage in Jordan that Georgia North Carolina that been watching me for years he watched your podcast and here's what he said to me now he knows what media XP he goes now I could finally partner with you that's what that's why I'm doing it now if there's anybody out there on this podcast I don't care what state you're in where you're at me and you will now be a partner that's the cool thing you don't work for me we become partners I'll share all my knowledge all my expertise with you and which is gonna build they'll bill build and that's what's exciting about what I'm doing you know I've never done building you know you're the same way so yeah man so kind of walk us through that because I think some might have some confusion when you say that of because you've got revelation real estate that's here that's separate from exp but you're the owners and so you have to have you don't have to hang your license here see if your license with exp so you operate as an exp agent and all their you know 49 states what do you do here in Arizona I mean it's like are these agents here mix of Revelation and exp agents are looking up like if somebody wants to walk us through this how it came about why you got the idea and kind of how the structure is you know just maybe there's somebody that is interests reaching out to you but it's like well I have another brokerage and but they don't want to let that go because you can have the best of both worlds right which is what you've done well do an extent that that's a I don't know if I would say that black and white and but I'll tell you what took place so Curtis Johnson my buddy he had closed down his brokerage to come hang his license and build his team here year and a half ago ya know two and a half years ago whatever it was and so he had come over and I love chatting with him helping you know build the team and he quickly realized nobody knows my brokers like until you're in it then I might talk to the physical space and he quickly realized when he said I actually compete with you because your brokerage runs like a team where people go why do I need to be on a team no no it's not that black and white there are perks to being on a team but he says it's tough for me to build and he goes look I'm just looking at other options and he was looking at the expansion model at kW and I looked at that years ago and I go that had so many flaws in it but neither here nor there so he approached me and he said hey you ever hear of exp Realty now I did hear about him three years ago they approached me when I had about three four hundred agents and I understand multi-level marketing I loved multi-level marketer I loved the concept of it because it truly when you have a good product that truly is helping other people become successful but so they approached me I understood the multi-level marketing I'm looking at his model and then the guys talking to me as if I'm some rinky-dink real-estate agent selling me on oh oh you bring people and you make money when they make a sale and that's Oliva selling me on my buddy I don't real estate like the back of my hand I wrote a big brokerage I go oh you're doing you don't have a brokerage you know what I said to him is a product your product is agents sell real estate cuz if every agent gets in hoping to make money off of the next agent who the hell sell in real estate to make the money nobody that's where it goes from the pyramid scheme right pretty much but the pyramid scheme would be like if it's a fake product yeah it was a real product but nobody was selling it so so when Curtis mentioned it to me and he says no I think you need to relook at it you know Jake hinders in it Michael Reese I'll be stasek right go you know my those are some big names in the industry I respect Jay and I've and as his training and coaching and Cicely you know what Curtis for you up at least listen to it so what we were doing I was checking it out and I'm going alright these guys are starting to sell real estate and they're starting to bring some real when I call real real estate agent said and so as I was doing more and more homework I'm like Curtis says to me goes look Chuck I want to do it but I'm not gonna do it if you don't if you don't do it I'm not doing it and I says all right Curtis I'm not sold on it right now but if I do it here's the way here's the way it worked I'm gonna go in under Jay you come in under me cuz I'm not even sure about this plus my reputations on the line so we he did we did that and I watched and watched over the months and I said to Angela probably about four months into an Iowa stuff still going on here I was still looking to get my cafe up those the first chef so I'm busy and Angela said to me she goes what do you think about the exp and I go I'm not passionate about it no I will tell you something about me if I don't believe in a product and I'm not passionate about it I'm not selling it I don't do nothing from body there's no that don't even make sense to me it's passion that drives me I don't love what I'm doing so she says to me it was really funny she goes have you even looked at it have you even studied it and I'm like no it goes well how the hell do you how would you have passed her but you don't know what you're gonna passionate about like all right good point is she's not been busy so then I did I started diving and I started watching it was coming in Daniel beer kyle whistle and I'm just in it clicked charged it just clicked to me and I'm like this platforms unbelievable you're connecting with agents that were basically were all owners of the company we're building a company of all like-minded masterminds do you know what kind of force that's gonna be it's gonna be a force that's unstoppable like I know how important leadership is so when I built this here if I if I was able to go hey Josh you're gonna be an owner here and Curtis you're gonna be only here and Daniel you're gonna be an auntie here and Jamie we're all gonna be owners in this one location do you think this would be one of the most amazing real estate offices in the valley well it already is but it's little it'd be absolutely incredible but that doesn't happen this is what we're building and then here's the crazy part with no boundaries so we're getting the best of the best doing all the training all the coach and all the mastermind in and were tapping into a sales force of hundreds of thousands of real estate agents this thing is going to be it just my opinion huge and why am i passionate because I'm able to impact people lives that are outside of Chandler Arizona or the East Valley so now when I we just did some speaking engagements we were in Nevada we were in Henderson and Las Vegas we're going to Colorado next month I got full rooms of people that are going no nobody ever taught us this stuff and then I'm saying you want to be my partner here's the reason I know the brokerage is out here they saw not every one of them but most of them suck they're scaling back scaling backs going back I know what to give I know how to build leaders and this is it's just my ball it's just blowing up yeah I'm just jazzed about what the future holds about a company filled with the best of the best you're all turning to recruiters trainers leaders you're all everything because we all own the company it's amazing concept and it's the it's the great platform that exp built that virtual platform is what really makes it great because it's not franchise offices that's the biggest difference yeah so it's pretty cool stuff does it has it created any resistance in here absolutely because why am i you know like man I don't know sure there's sure you had a lot of fears when you when you did that of what that could look like internally you know if knowing what you know now if something that's watching this it's thinking about doing it you know of course if you're gonna do something like this make sure each other Chuck because he can walk you through how to do it right but no we know now it what would you may have done to prep and educate you know what's funny I'm gonna go to complete opposite of that the way I did it was kind of silenced you know maybe maybe nobody will notice what's going on I got I'll tell you I can't believe how many people outside of this brokerage give a about me I'm just like like my agents were sitting up in houses and there's what Reuters from other companies you know Chuck's got his real estate license and exp I'm like do you guys follow me everywhere I go like I just do you care about me that much I feel you listen to my first part about getting your life together yeah it's got to be miserable so if I was to do it all over again so so here I actually came out of the closet really in June but I said what am i doing I preached every week to my agents to stop being a people pleaser that if you're doing the right thing or you you have the right heart the right integrity if somebody's gonna react the way they do I don't care if it's a family member whoever it is your best friend if they're gonna have a reaction towards something you're being honest about that's your life that's not really affecting them that's on them not you in Angela also say my wife's good for that she keeps putting stuff out to me she goes you preach this all the time and yet what are you worried about who cares what people think the people that know you know that that you're genuine and that you're really for him the ones who want to talk their crap you want them to hell out here anyway and and so if I was to do it all over again I don't know why I was trying to massage this thing and they were worried about what somebody who's gonna think about what I'm doing in my life that doesn't affect them so here's what I say to my agents any of my agents come up to me that bed Ramon if they see any ectopy agent and urine any agent from that not as loud in here when they say something here's what I say how does that negatively affect you you you tell me how that negatively affected you I'd love to hear owed because it doesn't in no way shape or form no yeah and if they don't like what I'm doing because they're jealous or they have a miserable life when I gotta imagine the right agents they do want around he know you so well oh yeah you would never do anything that would be in there they're worse interests right so and then I would sit there and think like if I'm an age and I'm like well how do I do that in this agent thing can i really license me in Vegas and then have join the XP in Vegas and the me licensed here you know like there's they work with you there's gonna be war ground for other agents for their team leaders that I know a lot of team leaders that aren't a broker owner that you know they don't want to dissolve their I don't say dissolve their team but they're they're good where they're at but want to do something similar to what you've done I'm sure well potentially many here's the thing with the way it the reason why I did what I did is I'm too massive of a company to take to turn around and tell 830 agents you're switching your license to another model here's the fact of that matter exp will not put everybody out of business there's always gonna be all these different companies there always has and there always will be the reason being is there's different models for different people but most of my agents here here's what they say to me they they know and then the ones I'm friends think of I got no desire to go exp B I don't want to talk to agents I don't want to help out other agents out I want to do my real estate and go home at the end of the day great that's why you don't go to the X P if you're a builder and you want to build something exp is the perfect platform I mean it's just mind-blowing and like I said here's the difference with me I'm not the average Joe agent going in there that I know people get this stigma of exp that all the agents do is keep calling every agent up said hey you want to be part of the XP I think it's horrible and that's horrible in any sense cuz there's real estate brokerages that recruit that way we were just talking off-camera about somebody who still recruits that way just blasting the phone blasting the phone hey I'd like to meet and believe me I get the same tags with the same lies and I hate lies there's no such thing as a little while a lie is a lie so when somebody says hey I was just checking out your production we think you'd be a good fit for the office and and I text back really you've been just checking out I haven't sold the house in a year you know I'm not actively doing you don't even know who I am that's a lie don't don't lead him with a lie so what I say and the reason why I'm different I am value choice just like you I could look at an agent and go I'll change your business that's how much I know about this industry so what I'm creating an exp is I'm taking all of my knowledge of running a massive brokerage on how to attract agents how to build agents how to impact their business and I'm just using the exp umbrella to take all my knowledge and skill set to a whole nother level but other than that platform and conforming to their rules and regulations so for me to take this company and that would have just been I would have just take a sledgehammer to it for that matter because most of my agents wouldn't even move txp they would have just gone to another company I wouldn't do that to him I think what's so amazing about it is and I truly truly believe that you got people to have this fear of the realest agent becoming extinct and just aren't gonna be real estate agents themselves won't be extinct but a lot of real estate agents will become extinct because they can't move shift change and adapt and you look like any ARS danger reporting they're like the number one threat to the real estate agent there's a real stage in themselves and people are freaking out realist agents are freaking out about this technologists coming out and whatever instead of you like every other broker own that's like all exp not competition you found a way of hey man it doesn't have to be an either/or we can be a with each other not against each other and that is you know it was you know with Zillow noise other companies everybody's freaking out and I'm like look a lot of these companies are doing what they're doing I'm more than what they have cuz we haven't done maybe a good enough job as real estate agents of solving the problems but just because they've adapted different models or whatever doesn't mean we still can't identify the problem solve the problem and work with them and against them you know right a lot of these different hedge fund companies that are disguised themselves as really companies like do they still need us and and but you've got to go out there just like you've done think out of the box man it doesn't it would not this either or this that we can all succeed this and go together and she's got to think differently man and it really all stems to if you ever look at Nara North puts out statistics every year and and every time I travel or do seminars I say to every agent anybody ever seen ours phylla buyer and sellers and they look at me what's that like oh it's insane it's the best statistics that not put out for the real estate agents so statistics like this they tell you what percentage of people use the real estate agent and it's it's almost 90 percent it's been consistent like that for for for years and years it doesn't change so the sky is falling the numbers aren't showing that then then the other statistic that I always harp on is they say eighty nine percent well isn't as eighty nine percent of all buyers and sellers last year said they would use their agent again or refer them out eighty-nine percent yet twelve percent did and then I go does that mean because they're all a bunch of liars no that big gap is because agents don't keep in touch with them so every person that you interview up that they close a house these are ones are closed eyes on these ones who actually used an agent why those was so polar opposite because after every sale and you know this would you sell houses oh my gosh I love you mama told my friends and family about me to keep using you okay three years later when they need you they forget who you are and that's why that statistic is so warped and I say to every agent you want to make yourself so you're not obsolete stay in touch with your database work you sphere of influence and here's the bottom line to wrap it all into what revelation does and the way I teach all the time stay connected with people offering value and you don't have to worry about these niche products coming down the line because here's what I say and most people relate to me I'll still go to good restaurants to get a good steak and pay three times the amount of money that I would at Chili's does Morton's or or any of the big steak houses think they're gonna go out of business because there's other people that are undercutting you know I'll pay more money it's the same thing with these companies so if somebody's going to come and buy their house look they might tell it quicker but if I have a connection with them they're gonna be like yeah I know you're gonna cost more money and not sell it as quick but I like you yeah guys I don't know why nobody understands that object it Real Estate's always a relationship business so yep yep always is always has been yep especially as the contracts get bigger they need you more I his I'd say you don't want any agents should start to worry when they see that contract getting smaller yeah the more gets bigger the more they need somebody to help with it yeah yeah god bless attorneys right one time I like that they love it man so I know we're going along on time and this has been just such an epic time and I mean any time I'm able to just pick your brain and learn from me and hang out with you is is always amazing and man this is just been an awesome experience I'm so amazing seeing we built here as we wrap up here man I don't we've talked about so much through this and and now that compared to last time we talked which you you've worked with and and built a big brokerage before but now you know in addition to what your continuing here locally I mean you're speaking with a meeting with thousands of agents costing over the country so you're getting all these different perspectives and you know based on what your what you're hearing from these other agents and the talks that you having these conversations with with agents all over the country if you were to give you know last piece of advice or last you know one or two piece of advice to wrap this up to share with our audience that you through would have the biggest impact based on what you see is taking place right now what would that mean here's the thing that I can tell you I believe is is the most important thing to anybody success obviously will go back into the relationship but but who do you surround yourself with it is life-changing do not do not look at that as some easy thing that as some flip and all you who I surround myself with know look for massive successful people to surround yourself with it's contagious you will not believe how you can change just by being around like-minded drivers if you're looking at massive success you have to hang around with massively successful people that have that attitude I can't tell you how many agents who sit there and go oh I'm afraid of what offer pattern Oh Dornan home you know and I go you you cuz you keep hanging around with that group of agents that likes to create that type of environment and then you tell me how far you're gonna go hang out with drivers and leaders and successful people and that's why I said that's that's why I'm doing what I'm doing I've been blessed with unbelievable knowledge skill set visionary tools systems I'm looking for other leaders who say I'm ready to make a change I'm ready to do something that a massive level because because I believe what I'm gonna be doing and the people that are coming with me is just gonna be mind-blowing just to powwow with them and I learned that firsthand hanging around Dave Ramsey's organization life changing yeah amazing man couldn't agree more and anyway you know greats like Jim Rohn the same piece of ice right you were an average of five people you spend most time with and so true you know yeah I mean so many of the Great's that exist now and have existed you know they you hear that over over over the power of it and and you know hopefully hopefully people listen right so all right so a last thing before we be in here because a lot of our listeners might want to reach out to you if they're local maybe when I talk to you about you know how they're here Chandler why they wouldn't want to be here you know I would but I've got a big reach all throughout the United States Canada if they want to talk to you about that what that partnership would look like a exp and learn more about that where do they go do that that job they call me directly you want to give the number you said to you rather four eight zero five seven zero eight zero two zero you can call me text me and and here's I'll even tell you something else if whether you want to partner with me don't want to part me if you're struggling out there you listening right now and you're struggling and you're at your wits end contact me call me now I'm just like helping people God's giving me that platform I'll send you that the link to the 700 club it's a powerful message it's really hard for me to do that and so I just want to be a blessing just you're a blessing by being able to open this platform up to to me and and everybody else you do it you do amazing stuff and uh keep up the great work my friend thank you so much man its massive honor and those that are watching and listening I know in every podcast for this but information without implementation truly is the start of delusion information is a power it's taking that information taking action on it putting in the work that then creates the power for you go out there and create the life that you know you want to deserve and Chuck shared so many amazing piece of advice with you that you can start taking action on right now if you're truly committed to creating the life that you know you truly want or that you think you want right go through the action kick you ass thank you so much for watching and listening and Chuck thanks again man this is awesome god bless you guys i beez guys see you next time

Explode Your Real Estate Business Using Remine! : GSD Mode Interview w/ Leo Pareja of Remine



what is up my peeps Joshua Smith you with another GSD mode interview podcast where every single week we interview top entrepreneurs top real estate agents and strip top bad asses out there dominating their space so tell you guys we got a very very special podcast for you um you know in a different environment we're actually live here at remind with my good friend Leo pareja so you guys might have seen Leo's previous interview I'm talking about his real estate business so Leo was the number one Keller Williams agent in the world had massive success with that grew this this insane team sold his team and went out there and created read mind ride he saw this this this this hole in the marketplace this opportunity and has just massively exploded right taking a company from nine employees to over a hundred employees in the last 12 months and just continues to grow and explode and remind is helping real estate agents all throughout the whole entire United States go out there and dominate and crush their business so really stoked and honored to be here at remind with the owner and good buddy mine Leo Bray hi welcome to show bro thank you appreciate I'm glad you're here I'm honored to host you yeah no this is awesome man so we got in last night I had some good dinner been wrapping wrapping wrapping talking business and grow with an expansion and dude it just you never cease to blow my damn mind dude so you know like we're talking dude last night there's not a day that goes by whether it's from the podcast or or by boot camp coaching mentorship programs where I don't get asked about remind you know right it's one of these things that I mean a lot of agents are have a massive success with it but it's also so new to a lot agents in their marketplace so let's first start there man like like what is remind what do you guys do how do real estate agents who's all that's essentially this this podcast right now how do they use what you guys have created to go out and crush their business ya know so that's that's the hardest question to solve for because we invented a new category so we are a property intelligence platform and so what is that it it is public record user interface with consumer with MLS all mixed together in an easy to way to consume on a map and it's delivered exclusively through your molasses so that's the first thing if your local MLS is not signed a contract with us we won't deploy and that was a business decision we made early on because there's too many products in the market that are too expensive cost prohibitive for agents to use and so I wanted to bring something for everyone and the best way to deliver it was through an MLS and have you become core functionality of agents lives every day so we've been pretty fortunate that most large MLS's in the country have already signed contracts with us and we're in the process of launching in their market but we don't go live in a market until you the local MLS signs a deal with us yep love it dude so um which we'll talk about because if you guys are watching listen to this and your MLS is not with remind right which allows you free access as an agent to this software this system to grow your business you have a place on your website where you can you can get in contact with them and make sure that they're there in your MLS so we'll get to that all that but let's talk about this man because I could get I login to the MLS as a real estate agent I login they're unable to see properties for sale you know obviously run comps II see historical data but there's not a lot I can really pull out of there I'll set it maybe an expired list to go out there and prospect you know what I love about remind you it is is like most places right now massive seller markets right so it's very difficult to go out there and do out-of-the-box things to go out there and get listings it's very difficult to find inventory for our buyers like we got a stack of buyers man they they got the money they're qualified they want to go out there buy what we can't find them a property you know right so kind of walk us through how agents can use remind does anything they what do agents who are new they're just like okay I got this tool all that sounds great but how the hell did grow my business with it yeah so MLS is just action MLS listings are just actually active under contracts sold and expired right which actually at any given point it's less than a couple percent of the entire market so there's a hundred and fifty 1 million total parcels or so in this country we have about five and a half million transfers every year so if you think about it at any given point that's very small percentage of the total number of homes are listed for sale so when you log into an MLS in some markets like in Francisco right there's like 40 active listings in the entire Bay area and then other markets there's this whole part of the market that you can't find right and most MLS is an MLS is an association that is there to create the business rules compensation and cooperation right they're the ones who say these are the rules of engagement and we're all going to participate if I offer this compensation I'm gonna pay it and if I don't that's the body you can go get someone to arbitrary the the argument but the MLS makes a business decision to buy tools for the agents for them to look at properties look at public record input all that fun stuff so what I learned across the country is there's a whole bunch of different MLS systems right so when you log in in Arizona it's different than when I log in in DC it's different than in California so if we break down what most MLS is offer agents it's a public record user interface which is typically realist I map CRS and then on the front end MLS systems where you look up the listings it's either matrix Paragon flex rapattoni and so most of those platforms were built 15 20 years ago they were on older technology stacks and the realities and no one's innovated in that space period so the systems are old-school in how the logic works right you put in search and then it's a whole bunch of different fields and then what returns back it's rows and columns and you have to start digging and none of its intuitive right when when we onboard the folks that you guys can see behind me who are doing customer sales and service we actually it's almost like one of those YouTube videos when you give a seven-year-old a Walkman and they're like wait where what am i doing right so it's like find my house and I give them a login to a portal and they're just like where's the search bar think about it Emilie's don't have search bars we have to like hit general residential street number Street it's not how technology works today so our platform is on a Google map interface with a search bar and just a couple buttons so if I'm looking for a property I just start typing an address and I didn't ask the question is this listed for sales at public record information right as an agent we kind of take for granted that we know that but that's the first question you solve for is this for sale or not and if it's not for sale you have to go into a public record user Nerf in your market it's monsoon which they built ground up in other markets it's realist another markets as I map but we took the the concept of putting every single property in the country on a map and whether it's for sale or not that you kind of discover in the process but you can just put in a zip code a neighborhood a street number and it goes to it on the map and every parcel every property is on the map for you to look at to derive intelligence from and then so what we then it is we took every row of information of the deed on the deed 'trust conflated it with consumer information so we have a hundred fifty 1 million parcels we have 310 million adults we have neighborhood boundaries we have zip code boundaries we have all kinds of different things USPS deliverable addresses and then we made it super easy to consume so you can click one button say show me everyone who's been on title more than 10 years show me everyone's been on title three seven years and dots will disappear and appear based on the filters you apply we built our own predictive algorithm very similar smart zip offers first Auto rebo gave a reevaluate and you know predictive analytics is the flavor du jour of us talking about real estate right it's it's machine learning and all that fancy stuff and all it is is you're taking variables and making educated guesses so they all work but they're all guesses so you're taking length of ownership equity age all them all the mathematical equations that we know as practitioners are relevant to a transaction where I get excited and where we're getting the most awesome use cases it's from agents who are taking the platform we built giving them the mouse in saying you know best and so you know best translates to in Miami Florida an agent who had been licensed for six months had only done two deals doesn't have a big budget had a first time homebuyer who had been outbid three times right is the story familiar to every agent in America she was in Hialeah she did a search for the neighborhood and said okay I want everyone who's been on title more than ten years and I want everyone who's got more than $100,000 in equity and so you take a neighborhood of 500 plus homes narrow it down to 30 homes with two very specific filters that she was looking for she knocked on all 30 doors and said these are the Joneses they're qualified up to three hundred thousand this is their pre-approval letter we've lost that house that house in that house we want to be in here before the next school year starts we're ready willing and able to pay this price no concessions we're ready to go she not only found in my house she got two other listings right mark dmoz in Houston who's a good buddy of mine he's gonna bang out a thousand deals this year he's working with hedge funds so when he closes on a deal for a hedge fund he then goes to the neighborhood and then he does absentee in-state absentee out-of-state owners right so you take a neighborhood of seven hundred or a thousand and that drops it to like 30 or twenty because we can specifically filter by those things and then that letters hyper targeted and it's we just bought one two three main street for 225 all cash you don't need to pay me a commission it is a 10-day close no contingencies leave your tenant in and mail us the key cuz I have a hedge fund pain cash I mean that is more direct tina's strata out in California it was also a good buddy of mine she did a filter for multifamily and been untitled more than 20 years and no mortgage so three filters right so she's an investor for her own account she found about a hundred properties that fit that criteria she send him handwritten notes that were hyper targeted to that person because she was looking specifically for multifamily owners at the tail end of their investment career she within a week got one under contract for around a million bucks for an eighth unit in Southern California where the owner didn't want a big check because he'd been on title so long that it was fully appreciate it right he'd have a big taxable liability she bought it with 40,000 down that's four percent on a million bucks right he then took back a note so he got rid of tenants and toilets she bought a multi-family asset in Southern California for almost nothing down and she was able to do it hyper focused and spend very little money when you talk about mass marketing and you know you you were one of the biggest mass marketers I knew and you know how expensive that can get yeah I mean it's it's what I love about it is yeah real estate industry dude like it's such a there's so many archaic things about it yeah right like okay if I'm gonna go out there in I don't create a new dog food right then I can go out there start targeting my clients like people that like dogs and interesting dogs but in real estate with the current tools out there until remind like it's been impossible to do that right it's like we're here's where the typical roller does I'm gonna go through Circle prospect these thousand homes in this area every single day for three hours every single day and maybe only five percent of those people are who they should be targeting but they're targeting wasting so much damn time we're now cuz do like you you know certain demographic certain areas certain incomes like you know that hey the average person sitting here for five point seven months or six are I'm sorry five point seven years or whatever it may be now you can just get niched down on that focus and hasn't existed until now right yeah no hasty you said niche which is like the number one thing people asked me it's like how do you grow big business and I say you get hyper focused all right so the biggest businesses I've known agents focused on one or two things and just did it better than anybody else so I think the two I mean and I built this tool for myself we were building this purely to consume it for our team based on some things I wanted to solve for it psyche so I wanted to find every lot over a certain square footage with a home with certain characteristics so in Arlington Virginia down the street one of the wealthiest counties in the country if I could find lots over 6000 square feet homes built before 1950 that were physically absolute obsolete based on my definition right so less than thirteen hundred square feet three bedrooms or less one full bath or less one-story I you can't pop the top that thing needs to be scraped but if I could reduce 7,000 homes into 328 homes that fit that exact right here oh and by the way you've been on title for 20 years and you have no more edge I could then go by the lot at 500,000 so I get paid once my developer with and tear it down and then I get a listing at one point six which is you know the stuff we did when we sold real estate I could get paid one two three times right because sometimes I got paid 6% when we found it because the seller would pay us for both sides and then we get a one two one four one six listing on the way out yeah yeah and those that are watching listen we are at the end of this podcast we're going to a couple things here we're gonna you know obviously continue with the interview here then we're gonna go on a whole entire tour of the office their office space this is insane absolutely beautiful space one of the best cultures I've ever seen inside my organization's we're gonna take you guys through a live tour and then we're gonna have Leo pop up and actually take you guys through a live demo because what's cool about it man I mean there's been a lot of Tech Talks so far and a lot of real estate agents get intimidated by tech but it's so damn simplistic to go out there and use and it's like on the back end they don't see like for me like if you'd like okay if I'm going to the gym I'm doing a squat I don't care what muscle fibers are firing we're like just I want to do the damn squat and get the result like I don't need to know all the back and things that are happening but the ECU's is so simple man you just you just click a couple of buttons BAM anything that you want to have show up shows up so then talk to us man because all right so you plug into the MLS right so so you jump into the MLS plug in the MLS it's offered two free four agents right but then there's also some things that agents can do to enhance that too even you have better results with that with it kind of talked to us about that man I think this is really important right there's other things that they can do to absolutely go out there and freakin dominate yeah so the first thing we want to do is we want to be poor function of the MLS and I'm completely happy with people never give me any money in addition to what the MLS pays on behalf of the agent through your MLS do so that's the first thing you don't actually have to create a login and password if we're live in a market it is a single sign-on solution based on whatever your MLS ideas so depending on the market you may have a dashboard you log into and then you click on you want to go into matrix do you want to go into realist you want to go into remind in others it you go in through your main portal or you can just go in through your domain right so our MLS team on comm will be yours bright MLS remind.com CR molest I remain calm so on so for M read remain calm and then you just use your own login credentials so from a pure fact-finding public record look up MLS look up it costs you nothing you can go into our search bar search of property open a public record and see all the live richness of our application and its we not only when we should public record information it's the stuff you're used to seeing in just you know the old school systems but with a bunch more intelligence so we bring in the FEMA flood map and map it to every single partial in this country not a big deal Arizona but our Louisiana clients our Houston clients down the street in Falls Church we have a lot of infill construction but there's some depressions geographically where you can't build right and you could be buying a lot for five hundred thousand find out you can't build on it right so we bring in the mortgage information off the deed of trust so we take the starting balance off the mortgage take the rate if we have it if we don't we go back to Fannie and Freddie's historic table based on month in your origination to come up with an average and we take a guess on what the mortgage balance should be so my house it's within ten thousand dollars which is you know less than one percent of our mortgage balance and so the entire premise of the app is speed you know you've known me a long time I'm obsessed with it it it to me is the one thing that sets people apart I think too many people are worried about getting things right versus going fast because when I go fast once I deliver something if something was wrong I get real-time feedback right so our app gets new code pushed into it daily right most MLS's are surprised when we go live and their market in a good way because there's four more features they didn't even contract for it yeah and what we have is a real like unity growing where agents are saying hey this is awesome could it do this and I'm like if I hear the same thing eight out of ten times guess what it's happening yeah right versus it'd be really cool to do this and it said that's great but it's it's all based on user demand so the thing that I think people are loving about us versus the incumbents is that you know we get it we've traded houses if you give us an idea we're like hey that's actually really good idea and we're entering superfast yep well what I love dude is when when I see dudes like you and that are creating software tools to enhance real estate agents businesses like you were the number one Keller Williams age in the world you sold a billion over a billion dollars of real estate you've sold 4,000 homes you have the view in the perspective of how can I use this as a real estate agent Howard this like you said you started to create this to crush it in your business you're not just thinking like most tech companies are how can I get another 100 bucks a month out of a freaking realtor Yeah right they're not trying to deliver the value they're just trying to get money from them right so takes it to a whole nother game then y'know I mean our games to be systemic so that we're completely okay with a vast majority of the agents never giving us a dollar and just using us as core functionality of their everyday use and I'm happy with that you know we do have additional premium filters for the ones who want to crush it at a different level and those you know those are around the more expensive data sets that we have to get because we had to make a very very important business decision at the beginning we are playing in a very very expensive part of the world with data so like I have data sets that one data set cost me over seven figures per year and then four then in if I included that data set inside of the core app the MLS couldn't afford it and then I would be one more p.m. premium product you know smart design boomtown conversion Commission's Inc I mean all great products I used to subscribe to a lot of them but the reality is the the universe of agents who can afford them isn't that big right so I wanted to build the next generation of tools I frankly think our industries under attack right 2010 30 million dollars of venture capital came into real estate technology 2017 five billion dollars worth of venture capital came in sadar the the real-estate vertical most companies aren't trying to keep the agent at the center of the transaction right they're building tools to go direct to the consumer so we're the only company I know of who's at this size and scale who's one of session is to keep the agent relevant right if I had to sum up in one sentence what we're doing I want to give agents more data than the public portals have been giving consumers for the last ten years period that's the end of the discussion right if I can give agents a leg up on the consumer because the number one conversation in this low inventory environments like what are you doing for me I can find the house on Zillow read for myself I just need that little key that lets you into the houses right but when you can say to a consumer it's like what's your criteria I mean you can query our data with bedrooms and baths and you're built and number of stories into the public record right so you can take a whole neighborhood in before you go door knock or mail or cold call or circle prospector upload to Facebook and do targeted geo ads you're finding the seller you actually need to find which allows you to then deliver a whole nother level of value proposition to the consumer right and if I find you something that doesn't exist are we gonna have a conversation about Commission right are you going to hit me up for a point back it's like there is no conversation about that stuff because I'm delivering value that doesn't exist anywhere else yeah well do that in the market environment that exists now man I mean we lose I don't know the exact percentage rate I should know this in my business but there's a big percentage of buyers that we end up losing not because they go with somebody else but they get so burnout and frustrating they just give up it's like we went out there and we put out 13 offers they've gotten bit out of every single one and up until remind there's been no I don't say there's no option yeah I could go out there knock 5,000 doors but there's been no effective productive option for Realtors because we also got a maximize our time until you guys were created you know what you've created so then when it comes to so the free version errbody gets access to man I mean there's so much kick-ass information with rather than go and expand their business and you every elaborate on those when we do the demo yeah right can show all the tools and how people can use it and that's a big thing I'm getting right now is is man you know every stalk about ream on I'm getting questioning on if you were like how do I use it to create success so you know then when it comes to those paid versions cuz I'm the guy you know like you not to your level yet but but being here makes me you know I'm gonna be operating a lot faster after I leave this this time together but I'm like dude I'm gonna create the fastest results I possibly can so what it are some most features the advanced features and filters and what are people doing to kill it with with the page yeah no and that's actually the most important thing that what we built is a platform and the distinction between a platform and a product is a product as soon as we all behave the same way so there's a lot of products that say this is how you direct mail this is how you circle prospect this is how you capture internet leads we're saying I don't care if you're 72 year old buyer's agent in Dallas Texas or if you are a 32 tech savvy agent in San Francisco or you're a well balanced SOI agent in Arizona this works for you because we allow you to look for whatever it is your customers needs are so if you are working with a buyer and you bought a farm or a zip code or a neighborhood in another product right it's like oh we'll sell you this geography but that's it the reality of real estate it's it's fluid and it's relational based you crush it for a family you know at one point six in a nice part of town in my market and then they're really happy and they refer you their kids for first-time homebuyers they got to go three counties over to buy for four and a quarter if all your spend and marketing is predicated on this one zip code that doesn't translate into the other zip code right so it's it's it's the ability that we said the playing field is your market your total addressable market and that's how we pick the MLS as the deployment partner right because so many so many software's are predicated on some geography zip code neighborhood MSA census tract and that's all you they sell you right we're saying if you can login and you can click on it in your MLS have at it because for us that was the logical way to cover market share because I sold houses so I knew if I was going to go after a geography I had to be a member of that MLS we mapped our software to counties primary counties that MLS is service and that's how we've went after I yep yeah dude so then alright so if I'm reminding my MLS right and this just goes back to the the the some of the advanced features that you yeah so what I say to people is remind should augment what you do so 80% of your transactions last year were sphere of influence track everyone in your sphere of influence like they're run in your phone everyone in your email to have three four thousand people in there once you start tracking them one of the things that we do in the advanced features as we then notify you of anything changes anything someone comes on or off title someone takes out a new email address someone takes out a new cell phone number someone pays off their mortgage takes out a first or a second take add square footage moves away and the home becomes now a rental property right because we catch that so we are then monitoring your properties and say hey that couple you put into a house four years ago moved out of state right people don't realize eight out of ten landlords in this country are accidental landlords yeah right they didn't date I always joke and say you want to prospect landlords call them on the seventh of the month two days after the rent check didn't clear again right there is some seventh of the month that if you call me you would have stolen some real estate right with the tenant effort just take it so I'm all about augmenting what you do I clearly because I do a lot of demos in large format events and I tell people listen you've never farmed you're 17 years in the business and you're really good at interpersonal relationships don't look at our software and say I'm now gonna become a farmer because you're probably not right like I'm obsessed with psychology and how people are wired it's like I want to take whatever you do but what are your god-given talents and lets me let's supercharge that alright so if you're Geographic if you're a sphere of influence agent track everyone relationship with and will tell you to focus on right if you are a geographic farmer farm intelligently right just just the filter on owner-occupant versus absentee change your message the absentee owners actually the two Miller should be going out one to the tenant and went to the owner in the new location like homes just sold for four hundred thousand the tenant doesn't give a that message needs to be did you know that for what you're paying for rent right now you could afford to buy right if I had a listing in a neighborhood a fresh listing I would mail every house that had an absentee owner would you like to stay in this neighborhood for $1,800 a month oxygen you've got had the disclaimer with your lender partner but just amortize it figure it out with three percent down be like hey for seven thousand dollars down asterisks you could be owning in this house for $1,800 a month yeah that becomes really interesting yeah I mean it's like if you really think about it right like until remind almost the only thing that we've really had is like for sale by owner or expired to like realize like who are the hot people to go after right I'll set it out it's been just blanket just let me just throw all this you know it's like and then this almost holds true for almost every industry out there but 95% of the people that we're targeting are never looking to consume at that time 5% are so would you send up blanketing unless you're expired Fizbo right which I don't buy you but I freaking hate attacking Xbox face opposed well they all right but you those people it's down those people don't see value what you do to begin with right that's like the last people I wanted to talk to because they've already discounted my work off the bat and think they don't need us so I mean it and to me from the consumer standpoint it's more interesting too because when I'm shopping for a car I want to talk to car dealers like when I'm shopping it's like let's take every call I can get let's price compare like eight if someone's been in a house ten plus years and it's gone up because again I believe the agent knows more that's the biggest distinction I know you know your market better so for you to go back and say hey I want to see everyone who bought after X date is a highly local decision because you're like yeah anyone who bought after 2009 in Arizona stole it you could actually focus and say show me everyone who bought between 2008 and 2012 in this neighborhood because they bought for eighty five thousand and these homes are now worth – in a quarter in hell someone could be an absentee owner military who got transferred doesn't he's got another military family who just pays on the first and he hasn't or she hasn't looked at comps right because everyone's mailing the the the just listed just sold postcards to the house and they're in San Diego right and you call me like hey I can get you 230 you like what yes when can you close I bought it for 85 I'll take two thirty right now but a lot of people just can't connect those dots because there was no tools available that connected all the dots yeah I mean you said the power of dude of or I mean I can identify in this area people are in this situation and then show them and prove to them a story of with the equity you have in your home you can upgrade to the next level right with that dad that downpayment equity and how your mortgage stays the same or you know whatever like you could show the math target that message well and so again it starts getting really interesting assuming do what you do normally so like you take a KW bold class or sweat hogs or Tom ferry or Brian Buffini where it's like take your sphere of influence and every single one of them teaches the same thing you qualify the database hey Josh had just made a career change into real estate I'm just reaching out to find out if if you were to buy or sell real estate or new a family member who's gonna buy or sell real estate do you have an agent you refer them to that's the qualifying question that you paired on your database the question can be sure I'll give you a try or no my spouse as a realtor but once you qualify that database down to call it 200 people if you upload it into our system you could find out that your Uncle Bob has seven rental properties in his name yeah right your college roommate has a bunch of multi-family and you have and then as a new agent zero transactions on your belt if I was new and I was starting all over again and I found out that I had a couple extended friends who were prolific residential landlords taken with coffee and flattered them just say I'm new to real estate can I buy you coffee because I want to learn from you and then learn tell me what your investment criterias right I buy single families four bedrooms over it needs to be under a hundred eighty thousand whatever your criteria is and then you can say what if I go find you off market opportunities that you can't get access to on Zillow that fit this criteria would you let me represent you 100 percent of investors are going to guess a yes especially if you ask the qualifying question of what's your criteria and then I went from no transactions no track record to I uncovered a buyer in my sphere of influence I didn't spend a dollar yet I took a spreadsheet I uploaded it I found some dude I know or some lady I know who could potentially buy I spent fifteen dollars of Starbucks I asked them qualifying questions and then I go back in to remind and find sellers that fit that criteria so you can literally create inventory on a thin air inside of your own network I I think too many agent it blows my mind and in real estate and I I did it pretty focused how many people spend money on a stranger raid you'll spend $800 a month on Zillow for some cold impression versus saying who did I sell homes for the last four years and literally just take all of them to dinner yeah all right let's just go to lunch how are you doing how are the kids do you love the neighborhood right because if you just remind them that you're still licensed and you're still in the game it's over like 70% of people had any positive experience right the the number one reason why people don't give referrals is because no one lays in bed at night saying I hope Josh Smith has enough food for his family not because they don't like you or they're not good people because they're lying in bed worried about their stuff they're worried about their spouse and kids right but if you remind them consistently hey I'm still in the game and they had a good experience they will refer you like people intrinsically want to help but if you can touch them at the right time with the right message it gets really interesting in one and you like with with the data that you guys have because I think a lot of real estate agents they don't follow up because they're like Ben I just keep falling up this person and in begging for referrals and they don't have a good reason yeah right but like if I get tagged this person I'll get a new car whatever it may be well so so we yeah we we just create derivatives of like hey this person's likelihood of sell changes but to me it's more like hey you sold some of the house seven years ago you can see their equity and then just call him say hey I was pulling comps in the neighborhood and I realized the house you bought for eighty five thousand down the street from you is now 225 I just want to say congrats and I hope all is well the same sales goal is just hey man I just wanna let you know we just pulled some comps we grabbed how much equity that am this is amazing great yeah love that yeah and hey if you know anybody who wants to find a good deal like I got you does anybody else that you know may even be in the market and they could say maybe I can take out an equity line buying a rental property who knows what that criteria is again what I'm betting on is that you know what to do with the information right because I think too many products say we're gonna do this because it worked in our research lab in Palo Alto the reality is the nuances of your market are different right so just because I know ton of product companies we're like yeah we test it out in three counties who gives a because that's too small right with the realities we're obsessed with getting all of it all the data possible and then sliding the mouse over to you guys saying you know what to do with it because you're the market expert yeah it's like you know I've got several ecommerce businesses and it's like you know it's like when you're saying that I think of like Facebook Yeah right like Facebook gives me all the data points I need all the interests all the behaviors you know right but they then like hey I know you know your avatar your ideal client you know how to target these people Yeah right you've just created that for real Facebook doesn't say this is how you find realtors this is how you find sellers it's like here all the different points that you would use because you know like the seller for my 1.6 million dollar listing it's not the same as my seller for the $300,000 so it's it's it's just knowing those nuances I did to two vast questions for you before we go do a tour you guys got to check this out man you know is Leo talked about a moment ago they actually actively a people out there because the data doesn't exist with these maps like they're creating maps creating the boundary minutes what 52 developers and you know this is this is pretty gnarly stuff and then we'll get into the demo so first man I know you're you're expanding your a lot of MLS's and they're there Sarah you know still so something to go right if somebody's in an area doesn't have this right because you guys all need to have this tool right to get that competitive edge and go out there and kick ass how do they get that what can an agent do yeah if we're not in your MLS go to our website send us a message and that's my job so you know if you go on our website said hey are we in the are we in that market will will will help you get it into your MLS because it's we've been completely grassroots right I'm doing this for the agent my goal is to keep the agent of the center transaction the reason we've been able to move through the country so fast is because agents were the ones telling their muscles this is what I want you spending my dues on right because the vast majority of this application is subsidized by your MLS do so this is not I didn't want to create another expense for agents I wanted to leverage yeah what you were already spending money on yep that's remain calm yep now because let's just say they go in there and reach out and and and fill out the contact form is there other things that they can do as far as like hounding their MLS getting they're almost the other hand a long time this is how serious I am my personal email is Leo at remain calm so if you are serious and you want to get into your MLS send me a personal email leo and remain calm and I'll work with you to make sure it happens perfect all right the knows that have remind because again man I'm I get asked about this every single day sometimes multiple times a day of a manatee emili´s has remind now how do I use it like where do people go that maybe have it for training so they know how to be so so one of the things you'll notice in the app and I'll point it on the demos we have a chat chat box in the bottom right hand corner you can request a demo right in the app you can go to the website and request a demo you can call the 1-800 number and request a demo so we're Omni channel in the sense that we're in market a lot so if you have a large office and normally we need about 50 agents we'll send someone to your market to come to a live training we can do a webinar with multiple people we do one-on-one demos so we believe in being everywhere all the time so what I've always done in business is scaled the unscalable and that's normally how we went so we're here to help I have a much much much larger customer service and sales team than most offer companies I mean my customer service team is bigger than most software companies completely in in totality because we understand that this this is a high-touch process right everyone's experience is different and that's one thing that it's hard to get around people's head the demo you get the reason we like the one-on-ones are the in-person ones it's because we spend time figuring out how do you operate what's your market like and then we tailor the experience because it's a platform that you get to use every day yep yep so um also you guys remind hopefully very very soon we'll be in Arizona and I'm gonna use and abuse this like nobody else right so I'll also be doing once we get out and you know be doing a lot of training least what I'm doing with it so so make sure to watch out for that too you guys will be dialed in there are dudes so you want to take these guys on a tour all right all right guys so I'm here with Leo and Leo is gonna take us through a tour of remind again you're gonna be blown away about their setup with their setup with their culture with the energy I don't know if I've ever been in an office environment that has this same energy so let's go on take a look inside welcome to remind remind is an Intelligence Platform exclusively for real estate agents delivered to you within your MLS so what is remind it's a new way to experience real estate information visually so you can generate more leads and do more business let's begin with our simple map based search where I can visualize intelligence with a click of a mouse for example I can search MLS listings on a map and layer it new content such as last sale price mortgage rate ownership time mortgage age property value home equity sell score land use building type flood zone ownership type and even Airbnb let's look at ownership time experiencing data visually is much faster and more intuitive than if the same information was presented to you in a traditional list format you can apply filters and narrow down based on other criteria once I find a potential opportunity with one click I can see a snapshot of the property details on map with a second click I can view them full MLS details and public record information on one easy-to-use page you'll see all the data you'd expect to see plus so much more including cell scores property values mortgage information net equity schools local demographics transaction and mortgage history and associated contacts once you find a person or property of interest you can track them in your personal database of leads and then remind will keep you updated with any relevant changes so you know when you need to take action essentially this feature allows you to proactively and effortlessly become the neighborhood expert within track you can create custom labels to help organize your leads and you can export this actionable intelligence into a CSV to conduct your own marketing campaigns or send it to your CRM of choice reminds starter plan is available through your MLS subscription at no additional cost and this plan allows you to track up to 100 opportunities to unlock all of the benefits and features of remind you can upgrade to a subscription plan that meets your needs ready to get started you can access remind right now by logging into your MLS and selecting remind from your dashboard so hopefully you guys enjoyed that amazing to work in that demo Leo man I just want to say how massive massive them and honored is that you allowed me to come out spend these a couple days with you do what you built is just again just honestly blows my mind man honored to know you happy as a friend and so it's pretty crazy because I don't I don't know if most people know we met under 30 under 30 like when we were like 28 right and so and we were just trying to sell a couple more homes so it's it's been fun to grow together and like Tyler Smith who was also part of our class who now runs sky slope and it's it's all about staying in touch with people who are thinking at a different level right it's I talk to young people all the time and I got started really early and it's like I think the hardest part about leveling up which you talk about all the time is you have to surround with people thinking big right it's it's it's losing those buddies who want to drink Miller Lite in the basement and it you know it didn't matter that you guys grew up together it's like who do you want to be when you grow up who do you how do you want to think I'm constantly striving to feel uncomfortable because I'm not thinking big enough like so the rooms I'm now hanging out with dudes are worth eight hundred million dollars and have multiple businesses around the globe and I'm like I'm over here playing with peanuts right so it's like I constantly need to push myself to level up as well yeah Jim Rohn famous cool you're an average of the five people spend most time with right nope so friggin love it do you love it as always guys I know in every podcast with this but information without implementation truly is the star to delusion information is empower it's taking that information taking massive action on it that creates the power in your life for you to create the life that you know you want deserve and they talked about so many amazing things that remind does to help you level up in your business for free yeah right so make sure if you don't have in your area with you know we give you instruction how to get it in your area make sure you guys are using this tool cuz as Leo said man we got billion-dollar organizations doing everything they can to make us as real estate agents obsolete Leo has created the first program out there for realtors to make sure that you are relevant and stay relevant so check out remind.com thank you guys for watching and listening and we'll see you next time

Real Estate Listing Presentation Memorized



hey guys this is what I my last kiss I know I hadn't posted a video in a couple of days so what I wanted to do today is actually perform the listing presentation for you guys I wanted to do this blindfolded so that you guys can see how memorized I have it so I'm not reading it off of any papers or online on my screen obviously if you're in real estate you know how important knowing this presentation is to your success because it will enable the sellers to see how confident and strange you are your delivery and that you can actually get their home sold for them so here it is I plank thanks for having me over are you excited about moving to blank would it be okay if I gave myself a quick tour okay pallet if it's okay let's use a kitchen table to lay everything out now let's talk about getting you to blank now before I begin I would like to review your situation and what is important to you about making this move is that okay now I have three bottom line questions for you number one are you definitely ready to sell your property number two will you price work for sell or are you okay with it just sitting in the market for a long time and number three most important do you want me to get it so for you now the purpose of our meeting is twofold number one is for me to provide you with very important information about what it's going to take to get your home sold for top dollar so you can get to blank my blank I'm fair enough and number two is for us to decide today whether the right thing for you is to partner with me in the sell of you home can't sound fair enough and whether you decide to hire me or not I hope it becomes clear to you through our meeting that my goal is to help you get what you want if I can't help you I'll tell you today because I'm not just interested in getting another listing I'm very interested in helping you get to blank by blank because that's what you want right great so the key for us today is to decide on a price to set on your home that will cause it to sell because obviously we don't want to put it on the market to have a not sell right great so here's what I'll do as soon as you decide to hire me I'm going to do everything it takes through my action plan to get your home exposed to all of the qualified buyers in the market because that is the type of exposure you want right great so the key for us today is to establish your price they will get all those know those buyers excited about your home versus a competition don't you agree excellent so in preparation of our meeting today I do a thorough market analysis of your home also called a comparative market study are you familiar with this there are three important parts to this city number one are the active listings I call this dreamland because this is what people want to get for the home but you don't know what it's actually gonna sell for second are the expired listings very familiar with this yeah these are homes that just didn't tell if they wanted to but something went one and these last four the sold I call this reality because this is what homes are actually selling for in this market so these the salt is what we're going to focus on today because obviously to get you to blank by blanking which of these three situations do we want your house wind up with yeah salts so the purpose of the market study is to determine the value of your home first as buyers will look at it and second as an appraiser will look at it I'm sure you can see the parts of doing that right yeah first as an appraiser we'll look at it because that is with a letter we'll send to determine the value of your home based on what comparable homes are actually selling for which is what by our buyers are actually paid for now make sense and second to press it in a way that will make it attractive to all the buyers in the market is if I are only going to take a look at your home are they going to take a look at the competition yeah they're going to take a look at others and when they take a look what do you think some of the things that they compare yeah price and one of the most important things that they compare is the price so are you ready to take a look CMA so mister seller based on what the market is telling us what price do you feel will get those buyers excited about your home versus our competition so after reviewing your house and what the market is telling us I'm suggesting we list your house for blank and I'm sure you can see why that's the right price right yeah that is the best price that will get the best amount of exposure in this market and the best amount of times that we can get your your house sold and get you to blank by blank won't that be exciting so all right do you have any questions is everything okay great now the net sheet gives us all of the costs associated with selling your house and how much you're actually going to net at this your home I'm sure that is something that you do want to know right great these are summer closing expenses and fees for sellers any questions on that so based on and realistic sales price of blank and then estimated closing data link these are the estimated net proceeds to you at closing blank is that a number that you can live with yeah I understand it's a little bit lower than you expected is that a number take a look at the pa2 great so we'll list your house for a blank which we agreed is a right price correct right well I'm ready for you to put me to work are you ready for the next steps can I lay out for you what's going to happen next first we want to make sure your house shows that its best second I will be preparing the pre marketing for your house and lodge my pre marketing campaign immediately because you didn't want us to get the most exposure so the market as soon as possible right great next I will be launching my exclusive ten-day marketing blitz sanics heading your home will be exposed to every qualified buyer in the market and also promoted to every licensed realtor and their buyers through the multiple listing services I'll also have it syndicated to over 12,000 internet websites online that buyers go to such as realtor Trulia and Zillow and I'm sure you can see how important that type of internet exposures for you okay yes great and you do want us to give you the right type of the right type of exposure that will give us the best buyers right awesome because that's exactly we're going to get with me and assuming that the market responds the way that we expect we will be getting lots of bio traffic which I will be falling out with which will give us the best offers which I will be negotiating to ultimately get your household for top dollar so you can get to blank by blank won't that be exciting so mr. seller do you have any questions great so are you ready to start packing hold on now put soon awesome so if you don't have any other questions I'm ready for you to put me to work so that we can get you started on this move now if I can have your signature right here on the CMA and the net sheet and I am ready to help you make this loop thank you handshake

How he made $100,000 his first year as a Real Estate Agent



what's up you guys it's Graham here so I'm actually all the way in London Ontario for the next week visiting family and I got linked up with Jeff why vote here and Jeff and I actually go back pretty far almost like yeah it's been good it's been almost a year I think when I first started making YouTube videos Jeff was one of the first people that reached out and this is when I had like a few hundred subscribers and reached out to me I think he was just getting in real estate at the time where he had just started doing it a few months and we've kept in touch this entire time ended up meeting up a few days ago and he tells me his first year in real estate he's made over a hundred thousand dollars which is absolutely incredible let alone for just like the first year in real estate so I'm with him now and I figured we'd make somewhat of a spur-of-the-moment video here where he explains his story how he was able to do it and hopefully that brings some experience and some knowledge to you guys you might be interested so anyway this is Jeff what's up guys we're just driving around checking out some properties today while grams in town and yeah 100,000 in one year was tiring yeah that was every single day answering the phone getting out there so if I want to go back to how I started very early on when I was taking my first test I just started telling people I was gonna be a realtor I think that's really important so whatever your network is just tell them so that when you have your license maybe you already have some clients lined up so and if not just team up with someone in your office and tell them you got a ton of clients let them take it they'll hook you up later on so why real estate like why did you want to get into real estate what was the because you could be I mean you could be anything really so I have a military background in the military you meet a few different type of people and and just like how we're hanging out now same kind of finance type guys that are in the military and like we wanted something bigger and it was 2008 I read Rich Dad Poor Dad because read that book you guys have read the butters book it's good and that just changed my mindset because the Canadian dream or the American dream of like you're supposed to be going to school and doing everything that they talked about to make money and have a job it just didn't seem fun to me the military it was fun because we were traveling all around the world I kind of wanted how can I recreate that in passive income kind of stuff so then I started reading like Tim Ferriss and Tim first is great what the 4-hour workweek is one of my favorite books if you guys have not read that read it yeah so then these became like the Bibles I don't want to be just there for my seven day trip to Cuba or Mexico and then have to come back and work the nine-to-five so real estate became that vehicle that could fund my travel basically got home from couple tours overseas came home with a lot of money now I originally wanted to buy a penthouse unit and have a BMW but that was a fantasy that I kind of wanted a thought I wanted and then I looked at the numbers and I said I can't recreate in a job buying these at the moment they ever cost two three thousand dollars a month in operating expenses and there was no job in London Ontario that I could get they can pay that so despite I didn't want to have to go back to Afghanistan or anything like that so I went the opposite I bought a triplex a multi-family building and I had no car downtown and lived in a basement so so I went from thinking thinking I wanted is this playboy lifestyle condo and to just getting a 2-bedroom apartment in the basement had six tenants above me paying my rent they were University students and then learning how to be a landlord that's the way to do it to is just to live like you make nothing is always living like a broke college kid especially when you're in their 20s it's the best time to do it and nobody questions it like if you're living in the basement having six 10s and like living on the ground in a sleeping bag people are just like no it's 20-something guy exactly I remember getting shoes I plugged my blackberry into the wall it sat on the ground yeah on the carpet you're like oh and the thing is that's okay in your 20s but when you're like 40 years old people just think you're weird but when you're 20 it's like nada you're 20 it's cool it's amazing yeah the older you get the less socially acceptable that becomes and then you're then you can't do my tenants were pretty much close to my age and then yeah so slowly I get a bit older yeah I can't do that so then then I had the triplex go and learned how to be a landlord yeah and learn the rules and I was part of real estate investment Network is a Canadian national landlords kind of group of Realtors and investors and I and I always okay now how do I get more capital so anyways I have a joint venture out in Calgary that was my second property I don't do anything I get a check in the mail and I have all checks for a year and that is an easy passive way to be a landlord to team up with somebody you got the money team up with the brains and then so they wrote there and that that seemed the easiest for my second one then life got in the way a bit and I ended up wasn't socially acceptable to live in a duplex triplex anymore in the basement because my girlfriend at the time and you were renting to mostly girls right girls yes all girls there was there's been years tips here take tips from this guy he's doing it right yeah you got University stuff in your town and your 25 bio get a sorority house exactly look at the basement okay so I'm living for free in the triplex and I thought okay it's nice here but you know there's six bodies moving in and out up and down the stairs all the time it's not that quiet I'm getting a bit older why not I can live for free in the triplex but why not rent out my unit and buy another unit with another rental unit and live for free and another property so I ended up buying a duplex end up renting out the upstairs for a good good dollar value yeah so now I'm living in the second property for free now I have three properties what I really wasn't overly working I only worked to get the mortgage or the loan for you guys so you need a job so you need to show that income statement so I literally got this contract with the army so that I could buy the next duplex the problem is I was doing all the cool stuff overseas and all that and it's like what do you want to do – I want an office job and like I was just trying to find out what I wanted in my life real rent my now wife seeing you should be realtor other people it's got three units in it however the city only sees it as a duplex you want to go well you're a part of it I'm driving around I could be there yeah okay right so a few suggestions with that call I would have gotten his number for sure so I always like asking what is it that you're looking for find out if he's oh if he's just literally in town just driving by just curious bored nothing to do or if he's specifically looking for something like that and he's driving around different places on the market try to get an idea of what he's able to buy when he's ready to something like that somebody that's calling back and then say by the way I forgot to tell you I might have a few that these in the market what is it they were looking for oh please you know it sent him a text of course it's the one time we call it as in pick I hate when people like you know they're on their phone right now yeah realtor tips realtor tips right in the field so let's check out this one of his listings here it is single-family house but it's actually a pre potential flip I'm listed at 330 across the street just sold for 455 I believe and it's a gorgeous house so London sees the potential here it just needs a lot of work you can ask for big bucks after you uh so how did you get this listing he got my name because I'm heavily involved in investor stuff so then when he had to sell his London Ontario property the last one in his portfolio he ended up just reaching out to me through word-of-mouth so he called me and said hey I heard you're an investor realtor can you sell my properties no problem it's awesome right so it started off with always being out to the social meetups and just meeting people number I told everybody tell everybody are gonna be a realtor and then okay when you're brand new you don't know how to do anything or write an offer or like strategize to get the house for the good price but what you can do is pick up the phone and send anything that your clients ask for remember one complaint oh I can't get ahold of my realtor that was insane to me very early on I was talking to some Realtors of thinking the realtor you must be the end-all be-all of knowledge base and I started talking him about rentals and this and they're like I don't know so right away I found a niche become the investment realtor so I don't know what that is for you maybe it's commercial properties maybe it will review the high-end listings right that's what I originally wanted to do but for me the money was going to the investment properties because trying to sell the million dollar listing in year one to make the hundred thousand dollar sounds great but you need crazy connections to make that happen I didn't have that but everybody loves HGTV and they want to buy properties and flip them and be a landlord and make passive income and that's what I'm selling as a realtor is like let's go to these properties let's turn these into gorgeous properties let's rent them out for top dollar and then you have passive income and then you can travel with that so maybe you can quit you nine-to-five so that's like picked up a lot of clients literally selling that dream of it one of the things too is finding a niche mine has been leases was like high-end licenses and then that like transfers to something else yeah Jeff's was just just investment real estate so you got to find a niche and then when you find that niche just completely run with it you just like Graham's doing a Craigslist a lot triplex yeah putting that in Toronto which seems very cheap to a Toronto person they call me oh I like that $200,000 triplex they like okay and you get their information and they say oh but I can go up to 1.8 million and you're like we're doing we're in the residential real estate could you get a client that quickly when you're new they don't care that I'm new because I'm the one with the product and I can get them the deals and then I can speak for myself just owning and knowing the rental laws and anything but zoning yeah and nobody cares either if you're new or not I've never had people question it people just assume if you're selling a house that you've got to be experienced you got to have like usually people just assume me out like five years experience is automatically yeah that just comes a coffin stick at first you're kind of nervous about a few things but it's usually behind the scenes and the public doesn't see it see for me it's so much different I might get just a like you know a few at a time maybe play between one and three listings at a time it's just a different price point like I don't do a lot of volume I do more just like you know it's it's the price point so I do fewer in a higher price point than a lot of volume this one over here she's trying for six hundred so I'm three hundred she was four fifty six hundred so it's like by mine renovated up to the six hundred but she hasn't sold just yet so I want to talk about how I made the hundred K in the first year picking up the clients well one of the things before also I was an agent I helped rent out it's just like you're doing the leases I did leases for other landlords that needed to and then I met property managers and property managers take care of your property managers they have their ear to the ground and they know I get a call pick up the phone and he says hey Jeff I know a landlord that's looking to sell and I heard you just got your real estate license you should give him a call give the guy the call I was pretty nervous during this call because like now I wouldn't be nervous but you know I'm fake it till you make it I was like oh yeah there's gonna be my first listing and and and that's so true about faking it until you make it the beginning and I was so nervous just to pick up the phone and call somebody your heart starts racing it you hope they don't pick up because then it's like good advice he's just like Tom we'll get the sign on the lawn and I'm like okay now I'm learning the speed is important yes I think that's what I was pitching a bit hey if you want this old I can have to sign up in one hour and I can actually do that do it yeah rather agents might do it tomorrow or later so the guy's like okay let's sign on the lawn fire them off the paperwork later on the speed is everything tuned and people sometimes are in the moment for something and when they're in the moment you got to get it and sometimes the next day even though they'll change their mind Dewar's it's not for them and you're just gonna run with it when they're in the mood when they're actually willing to do something you've just got to be available right there to do it I got that one and he had another property right beside Fanshawe College and he wanted me to sell it to all of a sudden I have two signs within two or three blocks on Oxford Street in my first such a pimp to people and then they could till you make it they give me a call even if they didn't want those properties what do we do we get a find something else find something else also the we're coming in so that's how I started off in the first couple months that is so true by the way about having multiple signs in the same area and people start to see you over and over and over again and then you build up your brand and reputation people think if three people are using him to all sell their home at the same time you've got to be good you got to be like you got to know that area better than anyone else and that automatically gives you an edge that if you go into a listing appointment in that area people automatically trust you because three other people have shown and put in their trust in you so then very early on – I learned that social media was super important and I just I knew it would not be overnight but I knew I had to get started because all these everything that the realtor in your office here is doing the older one if he doesn't adapt he's gonna be dead in the next we were probably gonna you're gonna do a video on like the future of yeah yeah exactly you gotta adapt do anything to know like if a person was from out of town I'd be like I already have a video of it do you want me to send it to you and nobody was doing that at the time and now people are starting to emulate that a bit just give give give give give in your first year do you not ask do not be needy do not do three showings and say which one do you want to buy search for is so true keep providing providing providing because you want to sell the guy one used car and it breaks down and then I got the house is shitty and then they say Jeff sold me that houses just he wanted to make his Commission so it takes a bit of money to back to not feel so needy in a sale yeah like it's such a catch-22 because it's like you want this sale there's nothing you want more than that sale but at the same time if they sense any sort of like I gotta make the sale I got him and they feel pushed in a way that they don't want to feel pushed you kill it it's not it's a long-term thing or it's not like a short-term how are they sell a house yeah to the next deal but that just advanced me as a realtor as well because I was out looking at the product with these guys yeah and even if they didn't buy you you know other people I'm like oh how about that one yeah I've been to it yeah at the beginning I think it's really just experience the more you're out there the more people you meet the more houses you see it just helps you in every aspect even if that doesn't necessarily make you money it's something that just goes into the into the knowledge base and that so the 100k in one year yeah every day you should be doing something I don't understand if you're just sitting there playing video games and you have no clients what are you so if you're just out there and you're doing something every day like what can I be doing at Facebook at liking people's posts liking all the baby pictures like whatever you're not even talking about real estate you're just just talking with your people kijiji lots of ads on Kijiji that is free what the listings up ask a guy in your office hey can I help you sell your house he's gonna say yes and then use it brand it right that you're a sales rep and then they will call you and then you bring that person to that guy's property making hundred km one year is not easy you gotta be every day doing something be the go-to realtor for everything if your client says like I need to call these carpets for the listing we need it cleaned I choked I say I got a guy I got a guy for everything and if I don't it doesn't matter I just know where to call or find out so you need to make it so streamlined clean for your sellers or even if a buyer is asking like Oh like what's up with this roof well let me just call my roofer and then you know like always has his customer assistance customers a lot of customer service far and again speed like sign on the lawn I can get my photographer over there take photos get a inspection guided to a pre inspection or inspect like just be that concierge service to your client and then that's gonna help you get more clients after that I totally agree with that so anyway dude that was amazing thank you so much for doing this video and I really hope this is helpful for all of you guys watching from somebody who's really just passed their first year and already killing it I mean I think it's incredible what he's done so far so I'll link if you guys want to add him on Instagram and follow what he's doing on social media and see what he's doing himself and what's working for him I'll put his Instagram down below so feel free to add them on there also if you guys haven't already subscribed you know you want to subscribe so if you make sure to click that subscribe button and you can also follow me on my Instagram and snapchat if you guys want I post it pretty much daily so if you want to be a part of it there you know how to I'm just gonna put it over your face here but dude thank you again I appreciate thank you and thanks for watching guys Graham's channel is amazing so yeah we might do some more collaborations in the future so stay tuned that's the next one yeah cool thanks guys