Latest / Massive Agent Podcast / Why You SHOULDN'T Start a Sales Team w/ Kevin Kauffman

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Why You SHOULDN'T Start a Sales Team w/ Kevin Kauffman · Massive Agent Podcast

• 0:00
  SPEAKER_00: On this episode, we're talking with a team leader who's actually uh shrinking his team.
• 0:06
  SPEAKER_00: Very interesting conversation.
• 0:08
  SPEAKER_00: We get kind of deep today, a little different format.
• 0:10
  SPEAKER_00: It's much more of a back and forth conversation.
• 0:12
  SPEAKER_00: I think you'll enjoy this episode with Kevin Kaufman from Group 4610 and host, co-host of the Kevin and Fred Show.
• 0:21
  SPEAKER_03: The Massive Agent Podcast with lead generation tips and strategies to give you more leads and sell more homes.
• 0:29
  SPEAKER_01: I love to buy houses.
• 0:30
  SPEAKER_01: I like to sell houses.
• 0:32
  SPEAKER_03: It takes brass balls to sell it.
• 0:34
  SPEAKER_03: Wait a minute.
• 0:36
  SPEAKER_03: The leads are weak.
• 0:37
  SPEAKER_03: You're weak.
• 0:38
  SPEAKER_03: I've had better.
• 0:40
  SPEAKER_03: Oh, have I got your attention now?
• 0:43
  SPEAKER_03: Here's your host, Dustin Brome.
• 0:48
  SPEAKER_00: What's up, guys?
• 0:49
  SPEAKER_00: Welcome back to the Massive Agent Podcast, episode 260.
• 0:53
  SPEAKER_00: I am your host, Dustin Brome, and uh just got done recording quite an awesome conversation with Kevin Kaufman from the Kevin and Fred Show.
• 1:02
  SPEAKER_00: Kevin and his partner Fred Weaver are OGs in real estate.
• 1:06
  SPEAKER_00: They are founders of the next level agents group and uh have run a very large real estate team that expanded to multiple states and cities called Group 4610.
• 1:17
  SPEAKER_00: And uh it's kind of interesting to hear Kevin talk about how they're they're shrinking their team and you know looking for ways to um streamline it, so to speak.
• 1:28
  SPEAKER_00: But uh just some interesting perspective.
• 1:30
  SPEAKER_00: So this week's episode, it's uh the format's a little different, it's much more of a back and forth conversation.
• 1:36
  SPEAKER_00: We get deep on a lot of shit.
• 1:37
  SPEAKER_00: We talk about why some agents just will never succeed in real estate and why others will, um, as well as many other topics.
• 1:47
  SPEAKER_00: So uh just a great conversation with Kevin Kaufman.
• 1:50
  SPEAKER_00: This is his third or fourth time on the Massive Agent Podcast, and I really enjoyed this one.
• 1:54
  SPEAKER_00: It's a follow-up to an episode that I did on his podcast on the Kevin and Fred show.
• 1:59
  SPEAKER_00: Uh similar format, we just kind of bantered back and forth, but it we got a lot of great stuff out of it, and uh we'll link to that in the show notes of this episode for sure.
• 2:10
  SPEAKER_00: Um but one of the one of the things we talk about in this episode is right now there's uh and you've heard me say this, you've heard a lot of leaders within the industry say this, but there's uh those that are really uh dominating right now are smiling and excited about this market shift because they see what can come from it if you're doing the right things, and then there's also a lot of agents that are that are struggling more now and they're more feel fearful than before, and they're they're they have one foot out the door.
• 2:46
  SPEAKER_00: We don't want any of that.
• 2:48
  SPEAKER_00: Okay, like I I don't want that to be the case.
• 2:50
  SPEAKER_00: I don't want you to fail in this industry, but fact of the matter is some people are not meant for real estate.
• 2:56
  SPEAKER_00: We talk about that a little bit.
• 2:58
  SPEAKER_00: But one thing that drives me out of my mind is when you don't give yourself a fighting chance, you are you are uh trying to grow, trying to get some traction, trying to get some get some um business growth going on with one hand tied behind your back.
• 3:14
  SPEAKER_00: You're trying to figure shit out yourself rather than just uh following the blueprint that's been proven to work.
• 3:21
  SPEAKER_00: And the blueprint that we've put together for you is called the Massive Agent Society, and you can get all the details at MassiveAgen Society.com.
• 3:29
  SPEAKER_00: I'm extremely proud of this.
• 3:30
  SPEAKER_00: We've helped an agent in Iowa get nine deals under contract in 45 days.
• 3:34
  SPEAKER_00: We've helped brand new agents get their first client within two or three weeks.
• 3:38
  SPEAKER_00: We've helped others who have been an agent for just two um two months get listings from their social media content.
• 3:45
  SPEAKER_00: And uh my God, it's just it's such a cheat code, and uh you owe it to yourself.
• 3:52
  SPEAKER_00: If you are trying to grow, trying to scale, trying to get some traction, you need to go see what we are offering.
• 3:59
  SPEAKER_00: MassiveAgen Society.com, go check that out.
• 4:03
  SPEAKER_00: And you also really need to focus on building the right foundation and plugging the holes in your business.
• 4:09
  SPEAKER_00: Right now is a great time while you are a little less busy, your pipeline is a little less full.
• 4:15
  SPEAKER_00: That could be dangerous if you just sit around doing the same old shit.
• 4:20
  SPEAKER_00: But if you are re-evaluating and if you're plugging the holes and you're putting drip campaigns into place and you're you're dialing in your action plans and your systems and your processes, and actually creating the foundation of a real uh true business, you're you're actually building the platform for future success.
• 4:39
  SPEAKER_00: Now's the time to do it when you're less busy, because once you get busy, you're never going to get around to this shit.
• 4:43
  SPEAKER_00: Hence why you don't have that shit done now because you were super busy before.
• 4:47
  SPEAKER_00: So the thing that I would focus on the most is getting your CRM slash business growth platform dialed in.
• 4:55
  SPEAKER_00: I believe there's no better business growth platform for agents in the industry than Follow Up Boss.
• 5:01
  SPEAKER_00: And most of the top teams in the industry and even a lot of independent brokerages agree.
• 5:05
  SPEAKER_00: That's why they use it too.
• 5:06
  SPEAKER_00: And follow up boss is so damn confident that you as a as an agent will love it yourself that they're going to give you 30 days to try it out for free and they don't even want your credit card.
• 5:16
  SPEAKER_00: So no credit card required, 30 days for free.
• 5:19
  SPEAKER_00: All you have to do because you're a listener of the show is go to massiveagentpodcast.com and sign up.
• 5:25
  SPEAKER_00: Like simple as that.
• 5:27
  SPEAKER_00: Just do the do the trial, uh, but then also use it.
• 5:31
  SPEAKER_00: Actually use it and figure out if it's gonna help you or not.
• 5:34
  SPEAKER_00: Figure out if it's if it makes more sense for you than what you're currently using.
• 5:38
  SPEAKER_00: Maybe you don't have anything at all.
• 5:40
  SPEAKER_00: I know a lot of agents just have an Excel spreadsheet, and that's how you manage your business.
• 5:44
  SPEAKER_00: Well, this will be like going from the broken down minivan with only three hubcaps to the frickin' Ferrari, but you've got to get in the Ferrari, turn the thing on, and drive it.
• 5:55
  SPEAKER_00: Luckily, they'll let you test drive it for free, which is what they're doing here.
• 5:58
  SPEAKER_00: MassiveAgent Podcast.com slash follow up boss.
• 6:02
  SPEAKER_00: And final cheat code to mention when you can just have someone like keeping current matters give you the cliffs notes on what's happening in this economy, what's happening with the market, what to expect coming up, and then how to educate your clients, how to prepare them if they're a buyer, how to prepare them if they're a seller, how to prepare them for what to do and when to do it if they're a real estate investor.
• 6:25
  SPEAKER_00: That is an investment that is worth its weight in gold, especially when it's pretty damn inexpensive.
• 6:30
  SPEAKER_00: All you need to do to try out keeping current matters is first off, follow them on social media, but then go to trykcm.com slash bam and give them a shot because they are having some incredible deals right now on their platform.
• 6:45
  SPEAKER_00: Again, the cheat code.
• 6:47
  SPEAKER_00: You can just beat your head against the wall trying to figure out what's happening, what's happening by reading headlines, which are wildly misleading, or you can just go right to the experts on the real estate market and have them give you the cliffs notes, which is what KCM is.
• 7:02
  SPEAKER_00: So try KCM.com slash BAM.
• 7:05
  SPEAKER_00: I highly recommend it.
• 7:06
  SPEAKER_00: I follow them, I consume as much of their stuff as I possibly can because I like to know what's going on.
• 7:12
  SPEAKER_00: As a business person, I think that would be wise for you to do as well.
• 7:16
  SPEAKER_00: Speaking of business people, let's talk to Kevin Kaufman right now, uh, co-leader of Group 4610, who's made quite a few iterations in his uh real estate team.
• 7:26
  SPEAKER_00: Um, for a while, he was part of Gary Keller's inner circle and was privy to a lot of high-level behind the scenes conversations uh, you know, with Gary Keller himself.
• 7:38
  SPEAKER_00: Uh, and was their team was actually like put on a pedestal and pointed to as like, hey, this is the way to grow an expansion team.
• 7:45
  SPEAKER_00: This is a way to do a modern real estate team.
• 7:48
  SPEAKER_00: And to hear that they've changed it a lot even since then is very interesting, and that's something that we talk about today.
• 7:54
  SPEAKER_00: I think that um this is gonna be a great conversation you guys will enjoy, and you're gonna enjoy it for different reasons than you probably think, because we cover quite a bit, and it's not super long, it's not this this is not a four-hour Joe Rogan episode by any stretch, but um we cover a lot and we go a little deep.
• 8:13
  SPEAKER_00: I think you'll enjoy it.
• 8:15
  SPEAKER_00: So please um let me know what you think afterwards.
• 8:18
  SPEAKER_00: I'm curious if you like this new format of conversation or not.
• 8:22
  SPEAKER_00: Um but I enjoyed it.
• 8:24
  SPEAKER_00: Hope you guys do too.
• 8:25
  SPEAKER_00: Wait, how many downloads?
• 8:27
  SPEAKER_02: So I was listening to a Tim Ferris episode the other day where he said he's approaching a trillion was it a trillion or a billion?
• 8:36
  SPEAKER_02: A trillion's like insanity.
• 8:39
  SPEAKER_02: Okay, I can't even imagine.
• 8:41
  SPEAKER_02: But no, but he might get hundreds of millions a l uh a month as it is though.
• 8:46
  SPEAKER_02: Maybe now I gotta go back and listen to that episode and find, you know what I'm gonna do?
• 8:52
  SPEAKER_02: Tim.blog.
• 8:54
  SPEAKER_00: That's cra uh either way, that's crazy.
• 8:56
  SPEAKER_00: I I've haven't even hit a million downloads yet.
• 8:59
  SPEAKER_02: I was gonna say uh whether we're talking about a billion or a trillion, kind of doesn't matter.
• 9:04
  SPEAKER_02: Both numbers when you're talking about downloads are just absolutely mind-bogging, boggling, like mind-boggling.
• 9:14
  SPEAKER_00: Yeah, yeah.
• 9:15
  SPEAKER_00: Yeah, I'm looking at my stats right now.
• 9:17
  SPEAKER_00: I've I mean, I crossed 700,000 downloads recently, so that's cool.
• 9:21
  SPEAKER_00: Did you really?
• 9:22
  SPEAKER_00: Yeah.
• 9:23
  SPEAKER_02: 704.
• 9:24
  SPEAKER_02: I'll tell you what, I uh that's funny because you were laughing.
• 9:27
  SPEAKER_02: I knew you were gonna beat me.
• 9:28
  SPEAKER_02: You're gonna beat me to a million.
• 9:30
  SPEAKER_02: Um, I hope so.
• 9:31
  SPEAKER_02: I uh dude, I had this like down point at some point last, I think it was last year.
• 9:36
  SPEAKER_02: Oh, really?
• 9:37
  SPEAKER_02: It's 2020, and I was like, and the I think it I don't know if it was because I stopped uh recording so uh as often I went back to once a week.
• 9:45
  SPEAKER_00: Um and oh, you were padding your your downloads with multiple episodes per week?
• 9:50
  SPEAKER_00: Is that no?
• 9:51
  SPEAKER_02: I wasn't padding my downloads, like the strategy was to just record extra because to pick up more momentum.
• 9:57
  SPEAKER_02: Okay, so all right, let's talk about that for a second.
• 9:59
  SPEAKER_02: So forget about that.
• 10:01
  SPEAKER_02: Um, well, no, I mean in the same vein, uh I I that was just the plan.
• 10:06
  SPEAKER_02: And then like then, you know, 2020 happened and I got tired of recording.
• 10:10
  SPEAKER_02: It did like one of my segments every week was uh the i buyer minute or the i minute.
• 10:17
  SPEAKER_02: It kind of became irrelevant in like the middle of 2020.
• 10:20
  SPEAKER_02: So I was like, well, that's one less segment I want to record a week.
• 10:23
  SPEAKER_02: And then one of my segments, which I actually had the most fun with usually, was called Industry Headlines, where I just kind of picked fun at like the dumb shit that Inman writes, you know, like you did in your post last week, or and not even just the dumb stuff, but like it'd be a it's was like a fun way to kind of mock my friends at KW because I'd always find out what was going to happen before it actually became public, and so I could talk about it like from a news standpoint.
• 10:48
  SPEAKER_02: You and I talked about this on my podcast a couple weeks ago, uh, about from like a reporting standpoint.
• 10:53
  SPEAKER_02: So I enjoyed that, but then at some point in 2020, I kind of got tired of doing that too, and then I really got tired of like just recording a business tip every week.
• 11:03
  SPEAKER_02: So I went from like doing three or four a week back down to one a week, and it just it crushed my downloads in the worst way possible.
• 11:12
  SPEAKER_02: So all that to say, you're gonna I was I was just thinking the other day, like what it would take for me to get to a million by the end of next year, and it would I mean it would be a lot, a lot.
• 11:24
  SPEAKER_02: Uh but okay, so what I was saying, I'll I'll find this thing on Tim Ferris' uh transcript.
• 11:31
  SPEAKER_02: Uh I'll find the number, but I think you and I talked about um My First Million podcast.
• 11:39
  SPEAKER_00: Yeah, my first million.
• 11:40
  SPEAKER_02: Yeah, I love that.
• 11:40
  SPEAKER_02: I love that show.
• 11:41
  SPEAKER_02: So they did an episode recently, probably in the last two months, where it was a kind of like a behind the scenes look at the podcast, and it was just like Sam and one and the producer Ben.
• 11:51
  SPEAKER_02: And it was kind of funny because like Sam did had no fucking clue.
• 11:55
  SPEAKER_02: Um, but like they dude, they're spending like 50 grand a month on that podcast.
• 12:00
  SPEAKER_02: HubSpot is.
• 12:02
  SPEAKER_02: Oh wow.
• 12:02
  SPEAKER_02: Between paying like the content guy, the editor, the producer, and then promotion.
• 12:09
  SPEAKER_02: It was like 50 grand a month.
• 12:12
  SPEAKER_00: Good lord.
• 12:12
  SPEAKER_00: I think I might spend 300.
• 12:15
  SPEAKER_02: Yeah, I know.
• 12:16
  SPEAKER_02: Like, and it's a it's a great podcast.
• 12:18
  SPEAKER_02: I love it.
• 12:19
  SPEAKER_02: I really do really like most of their con most of their episodes that they put out, but I'm like, I don't know.
• 12:27
  SPEAKER_02: If I had a fifty thousand dollar budget, I think I could probably push up to a million downloads a month, too.
• 12:34
  SPEAKER_02: Probably.
• 12:35
  SPEAKER_02: Maybe maybe that's just me like taking shots at them because because I'm not as good as them.
• 12:39
  SPEAKER_02: I don't know.
• 12:40
  SPEAKER_02: Uh, but that's my thought.
• 12:42
  SPEAKER_00: Anyway, so that's a big monthly budget for a show.
• 12:45
  SPEAKER_00: Yeah, see, that's what that's what I thought.
• 12:47
  SPEAKER_00: Oh shit.
• 12:48
  SPEAKER_00: Uh, so that that's interesting.
• 12:49
  SPEAKER_00: So HubSpot bought the hustle and therefore bought the my first million podcast.
• 12:55
  SPEAKER_00: And I know that HubSpot did that with a bunch of shows, and it's it's a genius way of just like getting Huds HubSpot branded amongst small business owners and entrepreneurs, you know, through content.
• 13:07
  SPEAKER_00: It's so now they have all these content arms that they own and control, and uh it's it's genius.
• 13:15
  SPEAKER_00: I mean, but my God, I can't imagine how much they're spending on it.
• 13:19
  SPEAKER_00: But at the same time, how much would they be spending on marketing in other means and more traditional means?
• 13:24
  SPEAKER_02: I mean, they're I mean, they're a couple billion dollar company, right?
• 13:27
  SPEAKER_02: Like they're a big, big company.
• 13:29
  SPEAKER_02: I thought I thought it was a genius move.
• 13:31
  SPEAKER_02: Like they've got a whole um uh what's the word I'm looking for?
• 13:36
  SPEAKER_02: Uh, you know, like they've got a whole group, kind of like you know, we've talked about like a BAM network and what what you know you thought about with like industry syndicate.
• 13:44
  SPEAKER_02: Like it's it's smart, it makes a lot of sense, especially for what they're doing.
• 13:48
  SPEAKER_02: Like they're all of their podcasts center around business.
• 13:51
  SPEAKER_02: Who would and businesses are their I is their ideal customer.
• 13:55
  SPEAKER_02: So considering how much money is is deployed into advertising on podcasts these days, like into uh no matter how micro the the listenership is, is like that's a really really smart idea.
• 14:08
  SPEAKER_00: It is, and so I just googled HubSpot Inc.
• 14:12
  SPEAKER_00: They are listed on the New York Stock Exchange, they are a$13.7 billion company.
• 14:18
  SPEAKER_02: $13.7.
• 14:19
  SPEAKER_02: Even today, even after how bad they've been beat up in the stock market, that's pretty darn good, dude.
• 14:26
  SPEAKER_00: That's yeah, that's today.
• 14:27
  SPEAKER_00: So, dude, their 52-week high was$862 a share.
• 14:31
  SPEAKER_00: Today they're at$282.
• 14:34
  SPEAKER_00: So they were I mean, they were a$40,$50 billion company at one point.
• 14:40
  SPEAKER_00: That's interesting.
• 14:41
  SPEAKER_00: Dude, do you know people that use HubSpot for real estate CRM?
• 14:45
  SPEAKER_02: I use it for my recruiting CRM.
• 14:48
  SPEAKER_02: Oh, you do?
• 14:49
  SPEAKER_02: Uh-huh.
• 14:50
  SPEAKER_02: Okay.
• 14:50
  SPEAKER_02: Yeah, I just I don't hear about it that much.
• 14:53
  SPEAKER_02: I so I use the free version.
• 14:55
  SPEAKER_02: Um if I was spending money and like monetizing uh say like say like next level agents, like my Facebook group, or even the podcast, I would use their paid version too because it's pretty slick.
• 15:09
  SPEAKER_02: It's got like the ability to to do the landing pages and and everything you need.
• 15:13
  SPEAKER_02: Like if you ever have you ever looked at viral marketing, any of their stuff?
• 15:17
  SPEAKER_02: Yeah.
• 15:18
  SPEAKER_02: That's all all of that is a HubSpot website.
• 15:21
  SPEAKER_02: That's all built on HubSpot.
• 15:23
  SPEAKER_02: That's how I found it.
• 15:24
  SPEAKER_02: Frank is the one who turned me on to them a long time years ago.
• 15:27
  SPEAKER_02: So I've had a HubSpot account for a couple years now and I love it.
• 15:31
  SPEAKER_00: I think why so I know I've looked at HubSpot before.
• 15:35
  SPEAKER_00: I might have even signed up for the free account, but it it's isn't it just like wide open and you can do anything with it?
• 15:41
  SPEAKER_00: But I think that's also the problem for agents is they're like, uh, I don't want to build a CRM from scratch.
• 15:47
  SPEAKER_00: Like, just give me some shit to put words into.
• 15:50
  SPEAKER_02: So this is what I like about I'll tell you, like the last year that Fred, my business partner, and I were in um that we were actually in production, we used it's called keep now.
• 16:01
  SPEAKER_02: What did it what did it what was it used to be called?
• 16:03
  SPEAKER_02: Um keep now.
• 16:05
  SPEAKER_02: It's called keep is the name of the podcast, is the name of the uh CRM.
• 16:09
  SPEAKER_02: It used to be called Infusion Soft.
• 16:11
  SPEAKER_02: You ever heard of Infusion Soft?
• 16:13
  SPEAKER_00: Absolutely.
• 16:14
  SPEAKER_00: Isn't keep like what you take to keep your hair?
• 16:17
  SPEAKER_00: Uh you know anything about that?
• 16:18
  SPEAKER_00: Or is that keeps?
• 16:19
  SPEAKER_00: I think that's keeps.
• 16:21
  SPEAKER_00: I didn't keep my hair, so I clearly missed that.
• 16:24
  SPEAKER_02: You missed the boat on keeps.
• 16:25
  SPEAKER_02: Yeah, I missed the boat on keeps.
• 16:27
  SPEAKER_02: Uh so so geez, infusion soft became keep.
• 16:33
  SPEAKER_02: And um it's a dude, it's terrible.
• 16:37
  SPEAKER_02: We love I actually used that the last year I was in production, so that we had no website to go with it.
• 16:42
  SPEAKER_02: It was just a backend, but like when I'm in from a sales perspective, like I just need tasks and the ability to follow like I just need to be able to set a task, make a note, and maybe set an automated email or send a or send an actual email through.
• 17:00
  SPEAKER_02: And it was per it like it's designed basically.
• 17:03
  SPEAKER_02: I bought a tank and I used it to drive in first gear.
• 17:08
  SPEAKER_02: Um, however, it like I personally I I actually like those types of CRMs because that's all I'm I just want to make the phone calls.
• 17:16
  SPEAKER_02: I just want to make the phone calls, send the text messages, send the emails, follow up, follow up, follow up.
• 17:19
  SPEAKER_02: I'm kind of one of those guys that just pesky don't go.
• 17:22
  SPEAKER_02: As as we've talked about earlier, I sort of just press buttons.
• 17:25
  SPEAKER_00: Mm-hmm.
• 17:25
  SPEAKER_00: Yeah, button pusher.
• 17:27
  SPEAKER_00: Totally.
• 17:27
  SPEAKER_00: Yeah.
• 17:28
  SPEAKER_00: So dude, I wanted to I just thought of this as you were talking.
• 17:32
  SPEAKER_00: Like you've you and Kevin, you and Kevin.
• 17:35
  SPEAKER_00: Hello, Fred.
• 17:36
  SPEAKER_00: You and Kevin.
• 17:37
  SPEAKER_02: Me and Kevin, both of us.
• 17:38
  SPEAKER_00: Yes.
• 17:39
  SPEAKER_00: Uh you and Fred have been OGs in the real estate industry for a long time.
• 17:45
  SPEAKER_00: And I so real quick, if you would, explain why.
• 17:51
  SPEAKER_00: No, explain why.
• 17:52
  SPEAKER_00: What the fuck?
• 17:53
  SPEAKER_00: Like you run a group, a team, group 4610, that is a real estate team in multiple markets, correct?
• 18:02
  SPEAKER_00: Correct.
• 18:02
  SPEAKER_00: Yeah.
• 18:03
  SPEAKER_00: And how many different markets are you guys in?
• 18:05
  SPEAKER_02: Uh, dude, only a few.
• 18:06
  SPEAKER_02: Like, it's not the focus of by the way, I was wrong.
• 18:08
  SPEAKER_02: Tim Ferris is coming up on a billion.
• 18:10
  SPEAKER_02: Billion.
• 18:11
  SPEAKER_02: It's a lot of downloads.
• 18:12
  SPEAKER_02: What a loser.
• 18:12
  SPEAKER_02: Only a billion downloads?
• 18:14
  SPEAKER_02: Like, I really thought he'd be past that by now.
• 18:16
  SPEAKER_00: He's an underachiever for sure.
• 18:17
  SPEAKER_02: So, um, so truthfully, uh, it's way less today about outside uh you know our expansion than it used to be.
• 18:27
  SPEAKER_02: However, we do still actively sell real estate in Tennessee and in Denver, Colorado, and San Luis Obispo, uh, California.
• 18:39
  SPEAKER_02: And so Phoenix, Arizona's home base.
• 18:42
  SPEAKER_02: There was a point not that long ago where we actually sold more real estate outside of Phoenix than we did in Phoenix.
• 18:50
  SPEAKER_02: Mm-hmm.
• 18:52
  SPEAKER_02: So I'm sorry, I forgot, I forgot the case.
• 18:55
  SPEAKER_02: I forgot the entirety of your question.
• 18:57
  SPEAKER_02: Yeah, you know, as we move when having to explain your business model, then so four years ago, when we four and a half years ago, when we moved over to EXP, we sort of pulled that back.
• 19:06
  SPEAKER_02: Um, but let me let me back up even further.
• 19:09
  SPEAKER_02: So 2014 rolled around, um, a couple things happened, and uh we found ourselves selling like we had a a business partner um who somebody wanted to join our team in Denver.
• 19:23
  SPEAKER_02: And we decided to expand our sales business to Denver.
• 19:28
  SPEAKER_02: Uh September 1st, 2014, he he moved his license over to Keller Williams, uh, where we were at the time, and uh we started selling real estate actively in Denver.
• 19:38
  SPEAKER_02: And unfortunately for us, he's really good at it, so he made us think we were smart.
• 19:43
  SPEAKER_02: Um and we crushed it like in 2015, our first full year in Denver, we sold 103 homes.
• 19:51
  SPEAKER_02: Nice out of state, and that felt amazing.
• 19:54
  SPEAKER_02: And then we started.
• 19:57
  SPEAKER_02: Uh, he was there, it was most he personally did 72 of those 103 transactions.
• 20:02
  SPEAKER_02: He's a monster.
• 20:03
  SPEAKER_02: Okay.
• 20:04
  SPEAKER_02: Um he then hired a few people, and uh, you know, eventually the team grew, and it was, you know, but they ended up doing a total of 103 deals that year.
• 20:14
  SPEAKER_02: We also expanded to Nashville later that year.
• 20:18
  SPEAKER_02: Uh it was like May of 15.
• 20:21
  SPEAKER_02: And then um the following year is when we opened San Luis Obispo, it was like June of 17.
• 20:29
  SPEAKER_02: Uh so and at one point we're in other cities too.
• 20:32
  SPEAKER_02: But um, dude, it really uh our model was pretty simple, which was um we knew how to generate business, we knew how to deliver um services to the real estate agent, right?
• 20:46
  SPEAKER_02: Like back-end services, uh, and create a good experience for the client.
• 20:51
  SPEAKER_02: All we did was expand that out of side of one location.
• 20:55
  SPEAKER_02: Like it when you talk about expansion, like the main thing that you're expanding is your ability to generate business, your ability to train, lead, and coach, and your ability to deliver administrative service.
• 21:09
  SPEAKER_02: That's that's all it was.
• 21:10
  SPEAKER_02: So for a long time, that was our that was our model.
• 21:14
  SPEAKER_02: Um now, unfortunately, it's very it's costly, cost a lot of money.
• 21:19
  SPEAKER_02: At one point, we estimated that it was costing us about fifty thousand dollars before we really started seeing a dollar back in a location.
• 21:28
  SPEAKER_02: Okay, which got costly because we looked up one time at one point in 2017, dude, we were in maybe ten different cities, ten or eleven different cities.
• 21:40
  SPEAKER_02: Uh you know, everything from like that had been going for a while to just got just getting started.
• 21:47
  SPEAKER_02: Um and as we had we we decided to leave Keller Williams in April of 2017, um and as we were sort of figuring that out, we Thought ultimately what we were going to do was start an independent brokerage.
• 22:04
  SPEAKER_02: And uh and so we started sort of going, okay, hold on.
• 22:07
  SPEAKER_02: If we're gonna do an independent brokerage, which we didn't really want to do, but we didn't like our options or what we thought were our options at the time.
• 22:14
  SPEAKER_02: And so we started looking at some of our some of our locations that some just sucked, like were just terrible, like we were just getting our asses kicked, and we're like, well, we gotta show we're gonna shutting that down because there's no way I'm taking them with me.
• 22:29
  SPEAKER_02: Like I'm not gonna go take them to my own brokerage.
• 22:31
  SPEAKER_00: Yeah.
• 22:31
  SPEAKER_02: Uh, and then others were there was a couple others that were profitable, but quite frankly, not worth a headache.
• 22:37
  SPEAKER_02: So we shut those down.
• 22:38
  SPEAKER_02: Um, and then we decided to stay at KW because we didn't want to go independent.
• 22:44
  SPEAKER_02: And and so we decided to stay at KW until we figured out who we wanted to be when we when we grew up.
• 22:49
  SPEAKER_02: And then eventually a couple months later, we decided to look at exp and we moved.
• 22:53
  SPEAKER_02: We came over to exp uh, as you know, and that for us after a while, like helped us to re-envision and reimagine our business.
• 23:04
  SPEAKER_02: And so that sort of like our revenue share group sort of became our new expansion business.
• 23:11
  SPEAKER_02: Okay.
• 23:12
  SPEAKER_02: That makes sense.
• 23:13
  SPEAKER_00: Yeah.
• 23:14
  SPEAKER_00: So you you were doing things a certain way, you found a what you thought was a better way to do it, and then you just kind of leaned in and and iterated based on that, right?
• 23:22
  SPEAKER_00: Yeah, absolutely.
• 23:23
  SPEAKER_00: Yeah, absolutely.
• 23:24
  SPEAKER_00: So um, I was talking with one of my private coaching clients.
• 23:28
  SPEAKER_00: I I coach three agents, um uh three agents at a time, one-on-one, and he's expanding from Chicago to Indianapolis, and we were just talking about you know what that looks like.
• 23:39
  SPEAKER_00: And uh I know that everyone, everyone who wants to expand, they're like, okay, once I do, how do I get business in those new markets?
• 23:49
  SPEAKER_00: So you've you've you've seen this movie many, many times.
• 23:53
  SPEAKER_00: 100%.
• 23:54
  SPEAKER_00: What are you teaching your agents today in 2020 almost 2023, if they want to expand into a new market or just like really uh start ramping up to build a team in their in the market they're in, should they be buying leads?
• 24:09
  SPEAKER_00: Should it be like and where do they do that?
• 24:12
  SPEAKER_00: Like, what does that all look like?
• 24:13
  SPEAKER_02: Well, I think that's different.
• 24:14
  SPEAKER_02: Like, I think those are two wildly different questions.
• 24:17
  SPEAKER_02: So I'm gonna just sorry for you know for your for your client, but like if the if that's the question, the answer is don't fucking do it.
• 24:29
  SPEAKER_02: Like, that's that's so the wrong question.
• 24:31
  SPEAKER_02: You're not on the right field, you're not even reading the book, so we can't get on the same page.
• 24:35
  SPEAKER_02: You know what I mean?
• 24:36
  SPEAKER_02: Yeah.
• 24:37
  SPEAKER_02: Um, and so that's what I would say to anybody who is expanding.
• 24:42
  SPEAKER_02: Um, or who was wanting to expand.
• 24:46
  SPEAKER_02: Let me take the other part of the question and and maybe you could just go apply it back to the same thing, which is well, okay, I'm a I'm one of those believers that thinks no matter what your business is like, you'd be silly not to base it on sphere of influence as one of your pillars of business.
• 25:03
  SPEAKER_02: Like, yeah.
• 25:04
  SPEAKER_02: So if you and if you haven't been good at that in the past, that's okay.
• 25:09
  SPEAKER_02: There's like nothing, totally nothing wrong with that, right?
• 25:12
  SPEAKER_02: But let's get that shit dialed.
• 25:15
  SPEAKER_02: Like, let's get that dialed in.
• 25:17
  SPEAKER_02: Your your sphere of business, your sphere of influence, right?
• 25:20
  SPEAKER_02: And then it's like, okay, well, where else does your business come from?
• 25:23
  SPEAKER_02: I think I think the problem that we have, or one of the problems we have in our industry is there's just so many ways to get business.
• 25:32
  SPEAKER_02: Nobody takes time to like really master any of them because they just hop from one, you know, lead source to the next, whether that's like buying internet leads, open houses, cold calling, prospecting, sphere of influence, uh, referral companies, etc.
• 25:48
  SPEAKER_02: But like, so I'm a big believer in sphere of influence no matter what.
• 25:51
  SPEAKER_02: I think that's the one have to have.
• 25:53
  SPEAKER_02: The next thing is like I look at the individual agents' strengths and willingness to sort of suffer through things, right?
• 26:02
  SPEAKER_02: Because no matter what, whether we're talking about farming, cold calls, um, internet leads, like it kind of they kind of all suck.
• 26:12
  SPEAKER_02: Like they're kind there's like there's a there's a level of suckiness to getting to the good stuff there, right?
• 26:18
  SPEAKER_02: And so I would say that like you gotta you gotta know who you are and what are you willing to do sort of ad nauseum day in and day out until you find success.
• 26:28
  SPEAKER_02: And so I would imagine like two of those things should be like sweat equity base, sphere of influence was one.
• 26:38
  SPEAKER_02: So the other one might be like say open houses, or like I mentioned before, prospecting cold calls, canceled expireds, um, open houses, stuff like that.
• 26:50
  SPEAKER_02: And then I go, okay, cool.
• 26:52
  SPEAKER_02: Now, if I can afford to buy leads on top of that, then where do I go spend my money?
• 26:59
  SPEAKER_02: Like, what do I go put my money into?
• 27:01
  SPEAKER_02: And even if like if we're talking about like my first dollar, my first dollar is gonna be used to enhance my sphere of influence, actually.
• 27:07
  SPEAKER_02: Like, I'm gonna go do the things like homebot and maybe viral marketing or something to enhance like the people that already know me.
• 27:14
  SPEAKER_02: Yeah.
• 27:15
  SPEAKER_02: Uh, and then my next my next set of dollars is gonna be like, okay, cool, I'm gonna, I'm gonna set aside this budget, right?
• 27:22
  SPEAKER_02: Maybe it's gonna be um, you know, KV Core or Brivity or something as a CRM and I'm gonna, you know, I'm gonna have a$500 spend or a thousand dollar monthly ad spend to bring in new leads.
• 27:34
  SPEAKER_02: Cool.
• 27:34
  SPEAKER_02: But then you got to be willing to work those, of course.
• 27:37
  SPEAKER_02: Or maybe, you know, I'm a I'm a I'm a big believer and if you gotta have a budget, but direct mail still works.
• 27:45
  SPEAKER_02: Like, in fact, it might be more effective today than ever before.
• 27:48
  SPEAKER_02: Or if you got a really big budget, then radio, TV, etc., all of it works.
• 27:54
  SPEAKER_02: It's a matter, it's kind of like if you when you go to a blackjack table, like if you know how to play, you realize it's just actually a game of math, like and and odds.
• 28:04
  SPEAKER_02: And so all you have to do, you just gotta have a big enough like stack of money to withstand the bad part of it.
• 28:12
  SPEAKER_02: Like, you have to execute correctly, and then you've got to just be able to stand the ups of the ups and downs until you get to enough good, right?
• 28:20
  SPEAKER_02: Yeah, and so I would say it all depends on what the person's skills are and what they're willing to endure.
• 28:27
  SPEAKER_00: Hmm.
• 28:28
  SPEAKER_00: Okay.
• 28:29
  SPEAKER_00: Let's go back to something that you said that uh demands an explanation or it demands some context, because it's uh I I think that's there's gonna be so much gold there.
• 28:40
  SPEAKER_00: When you said that um this agent who wants to expand to a new city and he's wondering how to get business there, and you're like, he's already fucked.
• 28:47
  SPEAKER_00: I'm paraphrasing, of course.
• 28:49
  SPEAKER_02: Like well, I mean that's pretty that's pretty accurate paraphrase.
• 28:52
  SPEAKER_02: I basically said that.
• 28:53
  SPEAKER_00: Yeah, like that they're already fucked.
• 28:55
  SPEAKER_00: Well, then like what what's the right way to do it?
• 28:58
  SPEAKER_00: Like, when do you determine when you should move to a new market?
• 29:03
  SPEAKER_00: Do you find someone in that market first, and then you're like, okay, can we build around this person?
• 29:08
  SPEAKER_00: I don't know that you ever should move to another market.
• 29:10
  SPEAKER_02: I'm saying that as a guy.
• 29:12
  SPEAKER_02: Like, I wouldn't let me let me refer let me also say this.
• 29:17
  SPEAKER_02: If the people that I'm in business with now in San Luis Obispo and Denver and Nashville, if I wasn't already in business with them, I would not be in business with them.
• 29:28
  SPEAKER_02: If does that make sense?
• 29:29
  SPEAKER_02: It does I'm not looking for new agents in Denver or Nashville or San Luis, like it can be done.
• 29:36
  SPEAKER_02: I know how to do it, I don't want to do it.
• 29:39
  SPEAKER_02: Um, but so I I don't know that you need to be, but if you're going to, I would say, why are you going to?
• 29:48
  SPEAKER_02: Like, what's the purpose of it?
• 29:50
  SPEAKER_02: So let's say the purpose is because I want to make more money.
• 29:53
  SPEAKER_02: Well, okay, if you just want to make more money, like why don't you just try selling?
• 29:57
  SPEAKER_02: Like, unless you've got like 15% market share, like why don't you just focus, why don't you get better at selling real estate in your home city or in hiring in your home city?
• 30:07
  SPEAKER_02: Like, because you clearly aren't you haven't saturated your market.
• 30:11
  SPEAKER_02: If you have saturated your market, I think what happens naturally is your advertising or lead generation efforts sort of spill over.
• 30:19
  SPEAKER_02: And so that might create the possible like, I'm gonna go expand.
• 30:24
  SPEAKER_02: Um, you know, one of the dumb reasons I hear people expand, and don't get me wrong, I said this myself way back in the day, it was like, because it's in a city they want to fucking vacation in.
• 30:33
  unknown: Right.
• 30:33
  SPEAKER_02: Or they do vacation in.
• 30:35
  SPEAKER_02: I was like, that's like the dumbest shit.
• 30:36
  SPEAKER_02: Like, okay, so you want to go to a place you love and do something that you hate, okay.
• 30:40
  SPEAKER_02: Uh, or do something that you're gonna maybe not hate, but you're gonna resent it because that's like your place to get away.
• 30:45
  SPEAKER_02: Right.
• 30:46
  SPEAKER_02: Um, and so uh like the question to me always comes back to why.
• 30:50
  SPEAKER_02: But if I was absolutely going to, it'd be because uh one of two things.
• 30:54
  SPEAKER_02: Like my marketing and lead generation efforts are so good, they've spilled over, and I now have leads in another place that I don't know what to do with.
• 31:04
  SPEAKER_02: Like, I gotta I gotta do something.
• 31:06
  SPEAKER_02: I can't service them.
• 31:07
  SPEAKER_02: Even at that point, though, dude, when you start running an expansion business, I got news for you guys.
• 31:14
  SPEAKER_02: Like, profit margins are not amazing.
• 31:16
  SPEAKER_02: 25% referral fee is better.
• 31:19
  SPEAKER_02: Trust me.
• 31:20
  SPEAKER_02: Trust me, the 25% referral fee is better.
• 31:23
  SPEAKER_02: So find an agent or two in that city and refer them and love on them, whatever you gotta do, right?
• 31:30
  SPEAKER_02: I think you're gonna end up with a better return that way.
• 31:32
  SPEAKER_02: But let's just say you you're gonna expand because you're hell bent on it.
• 31:36
  SPEAKER_02: Okay, so you either have business there already, or you have a relationship with someone that's so talented you're you are just bound and determined to find a way to be in business with them, and therefore you're going to you're you're gonna you're gonna you're going to expand to wherever they are.
• 31:56
  SPEAKER_02: In that case, the question I think is the the question you start off asking me, I think, is still wrong.
• 32:02
  SPEAKER_02: Because like, what would you do if you got up and went to that city and were a brand new agent?
• 32:07
  SPEAKER_02: Like, that's that's the answer is how do you get started?
• 32:12
  SPEAKER_02: Well, I mean, I don't think you know until that agent starts starts doing things, right?
• 32:18
  SPEAKER_02: So if you've got this relationship with this talent in another city, another state, like what are they willing?
• 32:24
  SPEAKER_02: Like they've got to learn, like they're bringing if they're a brand new agent, like they gotta learn how to be a brand new agent just like everybody else, regardless of what city they're in.
• 32:31
  SPEAKER_02: So let's get them up and running and figure out what they're willing to do every day at nauseum to find success.
• 32:40
  SPEAKER_00: I think the biggest concern for me is like it if you if you're going to go to a new market and you're like, how do I do this?
• 32:50
  SPEAKER_00: And you put you, you know, it's not that you can't be successful there, but at what cost, right?
• 32:55
  SPEAKER_00: Like you can it it's almost like you're just moving to a new market, and that's that's where all your marketing efforts are gonna go, and then your current market just you know dwindles and slowly dies, right?
• 33:06
  SPEAKER_00: So like, yeah, maybe you start selling a bunch of homes over here, but then you stop selling homes where you're currently at.
• 33:11
  SPEAKER_00: Like I would think that happens a lot.
• 33:14
  SPEAKER_02: Yeah, like if you're gonna physic like getting up and moving yourself, like I just don't know why you would do that unless you just wanted to live somewhere differently.
• 33:24
  SPEAKER_02: Like some people here's the problem the problem is in our industry we we put people on stage for stupid reasons, uh none of which have to do with net profit.
• 33:36
  SPEAKER_02: Okay, right.
• 33:37
  SPEAKER_02: And so production.
• 33:39
  SPEAKER_02: Yeah, and so what so the the worst uh most egregious sort of like downhill effect of that is that people go, Oh, look at him or look at her on stage.
• 33:52
  SPEAKER_02: She expanded, he expanded, I'm going to expand.
• 33:58
  SPEAKER_02: Why?
• 33:59
  SPEAKER_02: Because she did it.
• 34:01
  SPEAKER_02: Like she did it so so if she can do it, like I can do it.
• 34:04
  SPEAKER_02: This just sounds like all sounds like awesome, I'm gonna be rich.
• 34:07
  SPEAKER_02: Like that's kind of like the mindset.
• 34:09
  SPEAKER_02: Like that's the and so that's um again.
• 34:14
  SPEAKER_02: I go back to like why?
• 34:15
  SPEAKER_02: Why are you gonna do it?
• 34:16
  SPEAKER_02: I'm not um it's not because I'm trying to rain on anybody's parade, it's because why?
• 34:21
  SPEAKER_02: Like if clearly explain to me your thought process.
• 34:24
  SPEAKER_02: And if that thought process is not does not begin with, I have too much business in that city, I don't know what to do with it, and or I have an extremely talented person that I've got to find a way to get them in into my world.
• 34:39
  SPEAKER_02: And even on that one, it's like still like, well, does is all your shit together over here?
• 34:43
  SPEAKER_02: Because if not, don't worry about it.
• 34:45
  SPEAKER_02: But if it's like I'm gonna go back and forth and service it, you're just you're just complicating shit for the fucking sake of complicating it.
• 34:52
  SPEAKER_02: We no matter what you call it, so you sleep better about your decision, like you're just complicating shit for the sake of complicating, I think.
• 35:00
  SPEAKER_00: Yeah, yeah.
• 35:01
  SPEAKER_00: And I mean, some some parades should be rained on, some parades shouldn't even be happening.
• 35:07
  SPEAKER_02: Yes, true.
• 35:08
  SPEAKER_02: This is this is really true, right?
• 35:10
  SPEAKER_00: Um, I know that for this particular agent, they grew up in an in another city that they're currently in Chicago, they grew up in Indianapolis, and so they have a big sphere there.
• 35:21
  SPEAKER_00: And they're the uh I think he just even got a listing of over Thanksgiving, um, because they found out he just got his license there.
• 35:28
  SPEAKER_00: So like terrible, right?
• 35:33
  SPEAKER_00: Um I I do believe that a certain part of it is like this um wanting to prove something, wanting to show something.
• 35:45
  SPEAKER_00: And it's uh what you're saying makes so much sense to me.
• 35:49
  SPEAKER_00: It's like, okay, let's zoom the fuck out.
• 35:51
  SPEAKER_00: Why?
• 35:52
  SPEAKER_00: Yeah.
• 35:53
  SPEAKER_00: What's the what's the objective here?
• 35:55
  SPEAKER_00: Like, dude, I uh there's a couple agents on my team that are like, oh, hey, I want to do this one thing, like I I want to start a course, or like I want to do this thing, and I'm like, why?
• 36:05
  SPEAKER_00: They want to make more money.
• 36:06
  SPEAKER_00: I'm like, well, what if you sold another house a month?
• 36:10
  SPEAKER_00: Like, there you go.
• 36:12
  SPEAKER_00: And shiny object syndrome, man.
• 36:15
  SPEAKER_02: Yeah, dude, it's the you know, I get it.
• 36:20
  SPEAKER_02: I have shiny object syndrome, which is why the reason I sound so harsh about this is because like I've had to beat this into my own head, right?
• 36:28
  SPEAKER_02: Yeah, um, and like the you know, man.
• 36:33
  SPEAKER_02: So go back to the example of your client.
• 36:36
  SPEAKER_02: Like, is he gonna move back there?
• 36:38
  SPEAKER_02: No, does he see himself move?
• 36:41
  SPEAKER_02: Then what a waste of fucking time and resources, in my opinion, right?
• 36:45
  SPEAKER_02: Like, if you're not gonna move back there and like have a bit like, dude, you want to generate business?
• 36:49
  SPEAKER_02: Cool, refer it out.
• 36:51
  SPEAKER_02: Unless you've got someone that's amazing, but like if you're gonna go, hey, I'm gonna go generate business here from scratch, like for me, the way I think about it, uh, in that scenario, in that exact scenario, what I would tell an agent on my team, which would be, hey, just because you don't live there anymore doesn't mean you can't make money from that.
• 37:10
  SPEAKER_02: So, like, your sphere of influence goes on your sphere of influence plan, even though you live in this other city and state, because we can refer those people out.
• 37:18
  SPEAKER_02: I know great agents in that city.
• 37:20
  SPEAKER_00: Yes.
• 37:21
  SPEAKER_02: Period end story.
• 37:23
  SPEAKER_02: So cool.
• 37:24
  SPEAKER_02: Put them on your monthly postcard and your mailers and your home bot and fill in the blank on your retargeting program, whatever it is you're doing, like include them all, but don't go build a business over like a listing a month or a listing a year or a buyer deal here and there.
• 37:41
  SPEAKER_02: That to me is just like, man, what a way to like complicate your life and business for not a lot of money.
• 37:48
  SPEAKER_00: This is super valuable perspective because you've you've done this.
• 37:52
  SPEAKER_00: Like you were, you and uh and Fred and your your team were heralded as like you know, this bastion of how the expansion model should be done, right?
• 38:02
  SPEAKER_00: At your previous red and white brokerage.
• 38:05
  SPEAKER_00: And it's interesting that you've you know, like you live, you learn, you you you improve, um more options are available to you now than were before.
• 38:15
  SPEAKER_00: So I I think that also plays into it too, is there's a lot of agents that can only do one thing.
• 38:20
  SPEAKER_00: They can only sell fucking houses.
• 38:21
  SPEAKER_00: That's it.
• 38:22
  SPEAKER_00: They don't have any other option.
• 38:25
  SPEAKER_00: Like they sell houses or there's no income.
• 38:28
  SPEAKER_00: So that that also limits things, doesn't it?
• 38:32
  SPEAKER_02: But then like get better at selling houses.
• 38:36
  SPEAKER_02: Yes, that's fair.
• 38:37
  SPEAKER_02: Since you're gonna be a realtor, like maybe just be a great one.
• 38:41
  SPEAKER_02: Nothing wrong with that.
• 38:43
  SPEAKER_02: You know what I mean?
• 38:44
  SPEAKER_02: Like, think of um and if you go, yeah, my price point sucks, then get up and move.
• 38:50
  SPEAKER_02: There's no there's no life sentence to your to the city you live in, even if you think there is, because of family or this construct or that, like whatever.
• 38:59
  SPEAKER_02: Like I think of um a buddy, I was texting with a buddy of mine who's in my group at EXP, who granted it's not like he got up and moved from one state to another, but he when he got licensed, he uh he was in Tacoma, Washington, so south side of Seattle.
• 39:16
  SPEAKER_02: Uh very low dollar price compared to what's up north.
• 39:20
  SPEAKER_02: He learned how to sell real estate, he got good.
• 39:21
  SPEAKER_02: Like his first year did like 20, I don't know, 15 transactions like part-time, and then it got to 20, 25, and it or like but like his second year, he was like, dude, the price point down here sucks.
• 39:31
  SPEAKER_02: He literally physically moved himself to Kirkland where the price point was like two and a half times what it was, and he just effectively started over and he still serviced the deals down in Tacoma for the first year or two.
• 39:45
  SPEAKER_02: And now the guy like averaged price points like 950.
• 39:49
  SPEAKER_02: Like did$60 million in transactions last year, not quite on his own, but like small team, uh, it was like 55, 60, like his price point is probably closer to just over a million.
• 40:04
  SPEAKER_02: And if he was still in Tacoma, it'd probably be like 450 at this point, uh, but still it'd be half of what it was.
• 40:09
  SPEAKER_02: Like, so if you don't like your price point, get up and move.
• 40:12
  SPEAKER_02: That was the first reason why Fred and I thought about expanding, because our coach, he's it's funny enough, he's still our coach to this day, 11 years later.
• 40:21
  SPEAKER_02: He um God, come on, 12 years and January actually.
• 40:26
  SPEAKER_02: So he challenged us.
• 40:27
  SPEAKER_02: We were complaining about our average sales price because it was$114,000.
• 40:32
  SPEAKER_02: And like you can so$114,000, you can only cut$3,000 up so many ways, right?
• 40:37
  SPEAKER_02: So there's not a lot of like you always joke, like the reason why there's so many just absolute killers in Phoenix is because like you had to sell hundred plus houses a year just to survive here.
• 40:49
  SPEAKER_02: Um, but like one of the things he challenged us to do is he's like he made us come up with a list of 25 ways to increase our average price point.
• 40:57
  SPEAKER_02: One of those ideas was we should just go sell uh real estate in San Diego, it's a lot higher there.
• 41:03
  SPEAKER_02: That was the first, like maybe we should sell real estate somewhere else.
• 41:08
  SPEAKER_02: That was the first like thought about expanding.
• 41:13
  SPEAKER_00: Not saying it was a good one, but looking at it got you thinking that way, like yeah it got you thinking outside the box a little bit.
• 41:20
  SPEAKER_00: Uh let's uh I mean let's continue talking about this because it this is important.
• 41:26
  SPEAKER_00: Like you you mentioned that there's people that are put up on stage and celebrated and pointed to as examples of the right way to do it, and are you know, like they are used as examples of what success looks like, yet they're they're just selling a bunch of homes.
• 41:42
  SPEAKER_00: A lot of them are are not even fucking profitable, right?
• 41:45
  SPEAKER_02: Yeah, or they run a big team, but they're also in production, and if you really peel back the onion, all of their profit is in their own production, and they'd make more money and have more time and have less headaches if they just got rid of the team and were just a really highly profitable salesperson.
• 42:03
  SPEAKER_02: Right, right.
• 42:04
  SPEAKER_02: They feel like they gotta have the business because all of their peers have the business, and so they feel like they gotta measure up.
• 42:10
  SPEAKER_00: Right.
• 42:11
  SPEAKER_00: Because that then they have the production, then they have the units, and it's an ego thing.
• 42:18
  SPEAKER_00: It's not a dollars and cents profit deal.
• 42:20
  SPEAKER_02: Yes, it's an absolute ego thing, and I think it's like um I think that the industry, um for I think in this scenario we call it the man, right?
• 42:33
  SPEAKER_02: The man, the proverbial the man wants to keep us dumb in a way.
• 42:39
  SPEAKER_02: Like there's a reason why they reward that stuff.
• 42:42
  SPEAKER_02: There's a reason why the trophies and plaques are for GCI units and volume.
• 42:48
  SPEAKER_02: There's a reason why.
• 42:49
  SPEAKER_02: It's to distract us from what's real and important because it keeps us as a hamster on their hamster wheel.
• 42:56
  SPEAKER_00: Like that's where their money comes from.
• 42:59
  SPEAKER_02: Yeah.
• 42:59
  SPEAKER_02: I remember so Curtis Johnson, uh, who's who's my friend and sponsored EXP Absolute Beast.
• 43:06
  SPEAKER_02: Yeah, he so he tells this story, and Curtis is like a longtime friend of mine.
• 43:09
  SPEAKER_02: Like we he's here in Phoenix where I am, and we, you know, uh we've known each other for quite a some time.
• 43:14
  SPEAKER_02: And he was at KW way, way back in the day.
• 43:17
  SPEAKER_02: Actually, before I even got licensed, he was at KW.
• 43:19
  SPEAKER_02: And um and then he almost went back there for a minute.
• 43:23
  SPEAKER_02: Uh but at any rate, he tells the story about how um he was in a room with Gary Keller.
• 43:28
  SPEAKER_02: I I want to say if I remember right, like Fred and I were in the exact same room because I thought I saw the picture and uh and I could see Fred and I in this picture with him, but like Curtis has this distinct memory of Gary saying to the group, Oh, this is the little kids table.
• 43:45
  SPEAKER_02: The big kids' table is next door, the people that own the regions and the offices.
• 43:49
  SPEAKER_02: You guys are at the little kids table.
• 43:51
  SPEAKER_02: He fucking meant it.
• 43:52
  SPEAKER_02: Like, looking thing about is when you get outside of the allure of the mustache and you realize some of the shit that he says.
• 44:00
  SPEAKER_02: Um, there is a lot of fucking truth, a lot of dark truth in a lot of things he said.
• 44:06
  SPEAKER_02: Uh a lot of darkness and a lot of truth, I should say, in in the things that he would say to us.
• 44:11
  SPEAKER_00: Um saying the quiet part out loud.
• 44:13
  SPEAKER_02: Yeah, yeah.
• 44:14
  SPEAKER_02: He would literally say the quiet part out loud.
• 44:16
  SPEAKER_02: Like I I I could go on with example after example of the saying the quiet part out loud and how often he did it, and how at the time, like you just don't even realize it.
• 44:27
  SPEAKER_02: Like, I should say I didn't realize it.
• 44:29
  SPEAKER_02: I was mem mesmerized.
• 44:31
  SPEAKER_02: And and truthfully, like he was my mentor.
• 44:33
  SPEAKER_02: I learned a lot from him.
• 44:34
  SPEAKER_02: I owe him, I don't owe him anything.
• 44:37
  SPEAKER_02: I owe a lot to what he taught me.
• 44:40
  SPEAKER_02: And that's fair.
• 44:42
  SPEAKER_02: I did learn a lot from him, and I res I'll always respect that.
• 44:46
  SPEAKER_02: And um eventually you go, oh shit, they're uh they're telling me the truth.
• 44:53
  SPEAKER_02: I got it.
• 44:53
  SPEAKER_02: Uh okay, I see it now, right?
• 44:56
  SPEAKER_00: Yeah, you probably like chuckle at the time, like, uh, not realizing that you just got the truth.
• 45:02
  SPEAKER_02: Yeah.
• 45:02
  SPEAKER_02: The reason why the trophy is for GCI units volume, like, and not for net profit and residual income, is because they need to keep us because they can they don't have that without the GCI, the units, and the you know what I mean?
• 45:21
  SPEAKER_02: Like that stuff doesn't happen for the brokerage owners.
• 45:24
  SPEAKER_02: And I'm not even just saying that's not a that's not like a shot at KW.
• 45:26
  SPEAKER_02: That's that's the industry or the provider.
• 45:28
  SPEAKER_02: That's the industry.
• 45:29
  SPEAKER_02: That's the man of the entire industry.
• 45:32
  SPEAKER_02: That's the brokerage model.
• 45:34
  SPEAKER_02: Yeah, it's the way it's set up.
• 45:35
  SPEAKER_02: Uh so I'm not I'm not even saying there's anything wrong with it.
• 45:38
  SPEAKER_02: I'm just saying, like anything else, just know what game you're playing.
• 45:42
  SPEAKER_02: And no, and understand that if like I maybe you've had this experience, Dustin, and if you haven't, maybe one of the listeners has.
• 45:50
  SPEAKER_02: Um, where you talk to your broker owner, whether it was a franchise or an indie, and they uh at one point, uh, whether it was because you were dreaming out loud or actually in a session with them about goals and stuff like that, and they and the subject came up about owning a brokerage, and they said, Don't do it.
• 46:10
  SPEAKER_02: There's no money in owning a brokerage, you don't want this headache.
• 46:14
  SPEAKER_00: Yep.
• 46:15
  SPEAKER_00: Had that conversation.
• 46:16
  SPEAKER_02: Then it's like, but what the fuck are you doing?
• 46:18
  SPEAKER_02: Like literally, you're doing that.
• 46:21
  unknown: Yeah.
• 46:21
  SPEAKER_02: Why are you then why are you doing it?
• 46:23
  SPEAKER_02: If there's no money in it, you're either the dumb, and therefore I shouldn't be taking your advice right now, or there's something missing contextually from this conversation.
• 46:33
  SPEAKER_02: And so that's so that's what I think.
• 46:35
  SPEAKER_02: So I think that the one of the inherent problems in our business is we reward, you know, it's like, you know, show me the incentives and I'll show you the behavior.
• 46:45
  SPEAKER_02: The incentives are like your name on light in lights, and your name on a billboard, and your name on a trophy.
• 46:53
  SPEAKER_02: So our behavior begets more of that.
• 46:57
  SPEAKER_02: Like that's who we are as an industry.
• 47:00
  SPEAKER_00: Yes.
• 47:01
  SPEAKER_00: Well, okay, let me play devil's advocate a little bit because I think I think two things can be right at the same time.
• 47:08
  SPEAKER_00: So I've also heard that advice from a previous broker who owned a branch within the brokerage.
• 47:15
  SPEAKER_00: He wasn't the actual brokerage owner, but got paid basically the same way.
• 47:19
  SPEAKER_00: He got paid by the number of transactions you do, because it was a flat fee brokerage.
• 47:23
  SPEAKER_00: So uh$500 per deal, the more deals you close, the more the broker gets paid, and all that, all that good stuff.
• 47:30
  SPEAKER_00: And he would say, Look, you know, this this is a headache.
• 47:33
  SPEAKER_00: I don't make nearly as much as you might think.
• 47:35
  SPEAKER_00: And I think that's also true.
• 47:37
  SPEAKER_00: I think there's a lot of people who get into leadership of these brokerages, uh, or they did a while ago, and then they start to realize, okay, this is not quite the way this was sold to me.
• 47:48
  SPEAKER_00: This is not quite played out the way that I thought it would.
• 47:52
  SPEAKER_00: And we're I think that is happening at a dramatic rate right now because uh brokerages are going virtual, like ours and a few others, and another a better way is becoming very fucking apparent, and they're just realizing it.
• 48:06
  SPEAKER_00: So I think there's also a lot of truth in them saying that, even though they also get paid by that as well.
• 48:11
  SPEAKER_02: There is a lot of truth in that.
• 48:13
  SPEAKER_02: And to me, dude, it's like anything else, like there's nuance in this, right?
• 48:18
  SPEAKER_02: Duality, as John would say, like, and and that that nuance to me is what you just said is true, and how many of those people would would actually have make the money.
• 48:29
  SPEAKER_02: Like, here's what I know about the brokerage business, and I believe this to be true.
• 48:34
  SPEAKER_02: Um it the profit is a direct correlation mostly to head count, to the number of agents who hang their license, like it or love it, or hate it, that's the truth of the matter.
• 48:50
  SPEAKER_02: Okay.
• 48:51
  SPEAKER_02: Now we can talk about that.
• 48:52
  SPEAKER_00: That's why they charge so many fees whether you're selling houses or not.
• 48:55
  SPEAKER_00: Right.
• 48:56
  SPEAKER_02: And because they know like at the end of the day, like if you just have enough people, you'll sell enough houses.
• 49:01
  SPEAKER_02: Like that actually, that's the truth.
• 49:03
  SPEAKER_02: Okay.
• 49:04
  SPEAKER_02: So if that's the truth, then you have to be a master, an absolute ninja at recruiting.
• 49:14
  SPEAKER_02: And you either gotta be able to bring in everybody that you want to be able to bring in, andor I think I always look at recruiting as like there's two ways to do it.
• 49:26
  SPEAKER_02: The the front door can be wide, and so can the back door, or the front door can be narrow.
• 49:32
  SPEAKER_02: But either way requires a ton of work.
• 49:35
  SPEAKER_02: Either way requires a ton of work in being a master at recruiting.
• 49:39
  SPEAKER_02: And so you either go identify the people that are ninjas and they're gonna be high producers, and you can't really identify them before they are who they are.
• 49:46
  SPEAKER_02: Like people just are who they are, right?
• 49:48
  SPEAKER_02: Um, it's a guessing game.
• 49:50
  SPEAKER_02: But nonetheless, like, okay, cool.
• 49:52
  SPEAKER_02: If you want your broker, Mr.
• 49:53
  SPEAKER_02: Broker Owner or Mrs.
• 49:55
  SPEAKER_02: Broker Owner, if you want to make money, then like get better at it.
• 49:58
  SPEAKER_02: Like, get better at your job.
• 49:59
  SPEAKER_02: Just like me, as a if I'm a listing agent, I need to get better at being a listing agent.
• 50:03
  SPEAKER_02: You got to get better at your job.
• 50:05
  SPEAKER_02: You only don't make money because you fucking suck in your life, and you thought if you just signed this deal for this franchise, like the the checks were gonna start falling on you.
• 50:15
  SPEAKER_02: Like, that's just not how it works.
• 50:17
  SPEAKER_02: And so I do think there is a lot of duality there and nuance there in that, yeah, most broker owners don't make enough money, but it's because most broker owners don't put in the work to the one metric that matters most to their income, which is recruiting.
• 50:34
  SPEAKER_02: Period, end of story.
• 50:35
  SPEAKER_02: By the way, that same metric matters most to agents.
• 50:38
  SPEAKER_02: Whether you're a solo agent you're and you're recruiting buyers and sellers, or you run a big team like me and you're recruiting agents for your team, doesn't matter.
• 50:46
  SPEAKER_02: There's only one thing, and that is lead generation, and it solves all the problems everywhere all the time, no matter what.
• 50:52
  SPEAKER_02: So if they're not having the success that they want, it's because they're they're clearly not doing what they should be doing, or at least not to the level that they should be.
• 51:03
  SPEAKER_00: Yeah.
• 51:04
  SPEAKER_00: You know, God, I could take this in a thousand different directions because we could talk about this for an hour or two.
• 51:10
  SPEAKER_00: Um I I have empathy for so many agents out there that just don't know any other way because they cut they came into a system, they have a mentor that does things a certain way, and they're they've never been exposed to different business models, different ways of doing the business, different ways of attracting clients, different ways to structure your business and different profit centers and all the stuff, right?
• 51:35
  SPEAKER_00: Like, you know, we've been lucky enough to be around agents that like they start mortgage companies, title comp title JVs, like property management companies, capital companies, like uh they invest in real estate, like they have all these different streams of income, and they're true business owners and entrepreneurs.
• 51:52
  SPEAKER_00: And and that's awesome.
• 51:54
  SPEAKER_00: There's other agents that literally only know hey, I need to sell more homes.
• 52:00
  SPEAKER_00: That's it.
• 52:02
  SPEAKER_00: And what's I mean, what's the solution to that?
• 52:05
  SPEAKER_00: I don't know.
• 52:05
  SPEAKER_00: Hopefully, this podcast is is a little eye-opening, but yeah, uh good God.
• 52:10
  SPEAKER_00: I mean what do we do?
• 52:12
  SPEAKER_02: I think people there's first of all, you can't you can't drag somebody to the starting line.
• 52:21
  SPEAKER_02: Right.
• 52:22
  SPEAKER_02: So the person who wants more opportunities got to be willing to raise their hand and also go, hey, look at her, look at him.
• 52:33
  SPEAKER_02: They got something I want.
• 52:34
  SPEAKER_02: I'm gonna go ask them questions, right?
• 52:37
  SPEAKER_02: And or hey, you know what, I'm gonna listen to this podcast or watch this YouTube video or whatever.
• 52:42
  SPEAKER_02: Um, so there's there's a lot of personal responsibility in this for me.
• 52:46
  SPEAKER_02: And dude, and you're right, like there's people don't they don't know, but again, I think they've got to be willing to ask questions.
• 52:53
  SPEAKER_02: And if you're not willing to ask questions about what's possible for you, or you know, because I I think what happens, people get into real estate or in any profession, this is any area of life, period, and they just sort of go, Oh, this is how it is, and they just sort of get stuck in this track of doing things, like this certain way of doing things, right?
• 53:11
  SPEAKER_02: And they never take the blinders off to go, I know I'm having some success here, this feels good and it looks good, and overall it's pretty darn good.
• 53:20
  SPEAKER_02: But like, is there something better out there?
• 53:22
  SPEAKER_02: Is there a better way to do this?
• 53:24
  SPEAKER_02: Like, that's what I man.
• 53:26
  SPEAKER_02: Uh I when people don't go to their company conferences, it fucking blows my mind.
• 53:33
  SPEAKER_02: I'm like, why would you not?
• 53:35
  SPEAKER_02: They're like, no, and the argument is the same.
• 53:38
  SPEAKER_02: Like, I've had this conversation with 200 different people, and the argument is always like, there's just other real estate agents there.
• 53:44
  SPEAKER_02: I'm like, that's the fucking point.
• 53:46
  SPEAKER_02: I know there's other real estate agents there, and they might think they might have different viewpoints than you do.
• 53:51
  SPEAKER_02: They might do things differently than you do, they might be smarter than you, they might be a referral partner for you.
• 53:57
  SPEAKER_02: You might learn something from them, they might learn something from you.
• 53:59
  SPEAKER_02: You never know.
• 54:01
  SPEAKER_02: Put yourself, it's like uh Ben Kenny.
• 54:04
  SPEAKER_02: It's fun, I I my buddy, you know, Todd Booksman, very good friend of mine, and Todd by now.
• 54:10
  SPEAKER_02: Yeah, so Todd posted a clip from a uh interview I did with Ben years ago, just like a couple days in the last few days, where Ben talked about early in his career, he found a way to he would always put himself in the way of opportunity.
• 54:26
  SPEAKER_02: And like he put himself in the way, he's like, Okay, well, if I'm gonna be making phone calls today, I might as well just go do it from an open house.
• 54:32
  SPEAKER_02: Like you just go do it from an open house, or he'd go stand outside open houses and like talk to the people that drove that drove up or whatever, right?
• 54:39
  SPEAKER_02: It's like put yourself in the way of opportunity.
• 54:42
  SPEAKER_02: It it's really easy to discount an industry event as just a bunch of agents getting together, but dude, go, I mean, I don't I know I'm preaching the choir here, like the amount of things that you can learn from people at and that are that could directly impact your income next month is massive.
• 55:05
  SPEAKER_02: And so when people just go, I don't want to go there because just other real estate agents, like it's closed-minded.
• 55:09
  SPEAKER_02: Again, it's not it's not being willing to like open, like open your mind and ask the right questions.
• 55:15
  SPEAKER_02: Yes.
• 55:16
  SPEAKER_00: The the first six or seven years of my career, that's how I thought, because my original mentor thought that way too.
• 55:24
  SPEAKER_00: You know, it was hey, let's do things this way, but don't tell anyone and be be careful what you post on social, because we don't want anyone to steal our ideas, right?
• 55:32
  SPEAKER_00: And now I'm like, Are you fucking kidding me?
• 55:34
  SPEAKER_00: Like, everyone, please, if you're listening and you see one of my videos, steal it.
• 55:39
  SPEAKER_00: Do it, like, please, for the love of God.
• 55:42
  SPEAKER_00: It's like you know, like that exactly.
• 55:44
  SPEAKER_00: And that's how the world works, right?
• 55:47
  SPEAKER_00: You you see somebody doing a certain thing, you're like, okay, there's the blueprint, let me dissect it and figure out how they did it and fucking do my own version of it.
• 55:56
  SPEAKER_00: Like success leaves clues.
• 55:59
  SPEAKER_02: Yeah.
• 56:00
  SPEAKER_00: So are you are you willing to take them?
• 56:03
  SPEAKER_00: Is the question.
• 56:04
  SPEAKER_00: And uh, I don't know, man.
• 56:07
  SPEAKER_00: You mentioned earlier that you cannot drag anyone to the starting line.
• 56:11
  SPEAKER_00: Um, you know, I've lost so from from my my team, um, like over the last month or two, I've lost six people that I personally brought to the team, and I look at a common thread, and it's so frustrating.
• 56:26
  SPEAKER_00: Like, so first off, as I always turn the mirror at me first, and I'm like, what could I have done?
• 56:33
  SPEAKER_00: What else could I have done?
• 56:34
  SPEAKER_00: Like, could I have provided more support?
• 56:36
  SPEAKER_00: How did I fuck this up?
• 56:38
  SPEAKER_00: Like, you know, like I want to be better.
• 56:41
  SPEAKER_00: But then at the same time, like, and my my current mentor, Clayton, reminded me, he's like, he's like, dude, some people just don't want to do the things you could you could offer a hundred percent of your time and they're still not gonna do the shit.
• 56:54
  SPEAKER_00: So he's like, what do those people have in common?
• 56:56
  SPEAKER_00: And I start looking at it and I'm like, they never came to meetings, never came to trainings, never went to events, never fucking commented, never heard anything from them ever.
• 57:04
  SPEAKER_02: Yeah.
• 57:05
  SPEAKER_00: Common theme.
• 57:07
  SPEAKER_00: Collectively, all of them sold one house in the last 12 months.
• 57:10
  SPEAKER_00: Yeah, dude, I was gonna say, like, um it's sad, but I mean, you you can bring a horse to water, but you can't make them drink.
• 57:18
  SPEAKER_02: I uh in my group, my EXP group, so for the listener out there that doesn't understand EXP, just think brokerage, okay?
• 57:26
  SPEAKER_02: Context of a brokerage.
• 57:30
  SPEAKER_02: I've uh I've lost about negative four people over the last hundred days or so.
• 57:37
  SPEAKER_00: Never experienced.
• 57:38
  SPEAKER_00: Your net spend negative four.
• 57:39
  SPEAKER_00: Uh-huh.
• 57:40
  SPEAKER_02: It's just like I own a KW office.
• 57:42
  SPEAKER_02: Um I'm sorry, just say that out loud.
• 57:45
  SPEAKER_02: But I'm not sorry.
• 57:47
  SPEAKER_02: Uh so alright, so I'm negative four over like the last hundred days.
• 57:51
  SPEAKER_02: But here's the interesting part transactions are up, my income is up, uh, and the number of deals I'm getting paid on is up.
• 58:00
  SPEAKER_02: Because we're we we are losing people, we are replacing them with people that are working and and selling real estate.
• 58:08
  SPEAKER_02: We're we're losing the people that are doing zero and one deals a year.
• 58:13
  SPEAKER_02: That's who we're losing.
• 58:14
  SPEAKER_02: And that, by the way, that's who's going to lose in this market, anyways.
• 58:18
  SPEAKER_02: Um, every company.
• 58:20
  SPEAKER_02: Let's be honest, they should go backwards.
• 58:22
  SPEAKER_02: Yeah, they should be gone.
• 58:23
  SPEAKER_02: This is great.
• 58:23
  SPEAKER_02: Like, I was just recording a podcast with Joshua Smith earlier today, and we were talking about we were talking about like how exciting it is because yeah, so like it kind of sucks right now.
• 58:37
  SPEAKER_02: Like you get you gotta double your lead gen efforts, probably gotta hold double the appointments to sell the same number of houses for the next little period of time.
• 58:45
  SPEAKER_02: But what's gonna happen is come January 1st, there's gonna be a lot of people that don't renew.
• 58:49
  SPEAKER_02: And by the time summer rolls around, there's gonna be even more new, even more people that are like just out of the business.
• 58:54
  SPEAKER_02: And so you're gonna look up in a year from now, and your piece of the pie is actually gonna get bigger.
• 59:01
  SPEAKER_02: It's actually gonna get bigger, and it in in a lot of ways it'll become easier.
• 59:06
  SPEAKER_02: Right.
• 59:06
  SPEAKER_02: If you can get through the hard part first.
• 59:08
  SPEAKER_01: Is there something else I can help you?
• 59:10
  SPEAKER_02: Suri, shut the fuck up.
• 59:13
  SPEAKER_02: I don't know, has that ever happened on your podcast before?
• 59:16
  SPEAKER_00: It's happened with the with the A word, with uh Lexi.
• 59:20
  SPEAKER_00: But not Siri.
• 59:21
  SPEAKER_00: That's uh that's first.
• 59:23
  SPEAKER_00: I uh always listening.
• 59:24
  SPEAKER_02: That was weird, dude.
• 59:26
  SPEAKER_02: She just started like doing the little thing in the corner of my computer there.
• 59:30
  SPEAKER_02: I don't even use that feature.
• 59:33
  SPEAKER_00: Yeah, I don't think I use it on my on my Mac, anyways.
• 59:36
  SPEAKER_02: Listen here, Tim Cook.
• 59:38
  SPEAKER_02: Stop listening to my conversations.
• 59:40
  SPEAKER_02: Seriously.
• 59:41
  SPEAKER_00: I mean, so how creepy is it?
• 59:43
  SPEAKER_00: The the phone or the Mac has to always be listening in order to hear the command, right?
• 59:48
  SPEAKER_00: So, like it's always listening if you have that turned on.
• 59:52
  SPEAKER_00: Kind of kind of creepy.
• 59:53
  SPEAKER_00: Anyways, um, yeah, dude, it's it's it's really frustrating.
• 59:59
  SPEAKER_00: I want everyone that I'm connected with to succeed.
• 1:00:04
  SPEAKER_00: Yes.
• 1:00:04
  SPEAKER_00: And and I know you're the same, and you provide a shitload of resources and support and training and and blueprints, and you're like, here you go.
• 1:00:12
  SPEAKER_00: And it's so frustrating when people say they want certain things and then their actions just don't map to that.
• 1:00:20
  SPEAKER_00: They something that really um really hit me was I forget who who exactly said this, but it was it was my mentor, Clayton, actually.
• 1:00:34
  SPEAKER_00: Um, he was asked earlier in his career when he was a solo agent selling a shitload of homes.
• 1:00:39
  SPEAKER_00: I think he was selling you know 70 to 100 homes um himself, and he was he was getting burned out, and someone asked him what his priorities were in life.
• 1:00:48
  SPEAKER_00: And he said, Well, my family.
• 1:00:52
  SPEAKER_00: And they're like, Well, let's see your calendar.
• 1:00:54
  SPEAKER_00: And his calendar was nothing but work, yeah.
• 1:00:58
  SPEAKER_00: Nothing but work, no, no scheduled time for family.
• 1:01:02
  SPEAKER_00: And who and I believe it was his mentors, like, I know you say your family's your top priority, but your schedule says otherwise.
• 1:01:10
  SPEAKER_00: You your actions mean everything, right?
• 1:01:12
  SPEAKER_00: So you can say you want to sell 50 homes this year, go from 10 sales to 50 or 50 to 500, or whatever the hell.
• 1:01:20
  SPEAKER_00: But are you doing the things?
• 1:01:21
  SPEAKER_00: And it's so frustrating when you give everything to somebody and they they're just not they're not gonna meet you halfway.
• 1:01:28
  SPEAKER_02: Dude, and there's just some people that aren't.
• 1:01:32
  SPEAKER_02: And that's you know, so like one of the things I'm really thankful for about in my business, uh like on this in the sales team business, was we grew it really big.
• 1:01:43
  SPEAKER_02: And I had to learn how to hire people, I had to learn how to recruit people, and and I had to learn how to get over people not showing up the way they said they would.
• 1:01:52
  SPEAKER_02: Because I'm the one of those guys who I naturally see the best version of other people.
• 1:02:00
  SPEAKER_02: Like that's where I start.
• 1:02:01
  SPEAKER_02: I start to my detriment, I start at the best version of the other person.
• 1:02:07
  SPEAKER_02: And and uh and then I let you know, and it was hard.
• 1:02:11
  SPEAKER_02: Um, every time an agent would leave the team or whatever, I'd be like, what's wrong with me?
• 1:02:20
  SPEAKER_02: Like, why did they like didn't we provide enough leads or training or opportunities or you know, film the and it took years, man.
• 1:02:28
  SPEAKER_02: I remember one time it had been years, uh, and then we had this operations person who quit on us, and it hurt for a different reason because of the way she did it.
• 1:02:42
  SPEAKER_02: Uh, and it was like it was almost in a very cruel, like just don't show up to work on Monday morning after we had trusted her with a lot.
• 1:02:50
  SPEAKER_02: And it was, I remember it like it, it it kind of shook me a little bit.
• 1:02:53
  SPEAKER_02: And I remember my wife said to me, She's like, Wow, I haven't seen you upset about about somebody quitting or getting fired from the in the team in a really long time.
• 1:03:05
  SPEAKER_02: I was when I realized I was like, oh yeah, I'd finally like I'd finally decided to just let people be who they are, and like not, you know, I still see the best version of them, but I let them I let people show me who they are.
• 1:03:17
  SPEAKER_02: And there's just a certain number of people, dude, that like they're it doesn't matter.
• 1:03:22
  SPEAKER_02: You could uh you know, you could spoon feed them all the best things in the world, but like they're not going to they're not gonna take the ball and run with it.
• 1:03:30
  SPEAKER_02: My my buddy Dustin Runyon says it this way.
• 1:03:32
  SPEAKER_02: He's like, he's like, you know those people that like you you give them an inch and they'll take it a mile.
• 1:03:39
  SPEAKER_02: It's so fun to be around people like that.
• 1:03:41
  SPEAKER_02: And then there's other people like they want them, they want a mile and they take it an inch.
• 1:03:46
  SPEAKER_02: Yes.
• 1:03:47
  SPEAKER_02: That's like the that's that there's two types of people in business.
• 1:03:50
  SPEAKER_02: The people that will take the inch and they'll take that a mile wide and a mile deep, and there's people that they uh they'll ask you to give them a mile wide before and they won't even take it in an inch deep.
• 1:04:00
  SPEAKER_02: Like it's pretty, you know, it's pretty shitty like that.
• 1:04:03
  SPEAKER_02: And you just gotta be aware that that's who people are and separate that from whether or not they're a good person.
• 1:04:10
  SPEAKER_02: Right.
• 1:04:12
  SPEAKER_00: That's interesting.
• 1:04:12
  SPEAKER_00: Yeah, you're right, because it doesn't mean they're a bad person.
• 1:04:15
  SPEAKER_00: They could it's just not they're not in the right seat, they're not doing what they really want to be doing.
• 1:04:22
  SPEAKER_00: Uh I mean there's a a million reasons.
• 1:04:24
  SPEAKER_00: Right.
• 1:04:25
  SPEAKER_00: And and honestly, uh, like I struggled early on in my real estate career because I was just not the right person yet.
• 1:04:32
  SPEAKER_00: Like I had to work on myself and become the person who was capable of actually doing shit.
• 1:04:38
  SPEAKER_00: Like I I was just not the right person to sell a hundred homes a year or whatever.
• 1:04:43
  SPEAKER_02: Dude, it it's um it's not easy.
• 1:04:48
  SPEAKER_02: Like it's not, you know, to be able to um I don't know, for me, like I had to learn, yeah, I wasn't the you know, I had to learn, like I had to learn how to sell real estate, like I had to learn how to be in sales and then learn how to be in business.
• 1:05:03
  SPEAKER_02: And luckily, I just you know, yeah, it doesn't come natural to everybody.
• 1:05:07
  SPEAKER_02: In fact, it probably comes natural to nobody.
• 1:05:09
  SPEAKER_02: And so that's what I mean.
• 1:05:10
  SPEAKER_02: Like you gotta let people just show up, you know, however they are.
• 1:05:14
  SPEAKER_02: Because the people that want it, like the people that are determined to win, like they're gonna win no matter what, and they're gonna go get the resources no matter what.
• 1:05:21
  SPEAKER_02: That's why I said it's like um like the responsibilities uh equally on them, like because if they really want it, they'll look up and go, huh, is there a better way to do this?
• 1:05:32
  SPEAKER_02: Right.
• 1:05:32
  SPEAKER_02: Or hey, I like the way he's doing it over there.
• 1:05:34
  SPEAKER_02: I really like what Dustin's got going on.
• 1:05:36
  SPEAKER_02: I'm gonna go pay more attention to what he's doing.
• 1:05:41
  SPEAKER_00: Right.
• 1:05:42
  SPEAKER_00: There's something that I've started saying whenever whenever we're bringing a new agent onto the team, I realize that was something that I can, something that is my responsibility as a as a leader is to set proper expectations.
• 1:05:58
  SPEAKER_00: And I remember this was.
• 1:06:00
  SPEAKER_00: Done to me, and I appreciated it so much.
• 1:06:02
  SPEAKER_00: So now I I uh do this with every new person who I talk to that comes onto the team.
• 1:06:07
  SPEAKER_00: And I tell them, look, if you succeed here, that's 100% because of you.
• 1:06:15
  SPEAKER_00: If you fail here, that's also because of you.
• 1:06:18
  SPEAKER_00: Right?
• 1:06:19
  SPEAKER_00: Like whatever happens here, success, failure, to what to what extent you succeed or fail is on you.
• 1:06:27
  SPEAKER_00: You know, like we we have all of this stuff.
• 1:06:30
  SPEAKER_00: Here's what we have, here's the resources, here's the training, here's here's this, like, here's my fucking cell phone number, you know, for for my agents.
• 1:06:39
  SPEAKER_00: But you've got to like, I don't know you're struggling, I don't know you're frustrated, I don't know you're broke.
• 1:06:45
  SPEAKER_00: Like, you've got to put your hand out and be like, hey, I need help.
• 1:06:48
  SPEAKER_00: Hey, I'm struggling with this thing, hey, I'm frustrated, I've hit a wall, um, I need help with A, B, or C, because I'm not a mind reader, and nor should I be.
• 1:06:58
  SPEAKER_00: And so uh there's there's been a handful of agents, more than a handful, actually, that I think they take that to heart, and that really means something to them, and they start to thrive.
• 1:07:09
  SPEAKER_00: And those are people that I've actually started to highlight more on this podcast recently, yeah, is the agents, even if they're brand new or fairly new, who have just hit the ground running, they start doing what they're supposed to be doing, they do what they say they're gonna do, they keep the promises they make to themselves, and strangely, they start to get results.
• 1:07:27
  SPEAKER_00: Imagine that.
• 1:07:28
  SPEAKER_00: Right.
• 1:07:29
  SPEAKER_00: And so I and I want to celebrate the shit out of those people because uh it's it's worth celebrating.
• 1:07:35
  SPEAKER_00: Dude, it absolutely it is.
• 1:07:38
  SPEAKER_00: Absolutely it is.
• 1:07:39
  SPEAKER_00: Yeah.
• 1:07:42
  SPEAKER_00: Yeah, wild.
• 1:07:43
  SPEAKER_00: I mean, we're we're getting deep and philosophical here, but it's uh yeah.
• 1:07:48
  SPEAKER_00: I uh you mentioned that you and some of your your other big shot friends, again, I'm paraphrasing you and you and you and your big shot team leader friends.
• 1:07:59
  SPEAKER_00: That's an exact quote, actually.
• 1:08:01
  SPEAKER_00: I I think that is, yes.
• 1:08:02
  SPEAKER_00: You and your you and your big shot friends that sell billions and billions of real uh of real estate every year, uh personally.
• 1:08:10
  SPEAKER_00: Um you're all excited about the current market conditions.
• 1:08:15
  SPEAKER_00: Oh, hell yeah.
• 1:08:18
  SPEAKER_00: That's pretty telling, right?
• 1:08:19
  SPEAKER_00: Like earlier we talked about how success leaves clues.
• 1:08:23
  SPEAKER_00: This is also a clue.
• 1:08:25
  SPEAKER_00: And I believe that whether or not you succeed or fail right now is just a choice.
• 1:08:33
  SPEAKER_00: It's just a a decision.
• 1:08:34
  SPEAKER_00: Like simple as that.
• 1:08:36
  SPEAKER_00: Would you agree?
• 1:08:38
  SPEAKER_02: Yeah.
• 1:08:38
  SPEAKER_02: But that well, so yes, but I would for context, I would say that decision is about working on your skills.
• 1:08:47
  SPEAKER_00: Yes.
• 1:08:49
  SPEAKER_02: Because what it's gonna take to to survive not just to survive, to be successful in real estate sales over the next 18 months versus the last 18 months are different skills.
• 1:09:04
  SPEAKER_02: There was a lot more to do with lucky in the last 18 to 24 months, and there will be a whole lot more to do with sales skills and real estate knowledge in the next 18 to 24 months.
• 1:09:15
  SPEAKER_02: Like it or love it, I don't care if anybody's offended by it.
• 1:09:18
  SPEAKER_02: If you're offended by it, then it's probably because you know deep down it's true.
• 1:09:22
  SPEAKER_02: Like the at the end of the day, there's a there there was a there was a factor of luck of like it's gotta be there, everybody wanted to buy.
• 1:09:30
  SPEAKER_02: There's gonna be a lot fewer transactions available, and it's gonna require a different set of skills to get the listing, to be able to price the listing appropriately, to negotiate the deals, to get these deals over the finish line once they're agreed upon, to get buyers into the deals that they can actually afford and want to do.
• 1:09:52
  SPEAKER_02: Like there's this whole set of ski soft skills that are gonna be needed.
• 1:09:55
  SPEAKER_02: My buddy Craig Rieger said it like this: he's like, in this market, skillionaires become millionaires.
• 1:10:01
  SPEAKER_00: Ooh, that's good.
• 1:10:03
  SPEAKER_02: Like skillionaires become millionaires, and it's true.
• 1:10:08
  SPEAKER_00: That's good.
• 1:10:09
  SPEAKER_00: Yeah.
• 1:10:10
  SPEAKER_00: And uh I I don't I don't even know what else to say.
• 1:10:15
  SPEAKER_00: Like that's you're right.
• 1:10:16
  SPEAKER_00: We're in a different market.
• 1:10:18
  SPEAKER_00: It's gonna take different skill sets to thrive.
• 1:10:21
  SPEAKER_02: Yeah, and dude, and that's a good thing.
• 1:10:24
  SPEAKER_02: Like any I'm not it'll it can it will be hard.
• 1:10:29
  SPEAKER_02: It harder for some than others.
• 1:10:32
  SPEAKER_02: There will be, you know, moments of like this fucking sucks, and moments of this is up, this is amazing.
• 1:10:39
  SPEAKER_02: Um but it'll be worth it.
• 1:10:42
  SPEAKER_02: And it every like if you can do that, you will come out the other side.
• 1:10:46
  SPEAKER_02: It's like it's like Josh w and I were talking about it earlier.
• 1:10:49
  SPEAKER_02: It's like you're gonna end up like if you just do if you can just do that, then you're gonna end up with like so much better off.
• 1:10:56
  SPEAKER_02: Like you'll get a bigger piece of the pie just literally by surviving.
• 1:11:00
  SPEAKER_02: Literally just by surviving, you'll end up with a bigger piece of the pie than what you have now.
• 1:11:06
  SPEAKER_02: So, but now if you really go out and earn it, you're gonna like not only will you grow in the next year or two, but then as things shift the other way, whenever they shift the other way, like you'll be positioned to ride that wave longer and higher.
• 1:11:22
  unknown: Yes.
• 1:11:22
  SPEAKER_02: Than you would be otherwise.
• 1:11:24
  SPEAKER_02: Yes.
• 1:11:25
  SPEAKER_00: Yeah, it's exciting to think about, man.
• 1:11:27
  SPEAKER_00: Like, um, but and I'm also I'm paying attention to how I react to what you're saying.
• 1:11:33
  SPEAKER_00: Like, I'm I'm really conscious of yeah, it just my reaction.
• 1:11:39
  SPEAKER_00: And and when you're when you're talking through this, like first off, I believe you're you're correct.
• 1:11:43
  SPEAKER_00: I believe that's how it will play out for those who uh choose to take action and and take advantage, but I'm also excited that I'm excited because I I I know that I've grown as a person as an on and as an entrepreneur because like I I believe it and I see it, and I know that I'm I have things being built right now to really like take advantage of the the market conditions, and that excites me.
• 1:12:10
  SPEAKER_00: And I'm excited that I'm excited.
• 1:12:11
  SPEAKER_00: I'm not worried, I'm not like doubting, you know.
• 1:12:14
  SPEAKER_00: So auditing your own emotions is is a pretty powerful too.
• 1:12:19
  SPEAKER_02: Uh dude, that's a really good point.
• 1:12:21
  SPEAKER_00: That is a really damn good point.
• 1:12:24
  SPEAKER_00: I mean, that's not to like toot my horn, but like I'm just I'm having a moment here.
• 1:12:28
  SPEAKER_02: Like I'm uh doesn't that okay, but literally just noticing that that's how you feel, doesn't that doesn't that feel awesome?
• 1:12:34
  SPEAKER_02: Fuck yeah.
• 1:12:36
  SPEAKER_02: Just noticing, like, holy shit, I'm excited about this, actually.
• 1:12:40
  SPEAKER_02: I'm excited about how how hard it's going to be, but the result that comes from that.
• 1:12:47
  SPEAKER_02: Like, because I know how this goes, like, and I know how to I know what things to work on and kind of what levers to pull and which ones, like it's it's that's kind of that's kind of exciting, right?
• 1:12:57
  SPEAKER_02: Um, you know, it's like it can be it can be scary when you're like starting off or like in a place where like your business hasn't been that great or or whatever.
• 1:13:10
  SPEAKER_02: Um and you can be I didn't but there's times when like when you know you're on to something, you know you're going in the right direction, even though the results aren't there or the paychecks aren't to the level yet there where you where you just like you know, and that's fucking exciting because like you're on the right path, you're on the path, and you know it's literally just a matter of execution and time.
• 1:13:36
  SPEAKER_02: That's pretty awesome.
• 1:13:37
  SPEAKER_00: That's it, man.
• 1:13:38
  SPEAKER_00: And it's really cool to see that in your people, like it's your team and and my team, like with our agents.
• 1:13:47
  SPEAKER_00: I was talking with one of them earlier, and he's like, he's like, dude, it feels like I feel like I'm doing everything right.
• 1:13:52
  SPEAKER_00: I feel like I'm right there on the verge of some big thing happening, and I I know that he believes it, and I know that that's how I feel myself, and so I recognize it, and I'm just like, dude, this is gonna be fun, and it's fun to watch the people that you are partnered with winning as well, because it it's just 100%.
• 1:14:12
  SPEAKER_00: This does not need to be uh the next 18 months does not need to be miserable, like there's a lot of fun that's gonna be had.
• 1:14:19
  SPEAKER_00: This should be fun and exciting.
• 1:14:21
  SPEAKER_02: This should be fun and exciting.
• 1:14:22
  SPEAKER_02: If you're not excited about it, and not blindly, because like I have talked to some some younger guys that are like think they're just gonna run through the wall on it.
• 1:14:33
  SPEAKER_02: I'm like, yeah.
• 1:14:35
  SPEAKER_00: Yeah, it's not backed up by anything.
• 1:14:36
  SPEAKER_00: They're just like, it's gonna be great, and then they're not then they play video games all fucking day.
• 1:14:40
  SPEAKER_02: Yeah, like it is gonna, it is gonna be great, but you're gonna have to do things differently.
• 1:14:44
  SPEAKER_02: But yeah, dude, it's exciting because like there's a way through it.
• 1:14:48
  SPEAKER_02: Like you have a path and you know how to get there and you can go.
• 1:14:55
  SPEAKER_02: Like the only the only the only factor here is you and your ability to learn and work.
• 1:15:02
  SPEAKER_00: That's right.
• 1:15:03
  SPEAKER_00: That's right.
• 1:15:04
  SPEAKER_00: Dude, I um I just realized we've got we've been we've been talking for like an hour and a half.
• 1:15:10
  SPEAKER_00: Um so here's what we gotta do.
• 1:15:12
  SPEAKER_00: First off, I am I'm very curious how this episode's received because this is much more of a conversation than an interview.
• 1:15:19
  SPEAKER_00: I enjoyed it, but I'm curious how the audience enjoyed it.
• 1:15:22
  SPEAKER_00: So if you guys have made it this far and you've enjoyed this banter and this this deep conversation we've been having, let me know.
• 1:15:30
  SPEAKER_00: Let Kevin know, just send us a DM.
• 1:15:32
  SPEAKER_00: Uh but like we do with every guest, and I think you've been on, I think this is your third or fourth time on the show, for God's sakes, but we do the rapid fire questions.
• 1:15:39
  SPEAKER_00: So we got to blow through those, and then I gotta run.
• 1:15:42
  SPEAKER_02: Let's do it.
• 1:15:43
  SPEAKER_02: Are you gonna like physically run?
• 1:15:45
  SPEAKER_02: You going out for a run?
• 1:15:46
  SPEAKER_00: I don't run.
• 1:15:47
  SPEAKER_00: No, I cold.
• 1:15:49
  SPEAKER_00: Oh, yeah, there's four inches of snow outside.
• 1:15:51
  SPEAKER_00: Know anything about that?
• 1:15:52
  SPEAKER_00: No, you don't.
• 1:15:53
  SPEAKER_02: Yeah, I know how to look at it from the internet.
• 1:15:56
  SPEAKER_00: Yep.
• 1:15:57
  SPEAKER_00: You admire it from your feed.
• 1:15:59
  SPEAKER_00: Very nice.
• 1:16:00
  SPEAKER_00: Uh-pa-ba.
• 1:16:01
  SPEAKER_00: Let's see.
• 1:16:02
  SPEAKER_00: Notes, rapid fire.
• 1:16:04
  SPEAKER_00: Here we go.
• 1:16:04
  SPEAKER_00: Either or questions.
• 1:16:05
  SPEAKER_00: You can elaborate and expand if you'd like to.
• 1:16:08
  SPEAKER_00: Um, and at the end we'll let everyone know where they can connect with you and find you.
• 1:16:12
  SPEAKER_00: Awesome.
• 1:16:13
  SPEAKER_00: Facebook or Instagram.
• 1:16:20
  SPEAKER_00: That's the tough one.
• 1:16:22
  SPEAKER_00: Messenger.
• 1:16:24
  SPEAKER_02: I'm tired of both platforms, to be honest with you.
• 1:16:27
  SPEAKER_00: Okay.
• 1:16:28
  SPEAKER_00: Uh, well, Instagram or TikTok?
• 1:16:31
  SPEAKER_02: Instagram.
• 1:16:32
  SPEAKER_02: I hate TikTok.
• 1:16:34
  SPEAKER_00: You sound like you sound like Clint Eastwood.
• 1:16:36
  SPEAKER_00: Like, get off my lawn.
• 1:16:37
  SPEAKER_00: That's what you sound like.
• 1:16:38
  SPEAKER_02: I know.
• 1:16:38
  SPEAKER_02: I'm no, I'm so no, I literally like I hate the six-second video thing.
• 1:16:42
  SPEAKER_02: I don't like this, I don't like the TikToki.
• 1:16:44
  SPEAKER_02: I'm not saying there's not value in it.
• 1:16:46
  SPEAKER_02: I'm saying I don't enjoy it.
• 1:16:48
  SPEAKER_00: You don't like this trend towards short and sweet.
• 1:16:51
  SPEAKER_02: I uh there's people that would disagree with that um about me.
• 1:16:56
  SPEAKER_02: Uh um, however, uh yeah, I also yeah, I just don't, it's not my favorite.
• 1:17:03
  SPEAKER_00: Not into it.
• 1:17:04
  SPEAKER_02: No.
• 1:17:04
  SPEAKER_00: It's fair.
• 1:17:05
  SPEAKER_00: That's fair.
• 1:17:06
  SPEAKER_00: But books or podcasts.
• 1:17:12
  SPEAKER_02: You know, it depends.
• 1:17:14
  SPEAKER_02: Um I podcasts are more for entertainment for me, although I do learn a lot.
• 1:17:19
  SPEAKER_02: Books I tend to treat like more of an assignment or like like like a learning opportunity.
• 1:17:27
  SPEAKER_02: Fair enough.
• 1:17:28
  SPEAKER_00: Yeah, I think that's kind of how I look at it too.
• 1:17:31
  SPEAKER_02: I w yeah, I'm sure my phone could tell me.
• 1:17:33
  SPEAKER_02: I wonder what what I've listened to more of this year, podcast or books.
• 1:17:37
  SPEAKER_00: Oh, for me it'd be podcast for sh for damn sure.
• 1:17:40
  SPEAKER_02: It probably would be podcasts for me because I don't because I can do a podcast like mindlessly, whereas like if it's a good book, like I'm in it.
• 1:17:50
  SPEAKER_02: Yeah.
• 1:17:51
  SPEAKER_00: Yeah, I can't listen to podcasts or audiobooks while I'm working out.
• 1:17:54
  SPEAKER_00: Like I have to say I have to listen to the shit.
• 1:17:57
  SPEAKER_00: Yeah.
• 1:17:58
  SPEAKER_02: Yeah.
• 1:17:59
  SPEAKER_00: Alright.
• 1:18:00
  SPEAKER_00: Uh rental property or flipping?
• 1:18:03
  SPEAKER_02: Rental.
• 1:18:04
  SPEAKER_02: Tash for baby.
• 1:18:06
  SPEAKER_02: Yeah.
• 1:18:06
  SPEAKER_02: Okay.
• 1:18:08
  SPEAKER_02: Yeah.
• 1:18:09
  SPEAKER_02: Give me the money over the next 30 years all day long.
• 1:18:12
  SPEAKER_02: That's always gonna be my answer.
• 1:18:14
  SPEAKER_02: That's right.
• 1:18:15
  SPEAKER_00: Burgers or pizza?
• 1:18:18
  SPEAKER_02: Burgers.
• 1:18:19
  SPEAKER_00: New York or LA?
• 1:18:22
  SPEAKER_02: Oh, wait, I'm not wearing an LA hat today.
• 1:18:24
  SPEAKER_02: Uh I fucking hate New York City.
• 1:18:28
  SPEAKER_02: I love it.
• 1:18:29
  SPEAKER_00: Uh I'd never live there, but I'd love New York City.
• 1:18:32
  SPEAKER_02: Oh, don't get me wrong.
• 1:18:34
  SPEAKER_02: I shouldn't say I would never live in LA.
• 1:18:37
  SPEAKER_02: I would not, I don't want to live in the state of California.
• 1:18:40
  SPEAKER_02: But I love it.
• 1:18:41
  SPEAKER_02: I love LA.
• 1:18:41
  SPEAKER_02: And I'm a yeah, I love, I love the West Coast.
• 1:18:46
  SPEAKER_02: Fair enough.
• 1:18:47
  SPEAKER_00: NFL or NBA?
• 1:18:50
  SPEAKER_02: NFL.
• 1:18:52
  SPEAKER_02: That answer would have been different 15 years ago.
• 1:18:55
  SPEAKER_02: The games just changed.
• 1:18:57
  SPEAKER_02: I'm just I still I still like the NBA.
• 1:18:59
  SPEAKER_02: It's just not the it's just different for me now.
• 1:19:01
  SPEAKER_00: Yeah, it's gotten weird.
• 1:19:02
  SPEAKER_00: I don't know.
• 1:19:04
  SPEAKER_00: I don't watch either.
• 1:19:06
  SPEAKER_00: Uh baseball or football?
• 1:19:11
  SPEAKER_02: I would man, this one's really close for me.
• 1:19:14
  SPEAKER_02: I probably would say football only because it's a one-day, mostly a one-day-a week commitment.
• 1:19:25
  SPEAKER_02: And baseball takes up so much.
• 1:19:27
  SPEAKER_02: But like if I just had all the time in the world and was bored and like retired, I'd probably say I love baseball, but I'd probably go with football on this.
• 1:19:35
  SPEAKER_02: Fair enough.
• 1:19:36
  SPEAKER_02: College or pro?
• 1:19:38
  SPEAKER_02: Pro.
• 1:19:38
  SPEAKER_02: Fucking, I hate this debate.
• 1:19:40
  SPEAKER_02: Like here's my yes.
• 1:19:42
  SPEAKER_02: To me, and it's not even close.
• 1:19:44
  SPEAKER_02: Pro is the worst.
• 1:19:45
  SPEAKER_02: It's the best.
• 1:19:46
  SPEAKER_02: Here's why.
• 1:19:47
  SPEAKER_02: Here's here's my here's my reasoning for this.
• 1:19:50
  SPEAKER_02: Okay.
• 1:19:52
  SPEAKER_02: Because they're both doing it for the money, and I'd rather just watch people that are better at what they do.
• 1:19:59
  SPEAKER_00: Yeah, there's so much more excitement in the college game, though.
• 1:20:03
  SPEAKER_00: They're trying to get to the pro level.
• 1:20:05
  SPEAKER_00: Like it, I don't know.
• 1:20:06
  SPEAKER_02: And there's more scrubs involved.
• 1:20:08
  SPEAKER_02: Like there's just such a different level of intensity at that at that level.
• 1:20:13
  SPEAKER_02: That's the best of the best of the best of the best of the best.
• 1:20:17
  SPEAKER_00: In theory.
• 1:20:18
  SPEAKER_00: It's the best of the best.
• 1:20:19
  SPEAKER_00: It is.
• 1:20:20
  SPEAKER_00: It is.
• 1:20:20
  SPEAKER_00: But does it, but does it come through?
• 1:20:22
  SPEAKER_00: I don't know.
• 1:20:23
  SPEAKER_00: I believe so.
• 1:20:24
  SPEAKER_00: That's fair.
• 1:20:25
  SPEAKER_00: That's fair.
• 1:20:27
  SPEAKER_00: Mountains or beach?
• 1:20:29
  SPEAKER_00: Beach.
• 1:20:30
  SPEAKER_02: No, I do love the snowboard.
• 1:20:32
  SPEAKER_02: I'm gonna go I'm going snowboarding in February.
• 1:20:35
  SPEAKER_02: Flagstaff?
• 1:20:37
  SPEAKER_02: No, I'm gonna go to Tahoe for the first time.
• 1:20:39
  SPEAKER_00: There you go.
• 1:20:40
  SPEAKER_00: Yeah.
• 1:20:40
  SPEAKER_00: There you go.
• 1:20:41
  SPEAKER_00: Uh podcasts or vlogs?
• 1:20:45
  SPEAKER_02: Podcasts.
• 1:20:46
  SPEAKER_00: YouTube or Facebook Live.
• 1:20:50
  SPEAKER_02: Ooh.
• 1:20:52
  SPEAKER_02: Am I a consumer or a producer?
• 1:20:55
  SPEAKER_02: If I'm a producer, YouTube.
• 1:21:00
  SPEAKER_02: No, both.
• 1:21:00
  SPEAKER_02: YouTube for both.
• 1:21:02
  SPEAKER_00: It's been a long time since someone said they prefer Facebook Live.
• 1:21:07
  SPEAKER_00: Uh Rich Dad, Poor Dad, or Millionaire Real Estate Agent?
• 1:21:10
  SPEAKER_02: Rich Dad, Poor Dad.
• 1:21:12
  SPEAKER_00: Uber or Lyft?
• 1:21:14
  SPEAKER_00: Lyft.
• 1:21:15
  SPEAKER_00: Gary Vee or Grant Cardone?
• 1:21:17
  SPEAKER_02: Gary Vee, all fucking day long.
• 1:21:20
  SPEAKER_02: Yes.
• 1:21:21
  SPEAKER_02: And twice on Sundays.
• 1:21:22
  SPEAKER_00: Yeah, man.
• 1:21:24
  SPEAKER_00: Where can people find you and follow you, man?
• 1:21:27
  SPEAKER_00: Link it up in the show notes and then in the YouTube description.
• 1:21:30
  SPEAKER_02: Yeah.
• 1:21:31
  SPEAKER_02: Our pod my podcast is called the Kevin and Fred Show.
• 1:21:34
  SPEAKER_02: So everywhere podcasts are found.
• 1:21:36
  SPEAKER_02: Facebook, Instagram, all the all the all the places.
• 1:21:42
  SPEAKER_02: Facebook group, next level.
• 1:21:44
  SPEAKER_02: It's called next level agents.
• 1:21:46
  SPEAKER_02: Yeah, that's a big group, right?
• 1:21:48
  SPEAKER_02: It was you know what you know, you know what's not good for a Facebook group?
• 1:21:52
  SPEAKER_02: Deleting Facebook from your phone.
• 1:21:54
  SPEAKER_02: So did that for almost two years.
• 1:21:58
  SPEAKER_02: Oh shit.
• 1:21:59
  SPEAKER_02: Yeah.
• 1:22:00
  SPEAKER_00: And you didn't have moderators or anything?
• 1:22:03
  SPEAKER_02: Nah.
• 1:22:04
  SPEAKER_02: Yeah, you fucked that up.
• 1:22:05
  SPEAKER_02: Yeah, I mean, but like whatever.
• 1:22:08
  SPEAKER_00: All right then.
• 1:22:11
  SPEAKER_02: I made big mistakes.
• 1:22:13
  SPEAKER_00: Oh, totally.
• 1:22:13
  SPEAKER_00: If that if that's the biggest mistake you've made, you're doing quite well.
• 1:22:16
  SPEAKER_00: Uh, we will we'll make sure that we link to your shit in our show notes and the YouTube description over on the Broke Agent Media YouTube channel.
• 1:22:24
  SPEAKER_00: Kevin Man, I gotta run, but I appreciated this uh lengthy conversation today, but it was good.
• 1:22:29
  SPEAKER_00: It was good.
• 1:22:30
  SPEAKER_00: Yeah, I like the style, dude.
• 1:22:31
  SPEAKER_00: I'm glad we did this.
• 1:22:32
  SPEAKER_00: Absolutely.
• 1:22:33
  SPEAKER_00: Appreciate it, my friend.
• 1:22:34
  SPEAKER_00: I'll talk to you soon.
• 1:22:34
  SPEAKER_02: We should when you link to our show instead of just linking to our show in general, just should just link to the conversation we had a couple weeks ago on my show.
• 1:22:42
  SPEAKER_00: Yeah, yeah, good idea.
• 1:22:44
  SPEAKER_02: Similar.
• 1:22:45
  SPEAKER_00: Yeah, yeah.
• 1:22:46
  SPEAKER_00: Yeah, that was a good one.
• 1:22:47
  SPEAKER_00: And and totally different at the same time.
• 1:22:49
  SPEAKER_02: It was.
• 1:22:49
  SPEAKER_02: You know what, even though we kind of had the same like format, if you will, uh very different convert conversation.
• 1:22:54
  SPEAKER_02: So I'm glad we did this.
• 1:22:56
  SPEAKER_00: What was the feet?
• 1:22:56
  SPEAKER_00: Have you had any feedback on that?
• 1:22:58
  SPEAKER_00: Positive or negative?
• 1:22:59
  SPEAKER_02: Uh good.
• 1:23:00
  SPEAKER_02: Um not nobody's nobody said they dislike it.
• 1:23:04
  SPEAKER_02: Um so that's a good that's to me, that's always a good sign.
• 1:23:07
  SPEAKER_02: Right.
• 1:23:08
  SPEAKER_02: We have good download numbers on it.
• 1:23:09
  SPEAKER_02: So I'll take that.
• 1:23:11
  SPEAKER_02: But right on.
• 1:23:11
  SPEAKER_02: Yeah, no, every every every week I get a handful of people that are like loyal listeners that like let me know if they liked what they really liked about the that that week show or whatever.
• 1:23:21
  SPEAKER_02: I got a couple about that.
• 1:23:22
  SPEAKER_02: They just kind of appreciated the format.
• 1:23:25
  SPEAKER_00: That's cool.
• 1:23:25
  SPEAKER_02: Nice.
• 1:23:26
  SPEAKER_00: It was because it was a good conversation.
• 1:23:28
  SPEAKER_00: I'm curious to hear what what the audience thinks of this one.
• 1:23:30
  SPEAKER_00: Me too.
• 1:23:31
  SPEAKER_00: So good stuff, man.
• 1:23:32
  SPEAKER_00: Always good talking to you, Kevin.
• 1:23:34
  SPEAKER_00: You too, dude.
• 1:23:34
  SPEAKER_00: Talk to you soon.
• 1:23:35
  SPEAKER_00: Appreciate the hell out of you for listening.
• 1:23:37
  SPEAKER_00: If you found this episode interesting, valuable, please share it with another agent, another broker, someone in the industry that you think would find it valuable as well.
• 1:23:45
  SPEAKER_00: And let me know what you think.
• 1:23:47
  SPEAKER_00: Just shoot me a DM on Instagram.
• 1:23:49
  SPEAKER_00: If you're not following at Massive Agent on Instagram yet, for the love of God, you should immediately.
• 1:23:55
  SPEAKER_00: And if you are, make sure you're subscribed to the Massive Agent YouTube channel as well.
• 1:23:59
  SPEAKER_00: Pretty important.
• 1:24:00
  SPEAKER_00: Go do that.
• 1:24:01
  SPEAKER_00: Let me know what you thought of this episode, and uh, I just appreciate the hell out of you for listening, making it this far into the episode.
• 1:24:08
  SPEAKER_00: Uh, that speaks volumes, and we appreciate you.
• 1:24:10
  SPEAKER_00: You are my people, and uh, if there's anything I can do to help you grow your business, please send me a DM and let me know.
• 1:24:17
  SPEAKER_00: Happy to help if I can.
• 1:24:19
  SPEAKER_00: If it's reasonable to do so, I absolutely will.
• 1:24:22
  SPEAKER_00: Appreciate you listening.
• 1:24:23
  SPEAKER_00: Take care, we'll see you next week.