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Why TOUGH LOVE Equals More Business for Realtors · Massive Agent Podcast

• 0:00
  SPEAKER_00: On this episode, I'm going to share with you a skill that you can develop that will help you build trust with potential clients, meaning you'll get hired a ton more.
• 0:08
  SPEAKER_00: Let's dive in.
• 0:10
  SPEAKER_01: The Massive Age Podcast.
• 0:12
  SPEAKER_01: We lead generation tips and strategies to get you more leads and sell more homes.
• 0:18
  SPEAKER_00: I love to buy houses.
• 0:19
  SPEAKER_00: I like to sell houses.
• 0:20
  SPEAKER_01: It takes brass balls to sell it.
• 0:23
  SPEAKER_01: Wait a minute.
• 0:24
  SPEAKER_01: Leads a week.
• 0:26
  SPEAKER_01: You a week.
• 0:27
  SPEAKER_01: I've had better.
• 0:29
  SPEAKER_01: Oh.
• 0:29
  SPEAKER_01: Have I got your attention now?
• 0:32
  SPEAKER_01: Here's your host, Dustin Brome.
• 0:37
  SPEAKER_00: What is up, guys?
• 0:38
  SPEAKER_00: Welcome to episode 340 of the Massive Agent Podcast.
• 0:41
  SPEAKER_00: I am your host, Dustin Brome, here in Salt Lake City, Utah.
• 0:45
  SPEAKER_00: And today I'm gonna tell you how to develop, first off, what skill I'm talking about, but how to develop it and why it's so damn important.
• 0:54
  SPEAKER_00: Some of the best realtors, meaning the realtors who sell the most houses and get the most referrals and build the most trust with their clients and potential clients, they all do this one thing.
• 1:04
  SPEAKER_00: But before I go there, I need to really highlight here uh the importance of, if you've listened to the last couple episodes, you know you know what I'm about to say.
• 1:16
  SPEAKER_00: The importance of getting in the same room with people that have built what you want to build.
• 1:21
  SPEAKER_00: So to that end, uh I talk with a lot of you guys, and you tell me that you're you're at a point where you're trying to build leverage, right?
• 1:28
  SPEAKER_00: You're you're busy, but you don't know how to get to the next level.
• 1:31
  SPEAKER_00: You're you want to start a team, but you don't know how.
• 1:33
  SPEAKER_00: There's so many different ways to do it.
• 1:34
  SPEAKER_00: You know, how do you structure it?
• 1:35
  SPEAKER_00: Who do you hire first?
• 1:36
  SPEAKER_00: How do you compensate them?
• 1:38
  SPEAKER_00: How do you provide leads for those people?
• 1:39
  SPEAKER_00: All this stuff, right?
• 1:40
  SPEAKER_00: Well, I thought, okay, if I was gonna start a team today, what would I need?
• 1:45
  SPEAKER_00: Who would I need to surround myself with?
• 1:47
  SPEAKER_00: And then I built a mastermind event around that.
• 1:51
  SPEAKER_00: I am announcing the Ignite 24, Ignite 2024 Team Builder Summit in Salt Lake City, Utah, August 7th and 8th.
• 2:00
  SPEAKER_00: Tickets are now available.
• 2:01
  SPEAKER_00: Some of the VIP tickets are already gone.
• 2:03
  SPEAKER_00: You're absolutely gonna want to snag those while you can.
• 2:06
  SPEAKER_00: There's only what, like 14 left, I think.
• 2:09
  SPEAKER_00: And uh here's what I did.
• 2:11
  SPEAKER_00: If you're gonna start a team, you need to know uh first off how to choose your model.
• 2:15
  SPEAKER_00: How do you structure it?
• 2:16
  SPEAKER_00: What are the splits gonna be?
• 2:18
  SPEAKER_00: And are you gonna make sure you structure it in a way that's profitable?
• 2:22
  SPEAKER_00: Because I don't know if you know this, a lot of teams are not profitable.
• 2:26
  SPEAKER_00: And uh, and if the team leader steps out of production, the whole thing falls apart.
• 2:30
  SPEAKER_00: I'm gonna show you how to, you know, lead gen, right?
• 2:33
  SPEAKER_00: If you're gonna have a team, how do you provide leads?
• 2:35
  SPEAKER_00: How do you get them?
• 2:35
  SPEAKER_00: You know, did you just buy Zillow leads or do you do something else?
• 2:38
  SPEAKER_00: There's so many, so many great lead sources, most of which you've never heard of, but the best team leaders out there know them.
• 2:44
  SPEAKER_00: And the ones speaking at our event are gonna be sharing them with you.
• 2:47
  SPEAKER_00: Uh building and keeping a sticky team culture.
• 2:50
  SPEAKER_00: How do you scale, right?
• 2:51
  SPEAKER_00: How do you hire one agent and a second?
• 2:53
  SPEAKER_00: And how do you scale and add and keep adding agents and make the whole thing work?
• 2:57
  SPEAKER_00: How about finances?
• 2:58
  SPEAKER_00: How about you know running the numbers and crunching the numbers and getting the money right around a team?
• 3:03
  SPEAKER_00: And then how do you maintain a large team of productive agents?
• 3:07
  SPEAKER_00: So, to that, we're bringing in some of the industry's best team builders for our team builder summit.
• 3:12
  SPEAKER_00: We have Neil Dingra coming in, we have Paige Steckling, we have Michael Perry, who runs the number one team in Utah, who's on track for a thousand transactions this year, and we have Jonathan Campbell, the leader of the number five real estate team in the country.
• 3:26
  SPEAKER_00: That's right, on the real trends list that just came out.
• 3:29
  SPEAKER_00: They're the number five mega team in the country.
• 3:31
  SPEAKER_00: They did about 2,000 transactions last year with about 20 agents.
• 3:36
  SPEAKER_00: You crunch the numbers on that.
• 3:38
  SPEAKER_00: Insanely productive.
• 3:39
  SPEAKER_00: And so all of these people are going to be just opening their playbook and showing you how they've built the giant teams that they have built.
• 3:46
  SPEAKER_00: But you need to be in the room.
• 3:47
  SPEAKER_00: Okay, I priced this extremely um aggressively, if you will.
• 3:52
  SPEAKER_00: Uh so for the next few days, while you're hearing this, use the code ERLY and tickets are half off.
• 3:58
  SPEAKER_00: Go to igniteslc.com, grab a ticket, come to Salt Lake City, spend time with us.
• 4:04
  SPEAKER_00: And if there's still VIP tickets available, my hell, grab one because the VIP dinner is going to change your entire career.
• 4:12
  SPEAKER_00: I promise you, just by the conversations you have with the other great team leaders in the room, and of course, dinners included if you're a VIP.
• 4:20
  SPEAKER_00: But get in the room, do what you have to do, and you know, beg, borrow still, figuratively, and get your ass to Salt Lake City August 7th and 8th.
• 4:28
  SPEAKER_00: Ignite slc.com for tickets.
• 4:31
  SPEAKER_00: Use code ERL to save 50% on those tickets.
• 4:35
  SPEAKER_00: So this skill that you need to develop, right?
• 4:38
  SPEAKER_00: When you look at so at some of the most productive agents or the agents that are just that they just keep growing and keep growing and they keep getting hired, and you keep seeing their signs popping up all over the market.
• 4:48
  SPEAKER_00: I will bet you that 99.9% of them have developed the ability, and this is a skill, this is something you have to practice, of telling a potential client something that they don't want to hear.
• 5:02
  SPEAKER_00: When you're early on in your career, I'll speak for me, okay?
• 5:05
  SPEAKER_00: The first half of my career, it was very difficult for me to say, oh, you want to list it at 500?
• 5:13
  SPEAKER_00: Sorry, it's only worth 410, right?
• 5:15
  SPEAKER_00: You're you're up in the night if you think it's gonna sell for 500.
• 5:18
  SPEAKER_00: I would, because I needed a paycheck, I'm if I'm being totally honest, I was coming from a place of scarcity, it was very difficult for me to just say, nope, sorry, 410.
• 5:28
  SPEAKER_00: Oh, you want to list it at 500?
• 5:29
  SPEAKER_00: I can't help you.
• 5:31
  SPEAKER_00: I would absolutely come up with some way to meet them in the middle, or you know, because I needed the I needed the business, which is not a good place to be.
• 5:39
  SPEAKER_00: That's not a position of strength.
• 5:41
  SPEAKER_00: But over time, as I started to sell some more houses and get a bigger pipeline, I developed some confidence.
• 5:47
  SPEAKER_00: And when I shed the scarcity and you know, wrap my wrap myself around abundance, finally, uh, and some of this took confidence and repetition over years, right?
• 5:56
  SPEAKER_00: Just becoming a more confident agent, I was able to tell people stuff that they didn't want to hear, right?
• 6:04
  SPEAKER_00: Uh, this can mean so many different things, but this skill is so important.
• 6:09
  SPEAKER_00: Why?
• 6:10
  SPEAKER_00: When you when you're sitting down with a potential client, they know you want the business.
• 6:15
  SPEAKER_00: They know that you want them to hire you.
• 6:18
  SPEAKER_00: And then when you tell them something, like what most agents do is they just say everything that you think the potential client wants to hear, right?
• 6:26
  SPEAKER_00: Thinking that that's the way.
• 6:28
  SPEAKER_00: Well, if you tell them something they don't want to hear, but it's the truth, what happens?
• 6:33
  SPEAKER_00: Well, you build trust.
• 6:35
  SPEAKER_00: Because let's say it's a seller, they're thinking, wait a minute, like that's not what I wanted to hear.
• 6:40
  SPEAKER_00: That's not good news, but he's telling me bad news.
• 6:44
  SPEAKER_00: Wait a minute, that doesn't, that might not serve him.
• 6:46
  SPEAKER_00: That, and this is all happening happening uh subconsciously, right?
• 6:49
  SPEAKER_00: This is all you know, just psychological in their head.
• 6:52
  SPEAKER_00: They're like, okay, I trust this person.
• 6:54
  SPEAKER_00: When you tell a potential client something that they don't want to hear, as long as it's accurate and truthful, it builds trust.
• 7:02
  SPEAKER_00: When you tell the truth, it builds trust.
• 7:04
  SPEAKER_00: What a freaking concept, right?
• 7:06
  SPEAKER_00: Yet so many agents, uh for a myriad of different reasons, right?
• 7:11
  SPEAKER_00: I just explained, you know, why I had why I struggled with that because I needed business, I needed a paycheck, and I was coming from scarcity.
• 7:19
  SPEAKER_00: We lack intellectual honesty, right?
• 7:21
  SPEAKER_00: And and it's not that we're straight up lying to people, but that we sugarcoat or we beat around the bush, or you know, or we dance around telling them the absolute truth.
• 7:31
  SPEAKER_00: Uh, and we're not willing to say, hey, I'm sorry, I'm sorry to tell you your house is not worth 600.
• 7:36
  SPEAKER_00: It's worth 480.
• 7:38
  SPEAKER_00: I don't know where you got 600 from, it's not accurate.
• 7:40
  SPEAKER_00: Here's why I think it's worth 480, and anything more than that, and you're just setting yourself up for failure.
• 7:46
  SPEAKER_00: You know, it is what it is.
• 7:47
  SPEAKER_00: And you have to be willing to walk away knowing they're not going to hire you.
• 7:52
  SPEAKER_00: But you did them a service when you when you don't tell them that brutal truth, when you don't lean in and tell them what they don't want to hear, when you when you refuse to or avoid giving them the bad news, that's that's a disservice.
• 8:07
  SPEAKER_00: If you tell a seller, sure, let's list it for 600 and you think it's worth 480, how is that helping them?
• 8:14
  SPEAKER_00: How is that helping them?
• 8:16
  SPEAKER_00: You're doing it because you think it helps you.
• 8:17
  SPEAKER_00: You're like, well, if I just get the listing, I just need my sign in the ground and we can always do price reductions later.
• 8:22
  SPEAKER_00: Maybe.
• 8:23
  SPEAKER_00: Does it always play out like that?
• 8:26
  SPEAKER_00: Sometimes, but you know what?
• 8:28
  SPEAKER_00: They also might think you're a dipshit.
• 8:31
  SPEAKER_00: They also might think that you're a terrible agent, or that you lack intellectual honesty, or that you lack integrity, even, or that you just don't know what the hell you're doing.
• 8:40
  SPEAKER_00: This is if you've ever gotten a listing from from you've taken over listing that was listed with another agent, those sellers always telling you they didn't know what they're doing, right?
• 8:49
  SPEAKER_00: That they they didn't know what they're doing with pricing, they didn't communicate, blah, blah, blah.
• 8:54
  SPEAKER_00: You can avoid all of that and set yourself up from a position of strength to actually serve your buyers and sellers if you just tell them the damn truth, even if it's not what they want to hear, especially if it's not what they want to hear, if you can just get very confident in knowing that telling them the brutal truth, especially when it's not something they want to hear, that is a superpower.
• 9:17
  SPEAKER_00: And if you get used to it and you lean into it and you embrace it, and that's just you're doing it for them, you're gonna do very well in this industry.
• 9:27
  SPEAKER_00: Because when you build trust with people, even if they don't hire you, they trust you.
• 9:31
  SPEAKER_00: They'll you may not get that listing because some other agent's saying that they'll list at 100 grand higher.
• 9:37
  SPEAKER_00: You may not get the listing, but pretty soon that seller is gonna be like, holy shit, we should have listened to Dustin.
• 9:41
  SPEAKER_00: He was telling us the truth.
• 9:42
  SPEAKER_00: And then in the future, they're gonna refer you to others.
• 9:45
  SPEAKER_00: They're not gonna refer you to the the idiot that listed at 100k over value, they're gonna refer you because they trust you.
• 9:52
  SPEAKER_00: If you just continue to build trust with people, with people you come in contact with, your business will scale.
• 9:59
  SPEAKER_00: You will get hired more and more and more.
• 10:01
  SPEAKER_00: You may lose that one deal, but you may gain hundreds later.
• 10:06
  SPEAKER_00: So zoom out.
• 10:07
  SPEAKER_00: Do do the right freaking thing here.
• 10:10
  SPEAKER_00: Tell people the brutal truth.
• 10:12
  SPEAKER_00: And look, this this concept means a few different things, right?
• 10:16
  SPEAKER_00: If you if you lack intellectual honesty, uh you may be telling people, here's your options.
• 10:21
  SPEAKER_00: Like, yes, I think you should sell.
• 10:22
  SPEAKER_00: It's a great time to sell.
• 10:24
  SPEAKER_00: Well, is it?
• 10:25
  SPEAKER_00: Have you ever told a client they should not list their house?
• 10:31
  SPEAKER_00: I have.
• 10:32
  SPEAKER_00: Not in the beginning.
• 10:34
  SPEAKER_00: It was hard, right?
• 10:35
  SPEAKER_00: But sometimes it's not the best time.
• 10:37
  SPEAKER_00: We're in a high interest rate environment right now.
• 10:40
  SPEAKER_00: Yes, I know morons.
• 10:42
  SPEAKER_00: It's been a lot higher before.
• 10:44
  SPEAKER_00: That doesn't mean shit.
• 10:46
  SPEAKER_00: It's high now compared to what people have been used to the last decade or more.
• 10:49
  SPEAKER_00: So we're in a high interest rate environment.
• 10:52
  SPEAKER_00: Homes are much more expensive, and the cost of financing is much more expensive than it was a few years ago.
• 10:58
  SPEAKER_00: People are still having a hard time with that.
• 11:01
  SPEAKER_00: So um, maybe it's not a good time for them to sell.
• 11:05
  SPEAKER_00: Maybe they should wait, depending on the situation.
• 11:08
  SPEAKER_00: Now, I'm a firm believer that if you're just waiting, hoping for interest rates to come down, you're probably gonna screw yourself, right?
• 11:14
  SPEAKER_00: I I I believe that.
• 11:16
  SPEAKER_00: But depending on their situation, it may not be advantageous to do what they think they want to do.
• 11:23
  SPEAKER_00: So something magical happens.
• 11:25
  SPEAKER_00: When you when you show up to a listing presentation and you say, you know what?
• 11:28
  SPEAKER_00: My professional advice to you is you don't sell this house right now.
• 11:33
  SPEAKER_00: They're like, wait, what?
• 11:35
  SPEAKER_00: You build so much trust, and and now they know that you're going to tell them the truth in the future.
• 11:41
  SPEAKER_00: It it's such an easy, simple to understand concept, yet it's so difficult to implement.
• 11:49
  SPEAKER_00: Right?
• 11:49
  SPEAKER_00: It takes practice to implement, it takes confidence, it takes abundant thinking.
• 11:54
  SPEAKER_00: So let's let's look at this um in your business too.
• 11:58
  SPEAKER_00: Like, for example, I'm gonna give you my story.
• 12:01
  SPEAKER_00: You guys know that earlier this year I left exp Realty after six years.
• 12:05
  SPEAKER_00: I was there for six years.
• 12:07
  SPEAKER_00: Great company.
• 12:09
  SPEAKER_00: And I moved to Real Broker because I thought it was a much better company for me, right?
• 12:14
  SPEAKER_00: And for what I wanted and for the agents that I was connected with.
• 12:17
  SPEAKER_00: I felt like it was a much better opportunity, much better situation.
• 12:21
  SPEAKER_00: Uh, but I didn't get to that decision point without some intellectual honesty, without some intellectual curiosity, right?
• 12:31
  SPEAKER_00: I had to get to a place where I was like, okay, am I in the right place?
• 12:35
  SPEAKER_00: Is where I'm building my business where I should be?
• 12:39
  SPEAKER_00: Is this actually the best?
• 12:40
  SPEAKER_00: Is the stuff that I'm settling for or tolerating, is this really the best it could be?
• 12:46
  SPEAKER_00: Right?
• 12:46
  SPEAKER_00: Is this really what's best for me?
• 12:47
  SPEAKER_00: Is this best for my agents and my team?
• 12:50
  SPEAKER_00: I came to the conclusion it's not.
• 12:52
  SPEAKER_00: And that there's a much better option.
• 12:54
  SPEAKER_00: And I'm very happy with it.
• 12:55
  SPEAKER_00: It's been just over four months, and it was one of the best business moves I've ever made in my entire career, for sure.
• 13:01
  SPEAKER_00: But a lot of times agents are just screwing, you're screwing yourselves because you're you're thinking, this is the best.
• 13:11
  SPEAKER_00: Nope, I made a decision, and if it if I made the decision, it must be the right one.
• 13:15
  SPEAKER_00: Well, you might have made the right decision at the time, but then shit changes, doesn't it?
• 13:20
  SPEAKER_00: So when I went to EXP six years ago, 1000% that was the right decision.
• 13:25
  SPEAKER_00: And it was for years, but shit changed.
• 13:30
  SPEAKER_00: Happens for you too.
• 13:32
  SPEAKER_00: So are you with a team that no longer serves you?
• 13:35
  SPEAKER_00: Are you with a team that you've outgrown, but you just like you're so stuck, you're like, I made this decision, so it must be good.
• 13:42
  SPEAKER_00: Well, have some intellectual curiosity to question yourself, to challenge yourself.
• 13:46
  SPEAKER_00: Is this still the right place now?
• 13:49
  SPEAKER_00: Is my butt still in the right seat now?
• 13:54
  SPEAKER_00: I see this every day, unfortunately.
• 13:58
  SPEAKER_00: And everyone goes through their own thought process, their own um their own journey, right?
• 14:04
  SPEAKER_00: To to to figure out, okay, you know what, maybe I'm not, maybe I've just been settling, maybe I'm not happy, maybe where I'm at is not ever gonna let me get to my goals.
• 14:14
  SPEAKER_00: We've talked about this many times.
• 14:15
  SPEAKER_00: If you've been listening to the show for for a while now, this is not a new concept for you.
• 14:20
  SPEAKER_00: And luckily, you get to hear it again.
• 14:22
  SPEAKER_00: And again, this repetition is key here because eventually it's gonna crack through.
• 14:26
  SPEAKER_00: You say you have certain goals, but then you're in a place that will never allow you to get there.
• 14:34
  SPEAKER_00: I was talking to an agent the other day uh on the East Coast.
• 14:38
  SPEAKER_00: I'm not even gonna say the market, or I was talking with an agent on the East Coast, and she was uh describing her broker, right, at her small local brokerage that she's at.
• 14:48
  SPEAKER_00: I think they still had a hundred or so agents.
• 14:49
  SPEAKER_00: So it's small, but you know, not super small.
• 14:53
  SPEAKER_00: And this broker did not want his agents networking with agents outside the brokerage.
• 15:00
  SPEAKER_00: That was when I first heard that, I'm like, you've got to be shitting me.
• 15:04
  SPEAKER_00: It was one of the dumbest things I've ever heard.
• 15:06
  SPEAKER_00: Uh he highly discouraged connecting with other agents on social media, with networking with agents outside the brokerage, um, did not want people building teams.
• 15:16
  SPEAKER_00: He said teams are for idiots, which is a wild concept.
• 15:20
  SPEAKER_00: Uh like, how do you get to that mental place?
• 15:23
  SPEAKER_00: But I looked at this and I was like, there's so many agents that are in a position like that.
• 15:30
  SPEAKER_00: You're in a brokerage like that with a quote unquote leader like that, that they're literally just holding you down and preventing you from growing.
• 15:38
  SPEAKER_00: They don't want you to create a business.
• 15:41
  SPEAKER_00: They don't want you to start a team.
• 15:43
  SPEAKER_00: They don't want the, I mean, ask them how to build wealth, ask them how to start getting into real estate investment, ask them, you know, how to uh how to one day get out of production and how to structure a business that'll allow you to step out of sales one day.
• 15:57
  SPEAKER_00: Good luck.
• 15:58
  SPEAKER_00: Right?
• 15:58
  SPEAKER_00: That's the last thing they want.
• 16:00
  SPEAKER_00: Why?
• 16:00
  SPEAKER_00: Because it doesn't serve them.
• 16:01
  SPEAKER_00: They want you to shut up and sit down over in the corner and keep spinning that damn hamster wheel and just sell uh one after another after another with their name on the signs.
• 16:12
  SPEAKER_00: Well, if you're in a position like that and then you have goals to one day get out of sales, how the hell are you ever gonna do that?
• 16:18
  SPEAKER_00: You have nobody, no one who will show you how to do it, let alone who wants you to do it, let alone will give you the resources to do it.
• 16:26
  SPEAKER_00: So you've got to go somewhere else.
• 16:28
  SPEAKER_00: You have to go to a company or brokerage or a team that serves entrepreneurs that that wants you to grow and will give you the tools and the resources.
• 16:38
  SPEAKER_00: It's just incredible how many agents are out there stuck, and it's because they're not willing to question or challenge the decision they made before.
• 16:49
  SPEAKER_00: Challenge everything, right?
• 16:51
  SPEAKER_00: You may have made the best decision for yourself at the time, but shit changes.
• 16:56
  SPEAKER_00: So just like you should develop the skill of being able to tell a potential client bad news as long as it's the truth.
• 17:05
  SPEAKER_00: What if you develop the skill of giving yourself bad news as long as it's the truth?
• 17:11
  SPEAKER_00: What a superpower that would be.
• 17:13
  SPEAKER_00: If you can look at yourself and your situation, look at your goals and the and the seat you're in and the path you're on, and you're like, wait, this is all fucked up.
• 17:19
  SPEAKER_00: This is not gonna work.
• 17:20
  SPEAKER_00: I have these goals, but I'm on this path and we're going in opposite directions.
• 17:25
  SPEAKER_00: Something's gotta change.
• 17:28
  SPEAKER_00: You either keep going further away from your goals and making it harder to ever get there, or you make a bold decision to get on the right path with the right people.
• 17:39
  SPEAKER_00: This is why being around the right people.
• 17:42
  SPEAKER_00: So join a brokerage or a team with other entrepreneurs that are all financially invested in your growth and in your success.
• 17:51
  SPEAKER_00: Most of them are not like that, right?
• 17:53
  SPEAKER_00: Just being totally blunt.
• 17:55
  SPEAKER_00: There's only a few companies out there that are even structured that way, that even have that as part of their culture.
• 18:01
  SPEAKER_00: So you've got to you've got to get around.
• 18:05
  SPEAKER_00: You gotta change your friends, you gotta change the people you got that you're around.
• 18:09
  SPEAKER_00: Get your ass to Salt Lake City August 7th and 8th for our team builder summit.
• 18:13
  SPEAKER_00: Ignite slc.com.
• 18:15
  SPEAKER_00: I'm keeping uh I've made the tickets 50% off because I want as many of you in the room as possible to make a huge frickin' impact on your business.
• 18:24
  SPEAKER_00: I'm probably going to lose money on this event.
• 18:29
  SPEAKER_00: But I don't care because uh there's the potential to actually make a profit.
• 18:35
  SPEAKER_00: But even if I just break even, even if I it's there's so it's it's such a it's so much bigger for me, this event.
• 18:44
  SPEAKER_00: Um, I crafted this in a way I just thought, okay, if I was starting a business or if I was um needing to scale and start a team, who would I need to surround myself with?
• 18:55
  SPEAKER_00: And then I gather those people, I put them together over a couple days, we have a dinner set up for all of us to hang out, and it's that's why I built it.
• 19:04
  SPEAKER_00: Get your butt to Salt Lake City August 7th and 8th.
• 19:07
  SPEAKER_00: The hotel rooms are discounted, the rooms are sorry, the the tickets are half off if you use code early.
• 19:13
  SPEAKER_00: I don't know what you have to do.
• 19:15
  SPEAKER_00: Drive across the country if you have to.
• 19:17
  SPEAKER_00: Uh fly spirit.
• 19:18
  SPEAKER_00: Okay, maybe don't do that.
• 19:20
  SPEAKER_00: Maybe, maybe don't fly spirit or frontier, but get your ass there.
• 19:23
  SPEAKER_00: So, anyways, become comfortable giving bad news as long as it's the truth.
• 19:31
  SPEAKER_00: If people don't like it, so be it.
• 19:34
  SPEAKER_00: You helped them.
• 19:35
  SPEAKER_00: When you give hard truths to people, especially in a business setting, you're serving them.
• 19:42
  SPEAKER_00: You're giving them the information they need, not just the shit they want to hear.
• 19:46
  SPEAKER_00: Because they can go on Zillow or they can talk to their neighbors, say, Oh, you're oh, you sold your house for this much, or you know your cousin, you know, three streets over sold their house for this much.
• 19:54
  SPEAKER_00: My house is bigger, so mine must be worth this much more.
• 19:57
  SPEAKER_00: They they get themselves talked into that so easily.
• 20:01
  SPEAKER_00: Your job is to give them some honesty, some reality.
• 20:05
  SPEAKER_00: But you've got to build the confidence and the nuts to do that first.
• 20:10
  SPEAKER_00: Thank you for listening today.
• 20:12
  SPEAKER_00: I uh I hope that this reaches the right people.
• 20:18
  SPEAKER_00: Speaking of being around great people, BAMX, the community that BAM has built is incredible.
• 20:24
  SPEAKER_00: The education, the online courses, the events, go over to now bam.com and check out uh the BAMX community.
• 20:31
  SPEAKER_00: And and when you join, use code MASSIVE at checkout, and you'll get uh you'll get a nice decent you'll what am I trying to say?
• 20:38
  SPEAKER_00: You'll get a nice discount by using code MASSIVE at checkout, and then getting the right you want to know what some, you know, if you in order to be honest with people, you need information, you need insight, you need you need data or data.
• 20:55
  SPEAKER_00: I think I say that word different every time.
• 20:57
  SPEAKER_00: I think I say data most of the time, but for some reason I just said data.
• 21:01
  SPEAKER_00: Whatever.
• 21:02
  SPEAKER_00: You need that in order to be educated enough to give honesty and reality to people.
• 21:07
  SPEAKER_00: That's potentially bad news for them, right?
• 21:09
  SPEAKER_00: Depending on what their expectations are.
• 21:11
  SPEAKER_00: And one of the best tools for agents out there is keeping current matters.
• 21:14
  SPEAKER_00: Go to trykcm.com/slash BAM right now and try it out for free.
• 21:20
  SPEAKER_00: This is a tool that uh it's basically like getting a bunch of housing experts, like the best in the industry, the brightest in the industry, housing experts, economists, uh, graphs and charts, and they tell you what to say to your sellers, what to, you know, how to educate your buyers and what an interest rate uh going down will mean, what an interest rate going up will mean, and they just put it all in your pocket for just a few bucks a month.
• 21:43
  SPEAKER_00: Try KCM.com slash bam, try keeping current matters today.
• 21:47
  SPEAKER_00: And thank you so much for listening.
• 21:49
  SPEAKER_00: If you found value in this episode, please share this with another agent.
• 21:53
  SPEAKER_00: Share this with your agent friends.
• 21:55
  SPEAKER_00: Any agent you think needs this message, please shoot him a text with the link.
• 22:00
  SPEAKER_00: Shoot him a DM on Instagram, and shoot me a message on Instagram at MassiveAgent if I can be helpful, right?
• 22:07
  SPEAKER_00: If you want to uh if you want to reach me, if you want to see what other resources I offer, please go to Massive Agent on Instagram.
• 22:13
  SPEAKER_00: Click follow if you haven't already, and then look in the the bio.
• 22:17
  SPEAKER_00: The link in my bio, I have a bunch of resources for you.
• 22:20
  SPEAKER_00: So go check that out.
• 22:21
  SPEAKER_00: I want to help you as much as I possibly can.
• 22:24
  SPEAKER_00: I need to stop hitting the microphone.
• 22:26
  SPEAKER_00: Thank you for listening.
• 22:27
  SPEAKER_00: I'll see you guys next week.
• 22:28
  SPEAKER_00: And I hope to see you in Salt Lake City August 7th and 8th for the Ignite 24 Team Builder Summit.
• 22:35
  SPEAKER_00: See you guys.