Latest / The Real Estate Agent Playbook / From Nothing to 30 Deals in Year 2 | Wolfpack Way: Liz Crews

Transcript

From Nothing to 30 Deals in Year 2 | Wolfpack Way: Liz Crews · The Real Estate Agent Playbook

• 0:00
  welcome to another episode of The Wolf Pack Way
• 0:03
  this time with Liz Cruz
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  who is actually not technically in the Wolf Pack
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  but she is part of the Wolf Pack family
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  she is in my organization
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  she is an absolute killer when it comes to real estate
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  Liz is gonna talk about how she scaled her business
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  as a new agent from 0 to 15
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  to 30 deals by the end of her second year
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  and she is going to be coming through with some
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  amazing advice information
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  and the truth is once you get to know Liz
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  you will automatically catch on to her determination
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  her grit
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  and her hard work that has got her to this point
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  there is no secret sauce
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  but she is a testament to hard work pays off
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  she will go the extra mile and make this happen
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  so I have the honor of partnering with Liz
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  she has absolutely taught me the in
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  you know things along her incredible journey
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  but now you have the opportunity to partner with the
• 0:56
  both of us if you're interested in that
• 0:58
  please check the link below
• 1:00
  book a call and we would be happy
• 1:02
  to talk to you about how we can coach you
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  for absolutely free through partnership
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  uh with us here at our brokerage
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  so without further ado let's bring on Liz Cruz
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  what is up everybody as you can see
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  Liz has popped on
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  and we are super excited to talk to her today
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  about her experience she has absolutely taken
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  the real estate market in Northern Colorado by storm
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  over the last five years but ultimately
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  went from zero to 15 to 30 deals right out of the gate
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  by the end of our second year
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  so Liz how are you doing today
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  I'm great how about you
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  I'm good
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  can you just tell us a little bit about Liz Cruz where
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  where this all came from where this
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  you know powerhouse um
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  female that you are originated haha
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  um well
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  thank you for that uh
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  it's hard for me to kind of like
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  I don't
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  I just always think it's awkward to kind of like
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  talk about yourself but it's
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  it's just part of the story
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  so for me I grew up about our north of Boston
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  um a pretty modest household
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  and so always um
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  kind of had a hand in real estate in one way or another
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  but mainly because my family would buy a house and
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  or my mom really my mom bought a house and um
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  it was not where she wanted it to be
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  but it was what she could afford
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  and so my family is a bunch of hard working people
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  and so she took this house and put a lot of blood
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  sweat and tears into it and
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  you know it was a
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  a group effort and ended up on HGTV when I was fifteen
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  um with her as a result
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  so um
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  my family is a lot of kind of like military
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  state employee type background
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  so not a not as many entrepreneurial kind of influences
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  so that's the way that I kind of went first
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  was for stability and healthcare
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  um but I started buying properties when I was 23 and um
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  just trying to build a real estate portfolio of my own
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  and my leverage out of some of those tighter
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  financial times that I
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  had experienced in my life prior
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  so just
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  was a Hustler from college through my first purchase
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  and then just kind of kept going from there
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  and what really changed things for me was the pandemic
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  um I ended up
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  you know
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  being in healthcare and I was in healthcare sales
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  really impacted my job there
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  and I just kind of took the full leap into real estate
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  and have just really never looked back
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  and I think for me across kind of all areas
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  the biggest things that have really
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  I don't know I guess helped me
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  but it's just really more of like a genuinely like
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  this is how my approach is and it seems to resonate
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  is just being a resource to people
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  and just trying to lead with being helpful
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  and a value to them in whatever way that means
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  and that may not translate directly into a paycheck
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  that day um
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  but that's really not always what it's about to me
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  it's really about the people and
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  and showing up for them
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  and being there
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  in whatever way it is that they need me to be there
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  and then often it does translate into referrals or into
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  um you know
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  paychecks later on which is great
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  but that's just not always the
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  the only focus for me and I think that people feel that
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  yeah well
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  that's incredible
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  if you kind of unpack that a little bit
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  from just having a home creating that
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  your mom working hard to create that stability for you
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  although it wasn't like the dream home
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  the Mary you know
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  whatever it is to being on HGTV right
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  that's that's absolutely kind of the
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  the same process that you've just repeated
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  you know a few times over
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  from your investment strategies to your
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  your real estate career obviously
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  starting during the pandemic was probably uh
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  something that was a little bit uh
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  worrisome at the time but
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  you know just kind of did the things and
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  and push through um
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  when did you get your license
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  based on when the pandemic started
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  yeah so um
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  I got my license
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  I think I got officially licensed
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  like passed all the boards and did all the things
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  it's like end of July early August of 2020
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  um and yeah
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  I was absolutely running scared
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  like I had been in stability
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  like stability like
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  very stable industries before
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  with lots of great benefits
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  and all these kinds of things
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  so taking that leap was terrifying
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  I think for like the first
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  I mean honestly
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  probably for the first two years
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  I was just kind of running scared there for a while
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  but it's kind of like a no risk
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  no reward but I right at the cost there is when I got
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  got licensed right that
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  that was that was wild
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  that's when we were starting to kind of
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  figure out what was going on
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  but had no idea what was gonna happen right um
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  I remember that summer
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  closing deals from my office chair in my house
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  and I was like this
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  this might be all right um
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  but haha um
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  yeah so that's
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  that's incredible obviously going through that
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  you know obviously when you're taking the test
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  studying for the test when everything is so uncertain
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  uh you still had
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  you know your
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  your experience in the investing side and
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  and I think that that's you know
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  kind of kind of where it happened
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  turned out it was a really good time to get licensed
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  um so let's talk a little bit about that scaling right
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  so it was 15 deals in your first year
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  is that you know accurate
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  yes my
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  my first full year I was still full time in healthcare
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  um so I didn't
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  I overlapped for a little while um
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  and so my first full year
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  I had 15 deals while doing healthcare full time
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  okay so tell me a little bit about your days
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  because a lot of people you know
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  when they get into this industry
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  they're told you know
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  it's not a promised paycheck
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  um all the things
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  and you were able to have a full time job
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  have 15 transactions in their first year
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  and obviously
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  that was probably an amazing boost to your income
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  if you have the full time job
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  you have the the paychecks coming in as well as that
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  talk a little bit about what your day looked like
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  when you were when you were doing the
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  the dual career thing
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  yeah it was
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  you know it was a weird time'cause also
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  if you remember in for Collins
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  we had the Cameron Peak fire
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  so it also
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  you'd wake up and it looks like you lived on Mars
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  so it was like very apocalyptic
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  so it just felt very weird during that time for long
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  longest time with all the smoke coverage and all that
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  too so a lot of times for my healthcare job
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  I was doing senior care sales
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  and so I wasn't able to go in and see my patients
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  and the families that I would normally be seeing
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  so it was a lot more remote work
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  and having to kind of get creative with that
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  um and then on
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  on the real estate side you know
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  I was trying to balance all that
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  so there's a lot of late nights
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  there's a lot of just kind of trying to
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  you know one
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  understand the market understand what I'm supposed to
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  do because I had a background in real estate investing
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  and that's how I started um
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  there was a lot of
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  kind of real estate basics that I understood from like
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  the client perspective and the rest of it is like well
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  I can learn this so um
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  I would do a lot
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  I would sit down and really study the market on the MLS
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  I would drive through neighborhoods
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  um and then I've really used
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  like social media has been a huge part
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  I think when you're starting out
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  you know it's expensive to get into real estate
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  people
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  say they want to get real estate for flexible hours
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  and kind of all these things
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  and it's always kind of cracks me up cause I'm like
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  if you think flexible hours means flexible hours
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  it just means you work all the time
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  so so for me I love that like I love working and um
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  the best way for me to get my first leads
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  were through social media
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  and so I had a
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  a decent network and I just tried to you know
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  start to rebrand myself in front of my sphere
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  through social media and just posting
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  when I would go tour a house
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  or make a post about a listing
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  um even if it wasn't mine
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  you know
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  I'd reach out to that agent and say that alright
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  if I highlight this
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  and just start being in front of them
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  and being top of mind um
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  that was one of the biggest things that helped for me
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  and then also
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  a lot of my sphere knew I was in real estate
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  as an investor so
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  then I would just kind of
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  reach out to them and talk to them um
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  about real estate in general or just be like hey
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  if you need a connection for a refinance
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  if you're looking for a contractor
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  like things that may not be like transaction related
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  but I still just wanted to come from that place of
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  always being a resource and helping to make it easier
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  and those just really translated to leads
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  right that goes back kind of to
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  to the original story right
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  being a resource using your resources
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  getting getting what you can and
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  and showing up so
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  so that's that's great
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  and I do remember those times like go outside
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  wear a mask
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  get like all the smoke and all that ha ha stuck in your
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  in your lungs and do those things
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  so uh
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  that was that was quite the time
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  but obviously that the fact you were in senior sales
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  that was when you know
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  no one could could approach them or get within
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  you know that
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  that space so um
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  that probably played to your advantage a little bit
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  being able to do remote
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  but I don't envy you for trying to connect with seniors
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  senior people that work with seniors on technology
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  for sure so let's talk a little bit
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  about the transition right
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  when was it like okay
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  I can set this down I'm going all in
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  what was that moment like
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  and what was kind of your emotions and
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  and what were you feeling at that time
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  yeah so in um 2021
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  um my healthcare
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  so my my
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  I had a
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  my pay structure with my healthcare job was I had a
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  a low base um
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  that really wasn't like a livable base um
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  but it was just kind of had that foundation
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  and most of my income was um
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  commission and so with
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  by the time kind of mid 2021 rolled around
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  my commission was really like dropping significantly
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  um and so for me like
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  you know single person
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  like I don't have a spouse to lean on
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  you know there
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  there's no one to pay my bills for me
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  so I started seeing momentum picking up in real estate
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  and momentum slowing down in healthcare
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  um and
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  and so that was really I mean
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  I'm a really big advocate for just like
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  don't force things
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  like even if this isn't your life's plan
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  like you like pay attention to what's coming easy
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  like what doors are opening
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  and then walk through them
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  because it's happening for a reason
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  and so
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  so that's what I really felt during that time was that
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  although
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  I have a master's degree in healthcare administration
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  and I've been in healthcare for 10 years
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  and I always thought that I would be
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  in the healthcare field in some way
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  there was this whole other avenue that was really like
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  I was just feeling very pushed and like
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  gravitating towards that
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  and so I just kind of started focusing on that um
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  but it was very scary um
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  so I ended up quitting my healthcare job
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  um in October of 21
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  and I still talk to the owners of that company
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  to this day it was a really hard decision to make
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  uh there
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  it was a tight knit little mom and pop owned company
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  so I felt a lot of guilt and I felt a lot of guilt
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  leaving my clients and patients in that field
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  that I felt like had such great needs
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  but ultimately there kind of comes a
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  a time where you can only kind of
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  push that boundary so far
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  and so I just ended up going full time in real estate
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  um and had a
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  a pretty huge life transition at that point
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  um and just basically waking up every day
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  feeling like I was gonna be homeless so
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  so I would just try to work on whatever I could um
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  and helping out other agents if need be
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  doing showings for them
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  and all the while every activities I was
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  I did I was posting on my social media stories
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  to let people know that hey
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  I'm working I'm out here
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  yeah that's so
• 13:05
  you know for you
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  it kind of felt natural right
• 13:08
  the income was slipping over here
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  didn't have kind of you know
• 13:11
  that that stability coming in
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  so you're like boom
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  right into it and I love the analogy of
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  you know when
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  pay attention to what doors are opening
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  and walk through them um
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  as we go so then you
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  you take off you do 30 deals kind of in that
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  that next that second year
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  um tell me about that
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  was it just kind of hair on fire
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  what what was working for you then
• 13:36
  um you know
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  obviously you had stepped away from the base
• 13:41
  I'll be it maybe a small base
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  but that's still a a jump
• 13:44
  I would imagine in in your situation
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  so what was that like stepping into the fire
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  let's go and then reaching 30 deals
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  which is you know
• 13:53
  top top one and a half percent for sure in our market
• 13:57
  and probably across the country
• 13:59
  so what was that that like
• 14:00
  how did we get to 30 deals
• 14:02
  yeah it's um
• 14:04
  it was definitely like a baptism by fire kind of thing
• 14:07
  I mean I have some friends in the real estate business
• 14:11
  and things like that that I could call for some help
• 14:13
  but um
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  truly I was I was widely on my own um
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  for a good bit of learning that um
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  I don't want to
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  to downplay too much some of the resources that I had
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  cause I do have a couple really great friends that are
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  like top agents in this area
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  but they were also very busy at that time also um
• 14:30
  so for me it was yeah
• 14:32
  a lot of kind of figuring it out on the fly
• 14:34
  but what I think really
• 14:37
  connected me with a lot of clients was
• 14:39
  I'm very much like an outside the box thinker
• 14:43
  if you know there's some there's a workaround
• 14:46
  like I'm gonna find it so
• 14:47
  I really focused on making strategic partnerships with
• 14:51
  other kind of outside the box thinkers in my market
• 14:53
  so lenders
• 14:56
  you know different contractors
• 14:57
  different opportunities for clients
• 15:00
  if they need to fix up a house
• 15:02
  or renovate before they sell
• 15:03
  but they don't have the cash on hand um
• 15:06
  trying to find ways to
• 15:07
  kind of work around these common problems
• 15:09
  and I think that that still kind of comes back to that
• 15:12
  kind of pillar for me
• 15:13
  of being a resource and being resourceful um
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  I think when you grow up with not a lot of money
• 15:18
  you just have to you have to do that
• 15:20
  you have to figure out how to use what you have and
• 15:23
  and make it happen
• 15:23
  and so a lot of my clients you know during that time
• 15:26
  especially I think for a lot of agents
• 15:28
  when they're starting out early in their career
• 15:30
  you're working with a lot of first time home buyers
• 15:32
  a lot of times
• 15:32
  those people that are trying to get into that first
• 15:34
  rental property or just that first
• 15:36
  home in general and
• 15:37
  and so they don't always have their 20% down
• 15:40
  and a super clean credit history
• 15:42
  and all these things that are just like
• 15:44
  picture perfect to get into a home
• 15:46
  and so you have to get creative
• 15:49
  um and I also think too
• 15:50
  I've never really viewed my like colleagues
• 15:54
  other agents as competition um
• 15:57
  to me if if I'm gonna be successful
• 15:59
  it's gonna be because I'm doing what I need to do
• 16:00
  it has nothing to do with what they're doing
• 16:02
  so I'm always in their corner to be you know
• 16:05
  I want to see you be successful too
• 16:07
  but I also view them as partners
• 16:08
  and I just think that you don't get anywhere in scale
• 16:11
  without partnerships and I was fortunate to
• 16:15
  become aligned with a couple agents that
• 16:17
  we had really great partnerships
• 16:19
  and working and sharing
• 16:20
  a couple clients that were pretty significant um
• 16:22
  that were in some specialized areas of development um
• 16:26
  and farm and ranch and things like that
• 16:28
  and that really just allowed me to kind
• 16:29
  of grow my skill set in some other areas of the market
• 16:32
  as well um
• 16:33
  so I think in general I see a lot of agents who
• 16:37
  have kind of like a limiting self belief
• 16:39
  where they don't think that they can
• 16:41
  grow into a certain niche
• 16:43
  or grow into a space or I'm only a two year agent
• 16:45
  so I can't hit double digits on production
• 16:47
  or whatever it is and I just think like
• 16:49
  you just have to get out of your own way
• 16:52
  um there's a saying that like the
• 16:54
  the most expensive thing you'll ever own is a closed
• 16:56
  mind and I just think that that is so true
• 16:59
  yep absolutely
• 17:00
  Ed Millett talks about that often
• 17:03
  um on his podcast and so on
• 17:05
  I've heard him say it on stage several times probably
• 17:07
  so um
• 17:08
  that is absolutely incredible
• 17:12
  really interesting
• 17:13
  because that's always been kind of my
• 17:17
  my approach right
• 17:19
  I've said it on this channel multiple times
• 17:21
  I've always operated that like it's just partnership
• 17:25
  right if I'm spending time with another agent
• 17:27
  I'm learning something they might be learning something
• 17:30
  and you know
• 17:31
  hopefully you know
• 17:33
  it could lead to a sponsorship
• 17:35
  you know here with us at our brokerage
• 17:36
  it could lead to you know a
• 17:40
  uh just the agent getting a deal under contract right
• 17:44
  I don't know how many times
• 17:46
  you know
• 17:46
  I've gotten involved in a bidding war with a buyer and
• 17:50
  you know they're like Jeremy
• 17:51
  the offer was written well
• 17:52
  we know you know
• 17:53
  your reputation so your reputation truly precedes you
• 17:57
  and I'm sure that some of those partnerships
• 17:59
  you know were learning from you
• 18:01
  just as I have you know
• 18:03
  from you in the short time that we've
• 18:05
  we've been in contact uh
• 18:07
  no matter what the experience level is
• 18:09
  the home sold any of the
• 18:11
  you know accolades
• 18:12
  you can learn something from every single person and
• 18:15
  and what they're going through
• 18:16
  so let's talk a little bit
• 18:18
  let's transition to your recent transition to EXP
• 18:22
  um why EXP at
• 18:26
  at this time for your career
• 18:29
  yeah so I was actually at EXP previously um
• 18:32
  kind of during actually that kind of crazy bubble
• 18:37
  um of that
• 18:37
  that second year there um
• 18:39
  and two if you recall
• 18:41
  that time of year was crazy bidding wars
• 18:44
  and having to compete and getting creative
• 18:47
  and I came up with some pretty cool clauses
• 18:49
  that were helpful so kind of that outside the box
• 18:53
  um thinking kind of thing
• 18:54
  but I was at EXP then and I really didn't plug in
• 19:00
  um I
• 19:01
  I truly was in a great upline
• 19:03
  I was in Tina calls line and she's amazing
• 19:06
  I just personally was not investing
• 19:09
  I wasn't taking the time um
• 19:11
  and so for me I I started to feel very disconnected
• 19:15
  I felt kind of siloed and the um
• 19:18
  agent good friend of mine
• 19:19
  that I had joined underneath at that time
• 19:22
  she had just had her second baby
• 19:24
  I'm like
• 19:24
  I think like 15 months apart from her first baby
• 19:27
  and like she just wasn't in a place to
• 19:30
  support me as a greener agent
• 19:32
  so I ended up leaving EXP to go to a local brokerage um
• 19:38
  little boutique brokerage that was
• 19:39
  was great for me um
• 19:41
  really helped me grow
• 19:42
  my career in the ways that I needed at that time
• 19:45
  and then I ended up kind of hitting another
• 19:48
  I'd say kind of like plateau
• 19:49
  where I just didn't feel I was getting the support
• 19:53
  I was needing um
• 19:54
  or I was wanting or the opportunities
• 19:56
  um I would
• 19:58
  you know very rarely ask for help
• 20:00
  but when I would reach out for help
• 20:02
  it just wasn't as like
• 20:04
  implementable as I really needed it to be
• 20:06
  like it's not something like for me
• 20:07
  I'm a very specific and if I'm reaching out for help
• 20:10
  it's because I've already thought about like
• 20:12
  you know the big kind of broad strokes
• 20:13
  I need like a little bit more specific input
• 20:16
  and I I just wasn't
• 20:17
  I just wasn't getting that
• 20:18
  I was feeling like you know
• 20:19
  I was this kind of mid upper tier
• 20:22
  agent that was kind of falling through the cracks
• 20:24
  like there was the big
• 20:26
  big agents that had their own systems
• 20:27
  their own staff their own teams
• 20:29
  and there's a new new agents where there was um
• 20:32
  you know opportunities to learn
• 20:34
  and for trainings and things for them
• 20:35
  but there was kind of this gap um
• 20:38
  for agents that were seasoned but wanting to grow
• 20:42
  uh I also just felt like
• 20:44
  I started
• 20:45
  looking at the value proposition of what I was paying
• 20:48
  to be at that brokerage
• 20:49
  versus what I was getting out of it
• 20:52
  um and they're very reputable brokerage
• 20:53
  very respected but for me
• 20:55
  it just started to not align with what I was doing
• 21:00
  or where I was wanting to go
• 21:01
  and getting kind of frustrated with
• 21:03
  always being in that 30 day cycle
• 21:05
  and wanting to say like
• 21:06
  you know
• 21:08
  how do I build from here like
• 21:09
  how do I get more streams of income
• 21:12
  and do you have more stability
• 21:14
  that's something that's really been
• 21:16
  what I've been seeking these past few years
• 21:18
  like ever since I turned 30
• 21:20
  I'm like yeah
• 21:20
  probably should
• 21:22
  probably should settle down a little bit
• 21:23
  so I've been looking for for ways to do that
• 21:26
  and I've done that in my real estate career sometimes
• 21:29
  um I
• 21:29
  you know
• 21:29
  I've worked into equity partnerships on larger jobs and
• 21:32
  um I had rentals that I've since liquidated
• 21:35
  but I I really wanted to find something
• 21:38
  that was really sustainable
• 21:39
  in terms of like
• 21:40
  my time money
• 21:40
  energy output
• 21:42
  that would also help grow and support my production
• 21:45
  business as well as
• 21:47
  allow me to grow in being a resource to others
• 21:51
  in a way that wasn't currently available
• 21:53
  where I was at at that time
• 21:55
  yep and so you hear a lot of creativity going on
• 22:00
  and Lisa's brain there right
• 22:02
  talking about equity partnerships within
• 22:05
  you know transactions and all of those things and
• 22:09
  and sometimes you know
• 22:10
  it's not about hey
• 22:12
  this is the managing broker
• 22:14
  they have to give me all the answers
• 22:16
  it's about the steps right
• 22:18
  and having people that you can connect with
• 22:20
  and collaborate with that you can bounce ideas
• 22:23
  off of and having two or three or seven
• 22:28
  um is
• 22:29
  is always a thing and EXP's model happens to offer that
• 22:32
  about the same time that Liz came to the brokerage
• 22:36
  uh co sponsorship was launched
• 22:38
  and talk to me a little bit about co sponsorship
• 22:41
  what you originally thought of it and
• 22:43
  you know how
• 22:44
  how you've you know
• 22:45
  kind of come around to this idea of being
• 22:48
  an absolute game changer for your business
• 22:51
  yeah
• 22:51
  so like that whole time earlier this year was just wild
• 22:56
  I um
• 22:57
  just so much changed during that period
• 22:59
  so I came back to EXP um
• 23:02
  in March and which is really exciting
• 23:05
  we have um
• 23:05
  during the time I was not at ESP
• 23:07
  we've grown a larger presence in my market
• 23:10
  so there's just more agents
• 23:11
  we have a physical office
• 23:13
  um there's just
• 23:14
  there's just more
• 23:15
  so for me it felt like that was definitely the push
• 23:18
  it felt like the right time for me
• 23:21
  and it I've been toying with the idea for a long time
• 23:24
  and I've been in contact with my
• 23:25
  my direct sponsor
• 23:26
  Chris Mullinberg for probably a year and a half
• 23:28
  um but didn't really feel right
• 23:30
  didn't feel right and then all of a sudden
• 23:31
  it's that other feeling where it's like
• 23:33
  doors are opening momentum's pushing me this way
• 23:35
  like now this is the time
• 23:37
  um and so made that change
• 23:39
  and then very shortly after
• 23:41
  they announced co sponsorship
• 23:42
  and I didn't really know what that meant
• 23:44
  um you know
• 23:45
  I'm just kind of getting back to brokerage
• 23:46
  and getting my feet wet and actually
• 23:48
  part of what like pushed my change was that
• 23:52
  another agent in my brokerage at that time
• 23:55
  was also considering cloud based brokerages
• 23:57
  and looking at those different options
• 23:59
  and so we had connected
• 24:01
  because we were looking at the same types of things
• 24:03
  and she was like on fire ready to go
• 24:06
  so I was like well shoot
• 24:06
  I
• 24:07
  I guess this is this is like baby bird leaving the nest
• 24:09
  like you gotta go so um
• 24:11
  made this switch she came over too
• 24:13
  and then shortly afterwards
• 24:15
  the co sponsorship was announced
• 24:17
  and it's like well
• 24:17
  what is that and how does that work
• 24:19
  um and I had another relationship with another agent
• 24:21
  locally here
• 24:22
  um who I've known for years
• 24:24
  and she was considering EXP as well
• 24:27
  and she was also talking to you
• 24:28
  so I'm like who is this Jeremy guy
• 24:30
  and what is going on here
• 24:32
  and all of these kinds of things
• 24:34
  and I'm trying to understand it
• 24:35
  and talking to my upline and like co sponsorship as a
• 24:40
  as a whole is just a completely new concept
• 24:42
  and it in theory it sounds pretty simple
• 24:45
  but when the ripple effect kind of comes in
• 24:47
  there's a lot of considerations to really look at
• 24:49
  and to make sure that it's the best for that agent
• 24:52
  um and that I also
• 24:53
  understand my role and all of those kinds of things
• 24:55
  so it was one of those things where
• 24:57
  like when we were at the Denver rally
• 24:59
  like you and I were on stage together and I'm like
• 25:01
  who's this guy like
• 25:02
  who's like I didn't know if I liked you at that point
• 25:06
  um but then
• 25:07
  but then I think it's all about education right
• 25:09
  like a lot of times um
• 25:11
  when things are new and people are scared
• 25:13
  it's usually from a place of ignorance
• 25:15
  um and that's certainly where
• 25:17
  where I was but I also am always somebody
• 25:20
  that's open to be educated
• 25:21
  so it's I recognized my lack of knowledge in that
• 25:24
  and wanted to better understand how that works
• 25:26
  and it really wasn't
• 25:28
  until you really look and map it out
• 25:30
  and see like
• 25:31
  how this functions why this works
• 25:33
  how this benefits the agent first and foremost
• 25:36
  and then the sponsor and co sponsors as well
• 25:39
  and really just is able to kind of like
• 25:41
  harness the power of two agents
• 25:43
  and like a powerhouse down
• 25:45
  up line and be able to really help that agent
• 25:48
  get the exact ingredients that they're looking for
• 25:50
  for their specific recipe
• 25:52
  and it's it's been awesome
• 25:54
  like I've done co sponsorship even out of state
• 25:57
  um with agents that are
• 25:58
  interested in being involved in land and ranch
• 26:00
  but they have a local relationship
• 26:01
  there in their market um
• 26:03
  and so it's just really open the doors to I think
• 26:07
  check more boxes for more agents on what their
• 26:10
  their needs are
• 26:12
  mm hmm
• 26:13
  absolutely and
• 26:14
  you know I've
• 26:15
  I've heard a lot of the people that were in
• 26:17
  on the creation of it and it's almost like
• 26:20
  you know having two parents instead of one
• 26:22
  mm hmm right
• 26:23
  and the the value stack that
• 26:28
  you know is created right in the new EXP
• 26:31
  EXP 2.0 value stack right
• 26:34
  where all of us as agents are creating
• 26:37
  you know value for other agents
• 26:39
  and it allows you to kind of mix and match
• 26:41
  and kind of a LA carte uh
• 26:43
  your own upline into an actual value stack
• 26:46
  which it didn't need to be for the first
• 26:49
  you know rendition of EXP
• 26:51
  but now as it's changed people understand what EXP is
• 26:55
  they've been you know
• 26:56
  told or pitched overly to EXP which is not how we roll
• 27:03
  you know it just now it's about what
• 27:05
  what value right now people are sponsorship
• 27:08
  and now with co sponsorship they're
• 27:10
  they're really sponsorship
• 27:11
  they're going to the mall instead of the
• 27:13
  the outlet I guess
• 27:15
  or whatever so um
• 27:16
  that's that's really cool
• 27:18
  so let's talk a little bit about your
• 27:22
  you know transition from okay
• 27:24
  like I I need to focus on my production
• 27:28
  I need the steps I need all of this
• 27:30
  to then bolting on something completely different
• 27:32
  in Rev share which
• 27:34
  you know certainly was on your horizon and vision
• 27:37
  but why why the Rev share
• 27:40
  you know
• 27:41
  excitement at this point what
• 27:44
  what will Rev share do for
• 27:46
  for Liz Cruz's you know
• 27:48
  life stability and and work ethic
• 27:51
  yeah I mean
• 27:52
  it's I mean
• 27:53
  it's already done quite a bit
• 27:54
  and I think what it really does is
• 27:58
  I mean it's just allowing me to invest in other people
• 28:01
  in a way that I've always really done
• 28:04
  but it's you know
• 28:05
  it incentivizes you so for me
• 28:07
  you know as captain of my basketball team growing up
• 28:10
  I mean I was always
• 28:11
  even when I was in middle school
• 28:12
  I was teaching basketball to kids younger than me
• 28:14
  and so that was like
• 28:16
  being in those types of roles have always been kind of
• 28:19
  natural to me um
• 28:21
  and being on in a
• 28:23
  in a leadership form in one way or another
• 28:25
  so I think for me I've always been drawn to that
• 28:28
  and up until this point it's like
• 28:31
  I don't know that I've felt that I had enough
• 28:34
  experience in my real estate career
• 28:36
  to be able to really speak and pour into other people
• 28:40
  but I think that's kind of where like
• 28:42
  my next chapter is going is yeah
• 28:45
  I don't I don't know everything but at all
• 28:47
  but I do know a couple things that I do well
• 28:50
  and you know
• 28:51
  if that's helpful to somebody
• 28:52
  that's great like I
• 28:53
  you don't have to have all the answers
• 28:55
  and so I think for me the ability to have sponsorship
• 28:59
  and add support and help you know
• 29:01
  agents build out their systems and grow in new ways
• 29:05
  is really exciting to me um
• 29:07
  while also maintaining my production because ultimately
• 29:10
  like that's what I love like
• 29:12
  I love being in production
• 29:13
  and I love being able to help other people
• 29:15
  in all these different ways
• 29:16
  but I also love being challenged
• 29:18
  and if I get bored um
• 29:20
  that's really been the only reason why I've ever
• 29:22
  left jobs in the past was
• 29:24
  I mean including like a brokerage change is that like
• 29:27
  I'm just not being stimulated enough
• 29:29
  and so I think for me it's just opened up a lot
• 29:33
  like a whole another vein
• 29:34
  and I mean like I said
• 29:35
  stability is really a big thing for me
• 29:37
  I mean I have a mortgage that's not a rental
• 29:41
  like I I have to pay this one
• 29:43
  so I um
• 29:44
  I have to kind of look at that
• 29:45
  I mean helping my family has always been um
• 29:48
  kind of at the core of you know
• 29:50
  my whole life and adult life
• 29:52
  and wanting to be able to support them as well
• 29:54
  and so Rev share is just an amazing opportunity
• 29:58
  I'm already seeing some of the benefits of it
• 30:00
  and it just I just see it as such a way to
• 30:04
  help learn from other people
• 30:07
  I mean that was one thing with
• 30:08
  you know
• 30:09
  Shivonne when she came over is she's an OG killer agent
• 30:13
  and it's not what always what can be provided to her
• 30:17
  it's what she also provides
• 30:18
  and so I also see um
• 30:21
  Rev shares an opportunity to learn from other people
• 30:23
  and selfishly kind of like
• 30:24
  grab them and be like let me
• 30:26
  I wanna I wanna be in your presence
• 30:28
  um
• 30:28
  as well as having the opportunity to pour into others
• 30:32
  awesome yeah
• 30:33
  that's that's kind of where
• 30:35
  where it's at and I
• 30:36
  I love what you said there
• 30:37
  the basketball captain analogy is so relevant
• 30:40
  especially at the high school level right
• 30:42
  because you're just a peer
• 30:45
  but you're recognized for your accomplishments
• 30:47
  maybe you have a little bit more leadership
• 30:49
  responsibilities there's still a coach
• 30:51
  there's still a referee there's still rules
• 30:54
  but being a captain and you know
• 30:56
  sometimes it's just being the hype girl
• 30:58
  right getting people ready to go
• 31:00
  sometimes it's you know
• 31:01
  calling people out when they're not getting there
• 31:03
  and that leads us to kind of
• 31:05
  you know something that we talked about this week
• 31:08
  um that
• 31:09
  that you're creating right
• 31:11
  and it's it's gonna give back
• 31:12
  and you know
• 31:14
  throughout your story
• 31:15
  there's so many times where you've selflessly been like
• 31:18
  okay we gotta go this route right
• 31:20
  those doors aren't opening by accident
• 31:23
  it's because you know
• 31:24
  you've selflessly gave whether it's the family side
• 31:27
  whether it's the you know
• 31:29
  other agent relationship side
• 31:31
  whether it's the equity ownership pieces
• 31:33
  you're like okay
• 31:34
  I'm gonna step up and I'm gonna do this
• 31:35
  and I'm gonna serve and we'll figure it out right
• 31:38
  and so the ability to do that
• 31:41
  and have a servant heart on that end
• 31:43
  and then have you know
• 31:45
  the leadership to you know
• 31:49
  teach others is is absolutely incredible
• 31:52
  and Rev share is gonna give you that opportunity
• 31:54
  so talk a little bit about your 30 for 30 challenge
• 31:56
  kind of what that's gonna look like
• 31:58
  for the agents that you serve
• 32:00
  whether they're you know
• 32:01
  100% right here ready to partner with you
• 32:04
  or maybe just kind of trying to get a taste of
• 32:07
  of what Liz Cruz leadership looks like uh
• 32:09
  tell me a little bit about that
• 32:11
  yeah well
• 32:12
  and I think too it's important to talk about what
• 32:14
  when we talk about rep sharing
• 32:15
  co sponsorship um
• 32:16
  and all of that
• 32:17
  that it's like it doesn't work without production right
• 32:20
  like you're speaking in a bad rap
• 32:22
  that it's a recruiting brokerage
• 32:24
  well it
• 32:25
  you don't get Rev share payout
• 32:27
  if the agents aren't in production
• 32:30
  so we are a selling production company
• 32:34
  that also just
• 32:35
  facilitates so much collaboration to help
• 32:38
  support that production
• 32:39
  and work life balance and systems within each other
• 32:42
  because you're incentivized to do so
• 32:44
  and so for me
• 32:46
  that's really what that is kind of looking at is
• 32:50
  you know these 30 for 30 challenges
• 32:51
  I did one earlier this summer
• 32:53
  where I just went live on my story
• 32:57
  every day for 30 days
• 32:57
  even if it was for a minute or a while um
• 33:00
  a lot of times I'd be
• 33:01
  it kind of turned into my car thoughts
• 33:02
  while I was driving
• 33:04
  so maybe don't do it while you're driving but um
• 33:07
  but sometimes that's where I have my best ideas
• 33:08
  so it's just
• 33:10
  being able to get on there and connect
• 33:12
  and be personable I mean
• 33:13
  not everything is super polished and like
• 33:16
  perfect all the time but I think for a lot of people
• 33:19
  it's about just getting out of your own way
• 33:21
  and doing it like
• 33:22
  done is better than perfect every time
• 33:24
  and so the 30 for 30 challenges are
• 33:27
  I'm gonna be setting out different challenges
• 33:29
  every month um
• 33:30
  for agents to help
• 33:32
  you know to participate in if they want to um
• 33:34
  and just having open office hours um
• 33:37
  or really office minutes I should say probably for
• 33:39
  you know 30 minutes in the morning that open zoom link
• 33:42
  come hop in um
• 33:44
  talk to me about your 30 for 30
• 33:45
  if it's just like an accountability
• 33:47
  you need somebody who's gonna be able to be there
• 33:49
  that you can be accountable to cool
• 33:51
  I'm happy to be that person
• 33:52
  if you have questions or support
• 33:54
  and I can be a resource for you great
• 33:56
  I may not have the answer
• 33:57
  but I may know somebody who does um
• 33:59
  or maybe I've I've
• 34:01
  you know worked that same problem before
• 34:02
  and can help you as well
• 34:04
  but I think ultimately that these 30
• 34:05
  for 30s
• 34:06
  are gonna be ways to be able to expand your sphere
• 34:10
  stay in front of your sphere
• 34:11
  be more consistent grow your production
• 34:13
  I mean that's really where the foundation
• 34:15
  that's why we're licensed
• 34:16
  that's why we're in real estate and um
• 34:18
  sometimes I think for agents
• 34:20
  it's just just kind of like
• 34:21
  you feel like you just don't really know what to do
• 34:22
  and it's helpful like if you go to a new gym
• 34:25
  rather than just you going and working out
• 34:26
  you go to a gym that has classes and you just show up
• 34:29
  and this may not be
• 34:30
  an exercise that I would normally do
• 34:32
  but um the class is telling me to do it
• 34:34
  so I'm just gonna trust the process and do it
• 34:36
  and I think sometimes that's the best
• 34:37
  best way to kind of break the
• 34:40
  if you're in like a plateau or you're kind of stagnant
• 34:42
  that's kind of the best way to break through those
• 34:44
  is to just do something outside the norm
• 34:47
  because it's being directed to you
• 34:49
  and just embrace it full on and see what happens
• 34:52
  and how that impacts your business and your income yeah
• 34:55
  and implementation and execution is so important
• 34:57
  in our kind of serial learning right
• 34:59
  YouTube University generation
• 35:02
  you can sit and learn and learn
• 35:03
  you can take this course you can buy this
• 35:05
  you can go to this webinar
• 35:07
  and the only thing that's gonna separate you
• 35:10
  is not watching all
• 35:11
  of that and being that educated
• 35:13
  it's the implementation that comes along with it
• 35:15
  so I absolutely love that accountability piece
• 35:17
  I love throwing out the challenges and
• 35:20
  and this is someone who has been in your shoes
• 35:24
  most likely right
• 35:26
  I I have conversations all the time about
• 35:29
  you know agents hey
• 35:30
  I I just need to put food on my table
• 35:32
  I have to work this job and you know
• 35:35
  that's kind of their their norm
• 35:36
  and they get in this dual career kind of situation
• 35:40
  and they're not putting enough time in to execution
• 35:42
  over here on the real estate side
• 35:44
  to make enough money to build the nest egg to
• 35:46
  to do those things Liz has done that right
• 35:49
  there's also agents who you know
• 35:51
  have been in the industry for a long time
• 35:53
  and maybe had a couple really good years
• 35:55
  and then it
• 35:56
  you know fell on hard times or something happened and
• 35:58
  and now you're considering like okay
• 36:00
  should I continue to do this
• 36:02
  this is that door opening for you as an agent
• 36:05
  so we will put Liz's information in the
• 36:08
  the bottom
• 36:08
  so that you can absolutely plug into that first
• 36:11
  30 for 30 that's happening here in September um
• 36:15
  or October we'll see if we can put it together in time
• 36:18
  but um
• 36:20
  definitely reach out and give this a chance
• 36:23
  cause it's gonna be absolutely incredible um
• 36:25
  so Liz anything else on that before we
• 36:28
  we ask the final the final question here
• 36:31
  yeah I think just um
• 36:32
  it's brokerage diagnostics
• 36:33
  so it's just for anybody um
• 36:37
  and I think it's just one of those things that
• 36:38
  if you're you're in a red
• 36:40
  like none of this stuff is gonna be caught
• 36:42
  it's not gonna cost you anything
• 36:44
  and I think that's the other thing that
• 36:46
  it comes down to like in this industry
• 36:48
  there's lots of
• 36:49
  people and companies that will take your money happily
• 36:52
  um but there is something to be
• 36:54
  said about just kind of bootstrapping it
• 36:56
  like there's also a lot of free
• 36:58
  or just effort based
• 37:00
  activities that agents can be doing um
• 37:03
  to help grow their business
• 37:05
  and that's for me
• 37:07
  that's how I've built my entire business
• 37:09
  so um
• 37:10
  that's the whole goal here is
• 37:12
  is is like what are the free activities
• 37:14
  what are some things that you can be doing
• 37:15
  so um
• 37:16
  so I'd encourage anybody
• 37:17
  if you're looking to just do something different
• 37:20
  shake things up looking for accountability that that's
• 37:22
  that's exactly what this is going to be for um
• 37:25
  for you
• 37:26
  just to kind of get out there and try something new
• 37:28
  and really commit to the 30 days
• 37:30
  and see how it changes your business
• 37:32
  if it changes your business at all
• 37:34
  or you just feel more comfortable
• 37:36
  maybe being on camera or whatever it is um
• 37:39
  for that month's challenge
• 37:40
  I would just say just you know you
• 37:42
  you have to commit is the biggest thing
• 37:44
  you have to commit you have to show up
• 37:46
  and you have to actually put in the effort
• 37:48
  so um
• 37:49
  I don't know if I can cuss on here
• 37:50
  but like you you can't half ass it
• 37:52
  you gotta full ass it like full ass that
• 37:54
  so full ass that I love it
• 37:56
  we're good to go there um
• 37:58
  perfect and we comment 30 for 30 below
• 38:02
  we'll get you that information if you can't find
• 38:04
  find her information which is there
• 38:06
  we'll get you that information
• 38:07
  so Liz as we kind of tone this down
• 38:10
  wrap it up when the dust settles
• 38:13
  what do you want to be known as for your agents
• 38:16
  from your clients
• 38:17
  from your family that I know is so important to you
• 38:20
  what what's that gonna look like
• 38:22
  yeah it's always hard
• 38:23
  um I
• 38:25
  I'm a very driven person I love working
• 38:28
  um my whole family is that way
• 38:30
  like I'll never not be working
• 38:31
  so I think for me it's I
• 38:34
  want to be known for being a people first
• 38:37
  type of person um
• 38:39
  it's never money over people
• 38:41
  it's people over money um
• 38:43
  and so I think being you know
• 38:46
  people centric is something that's really
• 38:48
  important to me um
• 38:50
  I am not your warm and fuzzy person
• 38:53
  like I am I am your tough love person
• 38:55
  like I am the friend that gets called
• 38:57
  when somebody knows that they did something
• 38:59
  they probably shouldn't
• 39:00
  and they want some actual like heart felt
• 39:02
  felt compassionate but honest advice
• 39:04
  um every one of my friends will tell you that
• 39:07
  and so I think being people centric
• 39:09
  and being authentic and loyal and um
• 39:13
  just there for people is is like pretty
• 39:16
  that's like for me like box 1
• 39:18
  and then I think box 2 is I'm
• 39:20
  I'm very hard working and I feel like
• 39:23
  one of the worst things you can say about somebody
• 39:24
  is that they're lazy and so for me that's
• 39:27
  that's kind of No. 2
• 39:29
  is just being a hard working person
• 39:31
  and I think those two ingredients
• 39:33
  translate to financial success
• 39:35
  a lot of the time but it's not necessarily about that
• 39:39
  like I seek stability and I think for me
• 39:42
  there's never a number that I want to earn to be like
• 39:46
  oh okay
• 39:46
  I'm good now like there is no ceiling on that
• 39:49
  because I always see it as a way that
• 39:51
  if I made all the money in the world
• 39:53
  that I could I now have more
• 39:55
  that's just a tool to me
• 39:56
  to be able to harness and to help for my family
• 40:00
  for other applications like it's never
• 40:03
  it's never something that is limiting to me in any way
• 40:06
  positive or negative it's always just
• 40:08
  I see financial things more as tools as it is
• 40:12
  as like a possession
• 40:14
  so for me it's about it's about people
• 40:16
  it's about working and that spurs into
• 40:19
  hopefully
• 40:20
  financial success that you can then implement in
• 40:23
  your life
• 40:23
  and in ways to have a positive impact for yourself
• 40:26
  and for those around you
• 40:27
  so that's that's the name of the game
• 40:30
  sounds like those accountability
• 40:31
  calls are gonna be fire
• 40:35
  which is awesome so
• 40:37
  uh Liz
• 40:38
  let's round this out where can people find you
• 40:40
  where you know
• 40:41
  can they connect with you
• 40:43
  Liz Cruz the realtor
• 40:44
  the person and the all around uh
• 40:47
  hardworking accountability partner yeah
• 40:50
  I mean my just Google my name
• 40:52
  my phone number is everywhere
• 40:54
  um but my Instagram is at Liz Cruz Real Estate
• 40:57
  Facebook at Liz Cruz Real Estate um
• 41:00
  I you know
• 41:01
  my business Instagram is freely open
• 41:03
  so I didn't in
• 41:04
  encourage you to add me on there and DM me and um
• 41:07
  if I see you in public I do have a chronic RBF
• 41:10
  so please say please say hello
• 41:13
  if you're in my local market
• 41:14
  or I see you at like
• 41:16
  an ESP event or something like that
• 41:18
  don't be deterred by my inadvertent RBF sometimes
• 41:21
  apologies in advance but um yeah
• 41:24
  just reach out on social media is probably
• 41:26
  the easiest way to connect
• 41:28
  and I'm just happy to meet more people and
• 41:32
  learn from you all and hopefully give you some
• 41:33
  some value as well awesome
• 41:36
  we'll put all that information below as well
• 41:38
  uh but Liz
• 41:39
  thanks so much keep crushing it
• 41:41
  uh again
• 41:42
  zero to 30 transactions in a single year
• 41:45
  by year two is absolutely incredible
• 41:48
  and you continue to push the norm
• 41:51
  listing a gold mine here in the coming future
• 41:54
  that's gonna be absolutely incredible
• 41:56
  so thanks so much for your time today
• 41:58
  and we'll see you next time on the Wolf Pack way
• 42:02
  thank you