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The Missing Piece for Most Agents w/ Dustin Runyon · Massive Agent Podcast

0:00
SPEAKER_01: Of all 268 episodes up to this point, I think this week's episode is my favorite.
0:06
SPEAKER_01: I believe it is the most impactful.
0:09
SPEAKER_01: I believe it is the episode that you will get the most out of.
0:11
SPEAKER_01: This is an absolute must listen.
0:13
SPEAKER_01: We are talking to real estate team leader, entrepreneur, coach, and performance psychologist Dustin Runyon.
0:20
SPEAKER_01: And this is an episode you're going to want to clear your schedule for.
0:25
SPEAKER_00: The Massive Agent Podcast with lead generation tips and strategies to give you more leads and sell more homes.
0:33
SPEAKER_02: I love to buy houses.
0:34
SPEAKER_02: I like to sell houses.
0:38
SPEAKER_02: Wait a minute.
0:39
SPEAKER_02: Leads a week.
0:42
SPEAKER_02: I've had better.
0:44
SPEAKER_02: Oh have I got your attention now?
0:47
SPEAKER_00: Here's your host, Dustin Brom.
0:51
SPEAKER_01: What's up, guys?
0:52
SPEAKER_01: Welcome back to the Massive Agent Podcast.
0:54
SPEAKER_01: This is your host, Dustin Brohm.
0:56
SPEAKER_01: This is your host.
0:57
SPEAKER_01: That sounded so weird.
0:58
SPEAKER_01: I am your host, Dustin Brome in Salt Lake City, Utah.
1:01
SPEAKER_01: Welcome back.
1:02
SPEAKER_01: This is episode 268, and we have one hell of an episode for you this week.
1:07
SPEAKER_01: We have Dustin Runyon on the show, a performance psychologist.
1:11
SPEAKER_01: He's an entrepreneur, a coach, and he's a real estate team leader.
1:14
SPEAKER_01: He runs a sales team in Arizona.
1:17
SPEAKER_01: And this episode, I believe, will absolutely change your life if you have an open mind and if you are willing to be self-aware, willing to reflect a little bit about your own weaknesses, insecurities, short shortcomings, all of that.
1:33
SPEAKER_01: And then not in a critical way, but just like an awareness way.
1:36
SPEAKER_01: If you're willing to do that, I believe this episode will change everything for you.
1:40
SPEAKER_01: And we dive deep.
1:42
SPEAKER_01: This is an episode that I believe, I believe this is the missing piece for so many of you.
1:48
SPEAKER_01: I've been fascinated over the last three, four years.
1:52
SPEAKER_01: Uh, since we launched the Massive Agent Society, I've noticed this that even though there's there are people, members of the group, agents just like you, who'd had access to the exact same training, the same coaching calls, the same tactical, like copy and paste guides.
2:10
SPEAKER_01: And I noticed that some of them would rocket to success.
2:14
SPEAKER_01: We've had some members that would racket rocket to a million dollars a year in commission for the first time in their career.
2:20
SPEAKER_01: That this has happened multiple times, while others say that it doesn't work.
2:24
SPEAKER_01: It doesn't work for them, this doesn't work, this is bullshit, um, doesn't work in my market.
2:30
SPEAKER_01: Interesting.
2:31
SPEAKER_01: What is that?
2:32
SPEAKER_01: And we talk a lot about that.
2:34
SPEAKER_01: It's there's something about the person, there's something about the individual, there's something inside the mind of these individuals that's causing that success to happen.
2:42
SPEAKER_01: And if you're one of those people and you feel like you're on the outside looking in and you're like, you know, why do I see all these other people rocketing to success on social media or these other agents that are doing far little and they're far less capable, but they're making so much more money and they're selling so many more homes.
2:57
SPEAKER_01: What the fuck?
2:58
SPEAKER_01: If you're if you feel like there's a missing piece, I believe this episode is the missing piece for you, but you have to be open-minded and you may need to listen more than once.
3:07
SPEAKER_01: I know I have listened to this episode more than once because I learned from it.
3:14
SPEAKER_01: I feel like this, uh, I feel like this is our best work.
3:17
SPEAKER_01: So you are in for a treat today.
3:19
SPEAKER_01: Dustin Runyon, absolutely incredible human being, incredible coach, incredible um, you know, real estate professional, and we just have a very just a damn good conversation today.
3:31
SPEAKER_01: I don't know how else to say it besides just getting into it.
3:33
SPEAKER_01: Uh a couple housekeeping items before we get in there.
3:36
SPEAKER_01: While registration for our Massive Agent Society coaching group is currently closed to new members, you can still get on the waiting list over at MassiveAgent Society.com.
3:44
SPEAKER_01: We'll let you know once we're about to open.
3:47
SPEAKER_01: We'll actually notify you before we put it on social media or before we before anyone else knows that we're about to open it up, you'll actually get a head start.
3:54
SPEAKER_01: Or you can actually get a link to join from a current member.
3:57
SPEAKER_01: That's the only way to join the Massive Agent Society right now is to get a link from one of our current members.
4:02
SPEAKER_01: It's not open to the public right now.
4:03
SPEAKER_01: So go check that out.
4:05
SPEAKER_01: And also, I we're in February, okay?
4:09
SPEAKER_01: One third of the first quarter is already done.
4:13
SPEAKER_01: And did you make progress?
4:15
SPEAKER_01: Are you closer to your goals?
4:17
SPEAKER_01: Do you feel like you took a step back or a step forward?
4:20
SPEAKER_01: Are you on the right path?
4:22
SPEAKER_01: Well, if you're serious about hitting your goals in 2023, you cannot afford to make shit harder than it has to be.
4:27
SPEAKER_01: You cannot afford to be operating like you have one hand tied behind your back because the other agents that are getting all these listings, getting all these clients who are super visible online, they are not operating with one hand tied behind their back.
4:40
SPEAKER_01: Okay, you need a system, a coaching group, an accountability group, a community like the Massive Agent Society or our team or something like it.
4:48
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4:50
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4:57
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5:02
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5:04
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5:14
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5:18
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5:21
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5:22
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5:28
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5:29
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5:32
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5:35
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5:35
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5:37
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5:39
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5:41
SPEAKER_01: All right.
5:41
SPEAKER_01: Using it in general is one, but why?
5:44
SPEAKER_01: You gotta go find out for yourself.
5:46
SPEAKER_01: MassiveAgentPodcast.com/slash follow up boss.
5:49
SPEAKER_01: And use the cheat code that so many agents around the country are using to stay ahead of the fast changing real estate market conditions and actually know how to communicate those changes to your clients.
6:00
SPEAKER_01: And knowing it yourself is one thing.
6:02
SPEAKER_01: That's great.
6:03
SPEAKER_01: You need that.
6:04
SPEAKER_01: But knowing how to teach and advise and educate your clients, that is how you're gonna get more business.
6:09
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6:14
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6:15
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6:16
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6:18
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6:25
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6:31
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6:35
SPEAKER_01: Let's get into this interview, this talk, this amazing conversation with Dustin Runyon right now.
6:41
SPEAKER_01: Like I said, please be open-minded.
6:43
SPEAKER_01: Please put aside your ego, put aside any um any any of the bullshit stories that you've told yourself over the years.
6:53
SPEAKER_01: I'm almost 40 years old.
6:54
SPEAKER_01: I'm gonna be 40 this summer.
6:56
SPEAKER_01: I have almost 40 years of bullshit stories that I've told myself that I now have to overcome.
7:00
SPEAKER_01: And when you're conscious of those stories and how they're not serving you, you can then start to rewrite the story.
7:06
SPEAKER_01: So be aware of some of those.
7:08
SPEAKER_01: Reflect as you're listening to this, be vulnerable and know that you don't know everything, except the fact that you don't have all the answers.
7:16
SPEAKER_01: Be willing and open to be coached, to be trained, to learn something new.
7:21
SPEAKER_01: And you can absolutely fill in the missing piece that you've been missing in your business right here, right now.
7:27
SPEAKER_01: Let's jump into it with Dustin Runyon.
7:30
SPEAKER_01: What's up, guys?
7:30
SPEAKER_01: I'm here with Dustin Runyon, an entrepreneur and coach who is certainly he has my attention.
7:37
SPEAKER_01: Every time I hear his message, the way he talks, the way he says things on social media, it just gets my attention.
7:43
SPEAKER_01: And he's one of the good guys in real estate.
7:45
SPEAKER_01: So, Dustin, welcome to the Massive Agent Podcast.
7:47
SPEAKER_01: How's it going?
7:49
SPEAKER_02: Uh thank you.
7:50
SPEAKER_02: First of all, it's going really good, and I appreciate your kind words, brother.
7:52
SPEAKER_02: Uh, a lot of admiration for you, and and you definitely have my attention as well, and that's why we're here, and so I'm excited.
7:58
SPEAKER_01: Awesome, man.
7:59
SPEAKER_01: Thank you so much.
8:00
SPEAKER_01: Well, I had the honor of being on your fired up Fridays a few weeks ago, and and that was really cool.
8:06
SPEAKER_01: You have a really you just have a great group uh of agents.
8:10
SPEAKER_01: They're all like-minded, they're all rowing in the same direction, they're all hungry and ambitious, and they want more.
8:17
SPEAKER_01: And I love being around people like you and your group, and and so I thought you'd be perfect to speak to our audience and and help elevate um, you know, the same type of people.
8:26
SPEAKER_01: Anyone who listens to this show, they they're kind of tired of this bullshit that the the establishment, you know, big broker, if you will, of like, hey, you you've got to just come into the office, make your calls, shut up, sit down, and close deals.
8:42
SPEAKER_01: They don't ever teach you how to be an entrepreneur, they don't teach you the importance of building your own business, they don't teach you how to be self-reliant, otherwise you'll just leave them.
8:49
SPEAKER_01: And so uh I think I think the the jigs uh the jig is up.
8:54
SPEAKER_01: And I know you, you know, I'm speaking your language, but uh that's who we're speaking to today.
8:59
SPEAKER_01: So you run a fairly uh high-powered, if you will, real estate team.
9:05
SPEAKER_01: You know, what are you what do you see right now is the the biggest opportunity for real estate agents in general across the board?
9:12
SPEAKER_01: I mean, there's social media, there's all these different things.
9:15
SPEAKER_01: What are you teaching your people?
9:16
SPEAKER_01: Like what is what is your thing for 2023?
9:20
SPEAKER_02: Yeah, um, it's a great question.
9:22
SPEAKER_02: And uh I'll kind of go back a little bit because it's kind of been the theme of like my whole entire career, which has been um I I started when I was 21, I started in real estate, and I didn't make but I think the most I made in the first four years was like$12,000 in a year.
9:38
SPEAKER_02: Like I made nothing.
9:40
SPEAKER_02: Um and we started our I started at a friend's brokerage of mine, and we had started a short sale team because I got in at in 2008 into the real estate industry, and we had uh he had an independent brokerage that he opened.
9:52
SPEAKER_02: So I mean, there was no training, no education, no opportunity, there was no stock, there was no, you know, there was no revenue share or profit share, there was nothing.
10:01
SPEAKER_02: It was like here's a desk, good luck.
10:04
SPEAKER_02: Um, and then I had the opportunity to go and run a markets run run a real estate uh company, a market center, and they gave you everything.
10:13
SPEAKER_02: Training, education, you know, you could sign up for this lead package, you could do all of these these these things, and they they had all of the training and support.
10:22
SPEAKER_02: And what was funny is the equally in the in the in the in the independent brokerage where they didn't give you anything, and in this other brokerage where they give you all the training and education, the people, the the amount of people that were successful and the amount of people that failed, the percentages were the same.
10:40
SPEAKER_02: The same.
10:41
SPEAKER_02: And that fascinated me.
10:43
SPEAKER_02: Fascinated me.
10:44
SPEAKER_02: Yeah.
10:45
SPEAKER_02: Um, I'm like, how are they giving, and I'm 24 at the time, how are they giving these grown adults everything to succeed and they're still failing?
10:53
SPEAKER_02: It was the naivety in my brain.
10:56
SPEAKER_02: Um, and then I'm like, we were given nothing, and we had to scratch and claw, and we found a way to succeed.
11:02
SPEAKER_02: It was it was the the the hard knock way, but we found a way.
11:05
SPEAKER_02: Um, and the answer was for me that I came through through my journey was was the psychology of the human being, which was um that that 90% of what we do is psychology, 10% is the mechanics.
11:21
SPEAKER_02: And so my obsession has always been on sharpening my mind and always been on um uh working on my psychology, working on my belief structures, uh the things I value, and been very on purpose about that.
11:36
SPEAKER_02: And so what I tend to train mostly within our organizations is I tend to train mostly uh uh psychology, performance psychology.
11:45
SPEAKER_02: And then um, and that's been kind of my main focus for the past 10 years.
11:49
SPEAKER_02: Because the great thing about that was man, if I could really grow my mind and I could really grow my psychology, one, I grew personally as a human being, and two, um, my business grew.
12:06
SPEAKER_02: And so um that's that's really been my main focus and has been, and probably Yeah, has been for probably the past 10, 10, 10 to 12 years.
12:17
SPEAKER_01: I am so damn excited to have you on the show to talk about this today because it fascinates me too.
12:22
SPEAKER_01: And and honestly, if you'll indulge me for a minute, I didn't really notice uh this this discrepancy until just a few years ago when I was already coaching agents because I was in a place where I thought it was a it was about tactics, like hey, here's Facebook ads.
12:38
SPEAKER_01: You copy this Facebook ad, run this ad, and you'll crush it and get leads.
12:42
SPEAKER_01: And like, you know, yes, that's true.
12:45
SPEAKER_01: But I would see some of our members who would just rock it and go to like seven figures in commission in a year, and others would be like, oh, this doesn't work.
12:53
SPEAKER_01: And they have the ex they have access to the exact same shit, like the same fucking ads, the same thing.
12:58
SPEAKER_01: Like, how come some people can make a million dollars in a year and others say it doesn't work?
13:03
SPEAKER_01: And so I started to think there's something happening here.
13:07
SPEAKER_01: It's not it's it's not the the tactics, it's not the information, like there's something about the person.
13:12
SPEAKER_01: And so that brought me it kind of started, it was the catalyst for my own journey into mental reprogramming and like you know the power of belief and uh and all of that.
13:22
SPEAKER_01: And so it's fascinating to me, and it sounds like you're just steps ahead of me on that journey, and so I'm very interested in you know, in in your perspective on this, but how much of how much of like what makes someone successful do you think is is just could you boil down to just confidence?
13:39
SPEAKER_01: Or is that just oversimplifying it?
13:42
SPEAKER_02: Oh, I'm big into oversimplification.
13:44
SPEAKER_02: So I I'm I love that you so yes, I I'm big into oversimplif.
13:48
SPEAKER_02: In fact, that's probably that's probably the thing that I get uh that my friends in that my friends tell me that I do the most.
13:55
SPEAKER_02: Like you just oversimplify everything.
13:57
SPEAKER_02: And so uh no confidence is a good quality.
14:00
SPEAKER_02: Yeah, confidence is uh is an absolute must.
14:04
SPEAKER_02: But or and excuse me, and um we have to give ourselves evidence in order to be confident, like this this this theory on like affirmations or these theory on like I can I'm gonna tell myself I'm great or I'm amazing.
14:23
SPEAKER_02: In fact, I was having a conversation today with a coaching client of mine.
14:26
SPEAKER_02: I'm like, this pump up session of like I'm great, I'm amazing, I'm worthy, I'm enough, but yet like I'm highly unproductive, I have terrible habits, my friends are shitbags.
14:39
SPEAKER_02: Like, you know, you have to that that's not how it works.
14:43
SPEAKER_02: You can't go, I'm great, and sit on the couch, you know, for months on at a time.
14:48
SPEAKER_02: So I believe confidence comes from uh really one simple thing, and that's keeping promises to self.
14:57
SPEAKER_02: Keeping promises to self.
14:59
SPEAKER_02: Because if you really look at a relationship with somebody else, like say, let's just use your spouse as an example or a friend, and you make a promise to them and you don't keep it, chances are if you're pretty connected, that they're gonna give you the benefit of the doubt.
15:16
SPEAKER_02: You know, especially if you're honest, you're up front, you're transparent, you're like, hey, listen, sorry.
15:20
SPEAKER_02: Um, you know, I apologize.
15:22
SPEAKER_02: Can I recommit?
15:23
SPEAKER_02: And they'll be like, yes, great.
15:25
SPEAKER_02: So you make the promise again and then you fail to follow through.
15:29
SPEAKER_02: So you make it again, you fail to follow through.
15:31
SPEAKER_02: How many times can you keep making a promise to your spouse or to a friend before they're like, what's going on?
15:39
SPEAKER_02: They start to lose trust in you because you said you were gonna do it and you didn't do it.
15:45
SPEAKER_02: You said you would show up at two o'clock and it and and you didn't show up, and then the next day you didn't show up, and the next day you didn't show up, then they're just gonna not trust that you're gonna show up.
15:54
SPEAKER_02: So when we don't because a good relationship is based on a few things, it's based on uh trust and respect, is what I look at.
16:03
SPEAKER_02: Trust and respect.
16:04
SPEAKER_02: And when we make a promise to somebody else and we don't keep it, they lose trust in us.
16:10
SPEAKER_02: What is losing trust?
16:11
SPEAKER_02: It's losing confidence in us.
16:13
SPEAKER_02: They lose confidence that we'll be able to perform or be able to show up.
16:19
SPEAKER_02: Same things happen with the relationship with self, right?
16:23
SPEAKER_02: Is a quality relationship with yourself is built on self-trust, self-respect.
16:30
SPEAKER_02: Like people that don't respect themselves have little to no boundaries.
16:33
SPEAKER_02: And so they just their their life is just they they let anything in, whenever in, they have a hard time saying no, they're people pleasing, um, because they don't have a great relationship for themselves, so they look for external validation outside.
16:47
SPEAKER_02: So yeah, confidence, confidence is huge, and it plays into the relationship that you have with yourself.
16:55
SPEAKER_01: That's that's brilliant.
16:57
SPEAKER_01: Um I remember how I felt early on in my career.
17:01
SPEAKER_01: I know that I had this deep scarcity within me that uh I had to work with anyone and everyone who was willing to work with me, who's willing to hire me as their agent.
17:12
SPEAKER_01: And it wasn't until it and so I remember being on date night with my wife and be like, Hold on, babe, I gotta take a call.
17:18
SPEAKER_01: Hold on, babe, I gotta reply to this fucking email.
17:21
SPEAKER_01: Like on date night.
17:22
SPEAKER_01: Are you kidding me?
17:23
SPEAKER_01: And then I started to later on in my career, I started to associate with others who were further down the road than me.
17:30
SPEAKER_01: They were just they were already at the destination that I was that I was trying to get to.
17:35
SPEAKER_01: And they're like, What are you doing?
17:37
SPEAKER_01: Like, like we're we're done at five.
17:40
SPEAKER_01: Some of them are like, I don't I work three days a week.
17:42
SPEAKER_01: My mentor Clayton works two hours a month on his real estate business, but he's built a business, right?
17:48
SPEAKER_01: Like the shit is still getting done, it's just not getting done by him.
17:50
SPEAKER_01: And so I realized, okay, this is crazy.
17:54
SPEAKER_01: Um, I I was just hardwired to believe that if I didn't respond to a call on Christmas morning, then I would lose the client, they would disappear, I would starve to death, right?
18:08
SPEAKER_01: So, how do you start to reprogram someone who's there that like they're they're the one of these 24-7 agents and they wear it like a badge of honor?
18:17
SPEAKER_01: I'm always available 24-7, and they think that's a good thing.
18:20
SPEAKER_01: How do you start to reprogram them to think differently, think bigger?
18:26
SPEAKER_02: Yeah.
18:27
SPEAKER_02: Um, so again, another good question.
18:29
SPEAKER_02: And uh, I think we've all kind of I don't want to say we've all, I've definitely been there too, where I just kind of let uh let people take my time, let situations and let clients and let people just decide for me when I was gonna be and and where I was gonna show up.
18:44
SPEAKER_02: But but here's what I here's what I'll say that is is and this is a good like statement is a a belief is a poor substitute for an experience.
18:53
SPEAKER_02: So I guess the answer to that question is some people need to go through that.
18:58
SPEAKER_02: Some people need to allow their clients to treat them like shit, uh call them at 9 30 at night.
19:03
SPEAKER_02: They need to go through that to realize that that's not what they want.
19:07
SPEAKER_02: Um I have this thing is like how do you change someone?
19:11
SPEAKER_02: And the answer to that question is you don't.
19:14
SPEAKER_02: Is the only way someone changes or makes a change is they they have to decide themselves and they have to self-discover.
19:25
SPEAKER_02: And so what I try to do is help people self-discover.
19:28
SPEAKER_02: And the way that we do that is what happens when you say yes to let's say let's use a bad client, for example.
19:37
SPEAKER_02: A client that takes advantage of your time, doesn't respect you.
19:41
SPEAKER_02: What happens is that takes up a lot of mental space, and mental space is finite.
19:46
SPEAKER_02: Um, and so say we're entering in this relationship with a client based out of scarcity, because we need that deal more than anything.
19:54
SPEAKER_02: So we'll let them kind of disrespect our time, not respect us, you know, not commit to us like we're committing to them, and it takes up space.
20:05
SPEAKER_02: So we're not able to we're not able to go work with multiple people at at the same time.
20:11
SPEAKER_02: Whereas if you worked with great clients, clients that respected you because you respected you, you could work with multiple at the same time.
20:18
SPEAKER_02: Like you could work with four, five, six, seven different clients at the same time.
20:22
SPEAKER_02: So bad clients take up a lot of mental space, but that takes you having to set boundaries for yourself.
20:28
SPEAKER_02: And here's what I found, brother, why most people don't set boundaries um in real estate is because they're behaving out of desperation because they don't do the things that they need to do in their business to create predictable clientele.
20:44
SPEAKER_02: And in uh meaning, meaning an influx of predictable clientele.
20:48
SPEAKER_02: And so they have to kind of just take whatever it is that they can't.
20:54
SPEAKER_01: I believe that.
20:56
SPEAKER_01: Uh that perfectly describes where I was at when I was operating in that scarcity.
21:00
SPEAKER_01: I was bouncing around from one tactic, one strategy to another.
21:04
SPEAKER_01: Oh, that didn't work in two months, so I better try something else.
21:07
SPEAKER_01: Oh, so and so is doing this, they're getting leads, I better do that.
21:09
SPEAKER_01: And I would bounce around.
21:10
SPEAKER_01: So I wasn't consistent with anything.
21:12
SPEAKER_01: I was ru I had no I was just going with the flow, which is not a good thing.
21:17
SPEAKER_01: So I I think that's so spot on.
21:19
SPEAKER_01: Um I like what she said about that.
21:21
SPEAKER_01: Like an agent, yeah, it's huge, right?
21:25
SPEAKER_02: Yeah, yeah.
21:26
SPEAKER_01: Talk more about that.
21:28
SPEAKER_01: It let's for agents who are in that place right now, let's let's help them like give them some perspective.
21:34
SPEAKER_01: Let's let's give them some light at the end of the tunnel.
21:36
SPEAKER_01: Um, you know, let's be that mentor who's a step or two ahead that has been where they're at and help them get past it.
21:44
SPEAKER_02: Yeah, so I'm gonna go a little deep into this and then we can bring it back up to the surface.
21:49
SPEAKER_02: Um number one, if you're in this business right now and you're in a place where um you are valuing other people over your yourself, right?
22:01
SPEAKER_02: So there's two, there's there, I'll walk through like three quick types, right?
22:05
SPEAKER_02: And one is the people pleaser.
22:07
SPEAKER_02: And the people pleaser is someone who only values that who values others, values others' opinions, values their clients' opinions, values, um they value the validation of others.
22:17
SPEAKER_02: And I I kind of say this people pleasing um if you grew up in a chaotic household, you grew up in a household where there was a lot of uh a lot of drama or a lot of uh just chaos in general, um you'll tend to want to always keep the peace.
22:32
SPEAKER_02: And so what we'll do is we'll avoid hard conversations and we'll avoid uh truths and we'll avoid honesty with others um because we just want to keep the peace because it's kind of we're kind of programmed that way from childhood.
22:45
SPEAKER_02: So there's that person.
22:46
SPEAKER_02: Then there's the other person that only values themselves.
22:50
SPEAKER_02: And we've all ran into that realtor right that narcissistic ego driven realtor that only cares about themselves.
22:57
SPEAKER_02: That's not overtly who you want to be either you may get a lot of success that way.
23:01
SPEAKER_02: There are a lot of narcissistic ego driven people that make a lot of money uh but but they're pretty empty inside um I know because they call me um uh here's where we want to kind of land if you're in this place right now I'd ask you to start prioritizing yourself you need to start prioritizing you what does that look like for you what does prioritizing yourself look like for you does it look like starting to go to the gym working out um creating things in your life that that make you feel good um so prioritizing yourself but not only yourself we also have to prioritize others as well and that's that balance of the two of having this integration of valuing yourself first um and then valuing others because if you valued yourself you would create a routine in your business it's not this is not rocket science like real estate is the most simplistic simplistic way to make an insane amount of money out of anything that I've ever seen before in my life if you prioritized you you would do the things in your business that would create predictable appointments so that you don't have to deal with the people that only value themselves.
24:28
SPEAKER_02: Like I want to work with people who value me too.
24:31
SPEAKER_02: And so what would you need to do in your business to start prioritizing yourself to where you can make it to where your business was more on your terms and not everybody else's and I tend to start personal first.
24:48
SPEAKER_02: I would say there's no business problems in life there's just personal problems that affect business.
24:53
SPEAKER_02: And so I tend to start there like what are your habits like at home?
24:57
SPEAKER_02: What's your relationship like with your spouse?
24:59
SPEAKER_01: What are those things let's let's get those things prioritized let's get you on a track that you need to be going on and then move to business but here's here's the question what's the one thing right now that you're avoiding that if you didn't avoid it and you faced it head on with openness willingness and commitment that it would all change and that's the question I think that if you're listening to this if you if you wrote that down because here's the truth you may not know step five six eight nine ten twelve you definitely know what you need to do though you know what you need to do in your personal life you know what you need to do at home you know what you need to do with your health you know what you need to do in your business too so um avoidance is a is a fun thing to do um when uh when commitment to the to the levers that actually move it forward um are staring us in the face and social media makes that so easy you know it and look I'm a content creator I get it I can easily justify spending another hour on Instagram because I'm researching and getting ideas and inspiration for my next post or I'm gonna I'm gonna put together a record another video or something like yes that's productive but is it the most productive oftentimes it's not dude oftentimes there's there's that thing right and and you said it in just a different way but uh a way that I that really spoke to me is the success or the the results that you're seeking the the success you're seeking is in the work you're avoiding right it's thing you just said it in a different way it's like attacking that one thing that you know you should be doing but you're not you're avoiding it for whatever fucking reason.
26:46
SPEAKER_01: I think we need to spend more time on that because every single one of us has something in our lives whether that's our taxes our relationship um you know our health something that's fucking us up.
26:58
SPEAKER_01: Totally talk more about that.
27:00
SPEAKER_02: And all of those things you just mentioned have fucked me up at some point in my life.
27:04
SPEAKER_01: Yeah I have these things that's why they came to mind.
27:07
SPEAKER_02: Yeah yeah yeah yeah uh yeah distractions don't pull us off our paths they just kind of reveal our deepest commitments and and what what I what I see is um and kind of I guess like diving into that that deeper is um we have this desire for ease like naturally the human wants to take the path of least resistance but the path of least resistance doesn't pay it doesn't pay there's no um it it it just it has no ROI on it and so um I always say we have to commit to releasing the desire for ease it's funny man I even see this and I don't know if I can bring this up but I I even see this in people that like even the people that it looks like they went the easy route by getting you know they say they have half a I I got a friend right now he has a half a million dollars in in income coming in every single month and I'm like man that would be that that's the easy life right the guy still naturally is committed to anything that he he puts his mind to it's not like he he he just he has the behavior of somebody who is very vigilant very committed and he still works like mad and so um you you can't have the good life and the easy in the easy life it's goes back to that old saying of like hard decisions easy life um it's hard hard work works I've tried to find every way around hard work every way I've never found it and so um that's why I always say I will tell you this it goes it it goes but hard work is second deep work is first deep work is those things that you're avoiding in your life deep work is like those behaviors that you know you need to change that eat away at you every single day because if you don't fight for what you want in your business or your life you're gonna be at war with yourself and that eats away at you and we've all been there at some level and we all still go there at some point but you have to be willing to fight for what you want and I would say it's like you want peace in your home you got to fight for it.
29:25
SPEAKER_02: You know you want uh I have peace in my businesses today but I fought you know I fought for it for 15 years.
29:32
SPEAKER_02: And so um yeah I I think it's powerful to uh to do the deep work and to um get a list of things that that you're avoiding and start to face those things head on.
29:45
SPEAKER_02: And I would say the second thing is get help.
29:47
SPEAKER_02: Like help is a superpower especially for men what men deem strength is often weakness and what what what men deem weakness is often strength.
30:00
SPEAKER_02: Like asking for help superpower like there's not one elite performer at any level no friend of mine that's worth that's worth in a massive amounts of money that doesn't have a literally a team around them of support and help.
30:16
SPEAKER_01: I thought this was great I was listening to a podcast with Magnus Carlson and Magnus Carlson is the number one uh uh chess player in the world and uh he's got like a team of 28 coaches it's a lot of help for for a for a one man game um and so back vulnerability is strength asking for help is strength um I get a coach for everything I do I run a triathlon I have three coaches I hire instantly and so um getting help with those things that you're working on on trying to avoid is is is a is a great step too you said something that really spoke to me that the deep work is oftentimes more important than the hard work um and I think because we all know people and even my former self like I'm working hard I'm working 16 hours a day I'm doing all this and then you look at the like the fruits and you're like but I'm not really doing anything like that there's I'm not being productive and then all those big looming issues are still there and sometimes they compound and get bigger because you're avoiding them right but you're like I'm working hard I'm doing the hard work so how do you know the difference between hard work and deep work yeah and and how do you know which like if you're working your ass off like how do you know when it's the right time to maybe like push pause on some of that so you can go focus on the deep work like the the really the the shit that you really know you need to be doing.
31:50
SPEAKER_02: Yeah that's like another these are great questions um so to me the deep work is the work that you do with you and on you um and I'll be open about it like I probably I I know not probably it's 100% I've spent over seven figures on therapy personal development psychologists coaches performance psychologists um counselors like the deep work is the is honestly it's like it's like going back and like healing traumas figuring out why you are the way that you are that you're not weird you're a human a lot of us are stuck in self-judgment um I use a stupid analogy like if you saw a lizard walk by we live in Arizona so if you saw a lizard walk by and it had a tail you wouldn't judge it right you wouldn't go that's stupid ass lizard with a tail no lizards have tails humans have trauma humans have things they're avoiding humans have self-judgment humans have these things and so working to heal from those things are super important and working to grow from those things are super important.
33:01
SPEAKER_02: Like I didn't have the greatest upbringing but man I'm so grateful that I had it like I'm so grateful that I had it because you know my dad bounced at 16 and uh I didn't talk to him till I was 30 but man I will tell you he showed me not how to treat he showed me how to not treat a woman he showed me I have the work ethic I have because of him because he said I always half asked everything.
33:25
SPEAKER_02: And obviously that's not like the upbringing that I wanted but it for now today I look back it was the upbringing that I needed to become the man I am proud to be today.
33:36
SPEAKER_02: And so that's the deep work and then and then if you can face those things that's why I say this Dustin dude if if like in my if you work really close to me and you haven't been through something very very very hard we're probably not going to click like I'm looking for something painful that you've been through because the truth is if you're over 30 years old uh you've been through something traumatic you've been through something painful you've gone through a divorce a bankruptcy an up a down a rock bottom kicked in the teeth life has kicked you in the teeth at some point um and if it hasn't it's coming it's coming so um so when you face those things and you work to heal those things you get stronger um and through strength you can bring that strength to hard work and by the way these things can happen simultaneously like I believe I can work on myself and be whole at the same time I believe I can do the deep work and the hard work at the same time.
34:34
SPEAKER_02: And then how do I know if the hard work's working that's why a mentor is so powerful because they've been where you're wanting to go and they'll tell you if you're open and honest with them.
34:45
SPEAKER_01: They'll be your mile marker for you like hey trust me trust the process you're on the right path it's like you go into the gym and you're with the trainer and you work out for a month and you haven't lost any weight but you're eating good and working out the trainer is going to tell you hey stick to this program trust the process it's gonna work um and same thing with business um the vehicles that we use in business like the internet and Instagram social media different things like the vehicles we use in business um are different but the core principles of diff our business are fairly the same as they've always been right you know I think it's only been three or four years since I discovered this wild concept of hiring a fucking coach having a mentor taking a course joining a mastermind like being around people who are a step or two or ten ahead of you on the journey that you're already on like it's such a hack.
35:49
SPEAKER_01: It's and ever since I did that so the first time I did it was it was a fitness program.
35:55
SPEAKER_01: Like I already know how to lift I was a kind of a college athlete like I I played I red shirted my uh freshman year of college football like I've always known how to be healthy yet I wasn't I wasn't doing it and my wife and I joined this fitness program we wrote like a$7,000 check which at the time for me was was huge and I saw it as an expense.
36:20
SPEAKER_01: However I knew that there was something I was missing and I thought that that was the solution and I realized pretty quick even though I knew 98% of the shit there was 2% I didn't know and the rest was all accountability and writing the check made it top priority in our lives and I we got results within 120 days like ridiculous results.
36:45
SPEAKER_01: And I'm like oh my God this this was like the best$7,000 ever this wasn't an expense.
36:51
SPEAKER_01: This was an investment and and it like it clicked for me.
36:55
SPEAKER_01: It's like holy shit I've been hearing this my whole life every personal development book I've ever read is basically communicating this now I get it.
37:02
SPEAKER_01: Like I get it.
37:04
SPEAKER_01: So what else can I do?
37:05
SPEAKER_01: Who else can I hire?
37:06
SPEAKER_01: You know who can I partner with?
37:08
SPEAKER_01: Uh you know like like how else can I get other people to just like grab me by the hand and pull me along or at least like show me the path right help me get over those speed bumps.
37:19
SPEAKER_01: It's been such a hack what do you what would you say to those people who are still kind of there in that place where where they see going to a training joining a mastermind hiring a coach whatever as an expense and they'll they want to do it.
37:33
SPEAKER_01: They're like it makes so much sense but I it's expensive so I need to do it later how do you help them get over that so that they can have that same experience I did where it's like oh my God that's not an expense it's actually an investment and that's where the shit starts to speed up and you actually start getting the results oh so dude is so that you you yeah you worded that perfectly I mean how many how many times do we allow our knowing of the 98% to stop us from figuring out the other two that we don't like all the damn time.
38:07
SPEAKER_02: You're right same and so like it's funny we have this thing in our developments uh so we have uh we we develop subdivisions and we have this saying that we have is there's people that run to the finish line and then there's people that run through the finish line.
38:21
SPEAKER_02: And so we see this in development where the first 95% of first 95% of development or the the first 95% of the development takes the same amount of time as the last 5% but it's the last 5% that gets us through that finish line.
38:38
SPEAKER_02: Right?
38:38
SPEAKER_02: And so we may only look at that 2% but that 2% oftentimes is a diff differentiating factor I coach a guy right now and he's in the he's in insane shape.
38:49
SPEAKER_02: He's 44 years old he's top crossfitter in um he's top 10 crossfitter for his age group in the in the world and we talk about the difference between eating really good and then weighing out and tracking what you eat.
39:07
SPEAKER_02: That's what a 2% shift all you gotta do is like bring out a scale weigh it and eat it and then you gotta track everything you eat and the differences that that makes and so um I'm glad you brought up that 2% because like that 2% is it.
39:21
SPEAKER_02: For those of you that are stuck in the I know I know that there's nothing more different dangerous to say than I know.
39:29
SPEAKER_02: There's nothing more different dangerous to say than I know.
39:32
SPEAKER_02: So uh the way you take it from an expense into an investment is you show up.
39:36
SPEAKER_02: You show up that's my thing every single time um I invest into see I even say it I invest into coaching I don't even I don't look at it as an expense anymore.
39:48
SPEAKER_02: I literally look at it as if there is a get rich quick it's hiring the trainer if there's a get fit quick yes it's a higher because there's no other quicker way that you can do it and and I know this I I is is it's the way you fast forward your progress it's how you go further faster it's how you um it's how you turn decades into days and then also here's one thing that I find too is when you coach or a trainer or whoever it is find someone you admire like my my weightlifting coach is uh is this guy named John O'Neill and he's an army ranger and he is a savage he lives he literally lives like a a David Goggins style life like I really admire that guy and his values and how he lives um and so whoever I get coaching I make sure I really admire them a lot in what they do like like you in social man and you in marketing like I admire it like you are so consistent with it and you are so good with it and you're so fluid um I really really admire that and so um anyways to finish that is how do you go from expense to investment step up like step up I get this question a lot Dustin how do I get a peer group like yours Dustin how do I get a peer group I go without the results you pay them you pay for your peer group I mean how many masterminds have you paid for coaches you paid for not enough yeah right so that would be what I was gonna say that same but we've we've both paid for a lot of coaches a lot of masterminds I mean ridiculous amounts like 20 000 bucks to sit in a one day mastermind I've paid like and I don't have this belief is like once I get to where you're at once I get to where Dustin's at or or where I'm at then I'll pay that it's like no I paid that before I was there I'd make 120 grand a year and invest 80 of it into coaching and training and in seminars and yeah so invest.
42:01
SPEAKER_01: You know what got me over that line was I was I was just sitting there and I was like should we should we write this check for seven grand or should we just YouTube shit and just like actually commit this time right that that that's what I was telling myself should I actually commit this time and that there was something in how I said that to myself that was laughable.
42:21
SPEAKER_01: I'm like actually commit this time and and that was so telling to me it's like I could have committed before I didn't you know what's gonna make this any different and and what I realized to make it different I need to make it different and so we wrote the check and you know rather than having remorse afterwards I immediately felt like this is the right move and I finally like I have peace because all of my mentors everyone ahead of me everyone that I look up to mentors from afar like people you watch on YouTube or podcasts or social media that you look up to in business or or whatever they all say the same shit and now I was doing that thing and I felt instant peace and and so that that changed my life and it it's just such a hack and so I'm glad that we spent some time on that um it's just and I know what it's like to be like oh it it's it's so expensive like you know it's five hundred dollars a month or it's 20 grand or whatever and I don't really have that it what I've learned is that when you when when you know you really should and really want to join a mastermind, hire a coach take a course and then you don't and you blame it on the expense it's that you don't believe that you can actually follow through on it.
43:42
SPEAKER_01: That you are lacking belief in your ability to do the shit.
43:46
SPEAKER_01: Is that fair?
43:47
SPEAKER_02: It's su y that you're spot on.
43:49
SPEAKER_01: Yeah and it's real like you know it I don't want anyone to feel shame about that but but know it.
43:58
SPEAKER_01: You know be honest about that.
44:00
SPEAKER_01: Because for a long time that's how I operated for a long, long, long time.
44:04
SPEAKER_01: And I thought it was a badge of honor back to something you said earlier.
44:06
SPEAKER_01: I thought it was a badge of honor to sit in my corner in my basement office, banging my head against the wall, trying to figure something out that had already been figured out eight million times by other agents.
44:18
SPEAKER_01: And and so, but I thought if I just need to do it myself because I'm independent.
44:23
SPEAKER_02: Yeah.
44:24
SPEAKER_01: How fucking stupid that was and small minded and and weak.
44:29
SPEAKER_01: You know, that that was not a strength.
44:31
SPEAKER_01: And so collaboration is just so so powerful, man.
44:35
SPEAKER_01: I don't know what else to say.
44:36
SPEAKER_01: Like clear up just about the concept.
44:39
SPEAKER_02: Yeah, it really is.
44:40
SPEAKER_02: And I would add one more thing.
44:41
SPEAKER_02: Like, I'm I I think I get um I get the uh in the beginning, I would easily let myself down, but I wouldn't let somebody I admired down and or someone that I look up to.
44:51
SPEAKER_02: And so I have at least me, I'm not naturally driven.
44:56
SPEAKER_02: Um, I'm really not, but I constantly put myself in environments that demand the behavior that I need to have in order to get what I desire.
45:09
SPEAKER_02: So like I'm constantly um, whether it's friendships, like whether it's friendships or it's business or it's um a development where I'm like, oh, I've got to raise 30 million dollars for this development, I'm in.
45:27
SPEAKER_02: Because then it demands that that it demands, I have no choice.
45:32
SPEAKER_02: Like I don't give myself an option or a choice, or like my team, you know, I've got 20 plus people on my team.
45:36
SPEAKER_02: Like, I don't have a choice whether I show up for them or not.
45:39
SPEAKER_02: I love it.
45:39
SPEAKER_02: I show up for them, or my spouse.
45:41
SPEAKER_02: I share with the things like I'm gonna provide this for us, I'm gonna give us this life.
45:45
SPEAKER_02: Uh, you know, uh, here's here's what I'm committed to.
45:49
SPEAKER_02: And then I have to.
45:50
SPEAKER_02: And then what happens is when you commit to something like that, or you put yourself in an environment of people that you admire and you have to step up to their level, you realize that, oh, I'm actually capable of this too.
46:02
SPEAKER_02: And you give yourself an experience to back to what we talked about earlier.
46:07
SPEAKER_02: You give yourself an experience that disinvalidates old beliefs that don't serve you.
46:13
SPEAKER_02: You've now given yourself an experience.
46:15
SPEAKER_02: You're like, because that's why I tell what's a true leader?
46:17
SPEAKER_02: A true leader facilitates an experience that has people disavow or that has people um disinvalidating these old shitty beliefs that don't serve them.
46:27
SPEAKER_02: We help facilitate it.
46:28
SPEAKER_02: It's like that's what a trainer says.
46:29
SPEAKER_02: Lift it.
46:30
SPEAKER_02: Can't, yeah, you can.
46:32
SPEAKER_02: Holy shit, I did it.
46:33
SPEAKER_02: Boom.
46:34
SPEAKER_02: There's some evidence to get us to the next one.
46:37
SPEAKER_02: So um I just put myself in in environments that demand the behavior that I I know in my heart I want to be living out.
46:46
SPEAKER_01: That's so great.
46:47
SPEAKER_01: Yeah, you know, I was kind of self-reflecting a little bit when you said that you're not um you're not really a self-driven person, or you said something along those lines.
46:55
SPEAKER_01: You know, I I don't think I am either.
46:57
SPEAKER_01: Like, uh, so I am I'm a father, I'm a husband, I have two kids.
47:01
SPEAKER_01: If I didn't have my family, I'd probably watch a lot of TV.
47:05
SPEAKER_01: I just would.
47:06
SPEAKER_01: Like, I probably wouldn't do a whole lot of shit.
47:09
SPEAKER_01: Um, maybe I'd golf, maybe.
47:12
SPEAKER_01: But uh I because I'm a dad and I've I've made this commitment to like you know raise my kids and give them awesome experiences.
47:20
SPEAKER_01: On the weekends now, instead of like relaxing, I'm like, okay, what can we go do?
47:24
SPEAKER_01: Can we go hiking?
47:24
SPEAKER_01: Can we go snowboarding?
47:25
SPEAKER_01: Can we go to this place?
47:26
SPEAKER_01: Can we go to this playground?
47:28
SPEAKER_01: Like, you know, let's go outside and ride bikes.
47:30
SPEAKER_01: I'm constantly getting off my ass because I feel like if I don't, I'm not going to be a good father.
47:38
SPEAKER_01: And and so, like, fatherhood for me was one of those things where I put myself in a position where I have to show up.
47:46
SPEAKER_01: Like, I don't have a choice.
47:48
SPEAKER_01: And, you know, there's business implications.
47:50
SPEAKER_01: I do the same thing with certain um, like this podcast I committed every single week.
47:55
SPEAKER_01: I'm gonna show up every freaking week, even when I don't feel like it.
47:58
SPEAKER_01: So just taking the first step is just such a big, big move that can put you in that position.
48:08
SPEAKER_02: I I love that you what you shared about your family.
48:11
SPEAKER_02: I really love that because you said something sp very, very uh that I wanted to spotlight, which is you said that you're like, I'm committed to giving my family experiences.
48:21
SPEAKER_02: And if I asked you right now specifically, what do you mean by those experiences?
48:26
SPEAKER_02: Like, what do you mean by that?
48:29
SPEAKER_01: I want them to learn by doing.
48:32
SPEAKER_01: I want them to, you know.
48:34
SPEAKER_01: I remember growing up constantly being in the mountains, and and I learned so much for that that like this appreciation for nature, it you know, help me be healthier, all of that.
48:43
SPEAKER_01: I want my kids to have that.
48:44
SPEAKER_01: They learn by being out there, not by watching Spongebob.
48:47
SPEAKER_01: And I want they're not gonna remember the gifts, they're not gonna remember like the things they were given, they're gonna remember the stuff we did together because that's the stuff I remembered, and I want to do that times 10 for my kids.
49:01
SPEAKER_02: Okay, so for everybody listening to this, do you see how real he made it?
49:05
SPEAKER_02: Like you made you're you're very crystal clear on what it is that you want to provide for your family, like you're crystal clear on it.
49:12
SPEAKER_02: And you said learn by being, like learn by going out and doing it, learn by doing things.
49:18
SPEAKER_02: And um, it seems as if to me, do you want to be an example for them of uh of of what that is?
49:25
SPEAKER_01: Oh, absolutely, yes.
49:27
SPEAKER_01: I I want them to see me and my wife have a great relationship, you know.
49:31
SPEAKER_01: I I want them to see what that looks like, and so that they expect it in their own lives.
49:36
SPEAKER_01: I want them to see my wife and I going after our goals and falling down and tripping, but then getting back up.
49:43
SPEAKER_01: I want them to see that as normal.
49:46
SPEAKER_02: So I love this.
49:48
SPEAKER_02: So, two things here.
49:49
SPEAKER_02: I had a dad that said, do as I say, not as I do, and I'm still confused, like still to this day, confused.
49:57
SPEAKER_02: So you want to be an example.
49:58
SPEAKER_02: So I have this question Do you want to be a warning or an example?
50:01
SPEAKER_02: And you're crystal clear on being an example for your kids, and you're crystal clear on what it is you want to provide, and that and then the next thing that you've done is you've made it extraordinarily meaningful to you, true.
50:15
SPEAKER_01: Absolutely.
50:16
SPEAKER_02: Okay, so he got clear, he made it meaningful, and he's he's specific about what it is, and then he gave himself no option.
50:30
SPEAKER_02: How do you fail with that?
50:33
SPEAKER_02: How do you fail?
50:34
SPEAKER_02: You have people you love and you've surrounded yourself with people you love and admire, your kids.
50:38
SPEAKER_02: Uh obviously it started with a spouse, you love and admire her, or I would assume you wouldn't be with her.
50:43
SPEAKER_02: You've created children, so you have an environment there that you admire, look up to, you want to make an impact on.
50:49
SPEAKER_02: You do that by being an example, not by just running your mouth, by being an example.
50:54
SPEAKER_02: You make it super fucking meaningful so you don't have an option.
50:58
SPEAKER_02: You don't have an option, and you're willing to make mistakes, and you'll keep going, and you'll share it with them.
51:04
SPEAKER_02: You just can't fail that.
51:05
SPEAKER_02: You just can't fail.
51:06
SPEAKER_02: You can't fail if those are your val if that's your value system.
51:10
SPEAKER_02: So if you're listening to this, you can just take what he does with his family and you can implement that into your life.
51:17
SPEAKER_02: Pretty clearly.
51:22
SPEAKER_01: Dustin, before we wrap it up, let's let's take that and give, let's help people wrap their heads around in a business setting.
51:31
SPEAKER_01: You know, how can you create a similar environment, a similar uh you know, accountability in your real estate business?
51:40
SPEAKER_01: You know, you're you're struggling or you're just unsatisfied with where you're at and you want to go up.
51:48
SPEAKER_01: How can you create a similar environment?
51:50
SPEAKER_02: Okay, really good question.
51:51
SPEAKER_02: So I want to remember how do you create a similar environment?
51:54
SPEAKER_02: First thing, you have to look at in your life what it is you actually want.
52:00
SPEAKER_02: This, Dustin, seems to be the hardest question for people to answer.
52:03
SPEAKER_02: What do you want?
52:05
SPEAKER_02: Yeah.
52:05
SPEAKER_02: Like start there.
52:06
SPEAKER_02: What do you want in your life?
52:08
SPEAKER_02: What do you want for you?
52:09
SPEAKER_02: What is it that want like you and I share a very similar experience?
52:11
SPEAKER_02: I want experiences, man.
52:13
SPEAKER_02: I tried to buy all the things and the stuff and all that, and like I did it all, and it just didn't do anything for me.
52:20
SPEAKER_02: So I want experiences with people that I love and care about.
52:23
SPEAKER_02: So you and I are similar in that.
52:24
SPEAKER_02: And I have exactly what I want.
52:26
SPEAKER_02: Get clear on what you want.
52:28
SPEAKER_02: That's number one.
52:30
SPEAKER_02: Number two, look at what would you need to value in order to get what it is you wanted.
52:36
SPEAKER_02: Like, what would your value structure need to be?
52:38
SPEAKER_02: See, if you want a six-pack but you don't want to value health, it ain't gonna work.
52:46
SPEAKER_02: And so go with start with what do I want?
52:49
SPEAKER_02: Number one.
52:49
SPEAKER_02: Number two, start with uh what is it that you you value?
52:54
SPEAKER_02: What are you gonna need to value to get what you want?
52:56
SPEAKER_02: And then what you need to do is go find a group of people that value what it is that you need to value to get what you want.
53:05
SPEAKER_02: So if you're struggling and you're alone right now, go find an organization, a team, an organization, a brokerage, something where there's a group of people or a community you can plug into that values that have similar value sets as you do.
53:22
SPEAKER_02: Um I think that's the most powerful thing that you could do right now.
53:26
SPEAKER_02: Like if I if I started over right now, I would go find again a community, a group, um, a team, um, a brokerage, somebody who valued this the the things that I would need to value to get what I want in my life.
53:45
SPEAKER_01: Uh that's so good.
53:47
SPEAKER_01: That's so true.
53:48
SPEAKER_01: Like that when I think about when shit really started to change for me in a positive way, it was when I I made a brokerage change and aligned with certain people who were they became mentors, you know, like they became people I admired and I wanted their lifestyle, I wanted like I saw okay, there's so much more possible, and I'm thinking small because I was around these people, and it was such an easy thing to do, right?
54:16
SPEAKER_01: It it wasn't something I had to write a hundred thousand dollar check for.
54:19
SPEAKER_01: It was just I had to change from this seat to this seat and then do some work.
54:24
SPEAKER_01: Um that's huge.
54:26
SPEAKER_01: I think that's huge.
54:27
SPEAKER_01: It is huge.
54:29
SPEAKER_02: And even when I was successful in or was somewhat successful in real estate at my old brokerage, their their values up top in their leadership started, they started to shift their values.
54:40
SPEAKER_02: They started out as this really entrepreneurial business, which I'm a very entrepreneurial guy.
54:44
SPEAKER_02: I I love I love I love trying new things, I love blazing new trails, I love the spirit of entrepreneurship.
54:51
SPEAKER_02: And then the company I was with, that spirit of entrepreneurship, I value, I value that.
54:57
SPEAKER_02: And that kind of started to go away.
54:59
SPEAKER_02: And it was kind of then it's starting to turn in this this this top-down corporate structure that I just my values weren't aligned with.
55:07
SPEAKER_02: And so I had to, I moved brokerages.
55:09
SPEAKER_02: I actually moved EXP, I moved brokerages, and it's just more of an entrepreneurial, I'm more aligned in those values.
55:16
SPEAKER_02: Um, and so even if you're early on or you're later in your career or wherever you're at, it's like get with a group of people who are aligned with your values.
55:26
SPEAKER_02: The biggest problem I see with people in their life that are struggling is a lack of alignment with what they want and what they desire.
55:33
SPEAKER_02: And they're also hanging around a bunch of people who aren't in alignment with where they want to go, they're in alignment with their past.
55:42
SPEAKER_01: Ooh, yes, yes.
55:44
SPEAKER_01: I mean it's so cliche, but it's also so fucking true.
55:49
SPEAKER_01: If you're hanging around five broke people, you're the sixth.
55:53
SPEAKER_01: You know, if the people that you spend time with, you become just like them.
55:58
SPEAKER_01: So choose who you spend your time with.
56:00
SPEAKER_01: Choose who you're around.
56:01
SPEAKER_01: It's so it's simple, but sometimes it's not so easy to do.
56:06
SPEAKER_01: It's uh, but it's everything, right?
56:09
SPEAKER_02: It's not easy to do because here's what happens.
56:11
SPEAKER_02: And this is what happened to me on my journey.
56:13
SPEAKER_02: Because you are who you hang out with.
56:15
SPEAKER_02: By the way, I I have this.
56:17
SPEAKER_02: I want to hang around people who ext who experience the emotional states I want to be in.
56:22
SPEAKER_02: Like if you're if you're kind of like, if you're like a boring dude, but you're super disciplined, like, we probably won't kick it.
56:29
SPEAKER_02: Why?
56:29
SPEAKER_02: Because I value playfulness, I value humor, I value fun, I value excitement.
56:35
SPEAKER_02: Like, I want to be around people whose emotional states are where I want to be.
56:40
SPEAKER_02: Uh, same with finances.
56:42
SPEAKER_02: But the problem is is there's this period of time when you have these people that are in your life that are kind of here, and you need to leave them.
56:50
SPEAKER_02: You need to set boundaries, and and it's not like you don't go around FU into into all these people.
56:55
SPEAKER_02: You just you're on a path, and so you need to you need to separate yourself from them.
57:00
SPEAKER_02: That leaves you kind of alone.
57:03
SPEAKER_02: And you don't have the results yet to be with these people here.
57:06
SPEAKER_02: And the you don't want to be around these people here, so you're kind of floating in this middle ground where you're you kind of feel alone and by yourself.
57:15
SPEAKER_02: Man, in our industry, what a better time to find a community or a group of people who can help you move forward.
57:23
SPEAKER_02: It's like uh it's it's it's powerful, and also it's never been easier, has it?
57:28
SPEAKER_02: Never been easier.
57:29
SPEAKER_02: Like, if you want a seat at the table, it used to be, and it still is this way at some levels, but if you want to sit, my a friend says this if you want a seat at the table, um bring something to the table.
57:42
SPEAKER_02: What is now is like, man, you really could it it it it's never been easier in our industry to find a community of people who are looking to blaze a trail, who are looking to grow, expand, and and and create more for their life and the people around them.
57:55
SPEAKER_02: It's just never been easier.
57:56
SPEAKER_01: I thought it it's really it's so easy, and and I love that because it's gonna make the industry better, it's gonna make people better, and it it's just gonna it's gonna cause agents who think this way to just elevate like never before possible in real estate.
58:15
SPEAKER_01: It it's amazing to me.
58:16
SPEAKER_01: And you know, I'm always looking for great people, you're always looking for great people.
58:20
SPEAKER_01: There's so many groups that are looking for people like you.
58:24
SPEAKER_01: You are looking for people who are looking for you.
58:26
SPEAKER_01: You just have to be bold enough to like, hey, go jump into their room.
58:30
SPEAKER_01: Hey, go jump onto their team, like reach out and be like, hey, how can we work together?
58:34
SPEAKER_01: And you might be surprised how fucking easy the answer is.
58:37
SPEAKER_01: Um, but it it's again, you got to take the first step.
58:40
SPEAKER_02: Yeah, it's like you gotta go knock on Dustin's door, like shoot him a message on Instagram about his organization, like like reach out to people.
58:48
SPEAKER_02: Like, that was a big thing.
58:49
SPEAKER_02: I thought these people were gonna reach out to me.
58:51
SPEAKER_02: Like, go reach out to them, ask for time, reach out.
58:56
SPEAKER_02: Um, you know, I'm on firedupfridays.com every Friday at 10 a.m.
59:00
SPEAKER_02: You could be on there with me.
59:01
SPEAKER_02: It's free, it's free.
59:03
SPEAKER_02: I know you got a bunch of free stuff.
59:05
SPEAKER_02: So um, so yeah, though that's that's great, Dustin.
59:10
SPEAKER_01: So good, dude.
59:11
SPEAKER_01: I appreciate this so much.
59:12
SPEAKER_01: I think this is man, this has been one of our best episodes ever.
59:15
SPEAKER_01: No doubt.
59:16
SPEAKER_01: Um I know we've gone over a little bit on time.
59:19
SPEAKER_01: Let's let's wrap it up with the rapid fire questions, and then we'll let everyone know where they can connect with you, learn more about you, talk to you about what you're doing with your group, all of that good stuff, because you're just such a uh a beacon of light in this industry that more people need to be around for sure.
59:36
SPEAKER_01: So let's uh let's do this.
59:38
SPEAKER_01: Either or questions.
59:39
SPEAKER_01: You can elaborate if you choose to, if you don't want to, let's just blow through them and then uh then we'll wrap it up.
59:45
SPEAKER_01: Cool?
59:46
SPEAKER_01: Cool.
59:47
SPEAKER_01: All right, man.
59:48
SPEAKER_01: Facebook or Instagram?
59:51
SPEAKER_01: Instagram.
59:54
SPEAKER_01: Instagram or TikTok.
59:58
SPEAKER_01: Instagram.
1:00:01
SPEAKER_01: Instagram or YouTube.
1:00:06
SPEAKER_01: Instagram.
1:00:08
SPEAKER_01: All right, IG guy.
1:00:10
SPEAKER_01: Yeah books or podcasts.
1:00:13
SPEAKER_02: Podcasts.
1:00:16
SPEAKER_01: Podcasts or audiobooks audiobooks.
1:00:22
SPEAKER_01: Nice.
1:00:22
SPEAKER_01: All right, uh, rental property or flipping.
1:00:27
SPEAKER_02: Rental property.
1:00:30
SPEAKER_02: Cash flow maybe.
1:00:32
SPEAKER_02: Yeah, I would say this like flip to get your capital and then start start holding.
1:00:37
SPEAKER_02: Here's the thing when with holding stuff, you're you're you're never gonna be fully ready to hold it, so just start holding and then hold on for dear life and then keep building capital and hold.
1:00:48
SPEAKER_02: It's not sexy.
1:00:49
SPEAKER_02: People are like, how do I invest?
1:00:50
SPEAKER_02: Save up cash for a down payment.
1:00:52
SPEAKER_02: And if you need to do that through flipping, save it for a down payment and then buy an investment property and rent it out, and then just do that over and over and over and over again.
1:01:01
SPEAKER_02: But get your personal income up first.
1:01:05
SPEAKER_02: A thousand percent, yes.
1:01:07
SPEAKER_02: Burgers or pizza?
1:01:09
SPEAKER_02: Pizza, not even close.
1:01:11
SPEAKER_02: Pizza, we got in Phoenix, we got the best pizza game, Pizzeria Bianco, downtown Phoenix off 7th Street.
1:01:16
SPEAKER_02: Go.
1:01:18
SPEAKER_01: Oh shit.
1:01:18
SPEAKER_01: I'll have to try that.
1:01:20
SPEAKER_01: Yeah, I love Phoenix, by the way.
1:01:21
SPEAKER_01: Usually I meant Scottsdale, but I'll have to head downtown.
1:01:25
SPEAKER_02: Oh, yes, it's amazing.
1:01:27
SPEAKER_02: Favorite city.
1:01:29
SPEAKER_02: For sure.
1:01:30
SPEAKER_02: Baseball or football?
1:01:34
SPEAKER_02: I grew up playing baseball, but I love watching football.
1:01:38
SPEAKER_02: I love watching football.
1:01:41
SPEAKER_02: Football or golf?
1:01:44
SPEAKER_02: I love watching football.
1:01:46
SPEAKER_02: I love playing golf.
1:01:47
SPEAKER_01: I love golf a lot.
1:01:50
SPEAKER_01: Fair enough.
1:01:51
SPEAKER_01: Great answer.
1:01:52
SPEAKER_01: Mountains or beach?
1:01:57
SPEAKER_01: Beach.
1:01:58
SPEAKER_01: That's so hard.
1:01:59
SPEAKER_02: Beach.
1:01:59
SPEAKER_02: Just because I grew up in the mountains.
1:02:01
SPEAKER_02: I just never yeah, I grew up in the mountains, so I've been uh spoiled.
1:02:07
SPEAKER_01: Then there's places that have both, like freaking Hawaii or um parts of Canada have both.
1:02:13
SPEAKER_01: Yeah, they've hacked.
1:02:15
SPEAKER_01: I guess.
1:02:16
SPEAKER_01: Yeah.
1:02:16
SPEAKER_01: Yeah, they have.
1:02:18
SPEAKER_01: Yeah.
1:02:19
SPEAKER_01: Podcast or vlog?
1:02:24
SPEAKER_02: I put I I I'm thinking what I I take in more podcasts.
1:02:29
SPEAKER_02: Cool.
1:02:30
SPEAKER_02: YouTube or Facebook Live?
1:02:34
SPEAKER_02: I got a buddy in the YouTube space, and what I love about YouTube is the content is there forever.
1:02:41
SPEAKER_02: Like if you want now attention, it's like Facebook Live, but if you want like for like search abilities, I'm I'm I'm gonna say YouTube because it's on there forever and it's basically the Google of video.
1:02:54
SPEAKER_01: Yes.
1:02:55
SPEAKER_01: I love it.
1:02:56
SPEAKER_01: Unless you're selling minky blankets or opening fucking clams to get pearls out of Facebook Live crushes.
1:03:02
SPEAKER_01: My wife used to watch that shit.
1:03:04
SPEAKER_01: Have you ever seen that stuff?
1:03:07
unknown: No.
1:03:08
SPEAKER_01: Oh man, there's a whole world out there that you're you're just not even aware of.
1:03:12
SPEAKER_01: The cracking the clams open and getting pearls and people buy it on Facebook Live.
1:03:17
SPEAKER_01: It's fucking wild.
1:03:18
SPEAKER_01: It's interesting.
1:03:19
SPEAKER_01: I haven't seen that in a minute, though.
1:03:22
SPEAKER_01: Rich dad, poor dad, or millionaire real estate agent?
1:03:25
SPEAKER_01: Rich dad, poor dad.
1:03:28
SPEAKER_01: Nice.
1:03:29
SPEAKER_01: Uber or Lyft?
1:03:31
SPEAKER_01: Uber.
1:03:33
SPEAKER_01: Gary V or Grant Cardone.
1:03:36
SPEAKER_01: Gary V.
1:03:37
SPEAKER_01: Gary V.
1:03:39
SPEAKER_01: Nice.
1:03:40
SPEAKER_01: Dustin Runyan.
1:03:41
SPEAKER_01: Where can people find you?
1:03:42
SPEAKER_01: Where's the best place for them to follow you and just hear more of your wisdom?
1:03:47
SPEAKER_02: Yeah, hit me up on uh uh DustinRunyon.com or Dustin J.
1:03:50
SPEAKER_02: Runyon, just the uh the letter J Runyon, uh, are you in Wyoming on Instagram?
1:03:56
SPEAKER_02: Message me.
1:03:57
SPEAKER_02: I try to get back, I try to get back to everybody.
1:04:00
SPEAKER_02: So um message me on there and then firedupfridays.com, 10 a.m.
1:04:05
SPEAKER_02: uh Arizona time.
1:04:07
SPEAKER_02: So it's either Mountains right now it's Mountain Standard time.
1:04:09
SPEAKER_02: If you just go to firedupfridays.com, we've had incredible list of guests.
1:04:13
SPEAKER_02: Dustin's been on there, uh, Kristen Cole, John Cheplak, Kevin Kaufman.
1:04:17
SPEAKER_02: I mean, uh we're gonna have Chris Heller on there, Curtis Johnson.
1:04:21
SPEAKER_02: I mean, we've had a bunch of great people, uh, Jay Kinder, Albi.
1:04:25
SPEAKER_02: So um join us.
1:04:27
SPEAKER_02: We do interviews and we do leadership live.
1:04:30
SPEAKER_02: Uh we do leader, we do leadership, we do live interviews, and we do um just business psychology.
1:04:38
SPEAKER_01: Amazing.
1:04:38
SPEAKER_01: Love it, man.
1:04:39
SPEAKER_01: And we will link if you guys are listening to the pod, the links are in the show notes.
1:04:44
SPEAKER_01: If you're watching on YouTube on the BAM channel, it's in the YouTube description.
1:04:48
SPEAKER_01: So make sure you go follow Dustin immediately if you know what's good for you.
1:04:52
SPEAKER_01: So do that.
1:04:53
SPEAKER_01: Thanks, Dustin.
1:04:54
SPEAKER_01: Appreciate the hell out of you, man.
1:04:55
SPEAKER_01: This has been one of my favorite episodes by far.
1:04:58
SPEAKER_01: And I just uh really appreciate your wisdom and taking the time to be on the show.
1:05:03
SPEAKER_02: Thank you so much, brother.
1:05:04
SPEAKER_02: I appreciate you, Dustin, and thanks for what you do for our industry and for being such a contributor, man.
1:05:09
SPEAKER_01: Thanks, brother.
1:05:10
SPEAKER_01: You guys, if you enjoyed that episode, if that helped you, if that spoke to you, if you found that valuable at all, know that there are a hundred other agents out there just like you that need this message.
1:05:21
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1:05:22
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1:05:27
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1:05:34
SPEAKER_01: Tell other agents in your office about this, text a link to your broker or to your team members or whoever, but get this message in front of other agents because this is impactful and you can play your part in helping other agents who are a step or two behind you to actually level up.
1:05:52
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1:05:55
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1:05:57
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1:05:58
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1:06:12
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1:06:17
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1:06:28
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1:06:38
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1:06:40
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1:06:41
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1:06:43
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1:06:45
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1:06:52
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1:06:56
SPEAKER_01: And if you listen repeatedly and you have not left a review, please do.
1:07:01
SPEAKER_01: I uh I keep coming back every single week with a new episode, trying to make each one better than the last.
1:07:07
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1:07:17
SPEAKER_01: So thank you guys so much for listening.
1:07:19
SPEAKER_01: Please, here's my call to action.
1:07:22
SPEAKER_01: Please take action on whatever you were inspired to do from this episode.
1:07:26
SPEAKER_01: Whatever kind of inner work that you were inspired to do, go take the first step.
1:07:30
SPEAKER_01: Go continue the steps if you've already taken the first step.
1:07:34
SPEAKER_01: Go read a great book, go hire a coach, go join a course, to go whatever.
1:07:38
SPEAKER_01: I'm happy to help as well.
1:07:40
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1:07:44
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1:07:46
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1:07:49
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1:07:53
SPEAKER_01: We're doing new uh made-for-youtube, YouTube exclusive videos every single week over on YouTube.
1:08:00
SPEAKER_01: So if you are looking for more than just this once per week podcast and you want to stay connected to the Massive Agent message and community, go subscribe to the YouTube, go follow me on Instagram, and shoot me a DM if I can be helpful to you.
1:08:14
SPEAKER_01: If you want to run any ideas by me, if anything that you heard today spoke to you and you want some, you just want to know what to do, you're like, hey, here's here's where I'm at, here's what I want to do.
1:08:24
SPEAKER_01: I will get to as many of those messages as I possibly can.
1:08:27
SPEAKER_01: That's what that is what I'm here for.
1:08:30
SPEAKER_01: Appreciate you guys listening.
1:08:31
SPEAKER_01: Thank you so much.
1:08:32
SPEAKER_01: Have a great weekend.
1:08:34
SPEAKER_01: See ya.