Latest / The Real Estate Agent Playbook / How Garth Ward LEFT His Own Brokerage & Market for a new market for a better life

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How Garth Ward LEFT His Own Brokerage & Market for a new market for a better life · The Real Estate Agent Playbook

• 0:00
  excited to have you on Buddy
• 0:01
  a fellow Wolf Pack member out of Memphis
• 0:04
  Tennessee by the way
• 0:06
  of Seattle as we mentioned on the intro
• 0:08
  but Garth
• 0:08
  how's it going man
• 0:10
  it's going good I'm really excited to be here
• 0:13
  really excited to talk about the journey
• 0:14
  and happy to be alive
• 0:17
  yeah absolutely
• 0:18
  literally and figuratively we'll
• 0:19
  we'll maybe go down that road
• 0:21
  but talk to us a little bit about young Garth
• 0:25
  getting into the industry
• 0:26
  and absolutely taking it by storm
• 0:30
  you know opening up your own brokerage
• 0:32
  selling homes for athletes
• 0:33
  tell us you know what
• 0:34
  why real estate and what that looked like at the
• 0:36
  at the first first hint of getting into this industry
• 0:40
  oh gosh
• 0:41
  okay the very
• 0:42
  very beginning
• 0:43
  it was a thought process of wanting to sell luxury cars
• 0:48
  and my dad who'd adopted me at the time
• 0:50
  was telling me that OK
• 0:52
  we'll go talk to those people
• 0:53
  so we started talking to you know
• 0:56
  Ferrari Lamborghini dealership sales people
• 0:59
  he had me talk to them and ask them about their lives
• 1:02
  and I realized that's not a life that I wanted
• 1:04
  um then I said OK
• 1:05
  well what if I sell
• 1:07
  you know military great equipment tanks
• 1:10
  missiles stuff like that
• 1:11
  and he's like well
• 1:11
  you need to have some pretty strong
• 1:13
  political connections
• 1:14
  you gotta have all these licenses and stuff like that
• 1:16
  otherwise it's against the law
• 1:17
  I said okay fine
• 1:18
  fine fine
• 1:18
  fine and then and of course
• 1:20
  this is when I was 12 anyways and um
• 1:22
  this kind of aligned with the last year
• 1:23
  that I was gonna go trick or treating
• 1:25
  and I wanted to maximize my candy per step
• 1:28
  so I'm just very competitive and I
• 1:30
  I ended up having this thought and I said well
• 1:32
  what if I found the most expensive houses
• 1:35
  and I correlated that to the smallest lots
• 1:38
  because they're gonna be you know
• 1:40
  the least amount of steps
• 1:42
  to the highest amount of quality of houses
• 1:44
  so I could get the most candy in the least
• 1:45
  amount of steps so I pulled up the public GIS system
• 1:48
  I didn't know that's what it was called
• 1:49
  but I said tax record property homes
• 1:52
  whatever it pulled up
• 1:54
  and then I ended up creating a ranking value system
• 1:56
  when I was young and I
• 1:57
  I took all of the city and I ranked all of it
• 2:00
  then I just started having fun
• 2:01
  cause I'm a bit of a nerd
• 2:02
  and I started ranking all of the properties
• 2:05
  based on their values
• 2:06
  and if they sold at the same quarter
• 2:08
  as another property
• 2:09
  and then I realized I could create an entire
• 2:10
  like ESPN style
• 2:12
  power ranking system of every property that existed
• 2:14
  and then based on just literal desirability
• 2:17
  figure out which is more expensive
• 2:19
  and which should be least expensive
• 2:21
  and uh anyway
• 2:22
  I got a lot of candy that year um
• 2:24
  but that was my first thought like ah
• 2:25
  maybe maybe real estate is something that I could do
• 2:28
  so I started thinking about that um
• 2:30
  and then about a few months into thinking about it
• 2:33
  I said yep
• 2:33
  that's just what I'm gonna do of course
• 2:35
  I thought I was gonna play professional soccer um
• 2:37
  ended up turning that down instead but um
• 2:40
  I went straight into real estate as soon as I could
• 2:42
  at 19 years old after taking a bus
• 2:44
  riding a bike working five minimum wage jobs
• 2:47
  to pay for our apartment and uh
• 2:49
  saved up enough for three months of savings
• 2:52
  quit all my jobs when I got my license
• 2:54
  was able to buy a car and forced it to work
• 2:58
  I closed my first deal about 45 days into the business
• 3:01
  bought my first bed um
• 3:04
  year and a half later I owned a house um
• 3:07
  so when I was about 20 um
• 3:09
  I bought bought my first place
• 3:10
  then I moved my parents in with me there
• 3:13
  then I retired them and said the next year I was like
• 3:16
  you're never gonna work again um
• 3:17
  then the year after that
• 3:19
  I was the top producer at a regional firm um
• 3:22
  all I did was work harder than everybody else
• 3:24
  I literally slept in the office
• 3:25
  I'm not even joking the manager would come and he
• 3:28
  he had to send me aside and say hey
• 3:31
  um if you're gonna be here like 4
• 3:33
  5:00 am can you like have a light
• 3:35
  on or something please
• 3:36
  because you scared one of the agents
• 3:38
  when they tried to walk in the office
• 3:39
  and you happened to be here
• 3:40
  and I said okay
• 3:41
  that's fine um
• 3:42
  and I'm not even joking that that actually happened
• 3:44
  shout out Michael um
• 3:46
  but anyways um
• 3:47
  and and what happened was
• 3:49
  is I quickly became the top producer
• 3:50
  at that regional firm
• 3:51
  they started asking me to join their corporate company
• 3:54
  and
• 3:54
  I just didn't really want to go the corporate route
• 3:56
  and so I sat back and I said okay
• 3:58
  well what do I want to do and how do I want to do it
• 4:00
  I know at the age of 21
• 4:02
  I shouldn't be the top of anything anywhere
• 4:05
  so I need to do something um
• 4:08
  I ended up getting headhunted to a luxury firm
• 4:10
  that was just being created and uh
• 4:12
  six of the top 10 agents in all of Washington state
• 4:15
  were coming together to create a new brokerage
• 4:17
  and they called me randomly that hey
• 4:20
  we're starting this new brokerage
• 4:21
  that just doesn't even exist yet
• 4:22
  would you like to be the first agent that we hire
• 4:25
  I said uh
• 4:27
  yeah of course they were all older
• 4:29
  but they were all selling ridiculous amount
• 4:31
  I'm talking everything expensive
• 4:33
  that's them right and um
• 4:36
  I was like I've never been exposed to that world
• 4:38
  I grew up with nothing and so I was like okay
• 4:40
  you gotta show me how to you know
• 4:43
  sell nice houses like I don't know how
• 4:45
  what I'm doing for that
• 4:46
  I was just selling a lot of regular houses
• 4:48
  and they said okay
• 4:49
  so I help them grow their company a little bit
• 4:51
  they help me grow my business
• 4:52
  they help me understand luxury and the
• 4:55
  the differences in quality
• 4:56
  and what the expectation level is of the services
• 4:59
  of those level of clientele um
• 5:01
  and yeah that's that's what happened
• 5:04
  I ended up making that shift to them
• 5:06
  a year or so later
• 5:08
  got in heavily into new construction into um
• 5:10
  land and development and things like that and that I
• 5:14
  I did that specifically
• 5:15
  because I Learned the story of Terry
• 5:17
  and she told me exactly how she became the No.
• 5:20
  1 producing agent in Washington state
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  for over a decade and she told me a very simple truth
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  I started with new construction
• 5:26
  I sold the new construction
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  neighborhoods that happened to be upper middle class
• 5:30
  and then I kept just doing that over and over again
• 5:32
  for a while and all of those people ended up
• 5:34
  stepping up into higher more expensive homes over time
• 5:38
  that was it that was her entire thing
• 5:39
  plus he was like
• 5:40
  the first person to add in photos under MLS's
• 5:42
  but that's you know
• 5:44
  of course we don't have that luxury anymore
• 5:46
  cause that's already happening um
• 5:48
  but so I said I'm gonna implement that
• 5:49
  so I got into new construction
• 5:51
  I built a massive portfolio um
• 5:53
  and I I realized that at that point um
• 5:56
  I was gonna have to um
• 5:59
  I was gonna have to somehow expand
• 6:01
  I was always looking to expand
• 6:02
  and I ended up getting at one point
• 6:04
  I had 70 or something new construction listings
• 6:06
  at a time they were all like
• 6:07
  800 something thousand dollars or so and um
• 6:11
  and I started having agents
• 6:13
  come to me and ask to work with me
• 6:15
  and to join my team
• 6:16
  and that was never really a thought of mine
• 6:18
  I never really wanted to grow a team or anything um
• 6:21
  but I kept having people do that and I was like okay
• 6:24
  okay and then I end up
• 6:25
  you know building a small team that wasn't on purpose
• 6:28
  but I did and then what happened is I end up
• 6:32
  you know getting a really expensive sale
• 6:35
  it was still to this day
• 6:36
  my most expensive sale was $21.7 million
• 6:39
  it was builder to builder
• 6:41
  hundred and thirty eight unit deal um
• 6:44
  and you know when I got that money in
• 6:47
  I sat back and I thought okay
• 6:49
  I have more agents asking me to
• 6:52
  you know
• 6:53
  to join them and to join me and at the same time that
• 6:57
  you know
• 6:57
  I was in conversations to potentially franchise
• 6:59
  that company that I was at
• 7:01
  they went quiet I uh
• 7:03
  and then I had people wanting to join my team
• 7:05
  and I was like okay
• 7:06
  but then I closed this deal
• 7:07
  it was the most expensive deal in the county's history
• 7:10
  nobody even mentioned it like I and I was like okay
• 7:14
  something's off I I don't know what's going on
• 7:17
  but something's off
• 7:18
  and then we get an email that says hey
• 7:21
  we're asking for potential errors and omissions claims
• 7:23
  and I was like hmm
• 7:25
  this sounds like they're getting valuation
• 7:26
  metrics to sell
• 7:28
  and so I sat back and I said what do I wanna do
• 7:31
  how do I wanna handle it now fortunately
• 7:34
  I I just got my managing brokers license
• 7:36
  because I just felt like getting it
• 7:37
  and so I said you know what
• 7:40
  I'm gonna start my own company
• 7:41
  because all these agents are kind of
• 7:42
  are wanting to come to work with me anyways
• 7:44
  let's cut out the middleman of the company
• 7:46
  they don't really care about the company that I'm at
• 7:48
  I already understand the process
• 7:49
  I understand the systems
• 7:50
  I understand how to grow a business
• 7:52
  I've helped other agents grow a business
• 7:53
  now I'll just start my own thing
• 7:55
  so then I did back in 2018 in August first um
• 8:00
  I got my first office
• 8:02
  and I planted it with like an 80 square foot office
• 8:05
  that was behind like
• 8:07
  it was like a walk up that you had to pass them
• 8:09
  like dumpsters
• 8:10
  in the back alley of a place in Puyallup
• 8:13
  and it didn't even have a window because I wanted
• 8:15
  I wanted to run everything super tight ship super cash
• 8:18
  super like chill
• 8:20
  but then we grew too fast
• 8:22
  um initially not a lot of people wanted to work with me
• 8:24
  cause you can imagine
• 8:25
  I was 23 years old and owning a brokerage
• 8:27
  um only people that wanted to work with me were either
• 8:30
  young new or failing
• 8:32
  that was it
• 8:33
  that's the only agents that wanted to join me
• 8:35
  established agents middle aged agents
• 8:36
  older agents nobody wanted to join me
• 8:38
  and that's fine because six to eight months later
• 8:43
  we started getting a lot of those agents
• 8:45
  because all of the agents that came to work with me
• 8:46
  started radically producing
• 8:48
  you know
• 8:48
  agents that had been in the business for two years
• 8:50
  never sold a deal came to work with me
• 8:52
  and then made over $400,000 the next year
• 8:55
  or over $600,000 the next year
• 8:57
  same story um
• 8:58
  over and over and over again
• 8:59
  anybody that was hand held by me
• 9:01
  ended up doing radically well
• 9:03
  and so we ended up growing fairly quickly
• 9:05
  opening a large office space
• 9:07
  um and then that continued expanding and expanding
• 9:10
  we started looking at you know
• 9:12
  how do we start placing more locations
• 9:14
  and more locations and then we did
• 9:15
  we planted you know it
• 9:17
  we ultimately landed with four locations at the end
• 9:19
  um with two of them being licensed out and um
• 9:23
  it was a whirlwind uh
• 9:25
  it's definitely
• 9:26
  not something I would suggest that most people do
• 9:28
  um but that's because I didn't know what I didn't know
• 9:31
  I just knew I was trying to expand
• 9:33
  and I thought that was the next logical play
• 9:35
  um but of course
• 9:36
  then yeah
• 9:37
  like you mentioned I ended up becoming a top
• 9:39
  like I think
• 9:40
  I was the seventh most productive agent
• 9:41
  for one of the years there in Washington state
• 9:44
  and then um
• 9:45
  you know I've
• 9:45
  I've had celebrity clients
• 9:46
  I've done things like that
• 9:47
  and honestly that's a
• 9:49
  there's a lot more hype around that than there is fun
• 9:51
  you're not really dealing with the person
• 9:53
  you're dealing with their action manager
• 9:55
  their wealth manager their agent representatives
• 9:57
  there are you know
• 9:58
  it's not exactly what you would be LED to believe
• 10:02
  based on TV and um
• 10:04
  you know the other thing is
• 10:05
  is you know
• 10:06
  with some of those clients um
• 10:08
  you know
• 10:08
  part of the reason that they chose to work with me
• 10:10
  was because I wouldn't say who they are
• 10:12
  and I still haven't and I won't um
• 10:14
  and I've never said what those addresses are
• 10:16
  and I still haven't and I won't
• 10:18
  and I think that's a really important part
• 10:20
  when you get into that side of the field
• 10:22
  because that anonymity goes a very long way
• 10:26
  and for them to be able to trust your word
• 10:28
  that you're going to uphold
• 10:30
  that matters honestly
• 10:32
  probably more than your competence in the field
• 10:35
  and um
• 10:36
  because of that
• 10:36
  and just like everything in this business
• 10:38
  we should always be able to honor what we say
• 10:40
  that we're gonna do and actually over deliver on that
• 10:43
  and so
• 10:43
  that's kind of always what I've had in the forefront
• 10:45
  and so that's what I did anyway
• 10:48
  long story short I ended up coming
• 10:49
  and now we're partnered together in a way um
• 10:52
  yeah I ended up coming to work with the Wolf Pack too
• 10:54
  um and when I did I um
• 10:59
  and I'm just diatribing now
• 11:00
  because I'm going through the whole story
• 11:01
  but I
• 11:02
  I when I did that I closed down all my office doors
• 11:05
  I actually just paid the last month of my
• 11:08
  commercial lease two months ago um
• 11:11
  and uh
• 11:13
  you know I shut down all those doors
• 11:14
  everything went virtual and you know
• 11:17
  I sat back and I was talking to Kayla
• 11:19
  and we were saying okay um
• 11:21
  before we made this move
• 11:23
  we were getting offers to sell the company
• 11:25
  we turn those offers down
• 11:27
  I don't like the way that they're structured
• 11:28
  and ultimately a couple million dollars is not
• 11:32
  like the greatest thing in the grand scheme of things
• 11:34
  um especially when you have to sign NDA's
• 11:36
  and then you have to be connected to the company
• 11:38
  for a few years
• 11:38
  and all these other stipulations connected to it
• 11:40
  it's not as good as you'd think
• 11:42
  that's not working for yourself
• 11:44
  no it isn't
• 11:45
  I wouldn't work for myself at all
• 11:47
  I'd be working for somebody else for three years
• 11:49
  basically
• 11:49
  and then there's no upside if and then it's like
• 11:52
  hopefully everybody stays and it's not
• 11:54
  it's not good if anybody ever wants to know
• 11:55
  let me know
• 11:56
  I'm happy to talk about what that actually looks like
• 11:58
  um but so anyway
• 12:00
  we we were getting offers to sell
• 12:02
  we turned those down
• 12:02
  we were looking at ways to expand and um
• 12:05
  we were looking at different places next
• 12:07
  our next offices would go
• 12:09
  and we were trying to find spots in the country
• 12:11
  that were underserved
• 12:13
  and places that could really use a push
• 12:15
  from a marketing and advertising perspective
• 12:17
  and where agents didn't do a great job
• 12:19
  with communication speed
• 12:21
  with any sort of auxiliary marketing where their
• 12:24
  even their photos weren't that great in general and um
• 12:28
  you know Memphis
• 12:29
  was a place that popped up on all of the major metrics
• 12:32
  it was it was a place that does have quality product
• 12:36
  it has good investment return opportunities and um
• 12:40
  and and and unfortunately
• 12:41
  it came up on our metrics as the worst place
• 12:43
  where agents are um
• 12:45
  and so we ended up coming out here twice um
• 12:48
  looking at it and delving into it
• 12:49
  as a potential next location for an office
• 12:52
  when we went virtual
• 12:53
  you know we looked at it and said well
• 12:54
  you know we really liked it there
• 12:55
  the people were nice the weather was great
• 12:57
  the properties are a third of the price um
• 13:01
  you know maybe
• 13:02
  maybe it makes sense to
• 13:03
  to go over there and give it a shot um
• 13:06
  so you know
• 13:07
  getting into the move and the transfer of everything
• 13:10
  you know I moved over here
• 13:12
  and my main focus was to focus on the team
• 13:14
  the development of other agents and things like that
• 13:17
  and I did that for about a year
• 13:18
  um also we were still settling in and learning the area
• 13:22
  and you know
• 13:22
  it was never my intention to necessarily
• 13:24
  sell homes here at least by any large metric
• 13:28
  you know that wasn't necessarily the goal
• 13:30
  because I do coaching and I have the I I
• 13:32
  I have the the
• 13:33
  the team and everything else
• 13:35
  and so I that wasn't the initial thought
• 13:37
  but what I kept coming across was agents were saying
• 13:41
  the market's hard the interest rates are hard
• 13:43
  product isn't moving nobody's selling their house
• 13:45
  it's all the market's fault
• 13:47
  and when I would tell them what to do and how to do it
• 13:50
  and give them a roadmap
• 13:51
  they would look me in the face and basically say
• 13:53
  well that's easy for you to say
• 13:54
  you've sold over $1 billion worth of real estate
• 13:56
  of course it'll work for you
• 13:58
  and I was like
• 13:59
  it doesn't matter that I've been in it for this long
• 14:02
  doesn't matter that I've done this many sales
• 14:04
  so I sat back for a minute and I said
• 14:06
  wait a minute I'm in a pretty unique situation
• 14:09
  I'm in a market nobody knows me
• 14:11
  I don't know the market I don't know the neighborhoods
• 14:13
  I don't have a sphere of influence
• 14:14
  I don't have any friends I'm effectively a new agent
• 14:18
  cause nobody cares what I did over in the other state
• 14:21
  mm hmm so what if I and I
• 14:23
  and I and I went very public with this
• 14:24
  I said
• 14:25
  what if I started from scratch and rebuilt from nothing
• 14:29
  and I showed you guys all exactly what I did
• 14:31
  and how I do it would you then listen and say that
• 14:33
  this is actually just a roadmap that works
• 14:36
  and I had some people buy in
• 14:37
  they were like yeah
• 14:38
  I'd listen okay
• 14:39
  cool and that was 14 months ago um
• 14:43
  from those 14 months
• 14:44
  I think I've closed 57 transactions
• 14:47
  now in this market center um
• 14:50
  I think I have 5 on the market
• 14:54
  2 pending
• 14:55
  and 6 more that have signed listing agreements
• 14:58
  right um
• 14:59
  and so so yeah
• 15:02
  that's that's awesome
• 15:03
  let's unpack that a little bit and talk about kind of
• 15:05
  obviously what a story right
• 15:07
  like going from here
• 15:09
  all you really had was your word from Day one
• 15:11
  like you were gonna do it
• 15:12
  you were gonna sleep in the office if you had to
• 15:14
  so to speak and you know
• 15:17
  just continually defying the odds right
• 15:19
  23 years old owning your own brokerage
• 15:22
  still pretty young moving across the country
• 15:26
  you know completely leaving that model behind to
• 15:30
  you know I mean
• 15:32
  you had four offices over 100 agents
• 15:34
  I think in those to transition EXP
• 15:37
  so tell me
• 15:39
  like now we know why you did it
• 15:41
  why you're like okay
• 15:42
  let's do this production thing again
• 15:43
  but what was the first thing you did
• 15:45
  because so many agents are
• 15:48
  you know they come to me
• 15:49
  they ask me like well yeah
• 15:50
  you've sold this amount of homes
• 15:52
  so what it is but the truth is
• 15:54
  is that there's no secret sauce
• 15:56
  there's just hard work and obviously you do that
• 15:59
  so tell me
• 16:00
  the framework that you used to jump right back in
• 16:03
  was it some intricate thing that you found
• 16:06
  along the way or was it
• 16:08
  you know oh man
• 16:09
  I'm gonna I'm gonna let a lot of people down today
• 16:11
  it's the saddest thing in the world
• 16:13
  um no
• 16:13
  it's not it's
• 16:14
  it's the real it's the truth
• 16:15
  this is what's real guys um
• 16:17
  and this is from nothing to what
• 16:19
  57 or so 14 months ground start
• 16:24
  um in a terrible market
• 16:25
  in a bad market right
• 16:27
  where nobody knows me I don't even have friends right
• 16:30
  like it's it's dead like
• 16:33
  and so here's what I did I sat down and I
• 16:37
  this is the first thing
• 16:38
  and I know maybe it doesn't make much sense
• 16:40
  I sat down for an entire day
• 16:43
  took 10 or 12 hours somewhere in there
• 16:46
  and I understood the market
• 16:47
  I researched it I understood it
• 16:49
  I knew where the prices were
• 16:50
  I knew what the price points were
• 16:52
  I knew what the different cities were
• 16:53
  I understood the demographics in the different cities
• 16:55
  and everything I wanted to understand
• 16:58
  I spent one full day doing it intentionally
• 17:02
  and then I stopped and I haven't done it again
• 17:04
  because it doesn't matter
• 17:06
  I had to understand it and then I moved on to action
• 17:10
  so one I research to understand after that
• 17:13
  I moved on these days you guys could just use AI
• 17:17
  right I didn't even think about that
• 17:19
  and it probably would have been better if I did
• 17:21
  but I did it the old school way
• 17:22
  and I just researched it through the MLS's
• 17:24
  and stuff like that
• 17:25
  but you do have to read what the AI puts out
• 17:29
  you gotta read it that's true
• 17:31
  you do and so
• 17:33
  so I sat down and I researched after that
• 17:37
  day two
• 17:39
  I laid out the game plan of what I was gonna do
• 17:42
  and how I was gonna do it
• 17:43
  and I was and I and this is the thing
• 17:45
  I built that business in less than 25 hours a week hmm
• 17:51
  it was an intentional 25 hours
• 17:53
  I did my open house plan
• 17:54
  which is eight open houses per day on a Saturday
• 17:58
  per weekend four on a Saturday four on a Sunday boom
• 18:00
  that's weekends covered during the week
• 18:03
  it was making sure to hit calls on canceled
• 18:06
  expireds and for sale by owners
• 18:08
  to create one post
• 18:10
  every day on some sort of social media feed
• 18:14
  and then to add in a little bit of farming
• 18:18
  in and around the places that I was
• 18:20
  cold slash warm farming and then
• 18:23
  I added one little piece of fairy dust on top of that
• 18:26
  which is pay at close lead systems
• 18:29
  and I made sure to optimize those systems
• 18:30
  to my market center
• 18:32
  and I made sure to optimize my proposals
• 18:34
  to what would win
• 18:35
  that's it and then I did it and I did it consistently
• 18:39
  and to this day
• 18:40
  all I do is from a production standpoint
• 18:42
  is I put about 2 hours a day into it um
• 18:47
  about
• 18:48
  I wanna say 6 months of doing the open house strategy
• 18:50
  and then I stopped doing that
• 18:51
  cause I didn't need to anymore
• 18:52
  and then I had enough of my own inventory
• 18:54
  to just do my own inventory um
• 18:57
  but um
• 18:58
  most of my system
• 18:59
  and strategy is predicated on building a listing
• 19:01
  inventory and in a listing business
• 19:03
  because that's how you can have freedom um
• 19:06
  and that's what I did and so out of all those deals
• 19:08
  I think two of them were buyers
• 19:12
  right
• 19:13
  and so obviously people have always wanted listings
• 19:16
  and now the markets changed a little bit and
• 19:18
  but you're still selling the houses right
• 19:21
  agents haven't sold agents haven't sold you know
• 19:25
  71% of agents haven't sold houses in this year
• 19:27
  last year whatever the stat is and you're
• 19:30
  you're going out and doing it
• 19:31
  you're doing the work and it's nothing crazy
• 19:34
  you didn't pay a ton of money for
• 19:36
  you know Red X maybe you did calling all that stuff
• 19:40
  whatever but it was your time that you invested right
• 19:44
  and so optimizing your time is perfect
• 19:46
  and one of the things you know
• 19:47
  as as one of your you know
• 19:49
  partners within the Wolf Pack
• 19:50
  that I notice is that your time is extremely valuable
• 19:53
  right I always think it's funny
• 19:54
  because you and I are on most of the Wolf Pack calls
• 19:58
  the stuff that our our company
• 20:00
  our group at the at the XP offers
• 20:03
  and all these other people say
• 20:05
  they're too busy to get on these calls
• 20:07
  well I know between the two of us
• 20:09
  we're selling
• 20:09
  more than most people that are on the calls anyways
• 20:11
  right so yeah
• 20:12
  that's that's where where it's really interesting
• 20:15
  cause it's about optimizing your time
• 20:17
  and organizing it and doing it right
• 20:19
  and having the background knowledge
• 20:21
  so I mean and when we're talking Seattle and Memphis
• 20:27
  they're not the same place
• 20:29
  they're not the same market
• 20:30
  you roll out of bed in Seattle
• 20:31
  you can you know
• 20:32
  list a million dollar house
• 20:34
  so the you're going after
• 20:37
  you know a different metric
• 20:38
  so talk to me about a little bit of the difference
• 20:41
  something that I opened your eyes
• 20:43
  in a new market that you maybe weren't expecting
• 20:46
  when you when you dialed it in
• 20:48
  in that that day yeah um
• 20:50
  I think one of the really interesting things that I
• 20:55
  that I had to understand was
• 20:58
  the way that people chose their agent was different
• 21:02
  based on the market and also the
• 21:08
  the level of marketing wasn't that
• 21:11
  that decrease in the level of marketing
• 21:13
  wasn't just by way of not knowing
• 21:16
  or understanding how to do it
• 21:18
  but by way of people not wanting to invest into
• 21:22
  trying to sell the deal
• 21:23
  because the deals are inherently smaller
• 21:26
  and so what I committed to very early on
• 21:30
  is the fact that I wasn't going to undervalue
• 21:34
  what my marketing and advertising could be
• 21:36
  regardless of those changes of price points
• 21:39
  and I think that's what ultimately
• 21:40
  set me leaps and bounds ahead of the competition
• 21:43
  um it's interesting
• 21:45
  because you have a real producers
• 21:47
  cover photo on the back of your
• 21:49
  your ball back there right
• 21:51
  um I will be on the cover of real producers in Memphis
• 21:55
  one year after joining this area
• 21:58
  and that's mostly because every deal that I got
• 22:04
  I pretended like they were million dollar deals
• 22:08
  and I think that is the biggest way
• 22:10
  to increase your repeat and referral businesses
• 22:13
  like when I look back and I say wow
• 22:16
  this this year so far
• 22:17
  we've had eight and a/2 months
• 22:19
  I ended up selling four properties for one guy
• 22:23
  yeah I end up selling three properties for one family
• 22:27
  and friends in the same year
• 22:30
  and and so
• 22:31
  if you're an agent
• 22:32
  and you're getting a listing and you're not
• 22:34
  converting that listing into at least one more deal
• 22:37
  it's a painful thing to hear
• 22:39
  but you didn't do that great of a job
• 22:42
  like that's just the reality
• 22:44
  because they know other people
• 22:46
  they know other they're connected
• 22:48
  and people want people to like them
• 22:52
  they don't refer us for the most part
• 22:54
  because they want to be nice to us
• 22:56
  they want their friend or family member
• 22:57
  to get the best possible experience
• 22:59
  that they understand they're like
• 23:00
  I know if I hand this person to them
• 23:02
  they're gonna get a great experience
• 23:03
  similar to the one that I got
• 23:04
  and so that's why I also had no
• 23:08
  I gave myself no leeway to say
• 23:11
  I'm gonna do well here oh
• 23:12
  this one's cheaper I'm not gonna do it as well
• 23:14
  not gonna give it as much time because one property
• 23:18
  for example oh
• 23:19
  this one's $200,000 why would I care
• 23:22
  and and I'm still doing 3D tours
• 23:24
  high quality brochures all the best photos
• 23:26
  all the things and I sell it quickly great
• 23:28
  but then that that in turn
• 23:30
  becomes a double ended off market deal for
• 23:33
  for $350,000 so you know
• 23:37
  like two months later
• 23:39
  right based on a pretty good investment
• 23:41
  so yeah what what was a was it a good investment right
• 23:44
  like it's like yes I spent a few thousand dollars more
• 23:48
  but that's like how the business can grow in
• 23:52
  in in a very easy way
• 23:53
  plus when we do the marketing right
• 23:55
  it becomes a ever living resume of ourselves that right
• 23:59
  we don't have to
• 24:00
  necessarily always spend all the money on ads
• 24:02
  I would rather spend the money on
• 24:04
  projecting people's properties
• 24:05
  making them a better outcome in the long term
• 24:08
  and being able to avoid the
• 24:10
  is it promotion or pricing conversation
• 24:12
  especially in a market that's slower like this
• 24:14
  I break it down to every single seller that I have
• 24:17
  and I say it's the property
• 24:18
  the pricing and the promotion
• 24:20
  if the property is what it is
• 24:21
  and the promotion is perfect
• 24:23
  and we'll agree that it's perfect before I hit live
• 24:26
  if that's all done variables
• 24:28
  we know the only thing that's left over is price
• 24:30
  today I got a pricing adjustment
• 24:32
  it took me one text message
• 24:35
  I said we need a pricing adjustment
• 24:37
  we're not getting the metrics that we need
• 24:39
  they said what do you suggest
• 24:40
  I told them what I suggest they said no I said okay
• 24:44
  because I upfront had those conversations
• 24:49
  and that's such a huge huge deal in this you know
• 24:53
  conversation is the expectations of the sellers
• 24:55
  and all of all of the things that are going on
• 24:58
  and so taking that from just you know
• 25:02
  to kind of go back to your you know
• 25:04
  spend a couple grand on marketing to get an off market
• 25:07
  double ended deal well
• 25:08
  I mean ultimately that's three transaction sides
• 25:11
  you didn't have to do the brochures for the off
• 25:13
  market deal yeah
• 25:14
  right so
• 25:15
  so ultimately
• 25:16
  you spent the same amount of money there on on
• 25:18
  you know taking three sides
• 25:20
  but that's that's where it's at
• 25:22
  and you have to have that reality
• 25:25
  and I think right now in all of our markets
• 25:27
  like it's slowing down right
• 25:29
  it's
• 25:30
  there's less showings and there's less opportunities
• 25:32
  and agents are holding on to showings right
• 25:34
  you know how I know agents are desperate
• 25:36
  when I'm showing properties to buyers
• 25:39
  they asked me for feedback before my even
• 25:40
  my appointment even started in a text message right
• 25:44
  and so having that you know
• 25:48
  this is how we do it there's one way to do it
• 25:50
  and this is how we do it no matter what
• 25:52
  the price point is a massive separator for people
• 25:56
  because we're so bogged down on
• 25:59
  you know this fee and that fee
• 26:01
  and MLS fee and realtor board fees
• 26:03
  and then they're like oh
• 26:04
  I think I can sell it for you know
• 26:06
  just throw it in the MLS well
• 26:08
  you could do that for the last 5 years
• 26:10
  but if you've noticed the people that are
• 26:12
  continuing to sell houses in this market
• 26:14
  they've continued to have that market
• 26:17
  I can't tell you how many times
• 26:18
  I printed out flyers and was taking them to the
• 26:21
  to the house and got an offer yeah right
• 26:24
  like it's just what you did okay
• 26:26
  great cost of doing business
• 26:27
  nice part is we can write that
• 26:29
  off and we're ready to go
• 26:32
  so that's that's awesome so
• 26:34
  if you're talking to somebody
• 26:36
  who's maybe brand new to a market or
• 26:39
  you know making a move
• 26:41
  tell me about just like
• 26:43
  two sentences on winning in any market
• 26:45
  like that's something that you've done
• 26:48
  and you've dominated in Seattle
• 26:49
  now you're dominating in Memphis
• 26:51
  shout out to the real producers being on the cover
• 26:53
  that's awesome they found they found the right guy
• 26:56
  um so what's your I mean
• 26:58
  what's what's a two sentence
• 26:59
  banger that you can give somebody for
• 27:01
  you know to win in any market
• 27:03
  like where where's that mindset piece
• 27:05
  okay yeah
• 27:06
  oh that's a that's a good one
• 27:07
  okay there's a it's a three part sentence
• 27:11
  you come at winning in the market
• 27:14
  with the right mindset and game plan
• 27:16
  that it's going to happen
• 27:18
  so the right mindset that it will happen
• 27:20
  you have to anticipate that it will for it to
• 27:22
  for the outcome to happen
• 27:24
  then number two you have to have a game plan
• 27:28
  and stick to it consistently
• 27:29
  regardless of the immediate results
• 27:31
  understanding that this business
• 27:33
  operates on an echo effect
• 27:34
  that happens two to three months later
• 27:37
  and number three you have to develop your ability
• 27:40
  to properly communicate your value proposition
• 27:43
  and properly differentiate yourself
• 27:45
  from the pack of the rest of the agents
• 27:47
  in your market center regardless of what that center is
• 27:50
  that's it you have to be able to say what you do
• 27:53
  and how you do it
• 27:53
  you have to be able to differentiate it
• 27:55
  against other agents
• 27:56
  and you have to be able to follow that path
• 27:58
  and you have to do the activities
• 28:00
  that are prospecting related consistently
• 28:02
  regardless of immediate result
• 28:03
  that's it right
• 28:04
  and that's instant gratification is the No. 1 killer
• 28:07
  I think to success
• 28:08
  and probably the No. 1 reason that
• 28:10
  people throw so much money away at these
• 28:14
  you know fly by night things
• 28:16
  and that's one thing you mentioned is pay at closing
• 28:18
  right it's very important to note that
• 28:21
  he wasn't throwing a bunch of money out on leads
• 28:23
  and getting anything
• 28:24
  unless it was part of his marketing package
• 28:26
  that he was marketing a listing for
• 28:28
  the pay at closing strategies are key
• 28:31
  and every market's different
• 28:33
  I've heard people crush it with upnest
• 28:35
  I've heard people crush it with Redfin's
• 28:37
  partner program you know
• 28:38
  in different markets it just depends
• 28:40
  I've heard people say
• 28:41
  they're complete trash where they're at
• 28:43
  but try so it all depends
• 28:45
  and now
• 28:45
  I've helped agents do these specific things across
• 28:48
  over 30 something states now
• 28:50
  and there is some differences per state
• 28:53
  but I can say um
• 28:55
  you know when I help
• 28:55
  plug people into all of the different platforms
• 28:58
  and that's what I advocate for
• 28:59
  I advocate for plug into every single one that exists
• 29:02
  because it's free anyways
• 29:03
  it just takes the upfront time and attention
• 29:06
  um then from there
• 29:08
  focus on the ones that are letting you win
• 29:10
  in their algorithm that's it
• 29:12
  I mean it you set it up and then it works passive
• 29:15
  like why would why would agents not do that
• 29:17
  and I talk to so many hundreds of agents all the time
• 29:20
  and they'll be like oh
• 29:21
  I'm not on any of those I'm like
• 29:23
  it takes you an hour and then you're prospecting
• 29:26
  they're prospecting for you yeah
• 29:27
  you're gonna pay if you close something
• 29:29
  but there's this cost of doing business
• 29:31
  if you put the money out up front too
• 29:33
  and you might not close anything
• 29:34
  and so like you said
• 29:35
  might be a little stronger than ours
• 29:37
  just starting out just saying no
• 29:39
  it it is higher than if you were to you know
• 29:42
  pay for the leads and create them
• 29:44
  but you would you would have to sift through the leads
• 29:46
  you'd have to filter through the leads
• 29:47
  most online leads
• 29:48
  have a time horizon of six to 12 months
• 29:51
  these ones are a little bit more close to fruition
• 29:53
  so while trying to do things quickly
• 29:55
  and if you do have no budget
• 29:57
  it's the best way to do it um
• 30:00
  because throughout all of those transactions
• 30:02
  I spent zero dollars on ads
• 30:04
  yep absolutely
• 30:05
  and so you know
• 30:07
  those those people are paying
• 30:09
  millions
• 30:09
  and billions of dollars to drive people to those sites
• 30:12
  and we're we're dropping our you know
• 30:14
  IDX searches and you know
• 30:17
  getting ten hundred 200 people a month maybe
• 30:21
  and these people are driving those people in
• 30:23
  probably a minute yeah
• 30:24
  um at times
• 30:25
  so something to look there
• 30:27
  so you touched on agents training agents
• 30:29
  coaching agents um
• 30:31
  your transition to EXP was very much about this right
• 30:34
  as you grew your organization
• 30:36
  and you have these tactical
• 30:38
  you know approaches
• 30:39
  your trainings are amazing
• 30:41
  um talk to me a little bit about your growth and how
• 30:46
  how this model made more sense than
• 30:49
  you know your broker owner model that you
• 30:51
  you had originally yeah
• 30:54
  I mean oh gosh
• 30:55
  there's a few things there
• 30:56
  so No. 1 it was um
• 30:58
  my initial thought when I owned the brokerage
• 31:01
  and even when we were getting the offers to sell it
• 31:02
  it was
• 31:04
  I'm doing fine now you know
• 31:06
  I'm making good money now
• 31:08
  I don't need this but when I sat back
• 31:11
  and I really had the conversations
• 31:13
  of what could be offered with this value stack
• 31:16
  what what could be done in a
• 31:18
  in proper alignment with other people
• 31:20
  that knew things better than I did
• 31:22
  I'm not the best at everything
• 31:23
  I'm I would argue that
• 31:24
  I'm really good at a few key things that help me grow
• 31:28
  and I'm not very good at a lot of other things
• 31:30
  but um
• 31:32
  but because of that I
• 31:33
  I got to talking to a lot of the leadership
• 31:35
  here at the Wolfpack and I said well
• 31:37
  they're doing trainings on this and this and this
• 31:39
  that I don't understand at all or very little
• 31:44
  and if an agent was to come to me
• 31:46
  while I owned my brokerage and ask me those questions
• 31:49
  I would have to basically give them a subpar answer
• 31:54
  I would have to give them either that or just say
• 31:57
  I don't know and that's not fair to them
• 31:59
  and I was looking at
• 32:00
  what could be my longer term impact
• 32:03
  and I know a lot of people said um
• 32:06
  when we when we close down the company
• 32:07
  oh it must be cause
• 32:09
  you know he was going bankrupt or it must be because
• 32:12
  you know
• 32:13
  he just got tired of running the company or they
• 32:16
  or they got sued or whatever
• 32:17
  like they there was so many rumors
• 32:19
  but I'll put all those rumors to bed
• 32:21
  we were a cash flowing company
• 32:23
  we made money every single month
• 32:25
  after we started the company
• 32:27
  and put the money in and what happened was
• 32:30
  is
• 32:30
  I was looking at the best way to Shepherd the agents
• 32:32
  to the best vehicle and the best opportunity
• 32:35
  for the best training that existed
• 32:36
  and I also wanted to have the most impact possible
• 32:40
  I understand that
• 32:40
  my time horizon in the business is another 50 years 50
• 32:44
  60 years in this business
• 32:46
  and my goal is to have impact on thousands of agents
• 32:49
  and to do that through a brick and mortar structure
• 32:52
  that's a lot of capital to have to lead with
• 32:54
  and the timeline would be very very long
• 32:57
  I looked at what that would look like
• 32:59
  and what it would look like
• 33:00
  if I did it through this path
• 33:02
  and I said that's a spreadsheet on Halloween candy
• 33:05
  yeah I did the same thing yeah
• 33:06
  I literally said I wanna if if I was to try to get to
• 33:10
  for example 1,000 or 2,000 agents
• 33:15
  through the brick and mortar structure
• 33:16
  it would have taken me a few decades
• 33:19
  it would have taken me about 20 years
• 33:21
  is what my math said
• 33:23
  to get somewhere between 1,000 and 2,000 agents
• 33:25
  I would have gotten there
• 33:26
  I have no question
• 33:26
  I would have gotten somewhere around there
• 33:28
  in about 20 years mm hmm
• 33:31
  and then
• 33:33
  I still didn't see a light at the end of that tunnel
• 33:36
  because I still had to deal with the compliance
• 33:39
  I still had to deal with the lawsuits
• 33:41
  I still had to deal with the legal
• 33:42
  I still had and that's with staff
• 33:45
  a lot of people own companies
• 33:46
  and they don't even have a CEO
• 33:47
  they don't have a managing broker
• 33:48
  they don't have managing brokers in each location
• 33:50
  and admin and staff
• 33:51
  and transactional support and all that
• 33:53
  they're just trying to do it themselves I
• 33:55
  the ability to actually pivot out of production forever
• 33:59
  and long term is part of my goal
• 34:02
  that right I wanna focus on helping other agents grow
• 34:04
  because I authentically
• 34:05
  feel like I gain more from that
• 34:06
  from like a
• 34:08
  like a a feel good standpoint um
• 34:12
  and so that's where I wanna put my focus
• 34:15
  and to do that from the brick and mortar model
• 34:18
  I would literally have to have built that
• 34:21
  so I would be in it
• 34:22
  for another 20 years before
• 34:24
  I'd be able to really focus on what I wanted to do
• 34:26
  and the impact that I wanted to have
• 34:28
  and be we'd be geographically restricted
• 34:30
  so if I was gonna grow my brand online
• 34:33
  I was gonna grow my presence online
• 34:34
  and people were gonna find me
• 34:35
  I wouldn't have been able to partner with them
• 34:38
  and now when I made the switch
• 34:39
  it was very very quick that I mean yes
• 34:42
  a lot of my agents did not follow
• 34:44
  because we weren't a realtor operation
• 34:46
  and we were a boutique luxury thing
• 34:48
  and it was very specific um
• 34:50
  but ever since I came I've averaged
• 34:54
  eight to 10 people joining me every single month
• 35:00
  hmm that was never the case when I owned a brokerage
• 35:04
  but that's because I was doing everything alone
• 35:07
  and I could only have people that were like
• 35:10
  relatively close to the office
• 35:12
  and arguably I grew very quickly four years and 137
• 35:17
  that was a very fast growth of a real estate brokerage
• 35:20
  and honestly it didn't feel fast enough
• 35:23
  so when I came over here and I said great
• 35:24
  now we have the best social media training
• 35:26
  the best online AI training the
• 35:28
  the great investment training
• 35:30
  50 hours of training by the top agents of the company
• 35:33
  plus my training plus my branding and support
• 35:35
  I was like
• 35:37
  it would be a
• 35:38
  a disservice to my own agents not to do this
• 35:41
  because they're gonna get all of that
• 35:44
  extra on top of what I do and get paid more money
• 35:49
  cause I charge a higher split
• 35:50
  I charge higher fees
• 35:51
  I charge higher monthly fees higher transactional fees
• 35:53
  all of it
• 35:54
  I was a substantially more you know expensive place
• 35:57
  so I was like
• 35:58
  I can give my people basically a 50% discount
• 36:01
  and a better experience and yeah
• 36:04
  and a culture right
• 36:05
  the culture that culture didn't even
• 36:07
  you probably didn't even know about that no
• 36:09
  I I didn't know it was gonna be as good as it is um
• 36:12
  right but I
• 36:14
  I I did understand that
• 36:15
  I operated a lot of physical locations
• 36:17
  that almost nobody ever frequented
• 36:19
  and the people that came to our offices
• 36:20
  and I did a study on this
• 36:21
  I did a I'm a big fan of doing studies
• 36:23
  if you didn't notice I'm a bit nerdy
• 36:25
  but I did a study on this
• 36:26
  and I found out that on average
• 36:28
  we would have seven people at our office per month
• 36:31
  outside of office trainings
• 36:33
  and the people that would come
• 36:34
  and I tracked it over time
• 36:36
  they were not the productive agents
• 36:37
  the agents that would come
• 36:38
  unless they had a closed door office
• 36:41
  that's different they would
• 36:42
  like
• 36:43
  come and get their work done in their office alone
• 36:45
  if they were just coming to the office
• 36:47
  and they didn't have one of those closed door offices
• 36:49
  cause they were like our highest producer
• 36:51
  um
• 36:52
  they were new and they would come to the office
• 36:54
  for the first couple months
• 36:55
  and then they would never show up again
• 36:57
  or they were a bubble agent
• 36:59
  that would close a couple deals every year
• 37:01
  and
• 37:02
  consistently be complaining that the market was bad
• 37:04
  even though I would give them the exact things to do
• 37:06
  to grow and they just wouldn't implement them
• 37:09
  uh huh but then we
• 37:10
  you know fast forward
• 37:11
  we move over here and work with the Wolf Pack here
• 37:14
  and the culture is drastically different
• 37:16
  the people that are coming
• 37:17
  are the people that are winning
• 37:19
  the people that are surrounded in the culture
• 37:21
  are the people that are winning
• 37:22
  and we don't just try to win from a
• 37:25
  business perspective we try to win at life
• 37:27
  and that's also really interesting
• 37:29
  um it's a very unique thing that I've never seen
• 37:31
  in my entire career uh
• 37:33
  13 years four offices in
• 37:35
  um never seen anything like it
• 37:36
  and I don't think I ever will
• 37:39
  um and in fact I think that's shown by the statistics
• 37:41
  I don't even think that exists even at EXP
• 37:44
  we can tell that it doesn't exist based on the numbers
• 37:47
  um that's why we're the fastest growing organization
• 37:50
  in the world right now um
• 37:51
  because it's hard to recreate right
• 37:53
  and it's the global peace right
• 37:55
  when we have the global peace we
• 37:57
  we can pour into each other
• 37:59
  it's not necessarily
• 38:00
  there are people that get along in the same markets
• 38:03
  but when you're in an office
• 38:04
  you know and you have that really good culture
• 38:06
  at the end of the day
• 38:07
  there's always this underlying thing like
• 38:09
  this is my like
• 38:11
  I have to have my territory
• 38:12
  I have to protect my boundary and
• 38:15
  you know being non
• 38:16
  geographically restricted
• 38:17
  and plugging a bunch of like minded agents who
• 38:20
  you know cross paths with Connor or Mike or ourselves
• 38:24
  you know as we go we're
• 38:26
  we're just cultivating leaders of the future right
• 38:29
  and you and I
• 38:30
  kind of have happened to be on that second tier of
• 38:34
  of the leaders that Mike has poured into and helped um
• 38:38
  to cultivate that and basically say
• 38:40
  you know give it all away right
• 38:43
  like that you know
• 38:43
  it's true it's so true
• 38:46
  I actually
• 38:46
  it was the craziest thing in the world where I've had
• 38:50
  I've had it be where agents have come to me and said
• 38:54
  hey I wanna farm a market that you farm
• 38:58
  is that okay
• 39:00
  mm hmm
• 39:01
  yeah and I sat
• 39:03
  I sat back for a second I said
• 39:05
  this is business
• 39:06
  if you think you can beat me
• 39:08
  beat me
• 39:10
  right and it'll be okay
• 39:11
  go do it like
• 39:12
  you know and that's what I said
• 39:13
  I like when when this is when I owned the office right
• 39:16
  I was just like look
• 39:17
  you wanna like cause this was like
• 39:19
  I talk about this farm a lot cause I grew
• 39:21
  I gained 40% market share in a seven month period
• 39:24
  seven or eight month period of time
• 39:25
  and everybody wanted that neighborhood
• 39:28
  everybody did and and then
• 39:29
  but people at my office understood that
• 39:30
  I had all these listings and they were like
• 39:32
  I wanna farm the Ridge is that okay
• 39:34
  and I said yeah you wanna do my open houses I was like
• 39:37
  you you wanna you wanna do it
• 39:39
  go go for it this is free business
• 39:41
  I'm not gonna tell you to not do it
• 39:43
  but the thing is that's interesting is
• 39:45
  they thought that they had to ask
• 39:48
  mm hmm and that's the difference here
• 39:51
  it's irrelevant right I could talk to you for example
• 39:53
  about everything that I could go
• 39:56
  literally meticulous detail to meticulous detail
• 39:59
  and it would not matter
• 40:00
  cause I don't live in Aurora or whatever
• 40:03
  you know I think neither do I but close
• 40:06
  you're close that is cities over there
• 40:08
  I don't know like the the Denverish market
• 40:12
  I I don't live over there like
• 40:13
  it makes no difference right
• 40:15
  and
• 40:16
  and I think it's hard for people to wrap their heads
• 40:18
  around that that haven't been around it
• 40:20
  because what
• 40:21
  they're gonna go to the top producer at their office
• 40:22
  and the top producer is gonna tell them
• 40:24
  every single thing that they do
• 40:26
  no no no
• 40:27
  they're not and
• 40:28
  and and
• 40:28
  and it sounds bad
• 40:29
  and I'm not putting down those top producers
• 40:32
  but
• 40:33
  does Coca Cola tell Pepsi what their ingredients are
• 40:36
  no they
• 40:37
  they just don't and it's not against them
• 40:40
  they shouldn't they just add more sugar
• 40:43
  they they probably do
• 40:44
  but like the point is
• 40:46
  is if they're going against Mountain Dew or whatever
• 40:49
  some other random company
• 40:50
  I don't think it would matter as much right
• 40:53
  they're not direct
• 40:55
  yep absolutely
• 40:56
  and so as we kind of wrap this up the
• 40:58
  the family lifestyle of the Wolf Pack
• 41:02
  carrying through to you know
• 41:04
  our lifestyles our family revenue share
• 41:06
  giving us you know
• 41:07
  that kind of freedom peace down the road as we build it
• 41:12
  um
• 41:13
  tell me what it's like to coach or partner with Garth
• 41:16
  because here's the underlying vibe here
• 41:20
  hard work consistent effort
• 41:22
  you know building a brand
• 41:24
  like how's that
• 41:25
  because now we have the opportunity to partner
• 41:28
  necessarily both
• 41:28
  with both of us right
• 41:30
  we're in different downlines within the Wolf Pack
• 41:32
  but partnering with Garth
• 41:34
  obviously people that watch this show know what
• 41:36
  partnering with me looks like
• 41:37
  what's bringing Garth into this
• 41:39
  look like for those agents
• 41:41
  yeah oh man um
• 41:43
  there's a few things and some of it is
• 41:46
  you know predicated
• 41:46
  based on the amount of engagement
• 41:48
  and help that the agent wants um
• 41:50
  but it starts with another community uh
• 41:53
  an entire new community
• 41:55
  with entire breakdowns of my open house plan
• 41:57
  an entire book of my open house plan
• 41:59
  hours of content of exact exactly what to do
• 42:02
  how to do it what to say
• 42:03
  how to introduce yourself
• 42:04
  how to pivot buyer presentations
• 42:05
  seller presentations
• 42:06
  exactly what to say on every single slide of each
• 42:08
  one of those that have helped 19 year olds
• 42:10
  that have never held a job in their entire life
• 42:12
  win
• 42:12
  multi million dollar listings against seasoned agents
• 42:15
  um it comes with branding help branding support
• 42:18
  the best people who have designed our brands
• 42:20
  all
• 42:20
  the best vendors that do all of my marketing materials
• 42:22
  and um
• 42:23
  comes with calls every once in a while with me
• 42:25
  it's like every two weeks
• 42:27
  and then
• 42:28
  depending on how much hand holding you're looking for
• 42:31
  one of our one of my partners said he
• 42:32
  he called me and he said hey
• 42:34
  I want help I need to be able to wake up earlier
• 42:36
  I need to be able to attack the day better
• 42:38
  and and I know that if I did everything would change
• 42:40
  and I said OK are you sure
• 42:42
  he said yeah
• 42:43
  I was like if you're gonna if you're asking for me
• 42:45
  you're getting ruthless accountability
• 42:47
  he said sounds good next morning
• 42:49
  I sent him a video message at 5:00am
• 42:51
  as I was completing a half Marathon
• 42:53
  and I was like are you up yet
• 42:57
  and I kept messaging him until he replied
• 42:59
  and so like that's the level of accountability
• 43:02
  that determines whether you win or not right
• 43:04
  if somebody says
• 43:05
  and lays out a plan that is basically foolproof
• 43:07
  and then you don't fulfill it
• 43:09
  I maybe this is a harsh thing
• 43:10
  you're gonna get harsh brutal truth with me
• 43:13
  I'm gonna say
• 43:13
  if you don't fulfill the things that you know
• 43:15
  easily one can control
• 43:17
  so if it's a controllable and it's and it's doable
• 43:20
  it's a doable task and you do not complete it
• 43:23
  you don't deserve to be held accountable
• 43:25
  and you don't deserve to win in this business
• 43:27
  maybe it's a harsh truth but I think that's the truth
• 43:30
  and anybody that looks at themselves and said
• 43:32
  it's the market it's this
• 43:34
  it's that it's some external force
• 43:35
  they need to be told and reminded that it isn't
• 43:37
  and it's all their fault and taking
• 43:39
  that ownership is what changes your ability to grow
• 43:41
  yeah that's funny
• 43:42
  because that's one of my major coaching points
• 43:45
  cause I coach a lot more like in transaction stuff
• 43:48
  right and I just tell my agents
• 43:51
  I don't care if you know
• 43:54
  there was a tornado in the roof
• 43:56
  roof ripped off
• 43:57
  if you're talking to your client and you just say
• 44:00
  it's my fault this is what I'm doing to fix it
• 44:03
  it completely changes the entire narrative right
• 44:08
  and so taking accountability into those transactions
• 44:11
  into these harder markets
• 44:13
  right is absolutely key
• 44:15
  especially when sellers or buyers are frustrated right
• 44:19
  we've all had the person be like
• 44:21
  are you actually representing me
• 44:22
  or just trying to get this deal done right
• 44:25
  people have said that they say that I've got the worst
• 44:28
  man I've got a terrible story for you
• 44:30
  I I
• 44:31
  oh man I
• 44:31
  I could go on forever so I won't go on for you
• 44:35
  but yeah go ahead
• 44:36
  go with it I'll go okay
• 44:38
  I'll give you I'll give you a short version um
• 44:41
  a guy calls me up wants me to sell his place
• 44:43
  I say okay
• 44:43
  I show up to his house
• 44:45
  he doesn't come up to the doorbell after we're there
• 44:47
  he's clearly there he doesn't hear it
• 44:49
  comes to the door I'm like
• 44:50
  okay sounds good
• 44:51
  we walk through the house
• 44:52
  we have a conversation he's losing it a little bit
• 44:54
  I can tell I'm gonna go a little quickly
• 44:56
  so he's losing it a little bit and I can tell
• 44:58
  and that's okay he says
• 44:59
  sounds good we wanna sell
• 45:00
  I wanna sell it that's great
• 45:01
  his daughter was there to like
• 45:03
  make sure everything was going fine
• 45:05
  cause he was getting older
• 45:06
  I said sounds good
• 45:07
  I'll send you over the paperwork cool
• 45:08
  he said that sounds great
• 45:10
  I said okay
• 45:11
  send it over he can't see it I
• 45:13
  I'm like what do you mean
• 45:14
  he was like I can't find my email
• 45:16
  I said okay
• 45:17
  that's fine and then I go to the house
• 45:18
  I help him get into his phone
• 45:20
  find his email I'm like
• 45:21
  you want to sign this do you want to
• 45:23
  he's like yes
• 45:24
  I was like this is how you do it
• 45:25
  and I walk him through how to do it on his phone
• 45:27
  and he's like I didn't even know but when I went there
• 45:29
  I had to wait 30 minutes for him to come to the door
• 45:31
  cause he didn't know that I was coming
• 45:32
  cause he didn't get any of my text messages
• 45:34
  so I had to walk him through
• 45:35
  how to actually turn on notifications
• 45:36
  on his phone
• 45:37
  and to save me into his contacts on his phone
• 45:39
  cause he hadn't done that
• 45:40
  so I helped him do all of these things boom
• 45:42
  he signs at the deal cool
• 45:43
  I'm going there to do the marketing
• 45:44
  we do the marketing I put it on the market
• 45:46
  then he ends up going to a mental institution
• 45:52
  perfect so you can't sign anything anymore right
• 45:56
  his daughter is um at this point facilitating um
• 46:02
  and uh she doesn't have a power of attorney
• 46:05
  but I'm working with her to develop
• 46:07
  a relationship with an attorney
• 46:08
  so she can create power of attorney etcetera
• 46:11
  deal with like
• 46:12
  whether he can pass muster for competence
• 46:14
  all sorts of stuff
• 46:16
  by the way this is a 220,000 dollar deal
• 46:20
  perfect okay
• 46:21
  um anyway
• 46:22
  we end up getting an offer they
• 46:24
  they walk away cause we can't respond in time
• 46:27
  I had another offer like
• 46:29
  I'm going to this mental institution with her
• 46:32
  to help her have the conversations with the people
• 46:35
  because they're not even treating him like the
• 46:37
  right or whatever and I'm helping facilitate that
• 46:39
  nothing transactionally it
• 46:40
  it just just to help just life right
• 46:43
  I'm helping with life cause she doesn't have understand
• 46:45
  whatever cool
• 46:46
  I'm helping right anyway
• 46:49
  she ends up getting it uh
• 46:50
  we end up going under contract then
• 46:53
  um we're like
• 46:54
  okay cool
• 46:55
  this is going well and then we find out with title hey
• 46:57
  there's a problem um
• 47:00
  this property's never been sold
• 47:02
  it was built by his dad who died
• 47:08
  and then uh
• 47:09
  but he had two sons and the other son died
• 47:13
  so they just assumed it was his
• 47:15
  but the other son had died with sons
• 47:17
  so now there's these sons of the son
• 47:20
  who have ownership interest in this property
• 47:22
  that don't know that it exists
• 47:23
  and none of it's been conveyed to anybody
• 47:25
  and I'm just calling her and letting her understand it
• 47:27
  because the attorneys are trying to explain it
• 47:29
  and she doesn't understand
• 47:30
  and she's like what do you mean
• 47:32
  you're saying telling me that it's not his house
• 47:33
  I'm like well
• 47:34
  I'm telling you that only partially
• 47:36
  it's only partially owned by him
• 47:38
  and they own some of it
• 47:39
  and like it became a whole thing
• 47:41
  and anyway long story short
• 47:44
  she stops wanting to talk to me
• 47:45
  she has a representative
• 47:47
  call me who acts like an attorney who isn't an attorney
• 47:49
  some random friend
• 47:50
  lady who wanted to talk to me about things
• 47:52
  I talked to her she's really antagonistic
• 47:54
  it's a whole thing back and forth
• 47:56
  then long story short
• 47:57
  we're still going through this contract
• 47:59
  then he passes away
• 48:02
  now it's mandatory
• 48:04
  60 day waiting period
• 48:05
  before we can transact and close the property anyways
• 48:07
  so now I and
• 48:08
  and we have to get death certificates
• 48:10
  and everything else
• 48:10
  and she doesn't want to deal with the signatories
• 48:13
  because she
• 48:14
  they're estranged with that aspect of the family
• 48:16
  and the whole thing so then I'm go
• 48:17
  like she's yelling at me the
• 48:19
  the other person's yelling at me like it's all my fault
• 48:22
  hmm
• 48:24
  yep so what would you say
• 48:26
  so I said totally understand it
• 48:31
  I wish there was something I could have done up front
• 48:33
  and it's it's my fault
• 48:34
  I didn't catch this in the beginning
• 48:36
  what what I want us to do now is
• 48:38
  everything we can do to rectify it
• 48:40
  because this could have like if
• 48:42
  for example you guys don't sell it
• 48:45
  they said you just want a commission
• 48:46
  you just want us to sell it
• 48:47
  I said look
• 48:48
  sell it or don't sell it I've been here to help you
• 48:51
  but if you don't sell it I'm not an attorney
• 48:54
  and I can't give you this legal advice
• 48:55
  but in my opinion
• 48:59
  the other sons would have the ability to come
• 49:02
  ask for back pay on this deal
• 49:07
  but if we sell it and we go through the course of this
• 49:10
  and we track them down get and we come to them saying
• 49:13
  hey here's a bag of money
• 49:15
  they're probably not likely to do that
• 49:20
  and she goes yeah
• 49:21
  I guess that kind of makes sense I'm like yeah
• 49:24
  and alright so then I helped them find it
• 49:26
  I find them I helped
• 49:28
  I went to the house of the people to get it signed
• 49:31
  and do the thing and and ultimately yeah
• 49:34
  it is it ends up closing and uh
• 49:36
  she gets less money than she thought she would get
• 49:38
  and whatever
• 49:39
  but it's because the title was never handled properly
• 49:42
  and he didn't really own it the whole time
• 49:43
  and everything else
• 49:44
  but that's after being told that it's my fault
• 49:48
  after being yelled at multiple times after
• 49:51
  after going to deal with mental facilities
• 49:53
  after dealing with the death of the client
• 49:55
  after walking her through with attorneys and attorneys
• 49:57
  to set up
• 49:58
  power of attorneys and all the different things
• 50:02
  that's the level of service that agents
• 50:04
  need to be able to give their clients
• 50:06
  even at 220,000 dollar price points
• 50:09
  to allow yourself
• 50:10
  to come to new clients with conviction
• 50:13
  and say I will do the best possible job for you
• 50:16
  I'll do it
• 50:16
  I'll tell you one that I'll leave it at this
• 50:19
  the
• 50:19
  the most powerful thing that I'm able to tell people
• 50:21
  now and it was funny in the moment
• 50:23
  but now it's not funny cause I get to use it
• 50:25
  when I got shot and I'm in an ambulance
• 50:28
  seven minutes later
• 50:29
  I still don't know if I'm dying or not yet
• 50:31
  I got the word that we closed on a property
• 50:33
  and I was back and forth texting a client
• 50:35
  letting her know that we had finished
• 50:37
  that it had been ratified
• 50:38
  and the funds would be sent over
• 50:39
  and everything else literally time stamped
• 50:42
  I have evidence I've seen the screenshot
• 50:46
  when a client comes to you and says
• 50:48
  how do I know you have my back
• 50:51
  you need to be able to come to them with receipts
• 50:54
  and show them the way that you will go to bat for them
• 50:58
  right and that's what can win transactions right
• 51:03
  and and lifelong fans right
• 51:05
  and people that are gonna refer you
• 51:07
  and people that are gonna
• 51:08
  gonna do all the things so absolutely incredible Garth
• 51:11
  um obviously
• 51:13
  you know
• 51:14
  looking through co sponsorship and all those things
• 51:16
  I'm so excited to pour into some of these agents
• 51:19
  um with you as a partner
• 51:21
  where's a good place for people to follow you
• 51:23
  I know you're getting a YouTube channel going
• 51:25
  I know you're doing doing stuff on Instagram
• 51:27
  so where are those spots we'll also tag them below
• 51:30
  but what's the name yeah
• 51:32
  you can look me up uh
• 51:33
  just type in Garth Ward on YouTube or the Garth
• 51:35
  Ward is the user um
• 51:37
  and same thing on Instagram
• 51:38
  the Garth Ward on Instagram is good place to find me um
• 51:41
  if you guys happen to stumble across that channel
• 51:44
  and book a call with me and you found me here
• 51:46
  make sure to
• 51:47
  mention in the comments that you found me through a
• 51:49
  Jeremy's video here um
• 51:52
  that way I understand how you even found me
• 51:54
  um and yeah
• 51:56
  we'll see you over there I do a lot of trainings
• 51:58
  I do a lot of just fun entertaining videos
• 52:00
  I do things where I'm miss
• 52:02
  mentioning how to stay more accountable with yourself
• 52:04
  and some casual life commentary as well
• 52:07
  and just kind of a behind the scenes
• 52:09
  on the Instagram side of things
• 52:11
  absolutely crushing it too
• 52:13
  so uh great
• 52:14
  great chatting with you Garth
• 52:16
  we'll catch you next time on the Wolf Pack way
• 52:18
  like comment subscribe comment
• 52:20
  co sponsorship
• 52:21
  if you want us to uh collaborate together to uh
• 52:23
  bring some success to your business with your input
• 52:27
  of course we'll talk to you soon