Latest / Massive Agent Podcast / Getting $5 Million Listings in a T-Shirt & Flip Flops w/ Greg McDaniel

Transcript

Getting $5 Million Listings in a T-Shirt & Flip Flops w/ Greg McDaniel · Massive Agent Podcast

• 0:00
  SPEAKER_02: On this episode, we're talking to Greg McDaniel about how he's able to pick up five million dollar listings wearing a t-shirt and flip-flops.
• 0:07
  SPEAKER_02: He's actually a cold caller who also does a ton of branding.
• 0:11
  SPEAKER_02: And as we've talked about previously on the show, everything works together.
• 0:15
  SPEAKER_02: If you do Facebook ads and door knocking and cold calling and have a billboard, it all works together.
• 0:21
  SPEAKER_02: And he'll describe how he's put all of those pieces together for him to grow his business dramatically.
• 0:27
  SPEAKER_00: The massive agent podcast.
• 0:35
  SPEAKER_03: I love to buy houses.
• 0:36
  SPEAKER_03: I like to sell houses.
• 0:40
  SPEAKER_00: Wait a minute.
• 0:44
  SPEAKER_00: I've had better.
• 0:47
  SPEAKER_00: Have I got your attention now?
• 0:49
  SPEAKER_00: Here's your host, Dustin Brown.
• 0:53
  SPEAKER_02: What is up, everybody?
• 0:54
  SPEAKER_02: Welcome to episode 131 of the Massive Agent Podcast.
• 0:57
  SPEAKER_02: And I gotta say, I'm kind of excited that I nailed that intro in the first try.
• 1:01
  SPEAKER_02: I mean, usually it takes me two or three tries, sometimes four tries, but uh that was good.
• 1:06
  SPEAKER_02: So I'm on a roll today.
• 1:07
  SPEAKER_02: It'll probably go downhill from here, as you guys well know.
• 1:10
  SPEAKER_02: So let's do it.
• 1:12
  SPEAKER_02: Great guest today.
• 1:13
  SPEAKER_02: We have Greg McDaniel, co-host of Real Estate Uncensored, uh, the Real Estate Uncensored podcast.
• 1:18
  SPEAKER_02: I've been lucky enough and honored to be a guest over there a couple times, and they just do an incredible show.
• 1:25
  SPEAKER_02: And Greg also sells a crap load of homes.
• 1:29
  SPEAKER_02: He is, you know, most of us from the outside looking in who do not live in the Bay Area, Walnut Creek, Danville, that area of the East Bay, we would look at him and say, oh, he's a luxury agent for sure.
• 1:42
  SPEAKER_02: Well, he is.
• 1:43
  SPEAKER_02: I mean, just based on the these multimillion dollar homes he sells, uh, that are still luxury even for that high-priced area, but he does it wearing a t-shirt, flip-flops, a beard, a hat.
• 1:54
  SPEAKER_02: He's just he's just himself.
• 1:55
  SPEAKER_02: So we talk a lot about how to be yourself and lean into it and how you can still be wildly successful by being yourself.
• 2:03
  SPEAKER_02: But then we get tactical on how Greg is able to go from being a brand new agent solo to now having uh having somewhat of a team and uh selling a bunch of homes.
• 2:14
  SPEAKER_02: He's a top producer for sure, and he does a lot of great stuff marketing-wise.
• 2:19
  SPEAKER_02: And if you've ever heard the real estate uncensored podcast, you've heard some of that stuff, but we talk about it today.
• 2:25
  SPEAKER_02: The uh little spoiler alert, the uh like the whole spirit of the conversation is meant to show you that there's no one tactic or no one strategy that is the right strategy.
• 2:38
  SPEAKER_02: Everything works and nothing doesn't.
• 2:40
  SPEAKER_02: You just have to figure out what you want to do, what aligns with you, and and then choose what you're gonna do.
• 2:47
  SPEAKER_02: And so hearing Greg's story of what he's chosen to do and how one marketing campaign over here leads to this one over here, and then he knocks on somebody's door or does some cold calls, it all works together.
• 3:00
  SPEAKER_02: So take notes.
• 3:02
  SPEAKER_02: Uh definitely pay attention to how he's put it all together because it's very telling, and I think you'll walk away super empowered.
• 3:10
  SPEAKER_02: So it's gonna be a great interview.
• 3:12
  SPEAKER_02: If you are new to the show, welcome.
• 3:13
  SPEAKER_02: My name is Dustin Brome, your host.
• 3:15
  SPEAKER_02: I am a realtor myself in Salt Lake City, Utah.
• 3:19
  SPEAKER_02: I'm the co-founder of the Industry Syndicate Podcast Network.
• 3:22
  SPEAKER_02: This show is a proud founding member of the Industry Syndicate Podcast Network.
• 3:26
  SPEAKER_02: I'm a national speaker on all things real estate marketing, social media, and podcasting.
• 3:32
  SPEAKER_02: I write a column for HousingWire, and I'm the founder of the Massive Agent Society lead generation training and coaching program.
• 3:40
  SPEAKER_02: We have one agent per market who uh who's able to join.
• 3:45
  SPEAKER_02: If you want to see if your market is still available, there are uh you know a hundred or so that are not, um, you can just go to MassiveAgen Society.com, look in the top menu.
• 3:55
  SPEAKER_02: If you're on mobile, just look in the little menu for sold-out markets, and uh it either says sold out markets or claim market.
• 4:03
  SPEAKER_02: If there's a mention of market, click it, and then you can see if your is if yours is available.
• 4:08
  SPEAKER_02: And those who are part of my exp team, my exp organization, and have partnered with me, you get free access.
• 4:16
  SPEAKER_02: So keep that in mind if it's something you are looking into, either on the exp realty front or you're just looking for a way to dominate and get a crap load more leads for like 70 cents a piece.
• 4:28
  SPEAKER_02: If that's cool with you, if that's cool.
• 4:30
  SPEAKER_02: Like we've we've talked about one of our members, Wayne, in the Charlotte area, 950 leads in like five weeks at 71 cents each.
• 4:38
  SPEAKER_02: He's getting listings from them.
• 4:40
  SPEAKER_02: Bunch of buyers killing it.
• 4:42
  SPEAKER_02: Just uh copying and pasting some of our ads.
• 4:45
  SPEAKER_02: It's it's awesome.
• 4:46
  SPEAKER_02: All right, so thank you guys for um we had a bunch of reviews.
• 4:50
  SPEAKER_02: Thank you so much for doing that.
• 4:52
  SPEAKER_02: Uh, we are almost at 200.
• 4:54
  SPEAKER_02: I think we might even hit 200 by the time this publishes, by the time you're hearing this, which is fantastic.
• 4:59
  SPEAKER_02: So thank you all who have left a review.
• 5:01
  SPEAKER_02: It really helps us out on Apple Podcasts.
• 5:03
  SPEAKER_02: If you have not left a review or a rating, a rating is like just clicking how many stars.
• 5:09
  SPEAKER_02: Ideally, you think this is a five-star show.
• 5:11
  SPEAKER_02: So if you don't think it's a five-star show, um, plug your ears, earmuffs.
• 5:15
  SPEAKER_02: I'm going to give you a URL where you can directly go to leave a review easily without clicking through a bunch of menus through Apple Podcasts.
• 5:22
  SPEAKER_02: So if it if you're not thinking five stars, earmuffs.
• 5:26
  SPEAKER_02: MassiveAgent Podcast.com slash review, and that helps us out a lot.
• 5:31
  SPEAKER_02: Then the last thing before we start the interview with Greg McDaniel, please help us if you find value in this show.
• 5:38
  SPEAKER_02: All we ask, we're not asking you for money, we're not asking you for anything.
• 5:42
  SPEAKER_02: This it's this is completely free every single week.
• 5:45
  SPEAKER_02: It takes time and money uh out of my day and out of my pocket to produce this show.
• 5:50
  SPEAKER_02: Don't get me wrong, I love doing it and I will continue doing it.
• 5:54
  SPEAKER_02: But I would not mind if you would reciprocate a little bit by helping us to share the good word.
• 6:01
  SPEAKER_02: Share the show.
• 6:02
  SPEAKER_02: If you like the show, please share it.
• 6:04
  SPEAKER_02: That could be as simple as taking a screenshot of you listening to the podcast, post it on Facebook, post it in a Facebook group, post it in your Instagram story, and say, this is one of my favorite real estate podcasts.
• 6:14
  SPEAKER_02: That's it.
• 6:15
  SPEAKER_02: It could be super simple.
• 6:16
  SPEAKER_02: So um, review, share it, love you forever.
• 6:20
  SPEAKER_02: Thank you so much.
• 6:20
  SPEAKER_02: And now, because you're helping us, it's time to deliver the goods for you, and you're gonna love this interview with Greg McDaniel.
• 6:27
  SPEAKER_02: Let's jump into it now.
• 6:28
  SPEAKER_02: What's up, guys?
• 6:29
  SPEAKER_02: I'm here with Greg McDaniel, co-host of Real Estate Uncensored, an amazing podcast.
• 6:34
  SPEAKER_02: I've had the chance to be on once or twice, and it's one of the podcasts that I listen to.
• 6:39
  SPEAKER_02: I highly recommend it.
• 6:40
  SPEAKER_02: He is he's a very successful agent in the San Francisco Bay Area, which is very large and vague.
• 6:48
  SPEAKER_02: Um, but you're in Danville, California or uh Walnut Creek?
• 6:51
  SPEAKER_02: Yeah, Danville, Walnut Creek, Alamo, the 680 corridor is essentially where we operate in Contracosta County.
• 6:56
  SPEAKER_01: Love it.
• 6:57
  SPEAKER_01: Well, welcome to the Massive Agent Podcast, my friend.
• 6:59
  SPEAKER_01: How's it going?
• 7:00
  SPEAKER_01: Dude, I am sweating my ass off right now.
• 7:03
  SPEAKER_01: It is hot as balls, and uh, I'm loving it because you know what?
• 7:06
  SPEAKER_01: It's a good day to be alive.
• 7:08
  SPEAKER_01: Everyone's out moving around, the the world's opening back up, businesses are starting to open.
• 7:11
  SPEAKER_01: I had my first beer out at a bar with my girlfriend over the weekend, you know, got a burrito.
• 7:16
  SPEAKER_01: Uh so you know, it's just it's a small wins in life that we got to take advantage of.
• 7:20
  SPEAKER_01: Wouldn't you agree?
• 7:21
  SPEAKER_02: It it's in I completely agree.
• 7:23
  SPEAKER_02: And I was uh I was at dinner last night with uh with my my family and my dad, and we were just like, wow, it's amazing how good it feels just to be eating dinner at a restaurant, and how three months ago that was something that's like like what's special about that, you know?
• 7:41
  SPEAKER_02: Yeah, it I I do think it's a silver lining that we now appreciate things that we just took for granted, and that's healthy, that's good.
• 7:48
  SPEAKER_02: Um, so I agree.
• 7:50
  SPEAKER_02: Things are starting to open up.
• 7:51
  SPEAKER_02: Um I let's keep it rolling.
• 7:54
  SPEAKER_01: Yeah, you know, one of the things is like my girlfriend and I, we we we booked uh we're going up to Healdsburg, it's it's in the Napa wine country area for all you guys listening, and we're gonna go taste some beautiful uh uh go to this place called Apicure, which is one of my absolute favorite wines, and another one while my wine club membership of Flowers.
• 8:09
  SPEAKER_01: And uh and like you said, like it was it wasn't a big thing.
• 8:12
  SPEAKER_01: Like in December is the last time we were up there, and it's like we're gonna go wine tasting, get some nice food, whatever.
• 8:16
  SPEAKER_01: Dude, I'm tickled pink because of the fact we're gonna go to a super nice restaurant, like a three-star Michelin restaurant, we're gonna go to two wineries, stay at a great hotel, and that's something you couldn't do two months ago.
• 8:25
  SPEAKER_01: And it's so I I think and I was asked this earlier today.
• 8:28
  SPEAKER_01: Um, and then we'll get back to the topic of hand, at hand, but I mean, uh, they're asking me, like, well, Greg, how come you why why are you so positive?
• 8:34
  SPEAKER_01: And I said, Well, think about that question you just asked me.
• 8:37
  SPEAKER_01: Why wouldn't I be positive?
• 8:38
  SPEAKER_01: There's such an opportunity here in every single choice that you make.
• 8:41
  SPEAKER_01: You can either be downtrodden or or butthurt about something, or you can look at, like, like you said, the silver lining and see how amazing this world is.
• 8:50
  SPEAKER_01: And when people are like, Oh, well, I've been locked down forever, blah, blah, blah.
• 8:53
  SPEAKER_01: I said, Yeah, you have been.
• 8:54
  SPEAKER_01: But what the fuck have you been doing?
• 8:56
  SPEAKER_01: Have you been educating yourself?
• 8:57
  SPEAKER_01: Have you been sitting around getting fat on the couch?
• 8:59
  SPEAKER_01: I had this one girl tell me she gained 20 something pounds in the last three months.
• 9:03
  SPEAKER_01: I'm like, Christ almighty, that is an effort.
• 9:05
  SPEAKER_01: I mean, you put some work into that.
• 9:07
  SPEAKER_01: Yeah, you gained the COVID-19.
• 9:09
  SPEAKER_01: Why yeah.
• 9:11
  SPEAKER_01: I did the COVID, I did the I did the freshman 20, and I don't want to do the COVID-19.
• 9:15
  SPEAKER_01: I'm good off of that.
• 9:16
  SPEAKER_01: But uh, you know, I sat there and I've been doing a lot of reading.
• 9:19
  SPEAKER_01: I've been working with a good friend of mine.
• 9:21
  SPEAKER_01: She and I have been putting together training programs.
• 9:22
  SPEAKER_01: Her name is Bernice Ross, amazing human being.
• 9:25
  SPEAKER_01: And she and I have been we're really growing as humans.
• 9:28
  SPEAKER_01: And you know, that's what when people think about this and they say, Oh, my business is down or I'm not getting I'm not getting the leads or whatever else.
• 9:34
  SPEAKER_01: And I say, Well, then you're just not looking at it the right way.
• 9:37
  SPEAKER_01: Right.
• 9:37
  SPEAKER_01: You you need to reverse what you're looking at and see it in a different light because there's such an opportunity here.
• 9:43
  SPEAKER_01: Such an opportunity down to the down to silly things.
• 9:46
  SPEAKER_01: Like, why don't you go out there and look at custom-made masks that you can go out for$2.50, make them put your brand on them, go around to the neighborhoods, pass them out to all the families that have a reusable mask, all wearing your fucking name on their face as they walk through Safeway or whatever supermarket you're in.
• 10:01
  SPEAKER_01: And that's an opportunity for branding that won't go away at least through the end of the year.
• 10:05
  SPEAKER_01: Hello, people.
• 10:07
  SPEAKER_01: Come on.
• 10:08
  SPEAKER_02: I 1000% agree.
• 10:10
  SPEAKER_02: And it's it's sad to me.
• 10:12
  SPEAKER_02: And I have members of my family who don't see things that way.
• 10:15
  SPEAKER_02: They they see the negative and they bitch about stuff, and they're like, Well, I haven't been able to do this or that, or it's like, well, what about all the stuff you can do?
• 10:22
  SPEAKER_02: And now you've actually had a chance to catch up on some things, or launch that podcast, or you know, we're talking from a business perspective now, but you've always wanted to learn how to do Facebook ads.
• 10:33
  SPEAKER_02: Well, now you have a chance.
• 10:34
  SPEAKER_02: Uh you would start a YouTube channel, you can learn something, read a book, whatever, get closer to your family, all of the above.
• 10:42
  SPEAKER_02: And those that just bitch and moan and and you know, they they eat nothing but frozen foods and they gain the COVID-19.
• 10:49
  SPEAKER_02: I mean, and no doubt, I ate some frozen foods and gained some weight for sure, uh, which led to some heart issues that I talked about in a previous episode.
• 10:56
  SPEAKER_02: But um, like even that was a great thing.
• 11:01
  SPEAKER_02: Like, it made me realize I was doing unhealthy things, and I got a swift kick in the ass.
• 11:06
  SPEAKER_02: Made me realize, oh, maybe you should pay attention to exercising regularly, diet, blah, blah, blah, you know, some rest.
• 11:13
  SPEAKER_02: And uh it's I just feel for those who don't see the world the same way because life is hard enough even when you're optimistic and positive.
• 11:23
  SPEAKER_01: So it is, and like you said, whenever there's an opportunity, always choose a side of light and joy and peace and you know, harmony, harmonious existence with with one another.
• 11:35
  SPEAKER_01: There's a lot of race issues going on right now, there's a lot of culture wars going on right now.
• 11:39
  SPEAKER_01: And you know, I the media portrays it as the end of the end of days, right?
• 11:43
  SPEAKER_01: And I'll tell you one thing when I'm out and about and I'm talking to folks that are you know not uh of a different race, I've had absolutely 100% zero negative interactions with people because you know what?
• 11:54
  SPEAKER_01: We all bleed red, we all have hopes and dreams, we all have fears, we all have you know, someone that we need to, you know, that we love that we want to get back, or someone that we love that we want to keep in our lives.
• 12:03
  SPEAKER_01: And you know, once we understand that, you know, we all have feel the same way and we start listening to each other, you know, that's where where life is really going to become an an amazing thing, but there's such a divide, and that's where the people in their mind that divide takes place, you know.
• 12:17
  SPEAKER_01: Well, I'm a new agent, I can't get business, or I'm an old agent, I can't learn new tech.
• 12:23
  SPEAKER_01: There's that division in our brains that doesn't exist unless we tell ourselves that that division exists.
• 12:29
  SPEAKER_01: And then once we tell ourselves that it exists, then it all of a sudden rears its ugly head and it becomes our reality.
• 12:35
  SPEAKER_01: So you can change everything in your life as long you do is you change the way you see it.
• 12:40
  SPEAKER_01: That's the only thing.
• 12:42
  SPEAKER_02: Which is beautiful because we have full control over whether or not that happens.
• 12:47
  SPEAKER_02: Yes, we do.
• 12:48
  SPEAKER_01: We can't control that.
• 12:50
  SPEAKER_01: We can't change who the president is, we can't change what color our skin is, we can't change a lot of things, but we can change our thought pattern, we can change our geolocation, we can pick up and move.
• 12:59
  SPEAKER_01: There's absolutely nothing.
• 13:01
  SPEAKER_01: Our feet are not nailed to the ground.
• 13:02
  SPEAKER_01: If we don't like where you live, we don't like the job you do, get up and move, go change.
• 13:05
  SPEAKER_01: Guys, right.
• 13:06
  SPEAKER_01: The one thing I'm seeing with COVID is the fact that I'm seeing a lot of people say, you know what, this just isn't what makes me happy anymore.
• 13:13
  SPEAKER_01: And unfortunately, there's gonna be there, there are a lot of divorces taking place, and that might be a healthy thing because people are chasing their dreams and you know, chasing what they want in life, but also people are looking at their at their their location and going, I don't want to live in a big city.
• 13:24
  SPEAKER_01: Uh I would have much rather live up in you know, a small town and USA, you know, hashtag USA somewhere, or you know, figure out what that ever means for people.
• 13:33
  SPEAKER_01: But I'll say this is that uh once you make a decision, uh simply take action and watch the beautiful thing that's gonna come out of it.
• 13:43
  SPEAKER_01: Uh and people just sometimes get so stuck in fear that they just anchor themselves down and say, Well, they're Eeyore.
• 13:50
  SPEAKER_01: Well, this is me.
• 13:51
  SPEAKER_01: I guess it's okay.
• 13:52
  SPEAKER_01: I gave it a good run.
• 13:54
  SPEAKER_01: But they don't say, Wow, this is one chapter because your life is made, it's like a book, there's different chapters, and so maybe one chapter got concluded, but that was what you needed to learn in that part of life.
• 14:03
  SPEAKER_01: And now a new chapter is opening up for you, and you get to learn a whole new thing that could be incredibly beautiful.
• 14:08
  SPEAKER_01: But again, like you said, it goes back to the way you view it, and that's that simple.
• 14:11
  SPEAKER_02: Yep.
• 14:12
  SPEAKER_02: And I think there's a direct correlation between how much news and media you consume and how happy you are.
• 14:20
  SPEAKER_01: 100%.
• 14:21
  SPEAKER_01: It is engineered to make you divided and unhappy and tipped off and full of unrest and wary.
• 14:28
  SPEAKER_01: And you know, I I made a conscious decision about five years ago to just stop watching the news.
• 14:34
  SPEAKER_01: Because I felt like I felt literally like a like a pressure on my chest and on my shoulders.
• 14:39
  SPEAKER_01: Like I kept getting beat down.
• 14:41
  SPEAKER_01: And I just said, you know what?
• 14:42
  SPEAKER_01: That's it.
• 14:42
  SPEAKER_01: Click, you're done.
• 14:44
  SPEAKER_01: And guess what?
• 14:45
  SPEAKER_01: I have never been happier.
• 14:47
  SPEAKER_01: And I I made the decision, I made a mistake the other day.
• 14:49
  SPEAKER_01: I was I woke up early in the morning, like five in the morning for some dumb reason.
• 14:53
  SPEAKER_01: And I was I turned on over to well, I was watching I fell asleep on my couch and I flipped on uh my phone and I started watching TikTok videos.
• 15:00
  SPEAKER_01: And the the the rioters and then the Trumpers, they're these videos are dominating, you know, TikTok.
• 15:06
  SPEAKER_01: And I started watching video after video after video.
• 15:08
  SPEAKER_01: I started getting madder and matter and matter and matter, and all of a sudden, like, oh my gosh, what am I doing?
• 15:14
  SPEAKER_01: Flip off.
• 15:14
  SPEAKER_01: Guess what?
• 15:15
  SPEAKER_01: All of a sudden happier.
• 15:17
  SPEAKER_01: It's incredible how that works.
• 15:18
  SPEAKER_02: It really is, and we control all that.
• 15:21
  SPEAKER_02: Um cool.
• 15:23
  SPEAKER_02: I'm glad that we that we talked about that because I I just think we need to have more adults having adult conversations in this industry, even though it's not directly business related, it also is.
• 15:34
  SPEAKER_02: Whether or not you're gonna be successful as an agent moving forward, it really comes down to your mindset.
• 15:40
  SPEAKER_02: Do you believe that there's an abundance of deals to be done or not?
• 15:43
  SPEAKER_02: Do you believe you can do them or not?
• 15:45
  SPEAKER_02: Do you believe that there's new opportunities because of COVID or not?
• 15:49
  SPEAKER_02: And then you're gonna do shit about it.
• 15:51
  SPEAKER_02: So um I'm glad we glad we went there.
• 15:54
  SPEAKER_01: Um, yeah, real quick, you you got something to say.
• 15:57
  SPEAKER_01: I was gonna say, you know, when my father got in the business 48 years ago, um, he literally had zero zero dollars to yeah, zero dollars to his name.
• 16:04
  SPEAKER_01: He just married my mom.
• 16:05
  SPEAKER_01: Uh he had to borrow$50 from uh her dad, my grandfather, take his new wife, his his his his daughter on a on a honeymoon.
• 16:13
  SPEAKER_01: Awkward.
• 16:13
  SPEAKER_01: Um, but you know, he he he was in Boulder, Colorado.
• 16:18
  SPEAKER_01: There was no cell phones, no internet, nothing like that.
• 16:20
  SPEAKER_01: And what he did is he went door knocking in the snow every single day, seven days a week, because he had to feed his his his put food on the tables for his new wife.
• 16:27
  SPEAKER_01: And he went out there with the mindset of everybody likes me, they just don't know me yet.
• 16:32
  SPEAKER_01: And he also said to himself, well, his brother died of polio or had polio.
• 16:36
  SPEAKER_01: And so he said, You know what?
• 16:37
  SPEAKER_01: I I had the cure for there, everyone's sick, I had the cure for polio.
• 16:41
  SPEAKER_01: I'm gonna make people well.
• 16:42
  SPEAKER_01: And he told himself that day and day and day and day, and he landed the largest uh IBM account in Boulder, Colorado, and helped sell everybody's property through IP, uh that worked with IBM, and it was just a simple mindset of like everybody likes me, they just don't know me yet, right?
• 16:56
  SPEAKER_01: He just went out and tackled that.
• 16:58
  SPEAKER_02: That's the game right there.
• 17:00
  SPEAKER_02: If people don't know you, they they can't hire you if they don't know you exist.
• 17:03
  SPEAKER_02: So hence marketing, hence prospecting, and which is what we're gonna talk about today.
• 17:10
  SPEAKER_02: So, Greg, for those who do not know you, they've never listened to real estate uncensored.
• 17:16
  SPEAKER_02: Um, they don't know who you are.
• 17:18
  SPEAKER_02: Um, who like how did you get into the business?
• 17:20
  SPEAKER_02: What were you doing beforehand?
• 17:21
  SPEAKER_02: You know, can you give us in like a couple minutes just you know, how did you get to where you are now?
• 17:25
  SPEAKER_02: Because you sell some homes and you sell some big, expensive homes.
• 17:29
  SPEAKER_02: Most of us would look at you and say, that is a luxury agent.
• 17:32
  SPEAKER_02: Um, you know, a lot of that is your market, but kudos to you for being able to do that.
• 17:37
  SPEAKER_02: Um how did you get to where you're at and who are you?
• 17:40
  SPEAKER_01: Okay, so brief backstory, guys.
• 17:43
  SPEAKER_01: If you haven't listened to uh Real Estate Incensored, put your hand out and slap the top of your head.
• 17:47
  SPEAKER_01: Hand shame on you.
• 17:48
  SPEAKER_01: But I'm glad you're gonna tune into it and listen to it.
• 17:50
  SPEAKER_01: Thank you, Dustin, for giving me the opportunity to come on your show.
• 17:52
  SPEAKER_01: Um I started in real estate when I when I failed out of college.
• 17:57
  SPEAKER_01: I was two years deep into college, and I was a complete dumpster fire of a human being.
• 18:00
  SPEAKER_01: My parents cut off the funding, they dragged me up by my ears.
• 18:03
  SPEAKER_01: I started working in a warehouse, and I was the grunts, grunts, grunts, grunts, grunts, grunt uh in the warehouse.
• 18:09
  SPEAKER_01: And I thought it was great.
• 18:10
  SPEAKER_01: I was loving it, I was working with my friends, and my dad worked with me quite a bit.
• 18:13
  SPEAKER_01: He said, Greg, he finally talked me into come working with him.
• 18:16
  SPEAKER_01: And I was such a screwball.
• 18:17
  SPEAKER_01: I was a kid with the ear piercings, the tattoos, the colored hair, the jewelry.
• 18:23
  SPEAKER_01: Very upstanding citizen, as you can see in this storyline.
• 18:27
  SPEAKER_01: You just command trust whenever you walk into a room, trust and respect.
• 18:30
  SPEAKER_01: That man definitely could handle a million-dollar deal.
• 18:33
  SPEAKER_01: Yes.
• 18:34
  SPEAKER_01: And so I was such a screw-up that uh my dad brought me onto the team, and I started out by door knocking, and I door knocked for the first full year of my career.
• 18:42
  SPEAKER_01: So I would work seven days a week.
• 18:44
  SPEAKER_01: I took one six days a week, and I take I would take Sundays off, no, Saturdays off, because then I would work Sunday for open houses.
• 18:50
  SPEAKER_01: And so I door knocked eight eight hours a day, and I did it for a year.
• 18:53
  SPEAKER_01: I and I did it so much that at the end of about one year, uh, I was walking up a slight incline and it was drizzling outside, and my shoes filled up with water because I'd worn holes in the bottom of my shoes.
• 19:04
  SPEAKER_01: And so I called my dad and I said, That's it, I'm freaking done.
• 19:07
  SPEAKER_01: He laughed at me, brought me into the office.
• 19:09
  SPEAKER_01: And the thing I hadn't learned is the fact that I've been sitting next to my dad my entire life, obviously, and I used to do open houses for him, we used to do flyers for him, we used to do all this stuff.
• 19:19
  SPEAKER_01: I'd listen to him negotiate contracts you know on the weekends.
• 19:22
  SPEAKER_01: You know, when I got my license at 16 years old, my dad goes, he throws me the keys, he had this big green, you know, Chevy Chevy Green Suburban.
• 19:30
  SPEAKER_01: He loved that thing.
• 19:31
  SPEAKER_01: And he's like, Hey Greg, you want to drive?
• 19:33
  SPEAKER_01: I'm like, riding with dad?
• 19:35
  SPEAKER_01: Oh, dude, this is gonna be like windows down, music up, arm hanging out, right?
• 19:40
  SPEAKER_01: No, no, radio off, windows up, AC on, dad on on fun negotiating deals.
• 19:46
  SPEAKER_01: And so what I picked up and learned just through being around him uh was the art of real estate.
• 19:53
  SPEAKER_01: And then I really started learning it because I sat down and I educated myself.
• 19:57
  SPEAKER_01: We were personally coached by a guy named Howard Britton uh from Star Power, which he is no longer with us, but he's like an OG.
• 20:02
  SPEAKER_01: He's like the Mike Ferry.
• 20:03
  SPEAKER_01: He's like he and Mike Ferry were running together.
• 20:05
  SPEAKER_01: Um, and so I got to learn from a sit at the feet of these masters and just take notes and just soak it all in when we went to conferences.
• 20:12
  SPEAKER_01: There was no drinking, there was no partying.
• 20:15
  SPEAKER_01: And my dad said, Look, you're not here to have fun, you're here to learn, and then you're here to go home and implement.
• 20:21
  SPEAKER_01: And I'm like, okay, fair enough.
• 20:23
  SPEAKER_01: And so that's kind of the mindset of kind of how where I am today is that now that I've learned all this information, now my goal is to give back as much information as I humanly can to anybody and everybody who would ever like to learn anything from me.
• 20:34
  SPEAKER_01: And it's not that I'm the smartest guy in the room, it's that I've had the opportunity to sit with the smartest men in the room, men and women in the room, and just glean a few nuggets off of them.
• 20:42
  SPEAKER_01: So then maybe I can go out and help folks.
• 20:45
  SPEAKER_01: So long answer, short question.
• 20:47
  SPEAKER_01: Love it.
• 20:48
  SPEAKER_02: And so when did you first get your license?
• 20:51
  SPEAKER_02: 2000.
• 20:52
  SPEAKER_02: So I've been there for 20, 20 years.
• 20:54
  SPEAKER_02: 20-year veteran, cool.
• 20:55
  SPEAKER_02: And uh, and so what do you do to get business?
• 20:58
  SPEAKER_02: And uh and let's start from there because that that'll take us in all the directions we want to go.
• 21:03
  SPEAKER_02: Sure.
• 21:03
  SPEAKER_01: A lot of things I've done over 450,000 uh cold calls, you know, in my in my in my career so far, probably I didn't maybe maybe near the 500,000 500,000 call mark.
• 21:14
  SPEAKER_01: Uh for a couple of years there, I would be I would do 500 to 750 phone calls a day.
• 21:19
  SPEAKER_01: Uh so I really did a lot of calls.
• 21:20
  SPEAKER_01: We also focused heavily on our on our sphere of influencing, uh fluence, uh, love our past clients, make do pop eyes.
• 21:27
  SPEAKER_01: Um, door knocking was another major bit of it.
• 21:30
  SPEAKER_01: And then social media kicked in uh and I really kind of jumped into it with my with both boots on and into the deep end.
• 21:36
  SPEAKER_01: And I I I openly apologized to all my friends and family and said, when that live video thing hits, I'm gonna be on it like a kid on a cupcake.
• 21:43
  SPEAKER_01: And I have been, and that's really been able to help us because we've really we do a ton of video.
• 21:48
  SPEAKER_01: I have two different editing teams, one for my YouTube channel, and then one for our sphere of influence.
• 21:52
  SPEAKER_01: We send out two uh emails a month with real estate content and we stay in front of folks.
• 21:57
  SPEAKER_01: So to answer your question, we do outbound and We do inbound.
• 22:01
  SPEAKER_01: So we touch base and work with our database.
• 22:03
  SPEAKER_01: We also uh go outbound.
• 22:05
  SPEAKER_01: We'll buy a few online leads.
• 22:06
  SPEAKER_01: Now we're doing I think called geofencing around specific locations, cold text messaging programs, email programs with another company.
• 22:14
  SPEAKER_01: And so it's a it's a very large net we throw.
• 22:18
  SPEAKER_01: Um and you know, people say the online leads don't work.
• 22:21
  SPEAKER_01: Well, I'm currently in the you know in the in a in in contract on a five million dollar property that we listed, and I did that listing in jeans, wearing vans, um, with a five million dollar property, you know, the color, a couple two million dollar homes through text messaging, and then obviously our other properties through through other sorts, but it's it's not a it's not a one size fits all.
• 22:40
  SPEAKER_01: And you know, I'm very comfortable, just like you, uh creating content and being in front of the camera on a consistent basis.
• 22:46
  SPEAKER_01: Some people aren't like my good friend Bernice, like I mentioned earlier, she's very good at writing, she's an exceptional writer, so her median is writing.
• 22:53
  SPEAKER_01: So I'd say, look, guys, don't be don't be Greg Jr.
• 22:56
  SPEAKER_01: Go be you fully, right?
• 22:58
  SPEAKER_01: And pick your median, but then don't deviate from it.
• 23:01
  SPEAKER_01: Don't go all shiny object syndrome on me and be go chasing the squirrel down the rabbit, go chase the rabbit down the rabbit hole.
• 23:07
  SPEAKER_01: Just find what you do and just do it.
• 23:11
  SPEAKER_01: Just all the way in, do it, and leads will come out you, but it's not gonna happen right away.
• 23:16
  SPEAKER_01: Some of them will, some of them won't, don't get me wrong.
• 23:18
  SPEAKER_01: But a large amount of time, it will take work, guys.
• 23:20
  SPEAKER_01: It's gonna, it's gonna be bone crushing, meat grinding, heartbreaking, sweating all the way to the finish line.
• 23:28
  SPEAKER_01: But when you get there, it's the most beautiful thing on earth.
• 23:32
  SPEAKER_02: It something that my mentor taught me my first few months in the business, and I mean it has multiple meanings, but I I always look back at it because it's so profound.
• 23:42
  SPEAKER_02: Everything works and nothing doesn't.
• 23:45
  SPEAKER_02: Everything works and nothing doesn't.
• 23:46
  SPEAKER_03: Yeah.
• 23:47
  SPEAKER_02: And and you're because you're doing so many different things, and some of them are chasing, some of them are attracting, some of them are a combination of both.
• 23:54
  SPEAKER_02: And and so the key here is you're just omnipresent.
• 23:58
  SPEAKER_02: You're you're seen everywhere in the community.
• 24:01
  SPEAKER_02: And and if people um like maybe they see one of your signs on a listing and they're like, How do I know that name, Greg McDaniel?
• 24:08
  SPEAKER_02: And do you have your photo on signs?
• 24:10
  SPEAKER_01: Yeah, but I look like a 10-year-old.
• 24:12
  SPEAKER_01: I mean, I got big, I got dumbo ears, short, short here.
• 24:15
  SPEAKER_01: I always laugh because my dad and so they think it's your younger brother or something.
• 24:18
  SPEAKER_01: No, they always they always call me up, Greg, you really got that photo changed.
• 24:21
  SPEAKER_01: I'm like, I know, I know.
• 24:23
  SPEAKER_01: Yes, but but I mean, but you're true.
• 24:25
  SPEAKER_01: I mean, we have a huge like billboard in front of our our five million dollar property, and a guy down the road called me up, goes, Hey Greg, it's so and so.
• 24:32
  SPEAKER_01: And I'm like, Oh my god, man, what's up?
• 24:34
  SPEAKER_01: He's like, Oh, my wife and my family and I, we we live down the street, we want to sell.
• 24:38
  SPEAKER_01: Would you come on down and give us appraisal?
• 24:39
  SPEAKER_01: I haven't seen this guy in like 15 years.
• 24:41
  SPEAKER_01: I just used to get wasted with this dude on the weekends, but the sign worked, right?
• 24:46
  SPEAKER_01: It's it's it's incredible.
• 24:47
  SPEAKER_02: Yeah, uh everything works and nothing doesn't.
• 24:50
  SPEAKER_02: If you if you were told that the only way to do business was Facebook ads, you wouldn't have done that billboard and you probably wouldn't have gotten that listing or other listings or somebody who you haven't even spoken with, they referred you to somebody because they're like, hey, I keep seeing this gray guy all over the place, and I'm sure that's happened.
• 25:09
  SPEAKER_02: There's no one way to get business, even though everyone listening knows I'm a huge Facebook ads fan.
• 25:15
  SPEAKER_02: If that's all you do, you are dramatically limiting how big you can grow and how many deals you can do.
• 25:21
  SPEAKER_02: Yeah, 100%.
• 25:22
  SPEAKER_01: And I love you said everything works, nothing doesn't, right?
• 25:24
  SPEAKER_01: Is that that is that the correct phrase?
• 25:26
  SPEAKER_01: Yes.
• 25:26
  SPEAKER_01: So my team knows that I'm a little batshit when it comes to trying different ideas.
• 25:30
  SPEAKER_01: I've talked to the team into getting two 14-foot moving trucks with our heads about four feet in diameter.
• 25:35
  SPEAKER_01: You know, I had a Zion with wrapped with our faces on it, running around town.
• 25:39
  SPEAKER_01: And it those all work.
• 25:41
  SPEAKER_01: People still say they see the vans.
• 25:42
  SPEAKER_01: We haven't had those things in like 10 years.
• 25:44
  SPEAKER_01: But the funny thing is that one day I was at a uh a restaurant bar that we would go to for lunch all the time, and the manager was really yelling at her staff, going, You mother blank blanks, you're gonna blank ruin my mother blank and bar because no coasters.
• 25:57
  SPEAKER_01: And I'm like, Coasters, you say.
• 26:00
  SPEAKER_01: So I went on and I did that.
• 26:02
  SPEAKER_01: And it's like five cents per coaster, both sides color.
• 26:07
  SPEAKER_01: So I talked to my lender who I was having lunch with, I'm like, hey, bro, do you want to go 50-50 with this?
• 26:10
  SPEAKER_01: And we'll do color coasters.
• 26:12
  SPEAKER_01: We have we delivered over 50,000 coasters to that bar, and we had a guy, and we actually got business from it.
• 26:18
  SPEAKER_01: We had a guy call us up one day, super high D, and he was like, Hey, come out and list my house.
• 26:24
  SPEAKER_01: And my team manager, um, she goes, Okay, no problem.
• 26:27
  SPEAKER_01: Anyway, how did you hear about us?
• 26:29
  SPEAKER_01: And he said, I've been putting my beer on your face for the last six months.
• 26:33
  SPEAKER_02: So reminds me of I Love You Man.
• 26:35
  SPEAKER_02: I used to piss on your face at Benegins.
• 26:38
  SPEAKER_02: Yes, with uh with the urinal cakes.
• 26:40
  SPEAKER_01: I looked into getting those too.
• 26:42
  SPEAKER_01: I I wanted to get ones and pissed at your agent, called McDaniel Callahan team.
• 26:48
  SPEAKER_02: See that I love that.
• 26:49
  SPEAKER_02: Uh that's fantastic.
• 26:51
  SPEAKER_02: Um see, you're you're you're a good example too of branding and the power of branding.
• 26:58
  SPEAKER_02: You do a billboard, that's not a direct response thing.
• 27:00
  SPEAKER_02: You don't know what the ROI of your freaking billboard is, nor do you give a shit.
• 27:05
  SPEAKER_02: Or well, you you do, but you don't give a shit about like calculating it and tracking how many calls came from and all that.
• 27:11
  SPEAKER_02: And I know there's ways to do that, but that's not what matters.
• 27:14
  SPEAKER_02: The billboard helps your Facebook ads work better.
• 27:16
  SPEAKER_02: Your Facebook ads make your billboard and your and your door knocking and your flyers all work better.
• 27:22
  SPEAKER_01: They do.
• 27:22
  SPEAKER_01: You know, I've had multiple interactions with individuals, you know, here in in Wolnut Creek, uh, where I was walking to a uh Starbucks um some like in last end of last year, early this year.
• 27:33
  SPEAKER_01: Um, and this guy was just eyeballing me.
• 27:35
  SPEAKER_01: And I'm like, oh shit, what happened?
• 27:36
  SPEAKER_01: What did I do to this guy?
• 27:37
  SPEAKER_01: He'd he was an investor and he'd watched a lot of the stuff that I'd put out.
• 27:40
  SPEAKER_01: I'd never met him.
• 27:41
  SPEAKER_01: He and I sat down and had a great conversation.
• 27:42
  SPEAKER_01: I had a a banker in the bank run up to me and go, Oh my god, it's you! I watch all your videos.
• 27:49
  SPEAKER_01: How are you?
• 27:50
  SPEAKER_01: I'm like, I'm good, hi.
• 27:52
  SPEAKER_01: But it's the omnipresence that that counts.
• 27:55
  SPEAKER_01: I mean, and it's not like you said, it's not calculating the ROI on that type of a thing, it's bringing value to other people, and value means bringing them what they need, not what you need.
• 28:06
  SPEAKER_01: And once you start doing that, people will start connecting with you because you brought something into their life that was powerful to them.
• 28:13
  SPEAKER_01: Once that happens, the law of reciprocity kicks in and they feel physically compelled to help you in return.
• 28:21
  SPEAKER_01: Like I um, and actually, funny Justin, funny you brought that up, man, because I uh I uh about a year ago I stopped doing this thing called Mornings with McDaniel.
• 28:29
  SPEAKER_01: Uh, and mornings with McDaniel was something I'd go into Pinterest and I would pick a topic, and it was like my video diary, right?
• 28:35
  SPEAKER_01: And I would talk about something that was just on my heart or on my brain that I wanted to talk about.
• 28:41
  SPEAKER_01: And so I would just talk about something, and people out of all walks of life who I didn't even know watched what I put out there would come up and say, Oh my God, man, thank you so much for for that mornings with Mick Daniel.
• 28:53
  SPEAKER_01: That's exactly what I needed to hear today.
• 28:55
  SPEAKER_01: And that's value, guys.
• 28:57
  SPEAKER_01: That's something they don't teach in school because you're being transparent, you're being honest, you've been authentic, and you're bringing value because you're helping someone then and you don't even know you're helping them, but they will reach out to you at some point and say, Hey, dude, I've been watching you, following you, I've been blah, blah, blah.
• 29:13
  SPEAKER_01: This is what it's my my you know, this I need help with real estate.
• 29:16
  SPEAKER_01: Are you still doing real estate?
• 29:17
  SPEAKER_01: Yeah, I know.
• 29:19
  SPEAKER_02: That that is definitely value.
• 29:21
  SPEAKER_02: And what what's obvious to me is if you insisted every morning to just talk about the market and real estate, you'd have a dramatically smaller audience and they would not tune in every single week, that's for damn sure.
• 29:38
  SPEAKER_02: So, and I get this objection all the time like, hey, I I get it.
• 29:42
  SPEAKER_02: I know you say don't talk about real estate so much, do it very little, talk about the community and what's going on, or just talk about whatever the hell you want.
• 29:49
  SPEAKER_02: Um, and but people are like, Well, how do I how do I let them know I'm a realtor?
• 29:52
  SPEAKER_02: How do they know that I'm an agent?
• 29:54
  SPEAKER_01: What do you say to them?
• 29:55
  SPEAKER_01: It's it's uh it's a header and a footer, guys.
• 29:57
  SPEAKER_01: Hey guys, Greg McDaniel with EXP Realty.
• 29:59
  SPEAKER_01: Hey, coming today to do mornings with McDaniel.
• 30:02
  SPEAKER_01: Today we're gonna talk about the six things you need to do to get your life in shape uh through COVID.
• 30:06
  SPEAKER_01: All right, let's start off on boom, one, two, three, four, five, six.
• 30:09
  SPEAKER_01: All right, guys.
• 30:10
  SPEAKER_01: Hey, really appreciate you tuning in today.
• 30:12
  SPEAKER_01: Uh, if you have any questions about this, leave me a DM, follow me, like me on Instagram and Facebook.
• 30:16
  SPEAKER_01: Also, guys, if you need any help on real estate, always keep my number 925-915-1978.
• 30:22
  SPEAKER_01: As always, Greg McDaniel, exp realty.
• 30:24
  SPEAKER_01: I'll see you on the next video.
• 30:26
  SPEAKER_01: Obviously, your first time doing that.
• 30:28
  SPEAKER_01: Obviously.
• 30:28
  SPEAKER_01: Never done, never done that before in my life.
• 30:30
  SPEAKER_01: It just kind of flowed out of me.
• 30:32
  SPEAKER_02: See, that that's it.
• 30:34
  SPEAKER_02: And even if you didn't do that, people would they're like, Well, I like this guy.
• 30:39
  SPEAKER_02: I let's go follow him on Instagram.
• 30:41
  SPEAKER_02: And Instagram, then they themselves trip over or stumble upon, wow, he's actually a real estate agent, and they file it away.
• 30:49
  SPEAKER_02: You don't have to tell someone what you do if you're a good content creator, for them to know what you do for a living.
• 30:56
  SPEAKER_02: Very true.
• 30:57
  SPEAKER_02: And but I love the header and footer analogy because it that's perfect.
• 31:01
  SPEAKER_02: Like you do a quick intro, a quick outro, and you know, that's it.
• 31:04
  SPEAKER_01: You're not salesy, but it's okay to promote yourself, but it's it gets very uncomfortable to jam it down someone else's throat.
• 31:11
  SPEAKER_01: It's like going to a dinner party and you're like, ah shit, there's Dustin.
• 31:15
  SPEAKER_01: That guy's all he's gonna do is fucking talk to me about real estate.
• 31:18
  SPEAKER_01: Hey, Dustin shit, I'm sitting next to him, right?
• 31:21
  SPEAKER_01: That's the that's what you don't want.
• 31:22
  SPEAKER_01: You want people to go, oh dude, Dustin, what up, homie?
• 31:24
  SPEAKER_01: Hey, bro, watch the last movie.
• 31:25
  SPEAKER_01: I mean your last show.
• 31:26
  SPEAKER_01: How was a great podcast with that guy McDaniel, dude?
• 31:29
  SPEAKER_01: I love that shit, man.
• 31:30
  SPEAKER_01: Keep rocking it.
• 31:31
  SPEAKER_01: And you you want people to engage with you because you're bringing them something of value.
• 31:35
  SPEAKER_01: It's that simple.
• 31:37
  SPEAKER_02: It really is simple.
• 31:38
  SPEAKER_02: I uh I don't know what it is, but I swear to God, when you get your real estate license, when like when you pass the test or when you when you first like sign that paper to you know to make it official, it your DNA changes.
• 31:53
  SPEAKER_02: I swear to God, like uh it changes our DNA to our like must talk about real estate constantly because that's what I do.
• 31:59
  SPEAKER_02: I'm in real estate, so I must talk about it all the time.
• 32:01
  SPEAKER_02: But and so I that's what I felt, like that's what I thought.
• 32:05
  SPEAKER_02: And it wasn't until I started looking at what do people actually want to see?
• 32:08
  SPEAKER_02: Like what do they actually pay attention to or care about?
• 32:11
  SPEAKER_02: And I realized 98% of the time it's not the market update for the day, or you know, uh, so so just be yourself, talk about the community.
• 32:22
  SPEAKER_02: That's an easy transition, what's going on in your town and community to real estate.
• 32:27
  SPEAKER_02: Um, but shit, if you're a if you collect PES dispensers and and some people find that interesting, talk about it.
• 32:32
  SPEAKER_02: You know, you want to attract the right people.
• 32:34
  SPEAKER_01: It in and it's gonna be your it's gonna be your crew, your clan, your tribe, right?
• 32:39
  SPEAKER_01: And that's got a little cliche to say, but I'll be really honest with you guys, you're not gonna appeal to everybody.
• 32:44
  SPEAKER_01: You're you're just you're just hands down not going to.
• 32:46
  SPEAKER_01: And that is actually a beautiful thing.
• 32:48
  SPEAKER_01: Yeah, some people will drive you batshit, you know, and then there's a other tribe that just want to hang out with you, and and then they're the best clients on God's green earth because you guys are aligned.
• 32:59
  SPEAKER_01: So, like I started doing a book club.
• 33:01
  SPEAKER_01: I'm dyslexic, right?
• 33:02
  SPEAKER_01: So, me doing a book club is not anything I ever thought I would do.
• 33:05
  SPEAKER_01: And then I talked to my lender, and Miles and I were reading the book, um, you know, building a uh uh Building a Story Brand by Donald Miller, phenomenal book, by the way.
• 33:14
  SPEAKER_01: And we read one chapter and we barf it back out on every Tuesday at 1230 uh Pacific on my Facebook page, and we just talk about the book.
• 33:21
  SPEAKER_01: And people jump in, they interact with us, but it's just very simple and very obvious what we're doing.
• 33:27
  SPEAKER_01: We're just bringing value.
• 33:28
  SPEAKER_01: And that's the thing about it.
• 33:29
  SPEAKER_01: It like one of my clients years ago.
• 33:31
  SPEAKER_01: I mean, this is my tribe, right?
• 33:33
  SPEAKER_01: Because I used to work at a I was a one of the head bouncers at a really big bar club here in Walnut Creek for a number of years, and where a lot of us waitresses and bouncers still stay in touch.
• 33:42
  SPEAKER_01: And one of the waitresses now, uh, Maria reached out to me and she's like, Hey Greg, can you help me and my my boyfriend Ryan uh buy a house?
• 33:48
  SPEAKER_01: I said, sure.
• 33:48
  SPEAKER_01: So guess what?
• 33:49
  SPEAKER_01: We chomped around, looked at houses, and don't repeat this, okay?
• 33:52
  SPEAKER_01: Keep this very private.
• 33:54
  SPEAKER_01: Um, we uh we'll do no problem.
• 33:56
  SPEAKER_01: Yeah, very private.
• 33:58
  SPEAKER_01: Oh, we were in uh we were in an open house and it was vacant, so there's no one that lived there.
• 34:01
  SPEAKER_01: I didn't, you know, naturally you open the fridge, right?
• 34:03
  SPEAKER_01: I don't know if that's one of the things I always do is open the fridge or you know, nothing's in there.
• 34:06
  SPEAKER_01: This time it was stocked full of beer and wine.
• 34:10
  SPEAKER_01: And I'm like, oh and so Ryan, Marie and I grabbed a Bud Light, sat on the couch, talked about it, drank a beer, then threw it away and went home.
• 34:16
  SPEAKER_01: But that's my tribe.
• 34:17
  SPEAKER_01: And those are the people that you're gonna resonate with.
• 34:19
  SPEAKER_01: So start speaking your language, start attracting your tribe, because then that tribe will grow to their tribe, and then that tribe will go to their tribe, and it will grow exponentially, and you're gonna love your business because you're having fun.
• 34:29
  SPEAKER_02: Love it.
• 34:30
  SPEAKER_02: I could not, yes, I could not have said that any better.
• 34:32
  SPEAKER_02: That's I had to stumble into that when I worked with a nightmare client that I should have referred her out.
• 34:40
  SPEAKER_02: I should or I should have just said, look, I'm not the agent for you because your personality is very different, blah, blah, blah.
• 34:46
  SPEAKER_02: And but I needed it, right?
• 34:48
  SPEAKER_02: Like, why would I turn down business, Greg?
• 34:50
  SPEAKER_02: Because uh, why would I do that?
• 34:52
  SPEAKER_02: Like I'm gonna be the top salesman in the city, and you know, that bullshit.
• 34:55
  SPEAKER_02: Well, then you start to hate what you do when you work with clients that you don't align with, that you don't get along with.
• 35:02
  SPEAKER_02: Why would you do that to yourself?
• 35:04
  SPEAKER_02: It hurts every aspect of your business when you could attract the right people.
• 35:09
  SPEAKER_02: But it just uh I think most agents need to get to the the point where um, at least for me, I have to learn the hard way, even though I'm told 50 times, I have to learn it as well until it really like until it really solidifies.
• 35:24
  SPEAKER_02: Um, but hopefully you guys listening don't need to go if you're brand new to the business, God bless you.
• 35:31
  SPEAKER_02: Lucky you.
• 35:32
  SPEAKER_02: Um, just pick the people you want to work with and focus on, you know, what do you need to do to attract those people?
• 35:39
  SPEAKER_01: Yeah, you don't have to do, you know, work with the contractors and or or or the first-time buyers or the 70-year-old sellers who are downsizing to a 55 or older community.
• 35:49
  SPEAKER_01: Write down who you who you would identify as your perfect client.
• 35:53
  SPEAKER_01: There's no wrong answer, just there's absolutely no wrong answer.
• 35:56
  SPEAKER_01: Write down who you want to work with, right?
• 35:58
  SPEAKER_01: Are you a boating fanatic and you want to wear flip-flops and board shorts and uh you know a t-shirt and a baseball hat and boat to your different little appointments because you live on a lake or you live in a boating community or in a river or something like that?
• 36:10
  SPEAKER_01: Cool.
• 36:10
  SPEAKER_01: If you want to wear a three-piece suit and rock it out in San Francisco or New York or Dallas or wherever, you know, major metropolitan, dude, rock and roll.
• 36:17
  SPEAKER_01: That's your vibe.
• 36:18
  SPEAKER_01: Um, but don't ever apologize for it either.
• 36:20
  SPEAKER_01: Like, I people always get on my case and you know, everything else be like, well, Greg, you have to be more professional.
• 36:25
  SPEAKER_01: I'm like, fuck you.
• 36:26
  SPEAKER_01: No, I don't.
• 36:26
  SPEAKER_01: That's first off.
• 36:27
  SPEAKER_01: And if you don't like it, then you're not my tribe.
• 36:30
  SPEAKER_01: Like when I first started the podcast, people would call my parents, fucking pussies, call my parents and complain to him going, Oh my god, Greg's had a bad word.
• 36:38
  SPEAKER_01: He's offensive.
• 36:39
  SPEAKER_01: And my dad and I got into it several times to the point where I told my dad to go F himself and I slammed the phone down uh because I was so mad at that situation.
• 36:49
  SPEAKER_01: But then all of a sudden, because I stayed true to who I am, you know, I'm honored to be on your show.
• 36:54
  SPEAKER_01: I was glad to have you on my show.
• 36:55
  SPEAKER_01: Your tribe starts circling around you, and my dad changed his point of view one day and goes, You know what, Greg, what you're doing is really pretty good for people.
• 37:03
  SPEAKER_01: I'm like, that's what I've been trying to tell you, man.
• 37:05
  SPEAKER_01: Like, I I'm doing I'm doing me for the first time, and it feels fantastic.
• 37:09
  SPEAKER_01: Um I love being in my own skin.
• 37:12
  SPEAKER_01: I don't know, but I it just it's a realization you come to because you always think you have to be mini me of someone else, right?
• 37:17
  SPEAKER_01: You look at the top agent in your area, top agent in your broker, and you're like, Oh, I want to be like that guy or a guy or gal.
• 37:22
  SPEAKER_01: And my I mean, I when I got in the business at 20 years old, I didn't know any different.
• 37:25
  SPEAKER_01: And I just told you I came from working in a warehouse.
• 37:28
  SPEAKER_01: So my dad would always wear penny loafers, khaki pants, Costco, Costco, you know, no, JC Pennies, uh buttoned-down, you know, striped shirts, white and blue striped shirts, and you always couldn't hear to the right.
• 37:40
  SPEAKER_01: Well, guess what I did?
• 37:40
  SPEAKER_01: I became little Terry, and I hated my life.
• 37:45
  SPEAKER_01: Then I shifted into being me, and I felt free.
• 37:49
  SPEAKER_01: I felt light, I felt joy.
• 37:51
  SPEAKER_01: I was just like, this is what it's like to be alive, this is what it's like to really understand who you are.
• 37:56
  SPEAKER_01: And then I just never looked back, you know.
• 38:00
  SPEAKER_02: And wow, you enjoy your business and enjoy your life because you're doing things your way and attracting people who you're supposed to attract.
• 38:08
  SPEAKER_02: And what I've found is when you attract the right people, a lot of them you become legit friends with, or at least friendly, and you get so many more referrals from them because you're not at odds with them.
• 38:21
  SPEAKER_02: Like, it's funny when I hear people are like, ah, I gotta work with this one client and they're so analytical, but I'm so laid back and it's so not a good match.
• 38:30
  SPEAKER_02: It's like, well, why is it a it's not a match?
• 38:33
  SPEAKER_02: Like, help them find an agent that is better, that is more analytical.
• 38:37
  SPEAKER_02: I'm not analytical, but I'm not gonna work with somebody who is because I can't serve them.
• 38:42
  SPEAKER_02: I can't serve them the way that they need to be served.
• 38:45
  SPEAKER_02: I can't speak their language.
• 38:47
  SPEAKER_02: So why why try?
• 38:49
  SPEAKER_02: And when you do try, you're you're killing your positive energy, and that time you cannot work with someone who you are aligned with.
• 38:58
  SPEAKER_02: It just uh so newbies or those that are stuck in your business, take it from us.
• 39:04
  SPEAKER_02: You can pick whoever the hell you want to work with, simple as that.
• 39:08
  SPEAKER_01: Umybody and everybody, man.
• 39:10
  SPEAKER_01: And just find it and go for it.
• 39:12
  SPEAKER_01: And like for me, I always joke around.
• 39:14
  SPEAKER_01: Uh, I've never met a microphone or a camera I didn't like.
• 39:17
  SPEAKER_01: I was just comfortable in front of the cameras, and so I knew for me that was gonna be my medium to attract the people in because the people that are watching this obviously take their time out of their day to uh to watch the videos, watch, listen to the content.
• 39:28
  SPEAKER_01: And then they're like, Oh, this guy may or in their opinion may or may not know what I'm doing.
• 39:31
  SPEAKER_01: But then they call me and say, Hey Greg, like I had a guy, uh, his name was Hussein, great gentleman, super awesome human.
• 39:38
  SPEAKER_01: Um, and he's like, Hey, Greg, you know, I went out to his house for a listing appointment, and I hadn't seen him in five years.
• 39:42
  SPEAKER_01: And he's like, Hey, Greg, I just saw your last video at Scott Seafood.
• 39:45
  SPEAKER_01: I love Scott's Seafood.
• 39:45
  SPEAKER_01: I go there for my anniversary every year.
• 39:47
  SPEAKER_01: I'm like, You watch my videos?
• 39:50
  SPEAKER_01: And that's a marketing technique that that we do heavily on our side because I enjoy it.
• 39:54
  SPEAKER_01: But my team manager, Eileen, she would rather probably gouge her eyes out than get in front of a camera.
• 40:00
  SPEAKER_01: But she but she's the meticulous one.
• 40:02
  SPEAKER_01: She's the one that does all the analytics, she writes all of our contracts, she makes sure all the follow-ups are there.
• 40:06
  SPEAKER_01: And so we always joke around that, like, if we're ever doing marketing, make sure she CC'd on everything because she knows that I'm not gonna do a good job following up.
• 40:14
  SPEAKER_01: She will, then she'll text me and go, hey Greg, have you talked to so-and-so?
• 40:17
  SPEAKER_01: Have you called blah, blah, blah?
• 40:18
  SPEAKER_01: Have you done done blank blank?
• 40:19
  SPEAKER_01: And I'm like, Oh man, I really appreciate you because I'm like you, man.
• 40:22
  SPEAKER_01: I'm I'm just not analytical, I'm just not.
• 40:24
  SPEAKER_02: Yeah, and that's totally fine.
• 40:26
  SPEAKER_02: You can do just fine being who you are.
• 40:29
  SPEAKER_02: Um, so speaking of which, you do you consider yourself a luxury home agent?
• 40:34
  SPEAKER_01: A luxury uh I just um it in the eyes of the rest of the country, yes, we are 100% uh luxury.
• 40:41
  SPEAKER_01: We know 5 million to 2 million, you know, you know, we'll take in and rework in properties.
• 40:46
  SPEAKER_01: Like I it's a it's a for my market, and there's no disrespect in the mark in the area to anyone who's working in different marketplaces, just where I live, you know, a$300,000 condo is like bottom barrel, right?
• 40:57
  SPEAKER_01: That's like really low.
• 40:58
  SPEAKER_01: But in other marketplaces, that's an average, if not high price point.
• 41:01
  SPEAKER_01: So, yes, when we work the one, two, three, four, five plus million dollar properties, yes, we are luxury, but I don't feel luxury because you know, it it every person that owns any property has a couple of things they do every day.
• 41:14
  SPEAKER_01: One, they get up, they take a piss in the morning, they take a shower, they get ready, they eat food, they go to sleep, they live in a property of some sort, and then they get up and do that same cycle again.
• 41:24
  SPEAKER_01: So when you start looking at people and go, Oh, he's a luxury agent, I can never be him.
• 41:29
  SPEAKER_01: That's ridiculous.
• 41:31
  SPEAKER_01: Look, you can do anything you want and you can achieve anything you want because guess what?
• 41:35
  SPEAKER_01: The people that are living in those really expensive homes, they have the same hopes, fears, and dreams that you do.
• 41:40
  SPEAKER_01: And it's just as long as you treat them like a normal human, they'll do the exact same thing back to you about building the rapport with the people, then they will then the trust comes in.
• 41:47
  SPEAKER_01: Once the trust is there, then they will give you business.
• 41:50
  SPEAKER_01: That's simple.
• 41:51
  SPEAKER_02: It's amazing how there's this huge mind block for so many agents.
• 41:57
  SPEAKER_02: The majority of them, they're like, Well, I'm not qualified to sell a luxury home, or you know, that's a whole other level or whatever.
• 42:03
  SPEAKER_02: What do you say to them?
• 42:05
  SPEAKER_02: And then what like how did you first get into that or or get into feeling comfortable um selling a five, six million dollar home?
• 42:14
  SPEAKER_02: Um, you know, like anyone who's wanting to break into a higher price point, but they have a mental block, how can they bust through it?
• 42:23
  SPEAKER_01: I mean, obviously, when it's socially acceptable and you don't and people are not freaking out about this whole COVID bullshit.
• 42:28
  SPEAKER_01: And I we can go down a rabbit hole on that one.
• 42:30
  SPEAKER_01: Yeah, but you know, it's a disrespect for anyone who got sick or anything like that.
• 42:32
  SPEAKER_01: I just I never mind.
• 42:34
  SPEAKER_01: Um go door knocking, okay?
• 42:36
  SPEAKER_01: Or or or you know, go say hi.
• 42:39
  SPEAKER_01: Go say, hey Dustin, how are you?
• 42:42
  SPEAKER_01: Hi, my name is Greg McDaniel with EXP Realty.
• 42:44
  SPEAKER_01: I was just in the neighborhood.
• 42:45
  SPEAKER_01: I just want to come on by and see if there's anything I can do for you and your family.
• 42:48
  SPEAKER_01: How's life?
• 42:49
  SPEAKER_01: What's new?
• 42:49
  SPEAKER_01: You know, how are you guys doing with the whole COVID thing?
• 42:52
  SPEAKER_01: You know, either do a knock, do a call, but just ask how how you doing?
• 42:56
  SPEAKER_01: You know, is there anything I can do to help you?
• 42:58
  SPEAKER_01: You know, what kind of business are you in?
• 42:59
  SPEAKER_01: Can I who what's your perfect client look like?
• 43:01
  SPEAKER_01: How can I refer people to your business?
• 43:04
  SPEAKER_01: When's the last time, Dustin, you were asked, you know, hey man, how what's your perfect client look like?
• 43:10
  SPEAKER_01: How can I help you grow your business?
• 43:13
  SPEAKER_01: I mean, when is the last time you've been asked that?
• 43:16
  SPEAKER_02: Um aside from the spammy LinkedIn DMs that come out of the blue.
• 43:20
  SPEAKER_02: Oh, yeah.
• 43:21
  SPEAKER_02: Aside from those, uh, probably never.
• 43:23
  SPEAKER_01: So imagine the power of having that conversation with someone, especially when a lot of small businesses are losing their business, you know, losing their income, you know, but there's other alternative ways for them to get visibility.
• 43:36
  SPEAKER_01: And why don't you say, you know, Justin, how can I help you grow your business?
• 43:38
  SPEAKER_01: Like, what does it look like?
• 43:39
  SPEAKER_01: I talked to a guy and a gal, they've helped over 35,000 people with MS get better.
• 43:45
  SPEAKER_01: And I said, dude, how can I help you grow your business?
• 43:47
  SPEAKER_01: Can I can I bring my film crew out and can we film a free commercial for you?
• 43:51
  SPEAKER_01: And then my editing team will cut it up, and then you can push it out for social media ads and kind of get the word out of what you're doing.
• 43:57
  SPEAKER_01: Dude, these guys lost their marbles.
• 44:00
  SPEAKER_01: Because I was just there going, I'm here to serve you.
• 44:03
  SPEAKER_01: That is it.
• 44:04
  SPEAKER_01: You you know, you you you serve your community.
• 44:08
  SPEAKER_01: Um, my good friend uh uh Glenn Twittle out of Australia, phenomenal guy.
• 44:12
  SPEAKER_01: He's like the Tom Ferry of Australia, right?
• 44:14
  SPEAKER_01: I know that name.
• 44:15
  SPEAKER_01: I've heard that name before.
• 44:16
  SPEAKER_01: Dude, Glenn's such a good dude, man.
• 44:19
  SPEAKER_01: Um he's a guy that would give the shirt off his back to anyone that would help.
• 44:23
  SPEAKER_01: And one of his clients, when Australia was burning in the latter part of uh 2019, uh, one of his clients, uh, with no regard for fame or for his own safety or anything else, what he did, he was already kind of a cook, right?
• 44:37
  SPEAKER_01: So we had these huge vats.
• 44:39
  SPEAKER_01: And so what he did, he stayed back in his town in Australia, and he produced clean water from the well.
• 44:45
  SPEAKER_01: He cooked vats of food for for the first responders, you know, fed and watered the the first responders and gave water to the animals that were, it would come over to them that were hurt or you know, dislodged or anything like that.
• 44:55
  SPEAKER_01: And his visibility was good, but it took a hockey stick and went vertical, and he only was doing it because he had a passion for it.
• 45:01
  SPEAKER_01: And that's that's that's what that's what I'm talking about.
• 45:04
  SPEAKER_01: You don't have to work in a luxury market, you don't have to you know think you can't do a luxury market, you just start being you, the luxury market will come to you.
• 45:12
  SPEAKER_01: You'll get there, you will get there, but just go say, hi, how can I help you build your business?
• 45:18
  SPEAKER_01: Hi, what can I do to serve you?
• 45:20
  SPEAKER_01: Hi, what resource do I have that I can give to you and expect nothing in return?
• 45:26
  SPEAKER_01: Just give your heart out, and people will see that, they'll understand it, they'll they'll resonate with it.
• 45:32
  SPEAKER_01: And then guess what?
• 45:33
  SPEAKER_01: They're gonna tell their friends because in this time, if you go to a local business, let's say it's a taco shop, right?
• 45:39
  SPEAKER_01: And the taco shop owner, you give them some promotion, they get a couple of clients.
• 45:43
  SPEAKER_01: The clients come in and they're like, How'd you hear about us?
• 45:45
  SPEAKER_01: I heard about it from the McDaniel video that that took place.
• 45:47
  SPEAKER_01: Oh, it's amazing.
• 45:48
  SPEAKER_01: Taco shop owner goes back to his friends and family.
• 45:50
  SPEAKER_01: This guy, McDaniel, you know, made this video and got more clients for us.
• 45:54
  SPEAKER_01: They go, Oh my god, you're helping my dad, my friend, my father, you know, whatever.
• 45:58
  SPEAKER_01: Then ripple effects take place.
• 46:00
  SPEAKER_01: Bing, luxury market.
• 46:01
  SPEAKER_01: You helped Steve over at the at the taco shop?
• 46:04
  SPEAKER_01: I love Steve.
• 46:05
  SPEAKER_01: Steve's a cousin of mine.
• 46:06
  SPEAKER_01: Oh, no kidding.
• 46:07
  SPEAKER_01: Can you come over and talk to me about my luxury property because you brought value to them?
• 46:10
  SPEAKER_01: Maybe can help me sell mine.
• 46:12
  SPEAKER_02: That's all it is.
• 46:13
  SPEAKER_02: And as agents, see what I love about this is as agents who are doing a great job, you are a marketer who sells homes.
• 46:22
  SPEAKER_02: And all of the the marketing tactics and techniques and strategies that you use yourself, any other business owner in any industry can also use.
• 46:32
  SPEAKER_02: And guess who usually is in those luxury parts of town?
• 46:36
  SPEAKER_02: Business owners.
• 46:37
  SPEAKER_02: Yep.
• 46:38
  SPEAKER_02: So I love that.
• 46:40
  SPEAKER_02: Um, okay.
• 46:41
  SPEAKER_02: Quick kind of change of subject.
• 46:43
  SPEAKER_02: Uh, you mentioned you've done almost half a million cold calls in your career.
• 46:48
  SPEAKER_02: Uh, is that your primary?
• 46:50
  SPEAKER_02: Well, which which way of prospecting is your favorite?
• 46:53
  SPEAKER_01: Is cold calling that?
• 46:55
  SPEAKER_01: Well, cold calling and door knocking were my things that I would go to.
• 46:59
  SPEAKER_01: There was before really social media even took off.
• 47:00
  SPEAKER_01: Because I think social media was five Facebook came into the picture with 2004, something like that.
• 47:05
  SPEAKER_01: Um, or it was a ish area time frame.
• 47:08
  SPEAKER_01: Don't don't crucify me on the exact deer.
• 47:10
  SPEAKER_01: But uh, you know, I we did a ton of door knocking and a ton of calls.
• 47:13
  SPEAKER_01: Now I'm starting to do more uh digital door knocking.
• 47:15
  SPEAKER_01: So that would be like the cold text messaging, which by we we buy by the DNC rules, we're not violating anything, we're straight in the gray, not in the gray area.
• 47:22
  SPEAKER_01: But cold texting is great.
• 47:24
  SPEAKER_01: Uh geofencing, we're just launching a launching a campaign there.
• 47:27
  SPEAKER_01: Uh, but calls is definitely up there because I can sit down with my uh my red X dialer and call up all the foreclosures, all the you know, for sale by owners.
• 47:36
  SPEAKER_01: Another great one if you guys are gonna do calls for rent by owners are absolutely legendary.
• 47:41
  SPEAKER_01: And I never even thought about them.
• 47:43
  SPEAKER_01: And when I was told about for rent by owners, why am I gonna call it for rent by owner?
• 47:47
  SPEAKER_01: Well, here's the reason, guys.
• 47:49
  SPEAKER_01: The for rent by owners, you're gonna call the owner of that of that rental, right?
• 47:53
  SPEAKER_01: So you can talk to them about you know helping them get that property rented, right?
• 47:56
  SPEAKER_01: Build the rapport.
• 47:57
  SPEAKER_01: You're not gonna make a lot of money, but you'll build the rapport.
• 47:59
  SPEAKER_01: Um, you want to see if they might want to sell that property uh and you know, turn it into a different and you know, do 1031 exchange and put it into another you know, investment to start their you know depreciation schedule over.
• 48:10
  SPEAKER_01: Or are they looking to buy additional properties to put in their portfolio?
• 48:13
  SPEAKER_01: So you have three different avenues of attack there.
• 48:15
  SPEAKER_01: Uh, and people are generally very, very nice to talk to.
• 48:19
  SPEAKER_01: I mean, if you don't don't stray into calling the the do not call list because the one that's illegal, two you can get barely fined, and three, those people get ticked off because they know that they're on the DNC list.
• 48:31
  SPEAKER_01: You call the people that are on the not on the DNC list, they're sweet, they're so nice, they're so much fun to talk to.
• 48:38
  SPEAKER_01: And they actually want to help you refer business because they respect the hustle.
• 48:42
  SPEAKER_01: Right.
• 48:43
  SPEAKER_02: When okay, so when you when you do your calls, have you found that all the other stuff you do, the branding stuff, your shows online, your billboard, your door knocking, all that, does that help you when you cold call?
• 48:57
  SPEAKER_02: When you make a call to somebody, how often do they recognize you and does it really help?
• 49:01
  SPEAKER_01: Well, uh, yes, if they do recognize because uh we work in uh in primary Alamo and Danville, two side-by-side cities.
• 49:08
  SPEAKER_01: And so we've been there for over 35 years doing business.
• 49:11
  SPEAKER_01: My dad has, and then I joined him 20 years ago.
• 49:13
  SPEAKER_01: So he had 15 years on uh on top of me uh on doing the the branding.
• 49:17
  SPEAKER_01: And so they'd call around like, are you Terry's son?
• 49:20
  SPEAKER_01: I am Terry's son.
• 49:21
  SPEAKER_01: Oh, we I know your parents from church, or we your dad sold our house for us, or whatever, right?
• 49:28
  SPEAKER_01: But it does help uh to have that, and it and it this is a long tail play, guys.
• 49:33
  SPEAKER_01: I mean, it's gonna take some time for that recognition to start.
• 49:37
  SPEAKER_01: Um, but yeah, it absolutely, but it can be sped up significantly with like what you're doing with Facebook ads in you know in the different areas that you're working in, uh doing you know, content on Facebook and Instagram stories.
• 49:49
  SPEAKER_01: I think stories get picked up 15 times more than um, or viewed 15 times more than a post.
• 49:54
  SPEAKER_01: Um and you can take your Instagram story and bring it right over to Facebook or can combine the two, and then you just do one post and goes into both.
• 50:00
  SPEAKER_01: IGTV is absolutely a game changer.
• 50:03
  SPEAKER_01: Uh last summer I did my first one, got like five or six thousand views on it, and I was wearing a shirt that said what's up, chicken butt.
• 50:08
  SPEAKER_01: I just came out of a two million dollar listing, and people got a kick out of it.
• 50:12
  SPEAKER_01: I thought it was pretty funny too.
• 50:13
  SPEAKER_01: But I mean, there's all these different ways where you can start becoming I I I refer to this as this.
• 50:18
  SPEAKER_01: I my whole goal is to be the Coca-Cola of real estate in my local market.
• 50:23
  SPEAKER_01: So you don't walk in and say, Hey, can I get a Pepsi?
• 50:25
  SPEAKER_01: Well, most people don't.
• 50:26
  SPEAKER_01: They say, Hey, can I get a Coke?
• 50:28
  SPEAKER_01: And that needs to be what people think about when you in your business, like, oh my god, it's I I'm who am I gonna call?
• 50:33
  SPEAKER_01: I'm gonna call Dustin.
• 50:34
  SPEAKER_01: I mean, that's just who I'm gonna call.
• 50:36
  SPEAKER_01: He's the guy for me.
• 50:37
  SPEAKER_01: Yep.
• 50:38
  SPEAKER_01: Branding.
• 50:39
  SPEAKER_01: Branding, branding, branding.
• 50:40
  SPEAKER_02: That's why Coke will spend a hundred million bucks to put their freaking logo on a baseball stadium or something.
• 50:46
  SPEAKER_02: It's uh, you know, it's not because they get direct leads, it's uh, you know, when you're thirsty, you look up, there it is.
• 50:54
  SPEAKER_01: You know, that's what I want.
• 50:55
  SPEAKER_01: At the Giants, the San Francisco Giants Stadium, uh, there is a uh gigantic Coke bottle in the back.
• 51:02
  SPEAKER_01: Um, and it's a slide for kids, but you know what?
• 51:04
  SPEAKER_01: That that dang thing is visible from any part of that park, and you just look up and it's prime real estate.
• 51:10
  SPEAKER_01: And you know what?
• 51:10
  SPEAKER_01: It is, it just it just hits into your brain and it's subconscious reaffirming, like, oh, I want a Coke.
• 51:15
  SPEAKER_01: I'm gonna get a Coke, right?
• 51:16
  SPEAKER_01: Yeah, and if you can start doing that and just start put when I started my podcast, I don't know about when you get when you started yours, but Matt, Matt, my co-host and I, we looked at each other and said, Well, how long until it's gonna take, you know, till till we've maybe see anything, and are people even gonna listen to us?
• 51:32
  SPEAKER_01: And we followed Gary V.
• 51:34
  SPEAKER_01: He took 18 months of him doing the wine library till he started seeing any traffic, and that was when YouTube just started, like it was an infant.
• 51:40
  SPEAKER_01: So he and I looked at each other and said, Okay, 18 months, let's roll.
• 51:43
  SPEAKER_01: And we just put our heads down.
• 51:45
  SPEAKER_01: We didn't look up, we just grounded out, and now we're we're one of the top podcasts in the industry because we didn't look around, we didn't look at our competition, we didn't see what Steve or John or Rebecca or Phil or Nancy were doing.
• 51:56
  SPEAKER_01: We just did us, and we got better every time we did it.
• 51:59
  SPEAKER_01: And we just and the same thing for your real estate, just put your head down, stop looking around, just get to work, make a goal, do five calls, five emails, five follow-ups a day.
• 52:10
  SPEAKER_01: There's you there's your game plan, go execute.
• 52:12
  SPEAKER_01: Doesn't matter who you call.
• 52:13
  SPEAKER_01: Pick up the literally pick up the phone book if you have one, open it up, Steve Smith.
• 52:18
  SPEAKER_01: Great, let's call him.
• 52:20
  SPEAKER_02: I think that's fantastic.
• 52:22
  SPEAKER_02: Um, I'd like to end on that because uh that that's just as as poignant as it gets.
• 52:27
  SPEAKER_02: Um, but we do have the rapid fire.
• 52:30
  SPEAKER_02: So with our guests, we have rapid fire questions.
• 52:32
  SPEAKER_02: You pick either or you don't need to elaborate unless you want to, and we'll blow through these and then I'll ask you a couple open-ended questions at the end.
• 52:41
  SPEAKER_02: But um, first off, thank you so much for being on the show.
• 52:45
  SPEAKER_02: Great insight.
• 52:47
  SPEAKER_02: And uh, you know, I think the key to pulling down those multimillion dollar listings is the what's up chicken butt shirts.
• 52:54
  SPEAKER_02: So that might be like a direct correlation type thing that should be researched.
• 52:58
  SPEAKER_01: It it's scientifically proven that that shirt does attract multimillionaires because you know what?
• 53:04
  SPEAKER_01: They they uh they they want to wear that shirt too.
• 53:06
  SPEAKER_01: And the funny thing is, my the client that I meant went with, I told him, and this is something I do for clients all the time, and I'll let you get to your questions.
• 53:11
  SPEAKER_01: I I tell them what to expect.
• 53:14
  SPEAKER_01: And I say, Hey Dustin, I cannot wait to come over and check, you know, meet you and your wife today.
• 53:19
  SPEAKER_01: Um, you know, I'm I'm very much more of a casual human being, so I'm gonna probably be in shorts and maybe a polo or a t-shirt because it's hot out.
• 53:27
  SPEAKER_01: Is that okay with you?
• 53:28
  SPEAKER_01: And the response is, oh yeah, dude, totally.
• 53:30
  SPEAKER_01: I'm casual too.
• 53:31
  SPEAKER_01: And it gives them permission, they know what to expect.
• 53:34
  SPEAKER_01: So when you walk in and you're casual to whatever level that means for you, that gives them the permission to be the same way.
• 53:42
  SPEAKER_02: Oh, I love that.
• 53:43
  SPEAKER_02: I mean, setting expectations and letting them know what to expect is so key, but I've never thought of it in the in the context of what you're freaking wearing to uh just to their listing appointment.
• 53:54
  SPEAKER_02: Like that's uh that's awesome.
• 53:56
  SPEAKER_01: Dude, I had one of my clients, I told them that this is years and years ago.
• 54:00
  SPEAKER_01: And I said, I was just so hot, dude.
• 54:02
  SPEAKER_01: It was such a hot summer day.
• 54:03
  SPEAKER_01: And I and I'm like, I just don't want to wear pants today.
• 54:06
  SPEAKER_01: And I called my and his name is Elmer, and I said, Hey, Elmer, uh, dude, do you mind if I if I'm I'm gonna be a little casual?
• 54:12
  SPEAKER_01: I was like, I don't care, Greg.
• 54:13
  SPEAKER_01: I show up and he goes, What the fuck, man?
• 54:16
  SPEAKER_01: I thought you were gonna be casual.
• 54:17
  SPEAKER_01: Where's the board shorts and flip-flops?
• 54:19
  SPEAKER_01: I was wearing like a khaki shorts and a polo shirt, and and I'm like, Really?
• 54:26
  SPEAKER_01: This is okay?
• 54:27
  SPEAKER_01: Yeah, okay, cool.
• 54:29
  SPEAKER_01: Had I known, you know.
• 54:31
  SPEAKER_02: Exactly.
• 54:32
  SPEAKER_02: Had I known, this would have been different conversation.
• 54:35
  SPEAKER_02: The you just be yourself because everyone wants to be themselves too.
• 54:39
  SPEAKER_02: It's funny how others think that they need to like buyers and sellers, they act like they need to be a certain way for you because it's a real estate deal.
• 54:47
  SPEAKER_02: Like it's it's bizarre, it really is bizarre.
• 54:51
  SPEAKER_01: It really is, and like I said, give them permission to be comfortable and let them know what to expect.
• 54:57
  SPEAKER_01: I love that.
• 54:58
  SPEAKER_01: You will you will see the world open up when that thing, and that that can be in your personal life, in your family life, and your business life, and everything else.
• 55:04
  SPEAKER_01: But I've talked enough.
• 55:04
  SPEAKER_01: I'm gonna shut up.
• 55:05
  SPEAKER_01: I'm gonna let you get to your questions.
• 55:07
  SPEAKER_01: Good stuff, man.
• 55:08
  SPEAKER_02: All right, rapid fire.
• 55:09
  SPEAKER_02: Pick either or you don't need to elaborate unless you'd like.
• 55:12
  SPEAKER_02: Um, we'll blow through these.
• 55:13
  SPEAKER_02: Facebook or Instagram for marketing or just personal use?
• 55:18
  SPEAKER_02: Whatever.
• 55:19
  SPEAKER_02: Facebook.
• 55:20
  SPEAKER_02: Instagram or LinkedIn?
• 55:22
  SPEAKER_02: Instagram.
• 55:23
  SPEAKER_02: Books or podcasts?
• 55:25
  SPEAKER_01: Podcasts.
• 55:26
  SPEAKER_02: Podcasts or audiobooks.
• 55:29
  SPEAKER_01: Oh, can I do both?
• 55:31
  SPEAKER_01: Um podcasts or audiobooks?
• 55:34
  SPEAKER_01: Podcasts or audiobooks.
• 55:36
  SPEAKER_01: Um podcasts.
• 55:42
  SPEAKER_01: That was painful.
• 55:43
  SPEAKER_01: It was.
• 55:44
  SPEAKER_01: I love audiobooks.
• 55:45
  SPEAKER_01: I mean, I'm dyslexic.
• 55:46
  SPEAKER_01: I listen to them all the time.
• 55:47
  SPEAKER_01: So uh you know, you know what?
• 55:50
  SPEAKER_01: Books, audiobooks.
• 55:52
  SPEAKER_02: Fair enough.
• 55:53
  SPEAKER_02: iPhone or Android?
• 55:54
  SPEAKER_02: iPhone.
• 55:55
  SPEAKER_02: Alexa or Google Home?
• 55:57
  SPEAKER_02: Neither.
• 55:59
  SPEAKER_02: Burgers or pizza?
• 56:01
  SPEAKER_01: Oh.
• 56:04
  SPEAKER_01: Shut.
• 56:05
  SPEAKER_01: It's another toffee.
• 56:07
  SPEAKER_01: Um pizza.
• 56:11
  SPEAKER_02: New York or LA?
• 56:13
  SPEAKER_01: LA.
• 56:14
  SPEAKER_02: NFL or NBA.
• 56:16
  SPEAKER_02: NFL.
• 56:18
  SPEAKER_02: NFL or Major League Baseball.
• 56:20
  SPEAKER_01: MLB.
• 56:22
  SPEAKER_02: Uh Mountains or beach?
• 56:25
  SPEAKER_02: Beach.
• 56:26
  SPEAKER_02: Uh podcasting or vlogging?
• 56:29
  SPEAKER_02: Vlogging.
• 56:31
  SPEAKER_01: YouTube or Facebook Live?
• 56:34
  SPEAKER_01: YouTube because it has a monetary aspect attached to it where you can actually make an income from it.
• 56:39
  SPEAKER_01: And people go to YouTube because they know they're gonna expect long-form content there.
• 56:44
  SPEAKER_01: They ex that that's what they're looking for.
• 56:46
  SPEAKER_01: So to build that longevity, uh, I would do YouTube hands down.
• 56:50
  SPEAKER_02: Nice.
• 56:50
  SPEAKER_01: Uber or Lyft?
• 56:52
  SPEAKER_01: Uber.
• 56:53
  SPEAKER_02: Gary V or Grant Cardone.
• 56:55
  SPEAKER_02: Gary V.
• 56:57
  SPEAKER_02: And what's the most impactful book you've ever read or listened to?
• 57:02
  SPEAKER_01: Hmm.
• 57:04
  SPEAKER_01: That is a brainstumper because it's on the tip of my tongue and I'm totally forgetting it right now, which is not the way it should be.
• 57:09
  SPEAKER_01: The most powerful book.
• 57:10
  SPEAKER_01: Um The Compound Effect by Darren Hardy was a really good one.
• 57:15
  SPEAKER_01: Um what is the book that um oh well uh follow your path, um, follow your passion, find your power by Bob Doyle.
• 57:23
  SPEAKER_01: Follow your path, find your power.
• 57:25
  SPEAKER_01: Um, it will, it's the first book that ever opened up my eyes because I was looking for a long time to um when I said, Well, I'm gonna make a million dollars, right?
• 57:34
  SPEAKER_01: But then you have that oppression on sitting on your chest or on your shoulders, that weight that, you know, and they walk you through this and they show you how to do the um the uh the uh the shit was it's a method.
• 57:44
  SPEAKER_01: Uh the Phoenix, or no, it's not Phoenix, it's the um Sedona, the Sedona method, um where you can ask yourself three little questions and you can and I'll ask you guys to do this right now.
• 57:55
  SPEAKER_01: If you have something that's bothering you, I want you to resonate with that energy.
• 57:58
  SPEAKER_01: And I'm not getting all woo-woos and crystals and we're not burning incense, okay?
• 58:01
  SPEAKER_01: Just listen to me.
• 58:02
  SPEAKER_01: Um, you ask three questions could I release it?
• 58:07
  SPEAKER_01: Would I release it?
• 58:08
  SPEAKER_01: And then when.
• 58:10
  SPEAKER_01: And so I have felt I had so much negative energy sitting on me uh for so many different things.
• 58:15
  SPEAKER_01: And so I was thinking about something.
• 58:16
  SPEAKER_01: Then I say, could I I so I'm giving myself permission, could I release this?
• 58:20
  SPEAKER_01: And you say yes or you say no.
• 58:22
  SPEAKER_01: Either way, it's an okay answer.
• 58:23
  SPEAKER_01: You release some level of that energy.
• 58:25
  SPEAKER_01: Say, could I release it?
• 58:27
  SPEAKER_01: Yes, I could.
• 58:28
  SPEAKER_01: Then would I release it?
• 58:30
  SPEAKER_01: Yes.
• 58:31
  SPEAKER_01: Then deep breath.
• 58:32
  SPEAKER_01: When?
• 58:34
  SPEAKER_01: Now and just let it go.
• 58:37
  SPEAKER_01: And that was that book single-handedly transformed my life.
• 58:41
  SPEAKER_01: I listened to it for 18 months straight in my truck.
• 58:45
  SPEAKER_01: I had to burn it onto CDs to the point where my CD players almost had to stop working because I had listened to it so much.
• 58:51
  SPEAKER_01: Now we learned something different in it every single time.
• 58:53
  SPEAKER_01: So yeah, follow your passion, find your power by Bob Doyle.
• 58:55
  SPEAKER_01: Phenomenal book.
• 58:58
  SPEAKER_01: I'm writing this down as we speak.
• 59:00
  SPEAKER_01: Yeah, it's it's it's like it's like unwrapping a present at Christmas every single time you listen to it because you're at a different place in life, mentally, physically, spiritually, emotionally.
• 59:09
  SPEAKER_01: So you're ready to hear the next thing.
• 59:10
  SPEAKER_01: You know, the old saying, the teacher will appear when the student is ready.
• 59:14
  SPEAKER_01: Exactly the same thing.
• 59:15
  SPEAKER_01: Love it, exactly the same thing.
• 59:17
  SPEAKER_02: And so that book is responsible for your your transition into the Russell brand of real estate.
• 59:24
  SPEAKER_02: It it it it really is because you know that I just I just pulled that out of my ass, but honestly, you are the Russell brand of real estate.
• 59:31
  SPEAKER_02: You're you're hilarious, but then you also have like the this deep mindfulness to you, and and you have a beard.
• 59:36
  SPEAKER_02: I do, I love my beard, man.
• 59:38
  SPEAKER_01: And I was contemplating on trimming it down, but you know, I kind of I want to be like this tattooed old ripped dude with like a gray beard and like a crazy like faux hawk or something.
• 59:48
  SPEAKER_01: I'll just be out of the box, you know.
• 59:50
  SPEAKER_01: I'm not sure what sure what my girlfriend's gonna say, but whatever, it's me.
• 59:53
  SPEAKER_01: So you like it or don't like it, and whatever.
• 59:55
  SPEAKER_01: That's right.
• 59:56
  SPEAKER_02: That's and then uh what's an app that you are obsessed with right now?
• 1:00:01
  SPEAKER_02: A new app or one that you just use religiously?
• 1:00:04
  SPEAKER_02: Uh give us an app recommendation.
• 1:00:06
  SPEAKER_02: It doesn't have to be business related at all unless you want it to.
• 1:00:09
  SPEAKER_02: Well, there's a couple of them.
• 1:00:10
  SPEAKER_01: One of them's Calm, uh, which is a phenomenal app um that I I really enjoy to really kind of go get yourself centered and kind of relax.
• 1:00:17
  SPEAKER_01: Um and there's another one.
• 1:00:20
  SPEAKER_01: Where are you?
• 1:00:21
  SPEAKER_02: Is that a guided meditation thing, or is it more just like a timer for uh you know, chilling?
• 1:00:27
  SPEAKER_02: Both.
• 1:00:28
  SPEAKER_01: Both.
• 1:00:28
  SPEAKER_01: Okay.
• 1:00:29
  SPEAKER_01: Um there's a really fun one.
• 1:00:32
  SPEAKER_01: Um it's called mobile pass.
• 1:00:34
  SPEAKER_01: And this is for when you travel.
• 1:00:36
  SPEAKER_01: Um, when you're traveling internationally or whatever, you can put in your passport, your flight information, everything else into this thing, you know, generate a QR code so that having instead of having to stand in line at the customs whenever we can travel again, you'd literally just take the mobile pass and you can go right to the guy and go blip, and they will let you through.
• 1:00:52
  SPEAKER_01: Um, that's always a fun one to kind of mess around with.
• 1:00:55
  SPEAKER_01: Marco Polo uh is another one I like.
• 1:00:58
  SPEAKER_01: Uh Marco, have you heard of Marco Polo?
• 1:01:00
  SPEAKER_01: Yeah, my wife uses it with her with her family, actually.
• 1:01:03
  SPEAKER_01: I the reason I like like Marco Polo so much is because it reminds you to contact three people a day.
• 1:01:10
  SPEAKER_01: And so if you could reach out to three people you haven't talked to in your in your you know, your your phone or whatnot and send them a cook little video.
• 1:01:17
  SPEAKER_01: Hey Justin, it's Greg, man.
• 1:01:18
  SPEAKER_01: Shoot, man, I am a horrible human.
• 1:01:20
  SPEAKER_01: I have not reached out to you.
• 1:01:21
  SPEAKER_01: My deepest apologies.
• 1:01:22
  SPEAKER_01: Uh, hit me up, brother.
• 1:01:24
  SPEAKER_01: Let's talk.
• 1:01:24
  SPEAKER_01: You know, something super simple like that.
• 1:01:26
  SPEAKER_01: And it's a way to keep in front of your database on a consistent basis.
• 1:01:29
  SPEAKER_01: Um and then the one I use the absolute probably the most is the Facebook Messenger app.
• 1:01:34
  SPEAKER_01: I and that's I and the Audible apps.
• 1:01:36
  SPEAKER_01: Those are the ones I use the most just because I'm constantly, if you see me walking around, I got earbuds in.
• 1:01:41
  SPEAKER_01: I'm not listening to music.
• 1:01:42
  SPEAKER_01: I'm listening to a podcast, a book on you know, an Audible book, or or something along those lines.
• 1:01:46
  SPEAKER_01: So a couple, a couple of fun apps there.
• 1:01:48
  SPEAKER_01: Nice, love it.
• 1:01:50
  SPEAKER_02: Greg McDaniel, thank you so much, man.
• 1:01:52
  SPEAKER_02: I appreciate it.
• 1:01:53
  SPEAKER_02: We've kind of gone over a little bit on time, so I really appreciate you just sharing your wisdom and your perspective.
• 1:01:58
  SPEAKER_02: Uh, the Russell brand of real estate.
• 1:02:00
  SPEAKER_02: It's a good one, my friend.
• 1:02:01
  SPEAKER_02: It's uh there's there's more parallels than I'm even than we even know yet.
• 1:02:05
  SPEAKER_02: Like I'm gonna go look into this.
• 1:02:07
  SPEAKER_02: But no, the jokes aside, thank you so much.
• 1:02:09
  SPEAKER_02: Uh really good stuff.
• 1:02:10
  SPEAKER_02: I'm excited for everyone to hear this, which if they're hearing this, they're hearing this, so they've heard it.
• 1:02:16
  SPEAKER_02: You know what I'm saying.
• 1:02:19
  SPEAKER_02: Yeah, oh boy.
• 1:02:21
  SPEAKER_01: Well, it's a good time to drop the shovel here at the end of the episode.
• 1:02:24
  SPEAKER_01: I'm gonna stop digging.
• 1:02:25
  SPEAKER_01: Well, you know what?
• 1:02:26
  SPEAKER_01: I uh when when you invited me on, I was I was just super excited.
• 1:02:30
  SPEAKER_01: So thank you for for for having me on.
• 1:02:31
  SPEAKER_01: We'll get you back on my show as well.
• 1:02:33
  SPEAKER_01: Um, and uh hopefully this was you know helpful for folks.
• 1:02:36
  SPEAKER_01: Um, if I can do anything to help any of your listeners, uh please just DM me on Facebook and I would be happy to do anything.
• 1:02:41
  SPEAKER_01: Just tell me you heard me on on this podcast, and we'll rock it out from there.
• 1:02:45
  SPEAKER_02: Awesome.
• 1:02:46
  SPEAKER_02: Yep, and I forgot to ask, where where can they find you?
• 1:02:48
  SPEAKER_01: What's your your preferred means of communication?
• 1:02:50
  SPEAKER_01: Facebook, guys.
• 1:02:51
  SPEAKER_01: Follow me on Facebook, follow me on Instagram, uh Greg McDaniel R E U on Instagram, and then just you know, well, you're not looking at it, you're listening to me.
• 1:02:58
  SPEAKER_01: Uh, just go to Greg McDaniel.
• 1:02:59
  SPEAKER_01: I'll be the guy with glasses, uh, with a big microphone shoved in my face, probably.
• 1:03:03
  SPEAKER_01: Uh go ahead and follow me there, guys.
• 1:03:05
  SPEAKER_01: I'm at my 5,000 people friend limit, so just follow me and then just check out the lives, the show, uh, my beers and calls when I fire that back up.
• 1:03:12
  SPEAKER_01: Uh, and I'm here to here as a resource.
• 1:03:14
  SPEAKER_01: So yeah, I appreciate y'all.
• 1:03:16
  SPEAKER_02: Awesome.
• 1:03:16
  SPEAKER_02: And we'll have links to all of Greg's social media on Massive Agent Podcast.com after the episode drops.
• 1:03:22
  SPEAKER_02: Greg, thanks again, my friend.
• 1:03:23
  SPEAKER_02: We'll talk to you soon.
• 1:03:24
  SPEAKER_02: My brother, thank you so so much.
• 1:03:25
  SPEAKER_02: We'll talk soon.
• 1:03:26
  SPEAKER_02: Absolutely.
• 1:03:27
  SPEAKER_02: Told you.
• 1:03:28
  SPEAKER_02: Told you that was good stuff.
• 1:03:29
  SPEAKER_02: Greg is hilarious and extremely knowledgeable.
• 1:03:32
  SPEAKER_02: And uh, yeah, you're not gonna you're not gonna put a muzzle on that guy.
• 1:03:37
  SPEAKER_02: I mean, it's not like I tried.
• 1:03:38
  SPEAKER_02: Let's be honest.
• 1:03:39
  SPEAKER_02: It's not like I tried.
• 1:03:40
  SPEAKER_02: But uh, you know, he's Greg.
• 1:03:41
  SPEAKER_02: He's himself.
• 1:03:43
  SPEAKER_02: And I love that because if you are yourself, you will attract the right people in this business.
• 1:03:49
  SPEAKER_02: It's something that I learned years ago that even though I was told that from day one, I had to learn the hard way.
• 1:03:56
  SPEAKER_02: And once I did learn the hard way, I realized, holy shit, I can just show up to a listing presentation in a t-shirt.
• 1:04:01
  SPEAKER_02: I can wear a hat.
• 1:04:03
  SPEAKER_02: I can speak the way I speak, I can say shit, I can say balls or whatever I want to say.
• 1:04:08
  SPEAKER_02: I was inspired by Greg with the whole balls thing.
• 1:04:10
  SPEAKER_02: I don't usually say balls, but I could.
• 1:04:12
  SPEAKER_02: I could.
• 1:04:13
  SPEAKER_02: Uh wow, I told you this would deteriorate.
• 1:04:17
  SPEAKER_02: Luckily it deteriorated at the very end and not at the beginning.
• 1:04:20
  SPEAKER_02: Anyhow, guys, thank you so much.
• 1:04:22
  SPEAKER_02: Hopefully you took some notes.
• 1:04:23
  SPEAKER_02: Please, for the love of God, if there's something that you learned today or something that that excited you or that resonated with you, or or you got an idea that you're like, oh yes, I've got to do that.
• 1:04:33
  SPEAKER_02: Well, don't just say you've got to do it.
• 1:04:36
  SPEAKER_02: Please, frickin' do it.
• 1:04:37
  SPEAKER_02: Please.
• 1:04:38
  SPEAKER_02: That's so that is that's important to me.
• 1:04:42
  SPEAKER_02: Please do the shit, do the things, and grow your business, be successful, um, support your family, build something long-term, right?
• 1:04:52
  SPEAKER_02: You've got to build a business, not just own your own job.
• 1:04:55
  SPEAKER_02: So be thinking about uh getting off that freaking hamster wheel that so many agents are on, and start thinking about a business.
• 1:05:02
  SPEAKER_02: How are you gonna do that?
• 1:05:03
  SPEAKER_02: How are you gonna get leads coming in the door so that you can hand them off to other agents so that you can leverage yourself and the others' time and energy?
• 1:05:11
  SPEAKER_02: You've got to start thinking that way.
• 1:05:12
  SPEAKER_02: And implementing the systems and ideas that you that you may have just been inspired to do, that you wow, I feel totally tongue-tied, but I think I I think I nailed that.
• 1:05:22
  SPEAKER_02: My mind is mind-tied.
• 1:05:24
  SPEAKER_02: Jesus, this is crazy.
• 1:05:26
  SPEAKER_02: Whatever it is, please do it.
• 1:05:28
  SPEAKER_02: Please do it.
• 1:05:30
  SPEAKER_02: Do it, do it, do it.
• 1:05:32
  SPEAKER_02: Don't just say you're gonna do it.
• 1:05:33
  SPEAKER_02: Guys, thank you so much for listening.
• 1:05:34
  SPEAKER_02: I appreciate you as always.
• 1:05:36
  SPEAKER_02: For more information about myself or the show, you could go follow me on social media at Massive Agent, Facebook, Instagram.
• 1:05:44
  SPEAKER_02: I'm at Massive Agent, LinkedIn, um, Dustin Brome on LinkedIn.
• 1:05:49
  SPEAKER_02: And then um MassiveAgent Podcast dot com.
• 1:05:53
  SPEAKER_02: Check it out.
• 1:05:53
  SPEAKER_02: Thank you guys so much.
• 1:05:54
  SPEAKER_02: I'll be back next week.