Latest / Epic Entrepreneurs / A Single Layoff Can Become Your Breakthrough with Jeff Riley, Carolina Results Team

Transcript

A Single Layoff Can Become Your Breakthrough with Jeff Riley, Carolina Results Team · Epic Entrepreneurs

0:45
SPEAKER_00: All right, everyone.
0:46
SPEAKER_00: Welcome to this week's episode of Epic Entrepreneurs.
0:49
SPEAKER_00: I am Cliff McCray with Action Coach Business Growth Partners, where we work with local business owners to turn big ideas into real scalable growth.
0:58
SPEAKER_00: Today I'm excited to be joined by Jeff Riley with the Carolina Results team.
1:02
SPEAKER_00: Jeff, how are you doing today?
1:04
SPEAKER_00: Doing fantastic.
1:05
SPEAKER_00: Thanks for having me.
1:05
SPEAKER_00: Yeah, yeah.
1:06
SPEAKER_00: We're very excited to have you here.
1:07
SPEAKER_00: So let's, you know, if you don't mind, let's go ahead and jump right into things.
1:10
SPEAKER_00: Let's go.
1:11
SPEAKER_00: All right.
1:12
SPEAKER_00: So for those of you who may not know it yet, you know, what is the Carolina results team and what do you provide for the community?
1:18
SPEAKER_01: Thank you for asking.
1:19
SPEAKER_01: So we I have been a business about 23 years as a real as a licensed real estate agent.
1:24
SPEAKER_01: And then the last 16 also have a property management company that have a pretty good extensive background of flipping homes as well as own rentals and uh help entrepreneurs who want to build rental portfolios.
1:36
SPEAKER_01: We can help them find them and then manage them as well.
1:38
SPEAKER_01: So we offer kind of a unique package there, being able to do both, a little bit of everything there.
1:44
SPEAKER_00: Perfect, perfect.
1:45
SPEAKER_00: And and who are you as a person?
1:46
SPEAKER_00: Who's Jeff Riley?
1:48
SPEAKER_01: Great question.
1:49
SPEAKER_01: Number one, a God-fearing man.
1:51
SPEAKER_01: I'll tell you that for certain.
1:52
SPEAKER_01: I I uh hit my knees every night and get my conscience clear with God.
1:57
SPEAKER_01: That's first and foremost.
1:58
SPEAKER_01: And that is the underlying principle behind my business.
2:01
SPEAKER_01: I want to make sure everybody is treated fairly.
2:03
SPEAKER_01: I've said for many, many years, if the phone rings, that's as if God himself said, Hey, Jeff, go help that person.
2:08
SPEAKER_01: So early on in my career, I had a young lady that gave me a call and said there were three other real estate agents that told her no, that they didn't work under the price range of$100,000.
2:18
SPEAKER_01: And I said, I apologize.
2:20
SPEAKER_01: Number one, nobody should be treated like that because I love making money.
2:23
SPEAKER_01: Money's great, but money's not everything and it should not buy love or respect.
2:27
SPEAKER_01: So I said, I will be glad to help you.
2:29
SPEAKER_01: And I went and helped that lady buy a house and she couldn't afford more than$100,000.
2:33
SPEAKER_01: So that's important to me.
2:35
SPEAKER_01: I again love making money, but you know, helping the people out that don't have a lot of money is also a passion, too.
2:40
SPEAKER_01: I'm gonna, I'm gonna do what I can and show them all love and dignity at the same time.
2:44
SPEAKER_01: And that transfers into the property management side as well.
2:47
SPEAKER_01: We we manage about 600 doors right now, currently in the uh in the Central Carolina area of South Carolina, Columbia, and the and the uh outlying counties and stuff right now.
2:58
SPEAKER_01: And we try to take care of the owners very, very well, but also the tenants.
3:01
SPEAKER_01: I don't want to be a slum lord, so we take very good care of our tenants as well.
3:05
SPEAKER_01: So that's where we are.
3:06
SPEAKER_01: Oh, also married, yeah, married, got uh second marriage for me.
3:11
SPEAKER_01: I've got three stepchildren, all between the age of 20 to 30, and I've got three children myself.
3:16
SPEAKER_01: So I'm I'm we my wife and I, Brady Bunch, so we have six kids total, ranging from 14 to 30.
3:23
SPEAKER_01: So busy life there.
3:25
SPEAKER_00: Yeah, busy life.
3:26
SPEAKER_01: That's what we do.
3:27
SPEAKER_00: Right.
3:28
SPEAKER_00: Yeah, yeah, perfect, perfect.
3:30
SPEAKER_00: So, Jeff, let's go ahead and get right into the business side of it.
3:32
SPEAKER_00: You know, what's something about running your business that people think is amazing, but it actually isn't when you hear about it?
3:39
SPEAKER_01: Well, for me, I hit the ground running every morning and go, go, go until I stop.
3:43
SPEAKER_01: And I think I think I'm unique about that in my business is I just I just have an internal drive that runs faster than most people's mortar motor.
3:51
SPEAKER_01: You know, a lot of folks don't run that way.
3:53
SPEAKER_01: And they the capacity-wise, and I sound like I'm being horribly arrogant, I'm just extremely confident in what I do, you know.
3:59
SPEAKER_01: So I I hit the ground running every morning and run hard until I quit.
4:02
SPEAKER_01: So long days are pretty average for me.
4:04
SPEAKER_01: And a lot of folks look at me and go, how do you do it?
4:06
SPEAKER_01: And I just look at them so I don't know any other way.
4:09
SPEAKER_01: And and that's that's kind of my secret secret to success, what makes me different is I I won't say smarter than you know most people out there, but I'll outwork you in heartbeat in terms of that.
4:19
SPEAKER_01: So that's that's what I'm known for.
4:20
SPEAKER_01: My clients know me for that.
4:21
SPEAKER_01: I'm I'm going to give them 110% at everything we do.
4:24
SPEAKER_01: That's a big piece for me.
4:26
SPEAKER_00: Okay.
4:26
SPEAKER_00: Yeah, yeah.
4:27
SPEAKER_00: No, I love it.
4:28
SPEAKER_00: Love it.
4:29
SPEAKER_00: Now, what was the exact moment where you realized, you know, this thing could either really work or it could completely blow up in your face and you lose everything?
4:37
SPEAKER_01: All right.
4:37
SPEAKER_01: Well, I'll go back, I'll go back to before, before I really even got started into real estate.
4:42
SPEAKER_01: My background was human resources.
4:44
SPEAKER_01: Coming out of college, I worked in HR for about six years.
4:47
SPEAKER_01: And I found myself all of a sudden, got a phone call, says, We got bad news, Jeff.
4:51
SPEAKER_01: We uh are filing bankruptcy, the company I was working for at the time, and you got two weeks.
4:56
SPEAKER_01: And I said, Do I really want to do this and continue to climb the ladder of corporate America?
5:01
SPEAKER_01: And that that was my least favorite part of working for corporate America, was basically just red tape.
5:06
SPEAKER_01: I hate meetings about meetings that were anti-productive and just, you know, and just bureaucracy of corporate America.
5:13
SPEAKER_01: And I found myself saying, Well, while I'm trying to figure out what to do with the rest of my life, I'm gonna go to real estate school to literally kill time because that was kind of my focus of real estate at the moment was I was just gonna go because I was pretty handy and I could, I wanted to flip houses and get involved in remodels and own rentals.
5:29
SPEAKER_01: I knew that was gonna be a part of my life.
5:31
SPEAKER_01: And we're talking when I was in my late 20s, you know, while a while ago.
5:35
SPEAKER_01: And so I went to real estate school and I watched all these agents go through at the final day of real estate school, they did something called the All-Star Panel, where they brought in top producers and interviewed the top producers, you know, and they were all making, you know, six figures, night, some of them making two, three hundred thousand dollars.
5:51
SPEAKER_01: And I said, it's going to take me 20 years to get there doing what I do in human resources to make the kind of money that they're making.
5:58
SPEAKER_01: And I'm gonna have to move my family all over the planet.
6:01
SPEAKER_01: And I didn't want to do that either at the time.
6:04
SPEAKER_01: So I said, What in the world can I do differently?
6:06
SPEAKER_01: And I said, and it kind of hit me at that moment.
6:08
SPEAKER_01: You asked about the Big Bang moment, right?
6:10
SPEAKER_01: That was it.
6:11
SPEAKER_01: I looked at them and said, What do they have that I don't?
6:13
SPEAKER_01: You know, and it goes back to what I said already.
6:16
SPEAKER_01: Nobody's gonna outwork me, you know, in terms of that.
6:18
SPEAKER_01: And what they have is they have contacts, they have a database and a little bit of experience.
6:23
SPEAKER_01: And I said, I'll get there pretty quick.
6:25
SPEAKER_01: So I said, I came home and told my wife that day, I was like, this is something I'm gonna do and I'm gonna kill it.
6:30
SPEAKER_01: And uh, she looked at me and said, You better keep looking for a job because you don't know that many people.
6:35
SPEAKER_01: Because we had just moved here about a year and a half prior to that.
6:38
SPEAKER_01: Yeah, we had moved here to South Carolina from Indiana at the time.
6:42
SPEAKER_01: And she was from here and she brought me back home, basically.
6:44
SPEAKER_01: Yeah.
6:45
SPEAKER_01: So I said, This is what I'm gonna do.
6:47
SPEAKER_01: And she kind of doubted me.
6:48
SPEAKER_01: And and it was one of those moments of if you want to get me to do something, challenge me.
6:52
SPEAKER_01: And she did, and I said, look out, you know.
6:54
SPEAKER_01: So that first year in business in 2003, I did 40 homes for a rookie.
6:59
SPEAKER_01: That's that's a big deal.
7:00
SPEAKER_01: That's unheard of.
7:01
SPEAKER_01: I worked for a company that had 400 agents and I finished in their top 10 and you know, selling 40 homes and instantly became their rookie of the year and you know, and took off pretty fast.
7:10
SPEAKER_01: You know, and the following year I just continued to climb and, you know, and and grew and grew and grew in my success.
7:16
SPEAKER_01: And it was mainly because I just outworked everybody else.
7:18
SPEAKER_01: But that that was the moment it happened really for me as I looked around and said, what do they have that I don't?
7:24
SPEAKER_01: And I said, a little bit of experience in a database.
7:26
SPEAKER_01: And I said, I'll overcome that because I'll outwork them.
7:28
SPEAKER_01: So that was the moment I knew I could make it at this.
7:30
SPEAKER_01: And when I went home and my wife challenged me and said, You better keep looking for a job.
7:35
SPEAKER_01: That that was the motivation I needed to say, you know, hold my beer, watch this, and you know, and took off.
7:41
SPEAKER_01: So that was it for me.
7:43
SPEAKER_01: Okay.
7:45
SPEAKER_01: Yeah, yeah.
7:46
SPEAKER_01: So and have you ever thought about quitting it goals?
7:49
SPEAKER_01: Go ahead.
7:50
SPEAKER_00: I'm sorry.
7:50
SPEAKER_00: Go ahead.
7:51
SPEAKER_00: Oh no, I was gonna ask you.
7:56
SPEAKER_01: Yeah, actually, I did it, yeah.
7:58
SPEAKER_01: Well, and that's where I was gonna kind of go with that because it was along about 2010, you know, the market had shifted in 07, 08, 09.
8:07
SPEAKER_01: In 2010, I'm hitting my knees going, Lord, this sucks.
8:10
SPEAKER_01: You know, I'm not I'm making half the amount of money I was just a few years ago because the business shifted and you know, everything was either a short sale, a fire sale, a foreclosure distress sale, and it was just really difficult.
8:22
SPEAKER_01: We were literally working twice as hard for half the money during those years.
8:25
SPEAKER_01: So I hit my knees and said, All right, God, I need a big sign.
8:29
SPEAKER_01: You know, kick open the door and shove me through it.
8:32
SPEAKER_01: I said, I'm not, I don't need a little sign.
8:34
SPEAKER_01: I want a massive burning bush sign to tell me if this is what I'm supposed to be doing.
8:38
SPEAKER_01: So, and I kid you not, there's two phone calls that week that happened.
8:42
SPEAKER_01: My financial advisor that managed a uh a 401k for me called me and said, Hey, I want to take you out to lunch.
8:49
SPEAKER_01: And he paystubbed me and told me how much money he was making and basically tried to recruit me.
8:52
SPEAKER_01: I had not told anybody I was thinking about leaving the industry at that point in time.
8:56
SPEAKER_01: But he kind of pay stubbed me and he's like, you know, the average person in my industry makes 70 grand first year.
9:02
SPEAKER_01: Do you think you're average?
9:03
SPEAKER_01: I'm like, well, absolutely not.
9:04
SPEAKER_01: You know, I'll kill that.
9:05
SPEAKER_01: And he said, Well, great, think about it.
9:06
SPEAKER_01: And he was basically recruiting me to go work for him.
9:09
SPEAKER_01: And then a former client of mine by the name of Keith, who is my business partner, called me and said, I've been praying and thinking about what I'm gonna do.
9:17
SPEAKER_01: He had he had had a phenomenal career working for the government, basically.
9:22
SPEAKER_01: He worked for the state of South Carolina, then on went to work for President Bush, believe it or not, in Washington, D.C., worked for Bush for three years, and came home and said, I'm sick and tired of politicians.
9:33
SPEAKER_01: And I've been praying, deciding what I want to do with the rest of my life.
9:36
SPEAKER_01: And God said, get into business with Jeff Riley.
9:39
SPEAKER_01: True statement.
9:39
SPEAKER_01: He said those words to me.
9:40
SPEAKER_01: And I went, wow, I can't get a bigger sign when I say, hey, God, you know, give me a sign.
9:46
SPEAKER_01: And God within a week says, you know, someone comes to me and said, God said get into business with Jeff Riley.
9:51
SPEAKER_01: And I went, oh my lord, what are we gonna do?
9:52
SPEAKER_01: And he, you know, shortly thereafter, we decided to form a property management company, which is now Midlands property management, and continue to grow.
10:00
SPEAKER_01: And the beauty in that is I'd never look back after that and said, you know, what am I gonna do?
10:05
SPEAKER_01: Because I knew, you know, that was it, it was pretty much laid out.
10:07
SPEAKER_01: And it has been, it has worked hand in hand because most real estate agents, their businesses are focused on folks that are trying to transact their primary residences.
10:18
SPEAKER_01: They're buying a home for themselves to live in or selling the home that they live in, right?
10:21
SPEAKER_01: And that's 95% of most real estate agents, that's what they chase.
10:25
SPEAKER_01: What the what my eyes were opened up to, it was an opportunity to do something different because yes, I still do that, and that's a big part of my business.
10:33
SPEAKER_01: But the longer we've been in business, it's allowed me to work with investors that want to build portfolios.
10:38
SPEAKER_01: During those, during those recession times of 07, 08, 09, those were the times that I I was introduced into that world and just, you know, by luck fell into my lap, you know, investors that I still work with today that wanted to build portfolios.
10:52
SPEAKER_01: And I was recommending property managers to them at that time, I'll help you sell them and you should call so-and-so to help you manage it to manage the property.
10:59
SPEAKER_01: You know, and they and they kept asking, would you do it?
11:01
SPEAKER_01: Would you do it?
11:02
SPEAKER_01: Would you do it?
11:02
SPEAKER_01: My philosophy at the time was, no, I don't want to go collect rent and have to threaten to break kneecaps over 50 bucks, you know, of profit or something.
11:10
SPEAKER_01: I focus on selling houses.
11:12
SPEAKER_01: And when Keith came along, he's the one that convinced me of how it tied into the greater picture of business.
11:18
SPEAKER_01: And it's allowed me to morph in my business that we still work with folks that want to transact their primary residence, but we now are able to focus on investors, you know, and find them great deals.
11:29
SPEAKER_01: And I love that.
11:30
SPEAKER_01: And that that is a niche or a specialty that I've grown into is focus on investors that want to sell off some of their portfolio, do 1031 exchanges, or they come to me and just say, hey, look, I've I've got a client right now that says, hey, I just made$4 million and I need to find property for it.
11:46
SPEAKER_01: Okay, great.
11:47
SPEAKER_01: So I go out and find him deals because he's a cash buyer and can do volume.
11:51
SPEAKER_01: You know, we manage a bunch of properties for him.
11:53
SPEAKER_01: So I can I can go to builders and developers and stuff like that and structure pretty good deals for him.
11:58
SPEAKER_01: And he loves that.
11:59
SPEAKER_01: So it's it's created a completely different niche for me that I didn't see before the property management came along.
12:06
SPEAKER_01: And it also allowed us the other piece of that too is a lot of those clients, he, you know, Keith asked me at the time, he's like, Well, what are you going to do with all these properties?
12:15
SPEAKER_01: At the time, I had like 70 properties listed, you know, and every week I'm calling my sellers saying, reduce price, reduce price.
12:22
SPEAKER_01: And a lot of them were so far underwater they couldn't reduce it anymore, or they had to bring money to the table, you know, and they just couldn't afford to do it.
12:28
SPEAKER_01: So he said, eventually, what this is what's going to happen.
12:31
SPEAKER_01: They're just going to get mad and fire you and go to down the road and you're going to lose them.
12:34
SPEAKER_01: He said, Why don't you offer to manage the property for them until the time that the tide shifts, they're suddenly in an equitable position, they pay down their equity and they and the value of their home grows up.
12:45
SPEAKER_01: And he said, that way you can keep in touch with them and build a relationship.
12:48
SPEAKER_01: And I said, You're right.
12:49
SPEAKER_01: Because in 2010, my systems weren't very strong to keep track of these clients.
12:55
SPEAKER_01: And now I've been able to create another avenue that which is really a system which allows me to keep track of them by managing their property.
13:01
SPEAKER_01: So that that's been fantastic and uh and something I didn't see coming originally, but it but it just helped feed into that business.
13:08
SPEAKER_01: So so I don't know if that answers the question completely, but that's my long-winded answer.
13:14
SPEAKER_00: No, it does.
13:14
SPEAKER_00: It does.
13:15
SPEAKER_00: Now, if you could wave a magic wand and instantly fix one part of your business tomorrow, what would it be?
13:23
SPEAKER_01: I love that question.
13:25
SPEAKER_01: That's actually a question I ask a lot of clients when I sit down and meet with them, you know, about that, you know, their transaction.
13:30
SPEAKER_01: I said, if I had a magic wand, you know, and could wave it over your transaction, how would this go for you?
13:35
SPEAKER_01: So I appreciate you asking that.
13:37
SPEAKER_01: So love that.
13:38
SPEAKER_01: And for me, let's see.
13:41
SPEAKER_01: I don't I I am far more in tune being a relationship-driven business than what the world is becoming right now.
13:49
SPEAKER_01: It's a necessary evil to have to be involved in social media and AI and things like that that I don't necessarily love.
13:57
SPEAKER_01: And maybe it's because I'm just getting old.
13:59
SPEAKER_01: I'm 51 and I've still got a long way to go.
14:02
SPEAKER_01: I plan to do this another 20 years.
14:04
SPEAKER_01: But that part isn't my favorite part, you know, and in being in turn, you know, you've got to focus on the social media aspect of it.
14:11
SPEAKER_01: And I'm I'm there, I'm on the platforms and stuff, but it's just not my natural proclivity.
14:16
SPEAKER_01: I would rather shake hands and kiss babies and go have lunch with you and build a relationship and talk to you on a phone or in person, as opposed to, you know, being being a handle on a on a social media account.
14:28
SPEAKER_01: So that that's not part I've loved, but it's part I've had to adapt to.
14:31
SPEAKER_01: And and you know, part of the way to overcome that is just engulf yourself in it when you have to, take classes on how to figure it out.
14:38
SPEAKER_01: And also I have a pretty good staff of folks that surround me right now on on both sides, on the on the property management side and the try transactional buying and selling side that that are pretty good at it.
14:48
SPEAKER_01: You know, they're younger than me and they they like that stuff more than I do.
14:52
SPEAKER_01: So they they they prompt me and say, Jeff, record this video or do this or do that, you know, to help keep me in tune with that.
14:57
SPEAKER_01: But yeah, if I if I could go back to doing business the way we did 20, 20 some years ago, it would be less social media driven than it is today.
15:07
SPEAKER_00: Okay.
15:08
SPEAKER_00: Now, and and this next question might be hypothetical, but let's say if if someone shadowed you for a full day or or let's say even a full week, they shadowed you and followed you around and kind of watched the way you work.
15:19
SPEAKER_00: What would surprise them the most about how you operate your business?
15:22
SPEAKER_01: Uh probably the pace at which I run and and I would say organized chaos, because I probably to them look like I work at a as a hibachi chef, because I'm I am just I'm just slinging things left and right, be a good way to say it.
15:36
SPEAKER_01: So uh, and it always amazes people that do that, just say had you know, that have shouted me because a lot of folks have asked to do so, or just other agents that I've known that have had chance to work on my team or watch me have said, How do you do everything you do?
15:49
SPEAKER_01: And it's just it just developed over time.
15:51
SPEAKER_01: I'm I've been a high producer, I think, since I was born, you know, and I just I I thrive on the ability to do a lot of things at once.
16:00
SPEAKER_01: A lot of people will say you can't multitask and do a good job at anything.
16:03
SPEAKER_01: And I I would disagree.
16:05
SPEAKER_01: Some people can.
16:06
SPEAKER_01: So it and I also know there are times where I just have to, you know, if it's super duper important, I have to stop and focus on one singular task and just just give 100% to it.
16:16
SPEAKER_01: But for the most part, I'm I'm really good.
16:18
SPEAKER_01: I call it being a buzzsaw, and I just rip through things.
16:21
SPEAKER_01: So it's just it's just rapid fire for me one after the one after the other.
16:25
SPEAKER_01: And I really don't have to take that time to stop and exhale, you know, or whatever.
16:29
SPEAKER_01: I just go.
16:30
SPEAKER_01: And it's probably fueled by Mountain Dew as much as anything.
16:33
SPEAKER_00: So I love it.
16:36
SPEAKER_00: I love it.
16:37
SPEAKER_00: So, what would you say is uh something that you're doing today that's giving you kind of an unfair advantage over your competitors?
16:45
SPEAKER_01: Yeah, great question.
16:47
SPEAKER_01: I would I would go back to the investment piece of that because again, most of my competitors are chasing the primary resident transactionals, those transactions, right?
16:59
SPEAKER_01: They're not focused, they don't have the expertise of being able to evaluate property, find them, construct deals, and then turn around and seamlessly manage them and transition them into that.
17:09
SPEAKER_01: Most don't.
17:09
SPEAKER_01: They can go out there, they can do part of that, they can do some property management, but again, they're not as they're not as experienced and well-homed as we are.
17:17
SPEAKER_01: And then on the other side, if you're an agent, you know, transacting, you know, how homes, you know, they don't, they don't manage them.
17:24
SPEAKER_01: So there's a, you know, there, there's a hiccup in between that that they don't do a good job at, I guess.
17:29
SPEAKER_01: So there's not as many of us that that are able to give the full package to investors, I think.
17:36
SPEAKER_01: And then the ability to to look at that and really analyze it and tell you whether or not it's a good deal or not.
17:42
SPEAKER_01: It's a very unique time right now that, you know, the majority of the money in the United States right now is not held by young folks.
17:49
SPEAKER_01: And and that's that's pretty much typical throughout history.
17:52
SPEAKER_01: But all the money right now is, you know, held by folks above 60 years old.
17:56
SPEAKER_01: Well, guess what?
17:57
SPEAKER_01: Those people are less likely to be worried about their primary residences and things like that.
18:03
SPEAKER_01: They're looking at end of life and setting themselves up for retirement and setting their families up for after their life is over.
18:11
SPEAKER_01: And I think that's something that that we add, my team adds to the picture, is we understand what that looks like.
18:17
SPEAKER_01: And most of the agents out there today, they're chasing that first-time homebuyer.
18:21
SPEAKER_01: The average first-time homebuyer right now, I just went to a Keller Williams national meeting that we had back in February.
18:29
SPEAKER_01: The average first-time home buyer out there right now is is 40 years old.
18:33
SPEAKER_01: That sounds insane to be 40 years old for the for that, you know, the average first-time homebuyer, but that's the facts right now.
18:38
SPEAKER_01: And most of your agents out there are chasing that first-time homebuyer, but that's not where the money is.
18:44
SPEAKER_01: So we we understand that and can cater to that because we we've had such great experience over the years for that.
18:50
SPEAKER_00: So now, what would you say is the hardest leadership lesson you've learned or you've had to learn while we're on your team?
19:00
SPEAKER_01: Great question.
19:01
SPEAKER_01: Hardest leadership lesson.
19:06
SPEAKER_01: I think I think the biggest challenge in any business, and especially for me, is people.
19:11
SPEAKER_01: People change.
19:12
SPEAKER_01: And Gary Keller, the founder of our company, once said, uh, even himself, he's considered to be brilliant, but even he's only right 50% of the time when he makes a hiring decision.
19:23
SPEAKER_01: And and that was kind of impactful to hear Gary Keller that say that, right?
19:27
SPEAKER_01: So I would say that's the hardest people is finding that's the hardest challenge of the job and leadership is finding the right people and then training them and retaining them, right?
19:37
SPEAKER_01: And I should patent this expression, everything is great until it's not.
19:42
SPEAKER_01: And people are the same way.
19:43
SPEAKER_01: I've hired great contractors and great employees who were fantastic in the beginning.
19:48
SPEAKER_01: And nobody makes a choice without thinking it's a good choice.
19:52
SPEAKER_01: We naturally don't go around making bad choices, correct?
19:55
SPEAKER_01: You know, we make good choices when we make them because we think it's the right choice.
19:59
SPEAKER_01: So, and they're always the great, they're always the right choice until they're not.
20:02
SPEAKER_01: And what I'm saying is you don't you don't ask a girl out on a date without thinking she's fantastic.
20:07
SPEAKER_01: You, you know, you think, oh, this is potential, right?
20:09
SPEAKER_01: This is a good choice.
20:10
SPEAKER_01: And every first date is great until it's not.
20:13
SPEAKER_01: Every first drink we have is great until it's not.
20:17
SPEAKER_01: You know, every every choice you make is great until it's not.
20:19
SPEAKER_01: And that goes the same way with hiring people.
20:22
SPEAKER_01: You know, they start out fantastic and and then and then things happen in their life.
20:26
SPEAKER_01: And what I like to say as well, life be life and sometimes, you know, life changes for people.
20:31
SPEAKER_01: I've hired great contractors who are phenomenal until something happened, until they had a fallout with their spouse, you know, and went through divorce or they developed a bad habit and things like that.
20:42
SPEAKER_01: And suddenly that contractor was not, you know.
20:45
SPEAKER_01: So that's the biggest challenge is just navigating people, you know, in my opinion.
20:49
SPEAKER_01: And if you can figure that out, then you you've got it made.
20:52
SPEAKER_01: But it's it's really, really hard, you know, to that's the hardest piece I think of any business is simply navigating people.
20:59
SPEAKER_00: Yeah, yeah.
20:59
SPEAKER_00: No, I totally agree with that.
21:01
SPEAKER_00: Now, we're gonna head into what's called the quick fire round.
21:04
SPEAKER_00: And how this works is I'm gonna give you one word, and I just want you to give me the first thing that comes to mind when you think about running your business and each word, how it kind of aligns, and then kind of give me a little small paragraph after you chose that.
21:15
SPEAKER_00: Yeah.
21:16
SPEAKER_00: First word is success.
21:18
SPEAKER_01: Yes, I guess everybody defines success differently.
21:21
SPEAKER_01: So the first thing comes to my mind is uh monetary success.
21:26
SPEAKER_01: But as as most people would, but also as I mentioned earlier in the show, I I like what I do.
21:31
SPEAKER_01: I feel good about helping people.
21:33
SPEAKER_01: And my success isn't just monetary, it's a fact that when when I'm at a closing table and I can get a hug from somebody who says, Thank you, you've changed my life and you've done a great job.
21:41
SPEAKER_01: I really appreciate that.
21:43
SPEAKER_01: That is more valuable to me than money at this point in time.
21:46
SPEAKER_01: And if I can do a great job of that, then the money comes, you know.
21:50
SPEAKER_01: That's what I would say.
21:52
SPEAKER_00: Failure.
21:53
SPEAKER_01: Failure.
21:54
SPEAKER_01: Each and every single one of us also have those too.
21:56
SPEAKER_01: And it's it's not, I'm gonna, I'm gonna quote Rocky, it's not about how many times you get knocked down, it's about how many times you get back up.
22:03
SPEAKER_01: And again, that's hard.
22:04
SPEAKER_01: This that there's a lot of agents in this business that have difficulty that really quickly punch out because it's hard.
22:11
SPEAKER_01: There are hard moments, you know, when you go through transactions and you were dealing with somebody's life, you know, and things fall apart that you had no control over, and they're put in a really tough position.
22:22
SPEAKER_01: That's not a fun spot to be in when somebody loses a deal a day or two before closing and They had a contract on another house to purchase, and the dominoes were lined up where this had to happen or this had to happen.
22:32
SPEAKER_01: And suddenly, like, I'm sorry, but you don't have a place to live, go rent or go to a hotel or go live with mom and dad.
22:38
SPEAKER_01: Those are hard moments.
22:39
SPEAKER_01: So you have to be in real estate to overcome those failures.
22:43
SPEAKER_01: You have to be somewhat of a shrink or a counselor to you know, to put your arm around them and say, hey, look, we're gonna get you through this.
22:49
SPEAKER_01: So that's that's what comes to my mind with failure.
22:53
SPEAKER_00: Burnout.
22:54
SPEAKER_01: Burnout.
22:55
SPEAKER_01: Everybody happens, yeah, happens to everybody as well.
22:58
SPEAKER_01: And and I certainly have had that moment or two.
23:00
SPEAKER_01: But I think we say in real estate, again, this is something that Gary Keller stood up.
23:05
SPEAKER_01: A lot of people talk about balance in life.
23:07
SPEAKER_01: In real estate, it's really hard to have balance because it is you drink from the fire hose.
23:12
SPEAKER_01: And if you're going to be successful at it, you better get used to that and learn to like it, which is not balance.
23:18
SPEAKER_01: And Gary said what you have to have is counterbalance.
23:21
SPEAKER_01: So I've kind of developed the philosophy over my career is work hard and play hard.
23:26
SPEAKER_01: So we take a lot of time off.
23:28
SPEAKER_01: I recently just went to the Coca-Cola 600 this past Memorial Day weekend.
23:31
SPEAKER_01: So had a had a blast at that, even though it rained half the time.
23:34
SPEAKER_01: Yeah, yeah.
23:35
SPEAKER_01: So it took some time off.
23:36
SPEAKER_01: And my wife and I love to go to music concerts.
23:39
SPEAKER_01: So we we have got tickets for about eight different shows between now and October, truthfully.
23:44
SPEAKER_01: So that we'll be at.
23:45
SPEAKER_01: So we'll take long weekends and take off.
23:47
SPEAKER_01: And even though I'm gone, I'm still on the phone negotiating deals, but it allows me to unwind and go to music concerts.
23:53
SPEAKER_01: We've got a week, you know, at the beach planned and uh a week at Nashville planned here over, you know, the rest of the year.
24:00
SPEAKER_01: So we we do a lot to counterbalance and enjoy life as well.
24:04
SPEAKER_01: So I think that's very important.
24:05
SPEAKER_01: So forget the concept of a balanced life.
24:08
SPEAKER_01: It doesn't exist.
24:09
SPEAKER_01: You have to have a counterbalance life and go go find ways to avoid that burnout.
24:14
SPEAKER_01: Scaling.
24:15
SPEAKER_01: Yes, great question.
24:16
SPEAKER_01: So that that's something I learned.
24:19
SPEAKER_01: I would I would definitely encourage everybody that wants to grow their business to understand what the word scaling means.
24:24
SPEAKER_01: And for me, that was go find people that were bigger, smarter than me and and go talk to them.
24:30
SPEAKER_01: Sometimes that meant I had to go outside of my market to to get that.
24:35
SPEAKER_01: And what we what we have at Keller Williams is a environment that's, or a community rather, that's very willing to help each other, you know?
24:44
SPEAKER_01: And so when I hit those points in my career that I said I need to scale and grow and didn't know how to do it, I simply looked around and found other agents, uh, either inside my market or outside of my market, picked up the phone and said, Can I talk to you about this?
24:58
SPEAKER_01: Or can I come visit you at your market center and spend a day with you?
25:02
SPEAKER_01: What's it gonna cost me?
25:03
SPEAKER_01: You know, and what I found, most of them said, just come on, I'll give you a day, you know, and they didn't charge me anything.
25:09
SPEAKER_01: But uh finding people that are smarter than you that are willing to help you grow and show you what they did was phenomenal for my growth.
25:16
SPEAKER_01: That's that's what propelled me from doing, you know, 50, 60, 70 transactions and I kind of hit that ceiling to being able and working 80 hours a week to being able to go find somebody that was doing more than me and working less time.
25:29
SPEAKER_01: So I was able, I was able to go find somebody two, three hours away in another market center, spending with them, and said, here's what I do differently, and here's how I manage my time.
25:36
SPEAKER_01: So that was pretty simple.
25:40
SPEAKER_01: Hiring.
25:41
SPEAKER_01: Hiring.
25:42
SPEAKER_01: Well, screen uh there there's an expression slow to listen, quick to make or uh slow, no, I screwed that one up, didn't I?
25:50
SPEAKER_01: Quick to listen, slow to speak, slow to make decisions.
25:54
SPEAKER_01: So that and that goes with hiring as well.
25:55
SPEAKER_01: And I think I butchered that up, but close enough.
25:57
SPEAKER_01: But anyway, the point is don't make quick decisions when you're in the process of hiring.
26:02
SPEAKER_01: I would highly encourage do your research, check your check your backgrounds, check your references, ask around, and then be real, you know, make sure when you're hiring somebody.
26:13
SPEAKER_01: Often the the what a lot of people do is they want to hire somebody just because they're a good person or they get along with them well or they're a good drinking buddy.
26:21
SPEAKER_01: That might not necessarily make the best hire.
26:23
SPEAKER_01: Make sure if you're hiring them, they fit with what you need.
26:26
SPEAKER_01: Don't craft the job around them, if that makes sense.
26:29
SPEAKER_01: Because I see it, I see that mistake a lot.
26:31
SPEAKER_01: Or they they will make concessions for the person, not necessarily look for the person that fits the job description of what they need.
26:39
SPEAKER_01: And definitely, as you're looking at that, another decision or mistake I think a lot of people make is they hire somebody to get along with that might be very similar to them, that has a similar skill set.
26:51
SPEAKER_01: But again, that's not really what you particularly need.
26:54
SPEAKER_01: You don't want somebody that's going to copy what you do and has the same skill set as you.
26:58
SPEAKER_01: More times than not, you need somebody that has the opposite skill set of what you have.
27:03
SPEAKER_01: Like, like I have a closing manager who is phenomenal.
27:06
SPEAKER_01: And she and I are very different.
27:08
SPEAKER_01: I'm I'm the I'm the front, I'm the guy in the front of the curtain doing the dancing and singing and all that sort of stuff, and and uh really the the rainmaker, the lead generator, the problem solver.
27:20
SPEAKER_01: I do all those sorts of things, and I know to hire the people to do the things that I don't like to do.
27:25
SPEAKER_01: So Carrie, my closing manager, is very OCD about details to the extreme.
27:31
SPEAKER_01: She was a former litigation attorney and went and stood in front of a judge and sued people for 10 years before she came on board with me.
27:37
SPEAKER_01: And she's been with me around eight or nine years.
27:39
SPEAKER_01: But she has a very different skill set.
27:42
SPEAKER_01: She loves paperwork, she loves checking boxes, she loves crossing T's, dotting I's.
27:48
SPEAKER_01: I hate that.
27:49
SPEAKER_01: That is not me.
27:49
SPEAKER_01: Jeff wants to, you know, run into the burning building and then figure out what's going on or jump into the pool and figure out how to swim.
27:55
SPEAKER_01: You know, I have a high deep personality, you know, so I hire people and surround myself with people that are not the same as me for the most part, you know, and try to find that.
28:04
SPEAKER_01: So that's what I would recommend.
28:06
SPEAKER_01: And I'm sure you guys are all familiar with personality profiles and how those work.
28:10
SPEAKER_01: So if you're not, go study the disc assessment and figure out what that is, because I'm I'm a very big fan of disc to uh to understand people.
28:18
SPEAKER_01: I've got and I've got to the point where I can I can literally teach disc now and walk into a room and have a conversation with someone in 30 to 60 seconds, be able to figure out very quickly where they fall in the disc and how I need to approach them from then on out.
28:32
SPEAKER_01: So that's what I would that was my recommendation.
28:34
SPEAKER_01: That's all over the board for hiring, but that's what I that was my that's my advice.
28:37
SPEAKER_00: Okay.
28:40
SPEAKER_00: Competition.
28:42
SPEAKER_01: Yes, competition.
28:45
SPEAKER_01: When I when I was younger, it was a lot more important to me when we're talking about competition to compare myself to others.
28:53
SPEAKER_01: And and uh I watched that leaderboard, and it was important for me to be in the top percentage of it, not a 4,000 agents.
29:00
SPEAKER_01: I often finished in the top 1% of that, and it meant something to me.
29:04
SPEAKER_01: Today I care a lot less, you know, because as as I've been doing this a lot longer, you know, it it that that is gone in terms of that ego.
29:11
SPEAKER_01: You might you might think listening to this that, oh God, Jeff's huge Jeff's head must be huge, you can't put a hat on, but not really anymore.
29:18
SPEAKER_01: I could care less.
29:19
SPEAKER_01: There was a day, yeah.
29:20
SPEAKER_01: There was a day when I had my pictures, my picture was in magazines, it was on billboards, it was on all the things.
29:26
SPEAKER_01: And what I realized over time is that really didn't hone my skills, it didn't help a lot of people, and it really didn't put much more money into my pocket.
29:34
SPEAKER_01: What it did is it cost me money and it padded my ego.
29:37
SPEAKER_01: And then I was humbled.
29:39
SPEAKER_01: And then I realized what's really important is that hug at the closing table, and I could care less about those accolades anymore in terms of awards and things like that.
29:50
SPEAKER_01: We still do well.
29:51
SPEAKER_01: You know, we we have done as high on my team as 170, 180 transactions a year.
29:56
SPEAKER_01: Now I'm not interested in pushing it that hard because I have a different, I have different priorities in my life.
30:00
SPEAKER_01: You know, I'd rather be able to focus more time on my kids and my wife and spend individual time with my clients, you know, to better their transactions, not focus on worrying about where I fall with my competition.
30:13
SPEAKER_01: And if my competition calls me and says, hey, Jeff, I need help.
30:16
SPEAKER_01: I'm the first one to step up and say, what do you need and how can I connect you with that?
30:19
SPEAKER_01: Is that a person?
30:20
SPEAKER_01: Is that a skill?
30:21
SPEAKER_01: Is that a system I can show you?
30:23
SPEAKER_01: What is it?
30:24
SPEAKER_01: Because that's that's what you know, where where I've evolved to in my life right now.
30:28
SPEAKER_01: It's not about trying to crush my competition.
30:31
SPEAKER_01: It's about how can I go help somebody because that's what God told me to do today.
30:34
SPEAKER_01: So that's my reaction to competition.
30:38
SPEAKER_00: I love that.
30:39
SPEAKER_00: And the last word is freedom.
30:41
SPEAKER_00: What does freedom mean to you?
30:44
SPEAKER_01: Freedom.
30:45
SPEAKER_01: That's one of the great things I love about my job, is I I get to choose what I want to do, and I still work like a maniac, but that's a choice.
30:53
SPEAKER_01: So I don't want to be in a position that I have to punch a clock or fill out a timesheet and answer to somebody.
30:59
SPEAKER_01: And of course, we all answer, you know, to people.
31:01
SPEAKER_01: I answer to my clients, of course.
31:03
SPEAKER_01: You mean I work for them.
31:04
SPEAKER_01: I'm literally unemployed after every closing is kind of the mindset of that.
31:08
SPEAKER_01: So, you know, for me, I get to pick and choose also who my clients are.
31:12
SPEAKER_01: Because there have been clients before when when my business was less and you know, I did less volume that I was worried about that, where I felt I had, you know, I had to take it.
31:21
SPEAKER_01: You know, whether whatever they put me through and beat me up and however nasty they treated me, I had to take it because I needed the money at the time.
31:28
SPEAKER_01: And being able to build my business and be more successful allows me the freedom to pick and choose who I want to work with.
31:34
SPEAKER_01: So if I feel like I have an abusive client, I can simply respectfully look at them and say, I'm not the guy for you.
31:40
SPEAKER_01: You might want to go ahead and find another agent that's gonna fit your needs better because it ain't me anymore.
31:46
SPEAKER_01: You know, so I can politely say that, which is nice.
31:49
SPEAKER_01: And I I just I like that.
31:50
SPEAKER_01: So that's what comes to my mind when when you say freedom is the ability to pick and choose who I want to work with.
31:55
SPEAKER_00: Okay.
31:56
SPEAKER_00: Okay.
31:57
unknown: All right.
31:57
SPEAKER_00: So I appreciate you getting through that quick fire round.
31:59
SPEAKER_00: So, you know, with all this talk of AI and self-automation and everything that's going on in the world right now, where do you think your industry is going?
32:07
SPEAKER_00: Where do you see your industry in the next 10 years?
32:09
SPEAKER_00: You said you'd you'd be you're planning to be around for a while.
32:12
SPEAKER_00: So where do you see your industry in the next 10 years?
32:15
SPEAKER_01: Well, I don't think it's going away.
32:17
SPEAKER_01: You know, I again, I mentioned I went to a national conference here recently and Gary V was there and he, you know, he he was phenomenal and talked about it.
32:25
SPEAKER_01: You know, he he posts like 350 times a day and all that sort of stuff, and they they they spoke about all the things.
32:31
SPEAKER_01: I I think it's again a necessary evil.
32:34
SPEAKER_01: You know, there's parts of it I think are phenomenal, are gonna help us.
32:37
SPEAKER_01: There are parts of it that I don't like.
32:39
SPEAKER_01: The fear out there of a lot of real estate agents is that it will put us out of business.
32:43
SPEAKER_01: You know, if you can have an AI agent to handle all this, you know, is that going to affect you?
32:48
SPEAKER_01: And and, you know, is that gonna kill real estate agents?
32:51
SPEAKER_01: And my answer is no, because what I found over time, you know, my 23 years in the industry is there's always something out there that people are afraid of.
33:01
SPEAKER_01: Back when I initially started, the issue was discount brokerages, you know, and they would come through and talk about how these discount brokerages were gonna kill us, and the traditional real estate agent wouldn't be necessary.
33:12
SPEAKER_01: And they were dead wrong because most of those discount brokerages are gone.
33:16
SPEAKER_01: And the reality was what it couldn't replace was somebody, most people want to talk to somebody.
33:23
SPEAKER_01: What AI is gonna have a difficult time doing is building a relationship and maintaining that and through difficult times make people feel confident.
33:31
SPEAKER_01: It's a complementary piece of your business, which there's a lot of ways to use it to lead generate and automate some of your systems, but it will not replace the ability to build that relationship and maintain that person's confidence and and just you know, being able to counsel them and everything.
33:48
SPEAKER_01: So I think it's an important piece, all that stuff, but it's not going to replace, you know, a real estate agent in our industry.
33:56
unknown: All right.
33:57
SPEAKER_00: So, Jeff, so where do you think your business will be by 2030?
34:01
SPEAKER_01: That's a great question.
34:02
SPEAKER_01: Thanks for asking.
34:03
SPEAKER_01: So, where I really see the just the state of the market here locally for me, uh, is there is so much growth here in South Carolina right now.
34:10
SPEAKER_01: And no matter what list you look at in the country, it ranks in the top five on every single one of those of people wanting to move to it.
34:18
SPEAKER_01: That in large part is because of the climate, the opportunities, just the political climate in the country in general.
34:24
SPEAKER_01: And it's just a highly desirable place to move to.
34:26
SPEAKER_01: It's been that way for a long time.
34:28
SPEAKER_01: Last year in 2025, they ranked number one in net migration versus any other country, uh any other, any other state out there right now, as well as the number one place to invest right now, uh, ranked by deeper pockets.
34:40
SPEAKER_01: It ranks in the top five on pretty much everything that you're gonna look at.
34:43
SPEAKER_01: So also business opportunities right now.
34:46
SPEAKER_01: There's a huge development in the Columbia area in Blythewood, South Carolina.
34:51
SPEAKER_01: We've got the Scout Motors plant that has just moved here.
34:53
SPEAKER_01: They're currently building a brand new manufacturing plant there right now, where they're expected to hire like 4,000 people by the end of next year, and they'll be rolling cars off of that line.
35:04
SPEAKER_01: And that that's also huge because that's going to create a whole bunch of exil uh other jobs associated with that in terms of support jobs as well as support plants.
35:13
SPEAKER_01: They're talking an additional 25,000 jobs created just to support that plant.
35:19
SPEAKER_01: I had the the fortune of becoming friends with a uh one of the local business development directors for one of the local colleges, and he was sharing a lot of information.
35:27
SPEAKER_01: And and what that means is people will continue to move here because there's a tremendous amount of job opportunity, but also it creates a great amount of investment opportunity.
35:36
SPEAKER_01: That's what that's the reason deeper pockets ranked it so high on their list, is because it's a great place to come.
35:41
SPEAKER_01: People talk about cap rates and and where to move to.
35:45
SPEAKER_01: There's a lot of states out there in our country right now that people are getting the heck out of.
35:49
SPEAKER_01: And you can see that they're losing people in California and Illinois and New York and some of these other places, and they're coming here.
35:55
SPEAKER_01: We've worked with a lot of investors here recently that are doing 1031 exchanges, pulling their wealth out of those areas and bringing them down here because the opportunities are so good.
36:05
SPEAKER_01: Our cost of living is excellent and all those different factors.
36:08
SPEAKER_01: So that's really where I see my business continuing to grow is just the opportunity to work with additional investors as we do that.
36:16
SPEAKER_01: And that scout plant I mentioned that's being built right now, it's literally padded out.
36:20
SPEAKER_01: They just opened up a brand new training center last month where they're starting to train as a$25 million training center to get people online to enter into the plant and start building cars.
36:31
SPEAKER_01: But nine, 10 miles up the road from that plant is another padded out site that is ready to attract the next major manufacturing plant, which is probably going to be related to that, some sort of auto manufacturer.
36:45
SPEAKER_01: In addition to now Scout Motors, we manufacture BMW, Volvo, and Mercedes, all high-end luxury vehicles, in addition to Boeing airplanes, right here in the state.
36:55
SPEAKER_01: So it's a great place to invest in.
36:57
SPEAKER_01: South Carolina's done an excellent job of creating tax incentives and other reasons to bring those businesses here.
37:03
SPEAKER_01: So we will continue to grow and grow and grow business-wise.
37:07
SPEAKER_01: And that's where I'll focus my business at is we'll continue to do that.
37:10
SPEAKER_01: We'll build the sales side of it for investors, and then we'll build the management side.
37:14
SPEAKER_01: And I, you know, we manage about 600 doors now, and I anticipate that doubling here within the next couple of years as we continue to add more inventory.
37:23
SPEAKER_00: Okay, okay.
37:24
SPEAKER_00: You know, it sounds like an exciting time for the Carolinas for sure.
37:28
SPEAKER_01: Absolutely.
37:29
SPEAKER_00: So, you know, and I and I want you to be as candid and as honest on the answer to this next question.
37:34
SPEAKER_00: But, you know, let's say if some a small business owner or a small entrepreneur is listening to the podcast episode with you today, Jeff.
37:41
SPEAKER_00: And let's say they just had they're struggling with their business, you know, they're they're feeling stuck or overwhelmed, they're just not profitable this year so far, having a tough go with 2026.
37:50
SPEAKER_00: What's a piece of advice you want them to hear from you today?
37:53
SPEAKER_01: Well, I don't think as long as you're in, as long as you understand the nature of real estate, I would tell them to look at real estate.
37:59
SPEAKER_01: And real estate is a long game.
38:01
SPEAKER_01: So for me, if they're into it for the long game, I would really preach the benefits of real estate.
38:06
SPEAKER_01: 90% of the world's millionaires invest in real estate.
38:10
SPEAKER_01: And we have, like I just said, we have a very unique opportunity here to continue to grow.
38:14
SPEAKER_01: Prices are still very low.
38:16
SPEAKER_01: So if you're if your business is struggling and you don't need the money day to day and you're looking for long-term investments, it's a great spot to be in.
38:23
SPEAKER_01: And if you're looking for the short-term cash flow, it's all about the hustle.
38:27
SPEAKER_01: You need to find a business.
38:29
SPEAKER_01: There's two answers there.
38:30
SPEAKER_01: You need to find a business that you can hustle and generate immediate rewards from.
38:34
SPEAKER_01: You get out of everything in life, you get out of it what you put into it.
38:37
SPEAKER_01: There's very few free lunches in life worth having.
38:40
SPEAKER_01: So go out there and outwork everybody else.
38:42
SPEAKER_01: And that's the number one thing to succeed in life, is just outwork everybody else.
38:46
SPEAKER_01: Put your nose to the grindstone and get her done.
38:49
SPEAKER_00: Okay, okay.
38:50
SPEAKER_00: Now, what's next for, you know, you kind of talked about this a little bit before, but anything else next for Carolina Results team?
38:56
SPEAKER_00: What should people be excited about coming up in the near future?
38:59
SPEAKER_01: Yeah, well, for me personally, like my goal, one of our clients that that we manage property for, this is this is just kind of an insight into one of our clients.
39:08
SPEAKER_01: He he inherited some properties from his dad and has about 40 properties that that he owns, and we they're all paid off.
39:15
SPEAKER_01: And we send him on average 35 to 40 grand a month.
39:18
SPEAKER_01: That is passive income.
39:19
SPEAKER_01: And that inspired me.
39:20
SPEAKER_01: And we've managed this individual's account for probably five, six years, and it just continues to grow.
39:25
SPEAKER_01: And he's made some moves over time where we've said sell this, buy this, and he's made little adjustments here and there.
39:30
SPEAKER_01: And these are fairly low-end properties, to be honest with you.
39:33
SPEAKER_01: They're not real high-end properties, but it continues to grow, and that inspired me.
39:36
SPEAKER_01: So for my vision right now, I own 10 doors that that we rent.
39:41
SPEAKER_01: And before I retire in the next 15, 20 years, I would like to own a hundred doors for a couple of reasons.
39:47
SPEAKER_01: I want to see that for for my that is my retirement plan because most real estate agents' retirement plan is death.
39:55
SPEAKER_01: They just work till they die.
39:56
SPEAKER_01: And they're right, they don't make ahead enough to plan and invest.
39:59
SPEAKER_01: And that happens to a lot of business owners as well.
40:02
SPEAKER_01: They just work until they die.
40:04
SPEAKER_01: So my retirement plan and succession plan really is to build that rental portfolio that's paid off, that is generating in in 10, 15, 20 years uh an income of$100,000 plus, which I can live, that's per month, which I can live quite comfortably off.
40:18
SPEAKER_01: I can gift whatever I want to that I don't need to live off of.
40:21
SPEAKER_01: I can save or invest whatever I want to.
40:23
SPEAKER_01: And then when I die, that is my legacy to leave to my children.
40:27
SPEAKER_01: That is, that is their golden goose, so that when I'm long gone, they get residuals for my hard work for the rest of my life.
40:34
SPEAKER_01: And that's one of the things I like to preach, you know, to a lot of my clients is, you know, they say, I've got a house to sell.
40:39
SPEAKER_01: Well, what are you gonna do with it when you sell it?
40:42
SPEAKER_01: You're gonna put it in a bank, you're gonna buy a car, what are you gonna do?
40:45
SPEAKER_01: You know, and I try to convince a lot of them, and very successfully done so is like, why don't you take that, use it as a down payment and buy or two or three or four more houses and make that an investment for your family, your children, your grandchildren, stuff like that.
40:58
SPEAKER_01: So that's that's where the future for me is to continuing to build that as we as we build really all the different levels of the businesses.
41:04
SPEAKER_01: That's a big focus of mine over the next few years.
41:07
SPEAKER_01: So, you know, I'm always heard of doing a 1031 right now to buy a beach house.
41:10
SPEAKER_01: That's the next big thing on my agenda.
41:12
SPEAKER_01: So looking forward to that.
41:14
SPEAKER_00: Okay, good, good.
41:15
SPEAKER_00: That's very nice.
41:17
SPEAKER_00: And and finally, what's the best way for someone to connect with you or learn more about what you all do?
41:21
SPEAKER_01: Absolutely.
41:22
SPEAKER_01: I'd say, of course, we're online.
41:23
SPEAKER_01: You can go to CarolinaResults team.com and find us there, or you can just call me directly.
41:28
SPEAKER_01: My phone number is very simple 803-467-6440.
41:33
SPEAKER_01: And I'd love to have conversations with it when anybody has questions about that.
41:37
SPEAKER_00: All right, perfect.
41:38
SPEAKER_00: Any social media?
41:40
SPEAKER_01: You can find you can find me Carolina Results Team on Facebook.
41:44
SPEAKER_01: We're we're everywhere.
41:45
SPEAKER_01: Just look up Carolina Results team and I'm easy to find.
41:48
SPEAKER_00: So hard to find.
41:50
SPEAKER_01: Look up South Carolina, Carolina results team.
41:52
SPEAKER_01: So we're there.
41:53
SPEAKER_00: And you'll find it.
41:54
SPEAKER_00: Okay, okay.
41:55
SPEAKER_00: Pretty easy.
41:55
SPEAKER_00: Yeah, Jeff, this has been fantastic.
41:56
SPEAKER_00: Yeah, thank you for coming on and sharing your story and your perspective.
41:59
SPEAKER_00: Any last words you'd like to share with the audience before we go ahead and sign off?
42:03
SPEAKER_01: Hey, well, I appreciate the opportunity.
42:04
SPEAKER_01: It has been a great opportunity for me as well.
42:06
SPEAKER_01: So just call me if I can help you.
42:08
SPEAKER_01: I the way I look at life is if the phone rings, that's as if God himself pointed at me and said, Go help that person.
42:14
SPEAKER_01: So I'm glad to help you, and everybody should live with that motto out there.
42:17
SPEAKER_01: So go help somebody today, people.
42:18
SPEAKER_00: Yeah, no, I agree with that.
42:20
SPEAKER_00: And thank you, Jeff.
42:21
SPEAKER_00: And we wish Carolina Results team not to but continue success in the future.
42:24
SPEAKER_00: Thank you.
42:25
SPEAKER_00: Really appreciate you coming on.
42:26
SPEAKER_01: Absolutely appreciate you.
42:27
SPEAKER_00: All right, so how do you think that went?
42:29
SPEAKER_01: Good wrap up.
42:31
SPEAKER_01: I wish I'd have put more prep because I went back.
42:33
SPEAKER_01: I I've had a hellaciously, honestly, hellaciously busy last couple weeks.
42:38
SPEAKER_01: And I went back and I saw some of the questions.
42:40
SPEAKER_01: I wish I'd have spent a little more prep time uh, you know, before thinking about that, because I got to thinking last night and I said, what could have gone better is I missed this, I missed that.
42:48
SPEAKER_01: You know, so I probably should have gone back and done my homework before beforehand, which you which you gave me the opportunity to do.
42:53
SPEAKER_01: So it wasn't on you, it was on me.
42:54
SPEAKER_01: So just the last two weeks, but still it is what it is, and you know what I've learned, uh it doesn't have to be well polished and perfect.
43:03
SPEAKER_01: You just have to put it out there, and you you are what you are.
43:05
SPEAKER_01: So that that that's what I look at.
43:07
SPEAKER_01: I'm what I am.
43:08
SPEAKER_00: Yeah, yeah.
43:08
SPEAKER_00: I I noticed, I mean, at least for me personally, when I'm overly polished, I tend to do worse than when I just kind of go off the cuff.
43:14
SPEAKER_00: That's how I am personally.
43:16
SPEAKER_00: Uh yeah, that's how I am personally.
43:18
SPEAKER_00: I don't know about everybody else, but yeah, if I'm overly polished and I'll I'll come across a scripted, and I don't I don't really like coming across a scripted.
43:25
SPEAKER_00: So I felt like it went well.
43:26
SPEAKER_01: Yeah, my my wife, after I hang up the phone here with you, my wife is about to walk in my door.
43:32
SPEAKER_01: I'm in my office in the backyard of my house here.
43:34
SPEAKER_01: I got about an 800 square foot little detached office in my backyard, so I work out of.
43:38
SPEAKER_01: And uh she's gonna walk in and we're gonna shoot social media videos.
43:41
SPEAKER_01: So I was right before we got on the phone with you, I was preparing for those, and I've got three or four little, you know, we'll we'll hit you know, one to three minute videos, and she'll post them on YouTube and Twitter and Facebook, and she she's got a couple other places.
43:55
SPEAKER_01: So I'm about ready to shoot those, which she makes me do that again.
43:58
SPEAKER_01: Get ready to do that.
44:00
SPEAKER_00: All right.
44:01
SPEAKER_00: Well, yeah, we'll stop you then.
44:02
SPEAKER_00: Yeah, and I really appreciate you coming on.
44:04
SPEAKER_00: I do, I just wanted to ask you real quick before I let you go, you know, I because I believe I got your yeah, I got your information from somebody else.
44:10
SPEAKER_00: Didn't know if you knew any other entrepreneurs.
44:12
SPEAKER_00: I know that you work with a lot of people.
44:13
SPEAKER_00: Maybe some of that would like to come on the podcast, talk about their business.
44:16
SPEAKER_01: That is a great question.
44:19
SPEAKER_01: Let me think about that.
44:20
SPEAKER_01: What who would you be who would be the best target profile for you?
44:24
SPEAKER_01: Let me ask you that.
44:26
SPEAKER_00: For for us, it'd probably be tradesmen, people that work with their hands.
44:30
SPEAKER_00: Okay.
44:30
SPEAKER_01: That's why I asked that.
44:31
SPEAKER_01: Because I yeah, I know people.
44:32
SPEAKER_01: That's that's the blessing of what I do is I I you know, if somebody says, Do you know?
44:37
SPEAKER_01: I probably know or can find out relatively quickly a referral for them.
44:40
SPEAKER_01: So let me think.
44:43
SPEAKER_01: A tradesman I g how many do you want?
44:48
SPEAKER_00: Yeah, I mean it's you know