Latest / The Real Estate Agent Playbook / Joshua Smith on Thriving in the Worst Market & Becoming eXp’s Top Attractor

Transcript

Joshua Smith on Thriving in the Worst Market & Becoming eXp’s Top Attractor · The Real Estate Agent Playbook

• 0:00
  today I have the honor of bringing on somebody
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  I've looked up to for a long time in the industry
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  the founder of the GSD Mode podcast
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  and the GSD Mode brand Joshua Smith
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  he's now partnered with me at the Wolf Pack
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  but we take his entire journey back to 2005
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  what he saw in the market
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  his innate ability to
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  not only see what's coming in the market
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  but how he did that right
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  it's not an inate ability as he says on the show
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  but it is a 100%
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  all out dedication to watching metrics
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  and taking the opportunity to act accordingly
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  so from 7,000 homes sold
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  top 30 real estate agent in the nation to
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  you know one of the most elite
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  modern day coaches in our industry
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  and now partnering with us at the Wolf Pack
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  to completely burn the ships
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  go 100% all in for the first time
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  which was a surprise to me
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  that we talked about on this episode
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  but also the ability to partner with him
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  co partner with me um
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  co sponsorship is a thing at EXP
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  so yes if you are interested in any of that
• 1:11
  and partnering with the both of us
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  and having both of our areas of expertise
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  pour into you
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  so that you know what move is next in real estate
• 1:18
  please book a call below please mention Joshua Smith
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  um on that call
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  and we will make sure that we throw you into that
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  partnership but without further further ado
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  it's my honor to bring on the founder of the GSD Mo
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  Joshua Smith what is up everybody
• 1:34
  welcome to another episode of the Wolf Pack Way
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  today we have GSD mode himself Joshua Smith uh
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  Josh you've sold over 7,000 homes
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  ranked top 30 in the country as a real estate agent
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  tell us a little bit about you know
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  the early days of of real estate or or even Josh
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  Joshua Smith yeah man
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  first off it's an honor to be here man
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  I'm really excited for this
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  so yeah dude
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  it in some ways it feels like it went by like that
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  but in some ways it feels like this has been a hundred
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  year long journey alright
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  um you know and and back you know
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  I so I got started in 2005 and um
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  you know just hit the ground running you know um
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  you know
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  40 deals my first year hundred and three the second
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  and I started my team and built up from there
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  and you know but again it was different time man
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  I was 23 years old wasn't married didn't have kids
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  I could work seven days a week
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  I did you know I mean
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  I just grind out 80+ hour work weeks just grinding
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  grinding grinding and um
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  you know
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  but when I get asked about like how did you do that
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  there were really two components to it
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  so number one I was at that point in my life
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  where I was so fed up with
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  and sick and tired of being a loser
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  you know
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  college dropout never made more than $10 an hour
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  forgotten real estate so
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  so sick and tired of being broke
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  so sick and tired of feeling like a loser
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  being a loser
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  so I had that deep burning desire to succeed
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  which I found is just necessary
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  like if you don't have that
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  it's gonna be very difficult
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  like maybe get lucky for you know
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  cause of the market or whatever
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  get lucky for a year or two
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  but it's gonna be you know
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  very difficult
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  not impossible to go out there and succeed long term
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  but then from there you know
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  the one thing I mean
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  I don't classify myself as somebody that's
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  you know intelligent or super intelligent
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  but come on now but the
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  the one thing that I did right was understanding that
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  like I don't know what I don't know
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  so I'm like hey man
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  you know
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  I failed at everything in my life to this point
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  so I'll probably fill out this thing
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  unless I have the right roadmap
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  so yeah I spent my time
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  did my due diligence I found the right mentor
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  found the biggest badass I possibly could find
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  I didn't care what splits were
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  I didn't care about any of that
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  it was just like I just knew I needed the right person
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  the right mentor um
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  so I found the right guy he was one of the top Realtors
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  top team leaders in the country
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  but he so happen also happened to own the brokerage
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  so it's like I had that combination of
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  the right person that could just give me the roadmap
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  so I had no guesswork
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  I knew exactly what to execute on like every single day
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  what I needed to do to win
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  but I had that burning desire
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  and that's what's necessary
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  then to execute consistently on those two things
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  and you know
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  that's just what allowed to hit the ground running
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  yeah that's incredible
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  and seeking that out and real estate is an interesting
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  you know career path for that right
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  there's you always say that
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  we're the only industry that hangs out with each other
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  well we're also the only industry where you could
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  pretty much throw a dart at the map anywhere
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  and have a mentor that can actually pour into you
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  and serve and is willing to right
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  I think I think that's kind of a unspoken truth about
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  about the real estate world
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  yeah there's there's like the secret sauce
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  but when there's a
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  someone shows up and raises their hand
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  you know even if
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  you're at a place where you're not rewarded for doing
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  so you know
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  there's there's plenty of people to go around with that
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  so that's awesome that you were able to seek out that
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  and and find that um
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  so as as we progress obviously
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  you said 2005 into 2008 and
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  and we know that's when those numbers
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  you know the 40
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  the hundred
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  exponentially grew along with your team growth
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  you've always had a knack for finding market shifts
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  and spotting them before can you talk about
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  a little bit about where that came from and
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  and kind of how you've continued to do that
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  as we've progressed through different markets
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  yeah and again
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  it wasn't it's not like
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  you know an innate knack
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  it's it was developed because of great mentors right
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  so you know
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  my mentor taught me you know
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  he and this is again
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  a gentleman that I mean
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  he had been through the you know
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  high 80 interest rates the 87
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  you know market crash
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  the dot com bubble 9 11
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  like this is a dude that you know
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  been through it
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  and created massive success through those
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  and he said to me he's like look
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  if you get really good at acquiring and servicing
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  traditional buyers and sellers
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  then you get really good at acquiring and servicing
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  investors then
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  you get really good at acquiring and servicing
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  distress properties so foreclosure
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  short sale
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  probate divorce
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  you know people in distress situations
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  it's like your business
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  cause one of those will always be strong
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  regardless of what the economy
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  regardless of what the market
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  if you want to make your business recession proof
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  your business continues to grow
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  and scale for the longevity of your career
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  you know right
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  one of those is gonna be strong
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  but then he's followed that up with
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  but then you have to have the ability to read markets
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  so I was just taught you know
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  early on like dude
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  when when uh
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  the great financial crisis hit
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  you know cause back then dude
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  we didn't have YouTube we didn't have
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  you know like we didn't it was
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  it was a different climate
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  you know right
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  so yeah so
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  so all of a sudden all these Realtors
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  that I knew were dropping out of the industry
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  left and right cause it was
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  something like 42% of the industry dropped out within
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  like a year period
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  it was crazy or a couple year period
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  but it was you know
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  huge chunk dropped out pretty fast
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  and when I'm having conversations with them
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  they're like man
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  you know I had to leave the industry
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  you know cause the market crashed so hard
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  nobody saw this coming I'm like
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  what do you mean you didn't see this coming
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  like how could you not see this coming
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  you know but I didn't realize at that point in time
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  cause I was just so laser focused on myself
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  my business you know
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  and again
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  we didn't have the same awareness and information
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  the way that we do today
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  I didn't realize that others weren't doing this
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  you know so to me it was
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  it was pretty now
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  when I say that
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  I didn't know the severity of the crash
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  but it was very obvious
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  so it was like by the time the market fell off a cliff
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  like dude I was in with short sales
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  I had was in
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  had met uh
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  relationships with 35 different banks outsourcers
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  asset management you know firms
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  so I was able to position myself
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  but you know
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  having that ability to read markets is very important
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  you know it's like Wayne Gretzky says
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  you don't skate to where the puck is
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  you skate to where it's going
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  and it's not rocket science
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  you can pay attention to inventory rates
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  absorption rates pay attention to what's going on
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  but you gotta seek those opportunities
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  you know um
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  I always look at this of
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  the mental philosophy that's
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  served me extremely well throughout my whole
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  entire career is
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  there is no such thing as a good market
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  or a bad market the market's always good for somebody's
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  real estate professionals
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  it's our job at the highest level
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  to identify whom the market is good for shift pivot
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  adapt accordingly with our marketing prospecting focus
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  energy and efforts and our business continues to thrive
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  like right now you know
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  all these agents are there's not all these
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  but there's a big percentage of the industry
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  that's complaining that's struggling dude
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  there's massive opportunity right now
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  you're struggling cause you haven't pivoted dude
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  you're
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  what worked yesterday isn't gonna always work today
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  what works today isn't gonna always work tomorrow
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  yeah and I think that that's
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  that's an interesting point I always say
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  you know find the winners in the market and adapt and
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  and build a value
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  stack that will help serve that individual right
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  and so very similar models there
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  and you mentioned a couple metrics and uh
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  you did mention social media as well
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  and I think that now we're armed with information
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  but it's not the information that is absolutely needed
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  haha right
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  we're armed with what the
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  what the mortgage rates gonna be
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  we're armed with what the feds gonna do
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  sometimes understanding
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  the correlation of those two is a little bit difficult
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  because of the social media
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  with people that should know
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  so you mentioned a couple metrics there
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  and you've also mentioned on calls
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  and things within the wolf pack
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  that we're both a part of um
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  you know kind of what you're foreseeing now
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  so lean in a little bit to kind of
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  kind of where you think that's going
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  and why those metrics are so important and
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  and what you see as as the future
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  you know the next six months to 18 months looks like
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  yeah I think the worst thing that we can do with the
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  information overload that exists out there
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  so it's information overload
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  but crappy information overload
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  and I'm not saying I always have the right information
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  but what I'm saying is go to first sources you know
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  like
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  I'm not going to listen to somebody else's opinion
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  on YouTube that has no
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  damn idea what's gonna happen with the marketplace
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  like I'm gonna go to
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  you know first source so like an example
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  one thing I track very heavily is
• 9:37
  is consumer debt to savings rate
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  so go to the Federal Reserve
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  like if anybody's watching or listening to this
• 9:43
  you go Google Federal Reserve
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  Saint Louis consumer debt to savings chart
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  so that's a chart I pay very heavy attention to right
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  so if you look at right now today
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  at no point in time
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  in recorded history with the consumer
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  has the debt to savings gap been this wise
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  accelerated at this point in place okay
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  well who are we helping buy and sell homes
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  the vast majority of US consumers
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  maybe some of you are in with institutions
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  but you know
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  the vast majority of of real estate that's you know
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  done and the vast
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  majority of those in the industry are helping
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  regular buyers and sellers
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  you know um then okay
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  one thing I pay attention to is
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  to the Mortgage Bankers of association
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  I'm always looking at month over month
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  what are the application rates right
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  so when I look at like okay
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  if I look at okay
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  applications going up or they going down
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  that gives me an idea of okay
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  probably what the next 90 days gonna look like with
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  you know buyer activity
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  you know what's happening there
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  um and then paying attention to you know
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  one of the issues with stuff on YouTube
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  or X or whatever is
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  they're paying attention to national data
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  right well
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  what happens in Phoenix
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  Arizona might be different in Colorado where you're at
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  dude I have
• 10:50
  you know I have long term coaching clients of mine
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  there in Alabama
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  where during the great financial crisis
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  they saw a tiny little bit of a dip
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  but they didn't get ripped apart like my market did
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  so you know
• 10:58
  real estate is very hyper local
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  like you gotta know your market
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  study history I know
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  you know the last hundred years of real estate cycles
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  in my market what's taking place
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  how long those cycles lasted
• 11:10
  what the key indicators were that
• 11:12
  that LED to those cycles you know um
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  but even then from there it's like look
• 11:16
  history doesn't always repeat itself
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  usually rhymes but doesn't always repeat itself
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  you know um
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  so each cycle can look slightly different
• 11:22
  different things can lead to that cycle
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  so you know
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  this is where I will start kind of mind mapping out OK
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  what are the different possibilities of how this can go
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  because there's always gonna be opportunities
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  you know like if we look at what's happening right now
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  now I also
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  and this is just a philosophy I operate by
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  hope for the best plan for the worst
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  so I am planning on this next cycle
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  being worse than the Great Depression
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  and far worse than the Great Financial Crisis
• 11:46
  why am I doing that well
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  number one the consumer is in a way worse off position
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  the government is in a way worse off position um
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  if you look at the great financial crisis
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  that was a
• 11:57
  a United States issue that the rest of the world felt
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  now if we look at this like this is a global issue
• 12:04
  we've never had this type of a debt crisis globally
• 12:08
  you know
• 12:08
  there's so many things going on corporations dude
• 12:11
  like 99.5% of
• 12:15
  of the equity markets are essentially insolvent
• 12:17
  they're zombie companies
• 12:18
  the whole entire SMP 500 is held up by seven companies
• 12:22
  so the I'm looking at this
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  this is just a house of cards dude
• 12:25
  like
• 12:25
  with the biggest everything bubble we've ever seen
• 12:28
  at magnitude scales of size
• 12:30
  than anybody's ever experienced in recorded history
• 12:33
  so okay I'm expecting it to be the worst crash
• 12:35
  then in recorded history in all fronts
• 12:37
  now I could be wrong
• 12:38
  and I do not have a crystal ball
• 12:39
  and I don't pretend to I'm not here to tell anybody
• 12:41
  here's what exactly gonna happen right
• 12:43
  this is just what I do hope for the best
• 12:44
  plan for the worst cause here's the thing is
• 12:45
  if worst case scenario doesn't happen
• 12:48
  I'm good to go if it does happen
• 12:49
  hopefully I prep correctly and I'm good to go
• 12:52
  like there there's zero harm and foul
• 12:53
  and it's just the best way
• 12:54
  I found to hedge your overall business and success
• 12:57
  you know so then from there though
• 12:59
  you know as I mentioned before
• 13:00
  it's like OK
• 13:01
  people are like oh
• 13:02
  do you think we're gonna see all these Oreos
• 13:03
  I don't know you know if you look at things
• 13:06
  things happen differently if we look at 2,012 HUD got
• 13:10
  um
• 13:11
  20% of of or 20% of HUD got acquired by the big three
• 13:16
  Blackstone Vanguard
• 13:16
  State Street so then what we started seeing in 2012 is
• 13:20
  instead of HUD going to the market with these Arias
• 13:23
  anything that met their investors
• 13:26
  you know their institutional investors
• 13:28
  now they're not selling directly to Blackstone or
• 13:30
  you know Vanguard State Street
• 13:31
  but they've been owned sub funds and you know
• 13:34
  it's just a it it it's it's it's a mess
• 13:36
  it's a mess you know right um
• 13:38
  you know but if you go do the math on just like
• 13:40
  when all those homes were sold by Zillow
• 13:42
  go look at who acquired those you know
• 13:43
  it's owned by the same institutional investors
• 13:46
  that own both companies you know right um
• 13:48
  you know but anyway
• 13:49
  with this they started packaging up anything that met
• 13:52
  institutional investors buy box
• 13:53
  private equity firm and sold that directly to them well
• 13:57
  now since Freddy and Fanny have both had
• 14:00
  you know 20% institution ownership
• 14:02
  which is the max
• 14:03
  the GSE can sell acquired by the big three
• 14:05
  so they have a lot of control
• 14:07
  you know with decisions
• 14:08
  you know whatever
• 14:09
  you know that comes to that you know
• 14:12
  so but then now it's even different where instead of
• 14:14
  you know selling
• 14:16
  the banks follow these foreclosure process
• 14:17
  and sell to private equity firms
• 14:19
  what they're doing now is like
• 14:20
  if you look at Fannie Mae
• 14:21
  Freddie like do
• 14:21
  they're selling all the non performing paper
• 14:23
  directly to private equity and hedge funds
• 14:26
  then the hedge funds
• 14:26
  and private equity
• 14:27
  firms are carrying out the foreclosure
• 14:29
  keeping the ones that they want
• 14:30
  and then this you know
• 14:31
  doing dispositions on the one that they don't want
• 14:33
  so I have no idea if we're gonna see the Arias
• 14:35
  but what I know right now
• 14:36
  if I look at opportunities right now
• 14:37
  I know 30 day plus dates are are in the massive rise
• 14:40
  so we're hitting those right
• 14:42
  cause the owner still in control
• 14:44
  till that property's foreclosed upon
• 14:46
  like they're still in control of that sell
• 14:47
  of that asset okay
• 14:48
  probates divorces
• 14:50
  yeah right
• 14:51
  No. 1 reason for divorce financial hardship
• 14:53
  right now
• 14:53
  is the most affordable time to be alive as US citizens
• 14:55
  so for the vast majority this is the most difficult
• 14:58
  financial time of their lifetime
• 15:00
  so divorces are on the rise again
• 15:02
  probates I think
• 15:03
  probates will be the biggest listing
• 15:05
  niche that we will ever see
• 15:06
  for the rest of our lifetime
• 15:08
  you know so if you look at probate as an example
• 15:10
  you got 150 million residential housing units
• 15:12
  in the United States
• 15:14
  50% of all residential units
• 15:17
  are held through baby boomers
• 15:18
  and the silent generation
• 15:19
  so those are 62+ right
• 15:22
  um 70% according to
• 15:24
  you know Schwab's research and study
• 15:26
  70% of families that inherit estates via probate
• 15:30
  end up selling those estates
• 15:32
  they either don't want to or can't afford to
• 15:33
  you know keep these properties and hold on to them
• 15:36
  so we're talking 75 million units total
• 15:39
  so with that 70% you're talking 52 million units
• 15:41
  roughly that will be hitting the marketplace
• 15:44
  over the next several decades
• 15:46
  cause if you do the math you know
• 15:47
  40% of that generation unfortunately
• 15:49
  will not be here within the next 10 years
• 15:52
  so like when agents come to me right now like
• 15:54
  hey look
• 15:54
  if I could have one listing niche
• 15:56
  that would yield me the most juice for the squeeze
• 15:59
  to the biggest opportunity going forward
• 16:01
  I'm like dude
• 16:01
  probate bro you know right
• 16:03
  so but this is like
• 16:04
  we just gotta pay attention
• 16:06
  you know right
• 16:06
  so if you just pay attention
• 16:08
  you know it's like okay
• 16:09
  for the first 18 years of my career
• 16:10
  I never went after divorces
• 16:11
  it was never a niche that I had
• 16:13
  but then two years ago looking the market adjustments
• 16:15
  whatever I was like hey
• 16:16
  you know
• 16:18
  just seeing what's going on financially whatever
• 16:19
  I'm like dude
• 16:20
  I think this would be a good niche to go after
• 16:21
  so we started doing our research on it
• 16:23
  then started implementing it
• 16:24
  and now it's our second best listing niche
• 16:26
  yep and I think that that's
• 16:28
  that's the piece is you've mentioned several right
• 16:31
  it's not like you have to just
• 16:33
  go from the bird's eye view and be like
• 16:35
  oh we have to go to Rio
• 16:37
  right when you
• 16:38
  when you see this stuff coming
• 16:40
  and when it doesn't happen
• 16:44
  like
• 16:44
  you're still developing a value stack for listings
• 16:47
  that can be easily altered to one another right
• 16:52
  so say say you go hardcore into
• 16:55
  I mean probate and divorce
• 16:56
  I don't think those things are going away
• 16:58
  but as you mentioned kind of the
• 17:00
  the changing hands
• 17:01
  and the power plays with the institutional investors
• 17:04
  say REOs don't hit in Denver
• 17:07
  for example if you've gone that way
• 17:10
  and you've developed those relationships
• 17:13
  well every institution is part of
• 17:16
  some sort of transaction with real estate
• 17:19
  as you go so you can kind of shift as you go
• 17:22
  so talk a little bit about the strategies
• 17:24
  and how you start to break them down
• 17:26
  for instance just as an example
• 17:29
  in 2008 2009
• 17:31
  when you got ahead of the massive foreclosure
• 17:34
  what was your first you know
• 17:35
  two or three steps into building those relationships
• 17:39
  that turned out to be the right
• 17:41
  you know pivot for you at the time
• 17:43
  but
• 17:43
  talk a little bit about developing those relationships
• 17:45
  and and the strategy behind what you're doing there
• 17:48
  yeah so
• 17:49
  you know short sales preforeclosures
• 17:52
  30 day plus late you know right um
• 17:55
  so we can call 30 day plus late preforeclosure
• 17:57
  I guess um
• 17:58
  you know that
• 17:59
  that honestly happened on accident
• 18:02
  you know
• 18:02
  so I was my first year I did nothing but open houses
• 18:06
  then from there
• 18:07
  I got sick and tired of begging all these other agents
• 18:09
  for open houses for my storefront
• 18:11
  so then I was like well
• 18:11
  I'm allocating 10 hours a week
• 18:13
  begging these agents
• 18:14
  so I could have four or five open houses a week
• 18:17
  like
• 18:17
  why don't I just allocate that time to going after
• 18:19
  expires um
• 18:22
  so then that way I have my own store
• 18:23
  you know whatever
• 18:24
  so then though got to a point in and late 2,006
• 18:28
  early 2007
• 18:30
  where the reason why all these people are expiring is
• 18:32
  cause they're underwater
• 18:35
  um so then I was like okay
• 18:36
  well what do we do here
• 18:37
  go to my mentor I'm like
• 18:38
  what's their situation like these people
• 18:40
  they can't afford the house
• 18:42
  yeah right
• 18:43
  and he's like well
• 18:44
  there's a thing called a short sale
• 18:45
  now I didn't need him to teach me it
• 18:47
  you know like he would just tell like just point dude
• 18:49
  I got Google you know
• 18:50
  I can figure this stuff out like you just point
• 18:52
  I just need to figure out point me in the direction
• 18:54
  I'll go figure the rest out
• 18:55
  you know um
• 18:56
  so then I went out there and Learned about short sales
• 18:58
  everything I possibly could about short sales
• 19:00
  and cause I saw the opportunity was there
• 19:02
  now I'm not gonna learn anything about anything
• 19:03
  if there's the opportunity is not there
• 19:05
  it's just waste of time you know um
• 19:07
  so so you know
• 19:09
  I'm starting to do short sales and starting you know
• 19:11
  we're seeing a big uptick in that
• 19:12
  and one of the things real quick too
• 19:14
  is how I'm always reading markets is dude
• 19:16
  I'm having conversations like dude
• 19:18
  every month I meet with my title reps
• 19:19
  I you know I'm looking at hey
• 19:21
  like what are you seeing an increase of
• 19:23
  what are you seeing a decrease of
• 19:25
  you know so like if we look at OK
• 19:26
  2000 2006 2005
• 19:28
  2006 Master Traditional Business
• 19:31
  2007 started seeing traditional business slow
• 19:35
  but we started slowly seeing the uptick of
• 19:38
  of short sales and and Oreo right
• 19:41
  and at that time the reason why I say short sales
• 19:43
  versus pre foreclosure is
• 19:43
  at that time
• 19:44
  everything was pretty much a short sale right
• 19:46
  now the difference is ton of 30 day lates
• 19:49
  but you got about you know
• 19:50
  55 60% of them that have equity
• 19:53
  we don't have to do a short sale
• 19:54
  we still have to do some of those
• 19:55
  but you have way more equity sales today
• 19:58
  that are behind our mortgages than we did back then
• 20:02
  yeah so so it's like OK
• 20:03
  you got traditional business coming down
• 20:05
  so as I'm saying seeing this
• 20:06
  it's like OK like
• 20:07
  anytime I'm putting energy and effort into something
• 20:09
  and then all of a sudden
• 20:10
  and I was cranking it with results
• 20:12
  and all of a sudden those results start to diminish
• 20:14
  I start breaking out OK
• 20:15
  is there anything that I did differently in my strategy
• 20:17
  like what what's lead to the diminishing
• 20:18
  is it me or is it the market shift
• 20:20
  so at this time you know
• 20:22
  I'm meeting with my you know
• 20:23
  cause my title companies if I have
• 20:24
  you know three
• 20:25
  four different preferred title companies
• 20:26
  they might see 2,000 transactions a month
• 20:29
  you know right um
• 20:30
  and they get to see who the buyers are
• 20:31
  who the sellers are where they're coming from
• 20:33
  where they're going all those things
• 20:34
  so I'm meeting with them you know right
• 20:37
  starting to see an uptick
• 20:37
  so we're seeing an uptick in Oreo and short sales
• 20:40
  you know now if I just see an uptick one month
• 20:42
  I don't that doesn't put anything on my radar
• 20:46
  but if we got 3 four consecutive months
• 20:47
  and it's continued to grow
• 20:48
  and this is continued to come down OK
• 20:50
  now I'm starting to pay attention over here
• 20:52
  you know so I'm still doing in
• 20:53
  the hard part about a pivot and a shift is man
• 20:56
  you gotta add hours time
• 20:57
  energy and focus right
• 20:58
  cause I gotta do all the things
• 20:59
  I'm doing for my traditional business
• 21:02
  and on top of that
• 21:03
  it's like I'm already working 12 hour days
• 21:05
  so now I gotta work 16 hour days
• 21:06
  cause I gotta put four hours a day into getting into
• 21:08
  and learning this stuff you know
• 21:10
  well this stuff you know
• 21:11
  kept just growing growing
• 21:12
  growing this kept coming down
• 21:13
  so it got to the point where okay
• 21:15
  you know Oreo short sales was about
• 21:18
  you know 90% of my business
• 21:19
  traditional became about 10% of my business
• 21:21
  well
• 21:22
  then all of a sudden 2,012 traditional staying flat
• 21:27
  Rio and short sales start coming down
• 21:30
  so I'm like okay
• 21:31
  well this ain't
• 21:31
  you know traditional isn't taken up yet
• 21:33
  these are coming down right
• 21:35
  homes are still selling so for the first time ever
• 21:37
  we started seeing private equity firms coming in
• 21:40
  starting buying properties in our marketplace right
• 21:43
  so again meeting with title vendors
• 21:44
  meeting with whatever just looking at what that is okay
• 21:47
  well as you know
• 21:47
  we had like uh
• 21:48
  Invitation Homes you know
• 21:49
  buying 500 homes a month in just my market
• 21:52
  so I'm like okay
• 21:52
  how do I get in with them
• 21:54
  you know um
• 21:55
  what does that take what does that look like
• 21:56
  you know right um
• 21:57
  and each institution is different
• 21:59
  you know like REOs
• 22:00
  you go get your you apply
• 22:01
  get applications I don't know if right now
• 22:04
  I'd even recommend going through that
• 22:06
  now I all all my agent partners and like for myself
• 22:09
  yeah our applications are in
• 22:11
  you know um
• 22:12
  now just
• 22:13
  remember that 85% of all the paper that's done today
• 22:15
  and that has been done for a lot of years
• 22:17
  is through the GSEs so Freddy
• 22:20
  you know Fanny though
• 22:20
  like
• 22:21
  those are the big ones that you want to get in with um
• 22:23
  so we're getting our applications in
• 22:25
  but we're focused on what we can control
• 22:26
  you know marketing to pre foreclosures
• 22:28
  short sales again the other
• 22:29
  the other niches um
• 22:31
  but I I don't know if I put like
• 22:33
  I put an insane amount of energy into getting into Rio
• 22:38
  um because I could
• 22:41
  the opportunity was there
• 22:42
  it wasn't that I was like early to it
• 22:43
  like it was growing you know
• 22:45
  right in our market um
• 22:47
  and you know
• 22:48
  just but
• 22:48
  but by the time the market melted
• 22:50
  you know cause 2000
• 22:51
  you know late 2006
• 22:52
  early 2007 they were going there was growing dude
• 22:54
  you could seem more and more every single month right
• 22:58
  um
• 22:59
  you know um
• 23:01
  so then I do I go out there and spend
• 23:03
  then I spent thousands of dollars
• 23:04
  buying asset manager lists
• 23:06
  reaching out just
• 23:07
  just prospecting just Bam
• 23:09
  Bam Bam
• 23:09
  how can I help you how can I help you
• 23:10
  how can I help you do you need anything
• 23:11
  do you need you know right
• 23:12
  I wasn't begging for their business
• 23:14
  it was yeah
• 23:15
  what do you need what can I help you if
• 23:16
  if you have an agent partner
• 23:18
  so every Friday is an example
• 23:19
  I'd email every asset manager that I had
• 23:21
  their contact with every
• 23:23
  every Friday hey
• 23:24
  happy Friday hope you had a great week
• 23:25
  just so you know I'm available
• 23:27
  I'm working all weekend here's my cell number
• 23:30
  if for some reason one of your age
• 23:33
  you can't get a hold of one of your agents
• 23:34
  you need anything done emergency board up
• 23:36
  you need a BPO done whatever it is
• 23:38
  just call me I will get it done
• 23:41
  yeah right before every holiday
• 23:42
  last business day for every holiday
• 23:44
  hey just wishing you and your family a Merry Christmas
• 23:46
  just so you know I'm available
• 23:47
  I'm working there's something
• 23:48
  there's an emergency you need something
• 23:50
  Christmas morning I will leave my kids
• 23:53
  opening their Christmas presents
• 23:54
  to go do what you need from me
• 23:56
  not anymore
• 23:58
  we'll get we'll get to that later
• 23:59
  but you know
• 23:59
  but but that was
• 24:01
  you know but people like
• 24:02
  oh Josh
• 24:02
  that's so extreme yeah
• 24:03
  but it was extreme we're heading to extreme times dude
• 24:05
  right like anybody that didn't really pivot with this
• 24:07
  they just got freaking tore apart and ripped apart
• 24:10
  um and I'm not about just how do I sustain
• 24:12
  like dude
• 24:13
  I wanna thrive right
• 24:14
  I'm not
• 24:15
  I'm not one of these human beings that could just oh
• 24:17
  how do I just get through this till things get better
• 24:19
  no I wanna freaking kick ass and thrive right
• 24:21
  so might be a different you know
• 24:23
  might be wired different than other people
• 24:25
  um you know
• 24:26
  but then and
• 24:27
  you know six
• 24:28
  seven months of that it took before I had somebody
• 24:31
  you know
• 24:31
  give me an opportunity that they needed something
• 24:34
  I did that delivered on it
• 24:37
  you know um
• 24:38
  then they need another opportunity to deliver that
• 24:40
  well then next thing you know I'm
• 24:41
  you know law of reciprocity
• 24:42
  I'm getting my first assignment
• 24:43
  it's kind of like how you built your business
• 24:46
  but through helping you know
• 24:47
  human being like I'm helping these institutions
• 24:49
  like if I wanna go again with a probate attorney
• 24:51
  I'm like hey man
• 24:51
  like I know you need secondary
• 24:53
  you know neutral third party valuations
• 24:55
  need help with estate companies
• 24:56
  need help with any vendors
• 24:58
  you know whatever
• 24:58
  like I'm here for you like
• 25:00
  how can I help you you alright
• 25:02
  um
• 25:03
  you know so
• 25:04
  so and then with the hedge funds man
• 25:06
  so and
• 25:07
  and I'll share this story of just like you guys
• 25:09
  like you gotta you gotta
• 25:11
  you gotta don't don't just take a no
• 25:14
  you gotta think deeper again
• 25:16
  you gotta think of like what are the opportunities
• 25:17
  how can we position this together
• 25:19
  so there's a huge hedge fund that I wanted to get into
• 25:22
  with really bad out here
• 25:23
  I mean they
• 25:23
  you know cause I had all the listings right
• 25:24
  I had all the R E o short sales
• 25:26
  plus some traditional listings
• 25:27
  but so I had this this hedge fund that kept
• 25:30
  you know buying
• 25:31
  you know putting offers in
• 25:32
  and they you know
• 25:33
  kept agents kept reaching out to me
• 25:34
  they were underwrite
• 25:35
  develop a relationship with their underwriters
• 25:37
  you know um
• 25:38
  um but they kept coming to me like hey
• 25:40
  we want your listings we want your listings I'm like
• 25:41
  well what are you guys goals
• 25:44
  so they told me their goals well
• 25:45
  they're they're about 50 60% of their goal I'm like
• 25:47
  dude I got a small army of agents on my team
• 25:50
  I know this game
• 25:51
  I will make sure you hit your goal like
• 25:53
  what do I gotta do to get into represent you guys
• 25:56
  and I kept getting told you can't
• 25:57
  you can't you can't I'm like
• 25:58
  what the hell like why can't I
• 26:00
  so I finally developed
• 26:01
  a relationship with one of the underwriters
• 26:02
  deep enough
• 26:03
  where he's just up front and honest with me
• 26:05
  he he was like hey look dude
• 26:06
  we're we're we're you know founded you know
• 26:09
  our founder is
• 26:10
  is a Mormon and and they don't do anything
• 26:14
  you know you can't unless you're part of the church
• 26:16
  like you can't get in and I'm like okay
• 26:18
  well I'm not gonna like go change my faith
• 26:21
  haha just to get business
• 26:22
  you thought about it didn't you
• 26:23
  you know
• 26:24
  I'm about business but like a man like you know um
• 26:27
  I'm nothing is wrong
• 26:28
  I got tons of friends that are Mormon you know
• 26:29
  but I'm like okay like what do you know
• 26:31
  but then I was like okay well
• 26:33
  but then I I didn't take that I was just like dude
• 26:35
  there's gotta be a way so then he says to me he's like
• 26:37
  well any listings that you bring to us
• 26:40
  that are not on the MLS you can
• 26:42
  you can represent us but the second they hit the MLS
• 26:45
  our in house agent team has to represent them
• 26:48
  so then I'm like okay
• 26:49
  you know right
• 26:49
  so we start leveraging that
• 26:50
  feeding them these deals
• 26:51
  trying to find them off market deals
• 26:53
  you know whatever um
• 26:55
  you know but then I'm like
• 26:56
  man there's a bigger opportunity here
• 26:58
  now at this time you know
• 27:00
  we are buying properties for 80
• 27:01
  500 grand you know
• 27:02
  right that now today are worth six
• 27:04
  700 grand so they're already they're
• 27:06
  they're you know
• 27:07
  real estate was already you know
• 27:08
  30 cents on the dollar
• 27:09
  so they're paying full price for all these homes
• 27:13
  you know full more
• 27:13
  you know at that time right
• 27:14
  full more um
• 27:15
  so I I created a system called 50% more commissions
• 27:19
  so I would reach out to all the listing agents and say
• 27:21
  hey any of your listings that you have
• 27:24
  before they hit the market
• 27:25
  let me bring you a cash offer
• 27:27
  shoot me the photo shoot me the property specs
• 27:29
  shoot them to me
• 27:30
  I will get you a cash offer that will be as high
• 27:32
  if not higher than you can get on the open market
• 27:35
  um and if we put this together
• 27:37
  like let's just say they're charging
• 27:38
  you know I don't know
• 27:39
  I know we can't really talk about commissions
• 27:41
  but they're you know
• 27:42
  whatever is that they're charging
• 27:43
  I'm like you know
• 27:46
  whatever whatever you're gonna pay for the
• 27:47
  the co broker agent only give me half of that right
• 27:51
  you could take the other half
• 27:52
  now some agents like what do you talk about
• 27:53
  you're just commission acting to me
• 27:54
  I'm like dude
• 27:55
  all I did they email me the specs
• 27:57
  I would remove their information
• 27:58
  I'd email to the underwriter
• 27:59
  the underwriter emailed me an offer back
• 28:01
  I would remove the underwriter's information
• 28:02
  I email to them I mean
• 28:04
  I'd be at like dinner
• 28:05
  and I put like six deals together
• 28:06
  just at the dinner table right
• 28:07
  like it was it was it was just easy street right
• 28:10
  different time institutions are different dealing with
• 28:13
  yeah so then it got to the point where we're popping 50
• 28:15
  60 those a month you know right
• 28:16
  so then
• 28:17
  it got to the point where it was too much
• 28:18
  that I could handle so
• 28:19
  then I started teaching other
• 28:21
  teams that I knew how to do this
• 28:23
  and I would just take a 10% residual override
• 28:26
  you know um
• 28:26
  so this is what I mean I'm I
• 28:28
  you know that specific scenario
• 28:30
  situation probably won't work for anybody
• 28:32
  that's listening to this call
• 28:33
  but the reason why I share it is
• 28:36
  you know you gotta think deeper with this stuff
• 28:38
  yeah right
• 28:39
  I'm there's so many opportunities
• 28:41
  but you gotta think outside the box
• 28:43
  you gotta look at the opportunity
• 28:44
  then you gotta be a little creative with this
• 28:46
  and if you do that man there's just insane opportunity
• 28:50
  yeah and I think I mean
• 28:51
  a lot of a lot of people in our current marketers like
• 28:55
  okay yeah
• 28:55
  like they said no or whatever
• 28:57
  but the leading with value right hey
• 29:00
  what's it gonna take
• 29:01
  and then they open the door a little bit
• 29:04
  and you kicked it in haha
• 29:06
  right you're like
• 29:07
  here you go if that's what you want
• 29:08
  I'm working longer harder
• 29:10
  more and and you do it and you know
• 29:13
  you you often say everything works
• 29:15
  nothing doesn't and that's a
• 29:17
  you know that's a true testament of that that piece
• 29:20
  so you know
• 29:22
  as as we've gone through this and
• 29:23
  and Joshua's really dove deep into some other
• 29:26
  you know things that maybe you're like
• 29:28
  oh man like what how do I get some more of that or
• 29:31
  you know I need assistance
• 29:33
  currently at a XP Arbuckle Ridge co
• 29:36
  sponsorship is an opportunity
• 29:37
  you have the opportunity to be coached by both of us
• 29:39
  sponsored by both of us
• 29:40
  so if you are interested in that
• 29:42
  definitely hit the links below
• 29:43
  Joshua's links will be down there too
• 29:45
  and if you click my link definitely mention this
• 29:48
  but let's kind of talk about the agent who's paralyzed
• 29:52
  in this market right now
• 29:53
  and trying to do a bunch of different things um
• 29:57
  as you've you know
• 29:58
  we've always said kind of list to last list or die
• 30:01
  whatever that is and you've just unfolded
• 30:03
  I don't know probably four of the
• 30:06
  the 10 ways to really you know
• 30:09
  target and prospect for listings
• 30:11
  uh and you mentioned the
• 30:12
  the probate as as one that's coming
• 30:14
  the reason you mentioned that is because of
• 30:17
  you know the growing gray tsunami
• 30:19
  and the largest wealth transfer that we'll ever see
• 30:22
  probably in our lifetimes um
• 30:25
  so for those agents that are like
• 30:28
  where do I start
• 30:30
  how do you coach agents that come to you and
• 30:32
  and pick one of these niches or
• 30:35
  you know
• 30:35
  put them on the right path because you're a great
• 30:38
  you know pointer
• 30:39
  here's the system go so when agents come to you
• 30:44
  is there any you know
• 30:45
  questions or how do you determine like okay
• 30:48
  this is this is probably the best route for you
• 30:51
  yeah so the first thing I identify
• 30:53
  is it really a strategy issue or is it like a mindset
• 30:58
  you know'cause the vast majority if they're like
• 31:00
  I'm paralyzed I don't know what to do
• 31:01
  you know right
• 31:02
  it's
• 31:03
  you know
• 31:03
  so first thing is you gotta get your mental game right
• 31:06
  you know um
• 31:07
  and what I mean by this I'm not talking like oh
• 31:09
  you gotta go I got
• 31:10
  I've never been to a Tony Robbins anything
• 31:12
  what I'm talking about when I say your mental game
• 31:13
  right is you gotta deal in realities
• 31:15
  so middle classes is getting wiped out
• 31:19
  probably is greater than not
• 31:20
  that it'll be evaporated and just gone
• 31:22
  for the rest of our lives
• 31:23
  there's no need for it no reason for it you know
• 31:25
  I was born during the Industrial Revolution
• 31:27
  at that point in time there was a time for it
• 31:28
  now we're going through deindustrialization
• 31:31
  you know tech AI
• 31:33
  so you got the haves and the have nots
• 31:35
  so you gotta deal with realities
• 31:36
  of which side that equation I wanna be in
• 31:39
  you're gonna have those that have money and then broke
• 31:42
  right so rich and the poor OK
• 31:44
  I know I've been both
• 31:46
  I know what side of the equation I wanna be on
• 31:47
  you know they're both hard
• 31:49
  but in my experience being broke is harder
• 31:52
  you know so so No. 1 like you gotta deal with realities
• 31:56
  you gotta get extreme clarity on what you want
• 31:58
  why you want it why it's important to you
• 31:59
  and this is where I start with the strategy plan right
• 32:01
  cause if I look at this it's like okay
• 32:03
  if we look at a strategy plan
• 32:04
  the way I break this down if we reverse this is like
• 32:06
  okay
• 32:06
  we identify the mountain the mountain is the end game
• 32:09
  right like
• 32:10
  what is the mountain that you wanna climb
• 32:11
  to go out there and you know
• 32:12
  cause I don't know about you
• 32:13
  but dude like I don't live to work
• 32:15
  I work so
• 32:16
  I can go out there
• 32:16
  and create the life that I wanna create
• 32:18
  for me and my family right
• 32:19
  so it's like okay
• 32:19
  what's the mountain that's the endgame goal
• 32:21
  get the more clarity that clarity is power man
• 32:23
  so I'm gonna have extreme clarity
• 32:24
  in the mountain I'm climbing
• 32:25
  then the strategy plan is okay
• 32:27
  like what is you know
• 32:29
  what is the most effective
• 32:30
  efficient
• 32:31
  trail map to get me from the bottom to the top
• 32:33
  so I'm gonna identify that well
• 32:34
  then maybe you're climbing that mountain
• 32:36
  and then all of a sudden boom
• 32:37
  a tree is falling over
• 32:38
  and then you got a course correct
• 32:39
  that might be a market shift right
• 32:41
  like what's in the course correct
• 32:42
  but you you know
• 32:43
  Strat the strategy plan is the trail map
• 32:45
  then the daily execution weekly execute
• 32:47
  that's just the steps that we're taking
• 32:48
  every single day so you don't want to
• 32:50
  you like the only way to find the right strategy plan
• 32:54
  is to have clarity what you want
• 32:55
  why you want why it's important for you right
• 32:57
  so then we can actually
• 32:58
  truly reverse engineer
• 32:59
  the architectural game plan
• 33:00
  to get you from where you want to
• 33:01
  where it is that you want to go
• 33:03
  you know so we always start with that
• 33:05
  you know but the
• 33:06
  the again so many people use
• 33:08
  I don't know what to do as a cop out right um
• 33:11
  you know
• 33:11
  if you don't have that burning desire to succeed
• 33:13
  you gotta do whatever you gotta do to tap into it
• 33:15
  cause you will not create success unless you do that
• 33:17
  like you gotta get yourself there
• 33:19
  the pain of not accomplishing the thing
• 33:22
  must outweigh
• 33:23
  the pain that you're gonna have to go through
• 33:24
  there is no escaping the pain
• 33:26
  we're all gonna go
• 33:26
  you're gonna go through massive pain
• 33:28
  growth is all about suffering
• 33:30
  there's no growth without suffering
• 33:31
  so you're gonna have to go through the hard work
• 33:33
  you're gonna have to go through the pain
• 33:34
  you gotta look at all of this as a pressure test
• 33:36
  so if we're all just little pieces of coal right
• 33:39
  well pressure gets applied to coal
• 33:41
  the vast majority of pieces of coal crumbles
• 33:43
  then
• 33:43
  there's a select few that handle that pressure well
• 33:45
  to become diamonds you gotta commit right now
• 33:47
  am I a freaking diamond or am I gonna crumble like
• 33:49
  you know all the other pieces of coal
• 33:51
  so if you you know right
• 33:52
  so if you don't get that right
• 33:53
  none of this other stuff matters then from there
• 33:56
  you know
• 33:56
  when I help somebody come up with a strategy plan
• 33:58
  you know again
• 33:59
  it's like cause what
• 34:00
  the thing I don't wanna do is
• 34:02
  get them on a strategy plan
• 34:04
  and then all of a sudden
• 34:05
  they built themselves a metaphorical prison
• 34:07
  versus that metaphorical empire
• 34:08
  so here's an example you know
• 34:10
  a husband and wife team that I've been mentoring for
• 34:13
  you know since day one
• 34:13
  they got in the industry amazing business now today
• 34:16
  they take 22 vacations a year they track
• 34:18
  I mean they're able
• 34:19
  to build their whole entire real estate business
• 34:20
  and run it all from a laptop
• 34:22
  anywhere in the world
• 34:22
  they're in Germany right now as of today
• 34:24
  you know
• 34:24
  right when we're on this call you know um you know
• 34:27
  but they'll you know between the two of them
• 34:29
  you know pop 70 deals a year then they've got
• 34:31
  you know some agents on their team
• 34:32
  they'll do another you know
• 34:33
  hundred or two um but so when we were building this
• 34:36
  they came to me and said hey
• 34:37
  we want to be able to run a real estate business
• 34:39
  where we can travel the world
• 34:40
  our hotel rooms is our office for the day
• 34:44
  our kids are gonna do homeschool
• 34:46
  you know so we can work and play
• 34:48
  and see the world with our young family
• 34:50
  as we're building this thing okay
• 34:51
  well maybe
• 34:52
  maybe they're the best in the world at door knocking
• 34:55
  well okay
• 34:55
  if they're door knocking now they're a you know
• 34:58
  a prisoner to their local location
• 35:00
  that's gonna block them so we had to
• 35:02
  we have to look at Legion strategies
• 35:04
  and how you're gonna approach those strategies
• 35:06
  also based on what can get you there
• 35:07
  so want to think about the immediate
• 35:09
  solving the immediate problems
• 35:10
  but you also want to make sure that you have clarity
• 35:12
  you know long term so then from there you know
• 35:14
  I just look due to assess okay
• 35:16
  the simple is okay what are your target
• 35:17
  what are your goals do you want to focus on buyers
• 35:19
  do you want to focus on sellers
• 35:21
  let's identify and look at what's going in your market
• 35:23
  most things work good in all markets
• 35:24
  but there are certain
• 35:25
  things that don't work as good in some markets
• 35:27
  as others so we want to take that into account
• 35:29
  the other thing that I look at is okay
• 35:31
  what are your strengths what are your skill sets
• 35:33
  what do you enjoy doing what do you not enjoy doing
• 35:35
  you know so like Jeremy
• 35:36
  I'm guessing if I told you I do um
• 35:39
  hey I want you cold calling these leads
• 35:41
  three hours every single day
• 35:43
  five days a week you'd probably be like no
• 35:45
  you know it works
• 35:46
  it's amazing you know right
• 35:48
  but it's against you know
• 35:49
  like it's not your personality type
• 35:51
  or a thing that you didn't and
• 35:52
  and the more that we enjoy something
• 35:54
  the more that we'll we'll stay consistent with it
• 35:57
  we'll learn to master it
• 35:58
  I'm not saying that all things we're going to enjoy
• 36:00
  but if we can if we can align those things
• 36:02
  you know we can
• 36:03
  we can get the stars to align there
• 36:05
  um but then from that
• 36:06
  the key thing and you kind of said this earlier is look
• 36:09
  less is more
• 36:12
  so when you have lesser activities
• 36:14
  you can do more of them
• 36:15
  you can do them more consistently
• 36:17
  you can dial in the home you know
• 36:18
  processes the systems and you can truly master it
• 36:20
  like the path of closing 100 deals a year
• 36:22
  as an individual agent
• 36:23
  or even a small team is doing one or two things yeah
• 36:26
  let's just say we got our past client
• 36:28
  sphere of influence
• 36:28
  that's the one commonality that we all should have
• 36:30
  in together but as far as new client acquisition
• 36:33
  it's one or two things three max you know
• 36:35
  an issue I see so many have right now is they're like
• 36:37
  oh dude the markets change
• 36:39
  I gotta do more their mind goes more of oh
• 36:41
  now I gotta go out there and do eight different things
• 36:43
  they're doing all of them half ass
• 36:45
  they're getting no results like dude
• 36:47
  output equals input
• 36:48
  if you're putting half ass focus energy effort
• 36:52
  yeah right like dude
• 36:52
  like I want you doing one thing master
• 36:54
  and then when it comes to doing those things
• 36:56
  like I'll get somebody that's like
• 36:57
  hey man
• 36:57
  I need I need money within the next four or five
• 36:59
  like I really need to turn my business around fast
• 37:02
  but then maybe they're like well
• 37:03
  I also want to master YouTube and and social organic
• 37:06
  I'm like okay you know
• 37:08
  now you can do everything right not make one mistake
• 37:11
  but with you know YouTube social media organic
• 37:13
  like we're talking about 12 months
• 37:14
  before you start seeing any
• 37:15
  consistent element of income
• 37:17
  so let's put that on the back burner
• 37:18
  just just for the next six weeks
• 37:21
  all I want you doing is mastering
• 37:23
  we'll pick you know one strategy for the now money
• 37:25
  when I say now money like
• 37:26
  what activities can you do right now
• 37:27
  that's gonna lead you a paycheck
• 37:29
  you know within the next two three four months max
• 37:31
  yeah right and I look at this like
• 37:32
  if you got one bone arrow and you got two targets
• 37:35
  you can only hit one target
• 37:37
  you gotta pick and choose which target makes sense
• 37:39
  to hit then once we hit that target
• 37:42
  like I can get anybody to master you know
• 37:43
  whether it's open houses whether it's you know
• 37:45
  going after any of these different niches
• 37:47
  that we talked about so far
• 37:48
  anything else I get them to master
• 37:49
  and start getting the right run rate
• 37:51
  that they need to process
• 37:51
  the systems get their skill set down in six weeks
• 37:54
  now that we have that down we're not gonna stop that
• 37:56
  but now that we have that down
• 37:57
  let's grab that arrow now
• 37:59
  let's point at the social media YouTube
• 38:01
  so then now we're putting you know
• 38:03
  understand that that's gonna be the long term play
• 38:04
  that maybe will surpass the
• 38:05
  the immediate you know
• 38:07
  but we gotta focus on the right things
• 38:08
  at the right times yeah
• 38:10
  and I think that that's you know
• 38:11
  shiny object syndrome's real
• 38:12
  social media doesn't help
• 38:14
  our attention spans don't help
• 38:15
  but when you're really step back and dialing this in
• 38:18
  you have to understand that yes
• 38:21
  some of the things take longer to build
• 38:23
  some of the take longer to gain momentum
• 38:26
  but having real estate you know
• 38:27
  focused conversations through cold calling
• 38:29
  door knocking open houses
• 38:31
  you know those kind of situations is
• 38:33
  is where it's at so some
• 38:34
  I think that's the biggest piece
• 38:36
  and you know
• 38:37
  then when we step back and we're like okay
• 38:39
  here it is and
• 38:40
  and this is something at the brokerage level
• 38:42
  I'm sure from from your past and
• 38:44
  and everything that you talk about
• 38:46
  but when an agent comes to you and says
• 38:49
  we have to put money on the table
• 38:50
  so I'm gonna you know
• 38:51
  have a bartending job or a serving job
• 38:54
  you know what's your
• 38:55
  you know kind of advice on how to actually transition
• 39:00
  into a full time real estate job
• 39:02
  because time is there right typically
• 39:05
  but what's I mean
• 39:06
  why do we see so few people actually
• 39:09
  leave a part time job to be a full time
• 39:11
  real estate agent yeah
• 39:12
  so um
• 39:14
  okay I just created it's funny
• 39:16
  cause I just released just today
• 39:17
  right before we jumped on this podcast
• 39:19
  um on my YouTube channel
• 39:21
  it's how to successfully go from part time to full time
• 39:24
  cause I've helped I don't know
• 39:26
  100 if not a hundreds
• 39:27
  if not 1 thousand people do this at this point
• 39:28
  you know right um
• 39:30
  uh so okay
• 39:31
  so there's a few things right
• 39:32
  so number one we got
• 39:34
  so if I chunk this down on that podcast
• 39:36
  if you guys want to go watch it
• 39:36
  it's like I don't know
• 39:37
  a full 20 minutes of me breaking this down
• 39:39
  but for time on this podcast
• 39:41
  because I know I got other things to cover here too
• 39:44
  I'll just go through the core things right
• 39:45
  so number one
• 39:46
  we got to identify what's your true replacement income
• 39:48
  so whatever the number is
• 39:50
  like whatever your walkaway number is
• 39:52
  so maybe you're making seven grand
• 39:53
  10 grand let's just use 10 grand right
• 39:55
  because it's easy number
• 39:55
  so you got 10 grand a month coming in from the
• 39:57
  you know your
• 39:58
  your your main hustle
• 40:00
  whatever the income is yeah right
• 40:02
  let's identify your replacement number
• 40:04
  your walkaway number but then dealing in realities
• 40:07
  what that walkaway number is like
• 40:08
  you know think about benefits
• 40:09
  thinking about you know
• 40:10
  those things that maybe we don't have in real estate
• 40:12
  so now that I know their walkaway number
• 40:14
  you know then from there I break down and deal with
• 40:16
  okay like what
• 40:16
  what are your hours that you're there
• 40:18
  what are other commitments that you have in life
• 40:20
  cause one thing that I want to do is
• 40:22
  I want to build out a truly realistic schedule
• 40:25
  you know so we know the hours they have
• 40:27
  and we know the hour
• 40:28
  time blocks that we're plugging in
• 40:29
  those hours that's doable
• 40:31
  you know um
• 40:32
  cause it's like people have lives outside of real
• 40:34
  so if I create unrealistic plan
• 40:36
  that's unrealistic for them to follow
• 40:37
  like they're not gonna stick with it
• 40:38
  so I wanna deal in realities
• 40:40
  OK let's develop the schedule
• 40:41
  now we got the time blocks
• 40:43
  then from there based on your situation again
• 40:45
  based on your skill sets
• 40:46
  based on the hours that you have
• 40:47
  based on what your you know uh
• 40:49
  uh
• 40:50
  you know unique situation is
• 40:53
  you know let's come up with your lead gen strategy
• 40:55
  identify your one thing maybe two
• 40:57
  but one to two things
• 40:59
  and then let's now put those strategies
• 41:01
  and then so when they have
• 41:02
  let's just say they got three hours a day
• 41:05
  four days a week and then they have you know
• 41:09
  10 hours on the weekends collectively
• 41:11
  yeah well
• 41:11
  I want to make sure that every one of those time block
• 41:14
  sections is accounted for
• 41:15
  they know exactly what to do
• 41:17
  because time is that much more precious
• 41:19
  in the situation like we can't waste it
• 41:21
  you know and so when I got like
• 41:22
  this is how I help part time agents make six figures
• 41:25
  even being part time you know
• 41:26
  right where they can successfully transition out
• 41:29
  then we wanna make sure so now we got the strategy plan
• 41:32
  you know with precision
• 41:33
  there's no guesswork of what's got to be done every day
• 41:35
  every week and if they want it
• 41:35
  they will do it if they don't want it
• 41:37
  they're full of shit they just say they want it
• 41:39
  you know right
• 41:39
  then they won't do it right
• 41:41
  like either do what you say you want or you don't
• 41:45
  you know right
• 41:45
  that's but then you gotta look in the mirror
• 41:47
  and me saying that to anybody that's watching
• 41:49
  or listening to this offends you look
• 41:50
  I can't offend you nobody can offend you
• 41:51
  something offends us struck a chord
• 41:54
  like you gotta go look in the mirror
• 41:55
  and do some deeper reflection
• 41:56
  research on that like
• 41:57
  it's either
• 41:57
  we're taking the actions that we need to take
• 41:58
  to create what we wanna create
• 42:00
  or we don't but if we don't
• 42:02
  we don't truly want the thing
• 42:03
  yeah right
• 42:03
  if you truly want it you'll do what you gotta do um
• 42:06
  um then from there
• 42:07
  we wanna make sure everything's tracked and measured
• 42:09
  so it creates predictability
• 42:10
  so now we know exactly what we did
• 42:11
  how much of it that we did um
• 42:13
  to replicate it to duplicate it
• 42:15
  and then I want to see 4 consecutive months
• 42:18
  you know 3 worst case
• 42:20
  but 4
• 42:20
  cause it's very easy in this industry to get lucky
• 42:22
  for a month or two
• 42:23
  it's very difficult to get lucky for 3 months
• 42:25
  it's impossible to get lucky 4 minutes row
• 42:27
  so we have 4 months of
• 42:30
  of hitting the replacement income
• 42:31
  it's all tracked and measured
• 42:33
  it's dialed in the schedule
• 42:35
  that's the most risk adverse way
• 42:37
  that I found to make this transition right
• 42:39
  because the mistake that some make
• 42:40
  is they make it prematurely
• 42:42
  so they will make the transition
• 42:44
  but it's it's
• 42:45
  it's you know
• 42:45
  because they do it premature
• 42:47
  it's temporary and then they gotta go back
• 42:50
  with their tail between their legs
• 42:51
  begging for that job back
• 42:53
  because now they run out of money 3
• 42:54
  4 months later there's never a
• 42:57
  there's never a bounce back from that in real estate
• 43:00
  like if you put that much time in and you're
• 43:02
  you're going for it I mean
• 43:04
  it's similar to spending your commission checks
• 43:06
  before they're earned
• 43:07
  so let's transition a little bit here
• 43:09
  obviously into the coaching space
• 43:10
  you've done a phenomenal job even on
• 43:12
  you know this
• 43:13
  this podcast so far you know
• 43:15
  kind of coaching and dropping amazing nuggets
• 43:19
  um but recently
• 43:20
  obviously eight and a half months ago
• 43:21
  you made a switch uh
• 43:23
  to EXP and the Wolf Pack and kind of burn the ships
• 43:26
  right you had your amazing coaching business
• 43:28
  you had you know
• 43:29
  a lot of different things
• 43:30
  you've now you know
• 43:32
  brought all that under one umbrella
• 43:34
  um talk about that decision and kind of the
• 43:38
  the preparation that came into that because that's yeah
• 43:42
  shift yeah
• 43:43
  appreciate that man
• 43:44
  yeah it's something I never thought I'd ever do
• 43:46
  when people I had
• 43:47
  you know a lot of people reach out to me like man
• 43:48
  I'm shocked I'm like
• 43:50
  nobody's more shocked than me
• 43:52
  cause I I can
• 43:53
  I mean maybe I
• 43:54
  I have no way of like to quantify this
• 43:55
  but I'm pretty sure I talk more crap about
• 43:57
  EXP than any other human being alive
• 43:59
  you know um
• 44:00
  and you know
• 44:01
  and and honestly
• 44:02
  if I break down why dude
• 44:04
  it was my own ego my own emotions
• 44:06
  I never really
• 44:07
  took time to look at the model for what it is
• 44:10
  I had and anytime we don't truly understand something
• 44:12
  that's where you know
• 44:13
  prejudices and and you know
• 44:16
  false judgments or or whatever may come like that
• 44:20
  that was me dude I didn't get it
• 44:21
  I didn't understand it
• 44:22
  I just prejudged it thought it was a joke
• 44:24
  whatever and I just laughed at it right um
• 44:27
  so so but the teacher appears when the student's ready
• 44:30
  yeah right
• 44:30
  so 20 years in this industry
• 44:32
  looking at
• 44:33
  just reflecting very deeply of what I've created
• 44:35
  now my plan
• 44:36
  was to go out there and create my own nationwide thing
• 44:39
  you know and
• 44:39
  and we were on that path but then
• 44:41
  to be able to get to the goal that I have
• 44:43
  of building an organization
• 44:44
  with 40,000 agents I started
• 44:46
  you know
• 44:46
  there's two questions that I had to really ask myself
• 44:49
  was okay
• 44:50
  number one do I have the ability to do this
• 44:54
  and and you know
• 44:56
  I don't know that was my honest answer is
• 44:59
  you know I've built some decent businesses
• 45:01
  you know I've
• 45:01
  you know
• 45:03
  done you know
• 45:04
  done some good things and create some success
• 45:06
  but I've never built anything to that scale and size
• 45:09
  you know so I haven't been tested that way
• 45:10
  so the reality is is I don't know
• 45:13
  but then the second question I asked myself
• 45:16
  that challenged me even more so is
• 45:19
  am I willing to put in the sacrifice
• 45:21
  and do what it takes
• 45:23
  yeah you know
• 45:24
  cause I'm here when we're talking like
• 45:25
  it's a whole different story of building
• 45:27
  a 40,000 agent organization EXP
• 45:30
  but when you go build out your own dude
• 45:32
  you gotta raise capital
• 45:34
  you gotta have hundreds and hundreds of staff
• 45:36
  you gotta you know
• 45:37
  have seven figures a month in operations expenses
• 45:40
  you gotta hire your own leadership team
• 45:41
  you gotta deal with lawsuits
• 45:43
  you gotta you know
• 45:44
  and and honestly
• 45:45
  I was like
• 45:46
  I do after 20 years of being in this industry and and
• 45:47
  and this is just me being a very upfront honest
• 45:51
  you know um
• 45:52
  I'm like look
• 45:53
  as I reflect back I've got three kids
• 45:55
  17 year old 15 year old and 12 year old
• 45:59
  you know and I'm like
• 46:00
  as I reflect back I'm like
• 46:01
  did I really do everything
• 46:02
  I ever want to do with my kids
• 46:04
  now I made it to all the major
• 46:06
  important things and spend time with them
• 46:08
  but did I really
• 46:09
  show up in the way I wanted to show up to take all the
• 46:12
  you know travel experiences
• 46:13
  and I know there's still time left
• 46:14
  but you know um
• 46:16
  I'm like to answer that question no
• 46:18
  so I'm like you know
• 46:19
  I did a decent I
• 46:20
  I can lie to other people I can lie to myself and
• 46:22
  you know but at the end of the day
• 46:23
  like just me being like just being fully trained
• 46:26
  like we gotta be radically honest with
• 46:28
  at least our own selves and I'm like no
• 46:30
  I pretty much I kind of fucked up there
• 46:32
  so then I'm like alright dude
• 46:33
  I'm not willing to fuck it up for the next 20 years
• 46:36
  yeah right
• 46:36
  so like as our kids grow older as we have grandkids
• 46:39
  I'm like I have an opportunity to change this
• 46:41
  but if I go down this path
• 46:42
  the sacrifice I'm gonna have to put into this
• 46:45
  is gonna have me devote
• 46:46
  at least the next 15 to 20 years to build this
• 46:48
  in that manner so then I was like nope
• 46:50
  I don't know for sure if I'm capable
• 46:53
  but number two I know for a fact
• 46:54
  I'm not willing to put in the sacrifices and
• 46:56
  you know all the lawsuit area
• 46:58
  you know coming in
• 46:58
  so then I was like okay
• 47:00
  well what would still allow me accomplish my vision of
• 47:02
  of having a big massive impact on 40,000
• 47:05
  you know
• 47:06
  lives through the vehicle that I understand and know
• 47:09
  right which is real estate
• 47:09
  I don't know anything else
• 47:10
  you know right
• 47:11
  um you know
• 47:12
  so I'm like hey
• 47:13
  I wanna
• 47:13
  I wanna have as big of an impact as possibly can
• 47:15
  so I set a target of 40,000
• 47:17
  think it's something that's doable and achievable
• 47:19
  like what is a model I can plug into
• 47:20
  where I can still accomplish the same mission
• 47:23
  but not have any you know
• 47:24
  of the liability
• 47:25
  not having the headaches that already have
• 47:27
  the infrastructure you so it just got me searching
• 47:29
  so people always ask like
• 47:30
  how did you get recruited in EXP
• 47:31
  I'm like nobody recruited me
• 47:33
  it doesn't mean over the years
• 47:33
  I didn't have people trying
• 47:35
  but I'm like all
• 47:36
  this was my own self discovery
• 47:37
  that came me and LED me to do my own due diligence
• 47:40
  to realize that EXP was the model for me
• 47:42
  you know um
• 47:43
  and then once I saw it dude man
• 47:46
  I saw you know
• 47:47
  it was like boom I burned the you know
• 47:49
  we said burn the bridges dude
• 47:50
  I shut everything down
• 47:52
  made the leap started over with zero
• 47:54
  I was okay with doing that
• 47:56
  you know um
• 47:57
  but I knew cause I just I knew the opportunities
• 48:01
  I mean
• 48:01
  this is the best opportunity I've ever seen in my life
• 48:03
  and and it's proven to be true
• 48:05
  you know the results that I'm getting now
• 48:06
  the momentum I'm getting now the
• 48:07
  the impact that we're already making
• 48:09
  I mean it it is unreal yeah
• 48:12
  and I mean obviously we've talked so many times
• 48:14
  you've said it so many times
• 48:16
  it starts with looking in the mirror right
• 48:18
  everything's possible when you really have that
• 48:21
  you know that why
• 48:23
  you know and the relationships with your kids
• 48:26
  like you did a lot of really good things financially
• 48:28
  but that's only half the battle right
• 48:31
  and so that's that's a
• 48:33
  that's super important so as a long time skeptic
• 48:36
  you know just to shout you out a little bit uh
• 48:39
  from XP in just eight and a half months built
• 48:41
  you know you become the No. 1 personal tractor
• 48:43
  in that time period at the company
• 48:45
  so you know
• 48:47
  how did you plan for this
• 48:50
  because there was a strategy involved
• 48:51
  there was you know
• 48:53
  so what have you done to become
• 48:55
  you know the top personal attractor
• 48:57
  in that eight and a half months
• 48:58
  at a company that has established
• 49:00
  you know several great leaders and several
• 49:02
  you know great attractors
• 49:04
  yeah yeah
• 49:05
  so you know
• 49:06
  it's
• 49:07
  and and look for somebody that maybe is jumping in
• 49:10
  the same model maybe they cause like
• 49:13
  look dude
• 49:13
  like yes
• 49:14
  right now I'm the No. 1 personal tractor
• 49:17
  year to date in the company
• 49:19
  I'm the fastest grower in the entire company
• 49:21
  if you look at you know
• 49:21
  month over month percentage of growth like
• 49:24
  you know at least that I have awareness of um
• 49:26
  based on all the data and the numbers
• 49:28
  you know um
• 49:29
  but it's like I'm not breaking records
• 49:31
  you know I mean
• 49:32
  there are people like
• 49:33
  I set a target and a goal my first year and I
• 49:34
  was gonna recruit 1,000 agents
• 49:36
  I'm falling short of that
• 49:37
  you know um
• 49:38
  you know I don't
• 49:39
  I'm gonna die trying to hit
• 49:40
  to hit it or do everything I can to hit it
• 49:41
  but you know um
• 49:43
  but it's not like
• 49:44
  it's not like I'm doing something people haven't done
• 49:46
  people have done it there's other people that
• 49:48
  at different times have done what I've done
• 49:49
  there's people that have surpassed me
• 49:51
  so it's not like I'm doing anything special
• 49:53
  you know like that hasn't been done before you know
• 49:55
  but like I'll tell others that when they jump in
• 49:57
  I'm like look
• 49:57
  you gotta also you know context is important
• 50:00
  it's like when I do like when I busted out that
• 50:03
  you know my first year in real estate
• 50:04
  I'm like yeah
• 50:05
  well thing that people don't understand too
• 50:07
  is my dad own operate gyms
• 50:09
  when I was a kid
• 50:09
  I started selling memberships for my dad at 14
• 50:12
  so I had nine years of sales experience
• 50:14
  and good training before I got into real estate
• 50:17
  you know so it's like
• 50:18
  I was able to apply all of that versus somebody
• 50:20
  maybe it's a teacher jumping
• 50:21
  it's never sold anything in their life
• 50:23
  you know so we can't always compare you know
• 50:25
  our Chapter 1 is
• 50:27
  you know somebody else's Chapter 20 whatever right
• 50:29
  so right so you know
• 50:30
  with that being said
• 50:30
  I've had 19 years of of building teams
• 50:33
  building brokerages
• 50:35
  selling the whether be coaching software
• 50:36
  like I've been you know recruiting agents for 19 years
• 50:39
  I've recruited thousands
• 50:40
  and thousands and thousands of agents
• 50:42
  you know probably
• 50:42
  if I look at all the different ventures
• 50:44
  I've been involved in
• 50:44
  probably 15000+ agents I've recruited
• 50:47
  you know throughout my career
• 50:48
  so like I've developed that skill set
• 50:50
  I know how to do it you know um
• 50:52
  so yeah when I jumped in then um
• 50:54
  and just understanding and knowing that okay
• 50:57
  my mission is to get to 40,000 agents
• 50:59
  in a ten year period of time
• 51:01
  that's twice as big as anything
• 51:02
  anybody's built with an XP within 10 years
• 51:05
  so so I'm like
• 51:06
  okay this I gotta give this all of me you know
• 51:09
  and I had a mentor that said something very cliche
• 51:12
  that we've all heard a million times before but he said
• 51:16
  it's a it's impossible to fail anything
• 51:18
  if you truly give it your all
• 51:20
  and again something cliche we've all heard before
• 51:22
  but for whatever reason it hit me and this is
• 51:25
  you know right before I join the XP
• 51:27
  you know um
• 51:28
  so I pull out a blank sheet of paper dude you know
• 51:30
  just blank sheet of paper
• 51:31
  put on my desk after he said that
• 51:33
  just hit me the right time
• 51:35
  pull out a blank sheet of paper
• 51:36
  I'm gonna write down areas of my life
• 51:38
  that I've truly given it my all
• 51:40
  I looked at the damn piece of paper dude
• 51:42
  for like 20 minutes
• 51:44
  I couldn't think of one area in any of my life ever
• 51:47
  where I've truly given them out
• 51:49
  now I've given a lot you know
• 51:50
  I mean I've lost over 100 pounds
• 51:52
  you know overcome obesity
• 51:53
  I've overcome you know
• 51:55
  I'm sober now for five years overcome alcoholism
• 51:57
  I've you know
• 51:58
  I've like I've done you know
• 51:59
  I've given a lot but like just again
• 52:02
  being honest with myself have I given it my
• 52:03
  I'm like no
• 52:04
  but then I had to ask myself like
• 52:05
  why not like
• 52:06
  I know especially when it comes to business
• 52:07
  I know I'm not full of crap
• 52:09
  I know I know I'm not saying that I want these things
• 52:11
  I don't want them you know
• 52:13
  but then I'm like why
• 52:14
  I'm like dude
• 52:15
  you know pretty much
• 52:16
  you know since I
• 52:17
  you know at least for the last 15 years
• 52:19
  like as I actually started getting good at business
• 52:22
  or decent at business I was like dude
• 52:23
  I've always had like
• 52:24
  five or six different businesses going simultaneously
• 52:27
  so this one gets 20% of me this one gets 30% this one
• 52:30
  you know right
• 52:30
  so you know
• 52:31
  so I got you know
• 52:32
  six okay or good businesses
• 52:34
  but zero exceptional
• 52:36
  so I wanted to create a goal that would challenge me
• 52:39
  where I could answer yes to that question
• 52:41
  so that's where I you know
• 52:42
  reverse engineered the 40,000 came up with this and and
• 52:45
  you know but then I'm like
• 52:46
  okay to do this
• 52:47
  I gotta give it for the first time ever in my life
• 52:49
  100% full focus 100% full energy
• 52:51
  and that's where I just boom
• 52:53
  laser focused in so with that too
• 52:56
  you know cause I'll get some other
• 52:57
  you know builders that'll be like
• 52:58
  oh man you know
• 52:59
  how are you doing this and I'll
• 53:00
  you know beat themselves up
• 53:01
  I'm like yeah
• 53:02
  look if you had 60
• 53:03
  70 hours a week and all you did was agent attraction
• 53:06
  could you you know
• 53:07
  could you build much faster
• 53:09
  well yeah
• 53:09
  I'm like okay
• 53:10
  you're having to balance production with attraction
• 53:13
  so yeah you're gonna grow slower
• 53:14
  you know um
• 53:15
  but then from there you know
• 53:16
  very simple dude so my first four months I was like
• 53:20
  okay if I can't identify easy to scale replicable
• 53:24
  duplicatable strategies that new agents
• 53:26
  partners that want to build with me
• 53:28
  can plug into and start recruiting
• 53:30
  if it's not replicable it's not duplicatable or if
• 53:32
  you know if it's not
• 53:33
  if it's not replicable duplicable
• 53:34
  it's not scalable so I'm like
• 53:36
  hey you get a 40,000
• 53:37
  I can't do that alone you know
• 53:38
  I need 40 killers that have the billion
• 53:40
  capability and desire to have thousand person
• 53:42
  you know organizations
• 53:44
  how do you get to 1 thousand
• 53:45
  you get 10 that are capable
• 53:46
  you know of
• 53:46
  of of adding 100 so
• 53:49
  so you know
• 53:51
  I just came up with very easy cross sale networking
• 53:55
  um um
• 53:58
  dming texting
• 53:59
  cold calling strategy anybody can do
• 54:02
  you know um
• 54:02
  so for my first four months
• 54:03
  I didn't leverage podcast
• 54:05
  any cold audience or any warm audience
• 54:07
  all just cold audiences
• 54:08
  and then once I recruited my first hundred
• 54:10
  I felt like I got that down
• 54:12
  then I was like okay
• 54:12
  now let me start leveraging the podcast yeah
• 54:15
  but now I mean
• 54:16
  answer questions it's
• 54:17
  you know and from day one dude
• 54:19
  10 text messages every single day
• 54:21
  seven days a week 10 text messages right
• 54:22
  so cold text messages every single day
• 54:24
  they're very easy anybody can do them
• 54:26
  you know right I'm I'm
• 54:28
  you know got my social media posting strategy
• 54:29
  dming strategy and then with my podcast um
• 54:33
  and just being consistent
• 54:35
  every single day at those things is what's
• 54:38
  just keeps building momentum yeah
• 54:40
  it's a business and there's multiple ways to do it
• 54:42
  and just the
• 54:43
  the organization and the tactical piece of it is
• 54:46
  you know incredible
• 54:47
  but it's it's really eye opening when it's like okay
• 54:50
  well I have this business
• 54:51
  I'm building this business
• 54:52
  and as somebody who's in production
• 54:54
  who's also focused on attraction
• 54:56
  you know that's
• 54:56
  that's very real right it's
• 54:58
  it's sometimes 33 66 or
• 55:01
  you know sliding scale depending on what's going on
• 55:04
  but the hundred percent buying is
• 55:06
  is certainly a difference and
• 55:08
  and then you know
• 55:09
  you're you're on that path
• 55:10
  right repeatable
• 55:11
  duplicatable systems that you can hand down to people
• 55:14
  that are easy that aren't necessarily you
• 55:16
  know personality and you know based or anything
• 55:19
  it's just like you can do this
• 55:21
  you know develop that cold cold list strategy
• 55:23
  yeah
• 55:23
  and then just circle back real quick to you know what
• 55:26
  and I I repeating myself and I can't say this enough
• 55:29
  I have the burning desire
• 55:32
  you know like everybody he speaks to me oh Josh
• 55:34
  you're doing so amazing I'm like dude
• 55:36
  every day I wake up I'm pissed off
• 55:37
  because I thought I'd be double where I'm at today
• 55:41
  like this is not you know
• 55:42
  to me is not acceptable you know right
• 55:44
  but again without underlying reason is look
• 55:46
  I refuse to get to a stage cause you know
• 55:49
  fast forward probably in the next
• 55:51
  you know seven to 10 years
• 55:52
  you know if
• 55:53
  if our kids get married and start having kids
• 55:56
  at the age that my wife and I did
• 55:58
  so okay like we're gonna be grandkid
• 55:59
  you know grandparents
• 56:01
  and I'm like I refuse I'm on a timeline here
• 56:03
  you know right of like
• 56:05
  I wanna have true financial freedom and time freedom
• 56:09
  you know by this certain point
• 56:10
  so like I you know
• 56:12
  it's like yeah
• 56:12
  I could you know
• 56:13
  start coasting most coat but to me dude
• 56:14
  I don't right it's it's
• 56:16
  you know I know time fine is fine
• 56:17
  I I have my reason here's what I want
• 56:20
  here's why I want it here's why it's important to me
• 56:22
  you know I'm I'm not messing around
• 56:24
  you know right
• 56:24
  so and
• 56:25
  and and not saying that to make me look
• 56:27
  you know right
• 56:27
  I just want to stress the importance to anybody
• 56:29
  watching listening
• 56:29
  like you gotta figure out for you
• 56:31
  what that burning desire to succeed is
• 56:33
  Napoleon Hill talks about it over and over and over
• 56:34
  and think grow rich
• 56:36
  you know um
• 56:37
  but if you don't have that dude
• 56:38
  like you're gonna get complacent
• 56:41
  you know right
• 56:41
  it it
• 56:42
  it's you gotta tap into it
• 56:44
  yep and so looking ahead the next two to three years
• 56:48
  what trends do you see shaping real estate
• 56:50
  and what opportunities
• 56:51
  do you see for your organization and
• 56:54
  and your growth yeah
• 56:55
  I mean there's there's
• 56:56
  you know three things that we have to have awareness of
• 56:58
  um when it comes to pivoting
• 57:00
  adapting changing
• 57:01
  you know change that we'll see
• 57:02
  and when I say changes think of opportunity yeah
• 57:04
  right because
• 57:05
  you know there
• 57:05
  and there's
• 57:05
  the biggest opportunity amongst the biggest chaos
• 57:08
  you know so number one is gonna be
• 57:09
  you know
• 57:09
  what's happening with the economy in the market
• 57:11
  you know
• 57:12
  things are gonna get way uglier before they get better
• 57:14
  now I don't know the severity of it
• 57:16
  planning on it being extremely severe
• 57:18
  you know like to the point where banks are
• 57:19
  you know collapsing
• 57:20
  colleges are collapsing institutions are collapsing
• 57:23
  you know and then who knows with the
• 57:25
  with the you know um
• 57:28
  era that we're into you know
• 57:30
  Civil War World War 3
• 57:32
  like who who knows how this could shake out
• 57:34
  but you know it's gonna
• 57:35
  you know um
• 57:36
  so but we got economic impacts
• 57:37
  you know right
• 57:38
  and again
• 57:38
  there's gonna be massive opportunities in there
• 57:40
  to go out there and grow and explode
• 57:41
  if your business isn't succeeding
• 57:43
  it's not cause the economy
• 57:44
  it's not cause the market
• 57:44
  it's because
• 57:46
  you're choosing not to take the right actions
• 57:47
  so we got those opportunities there and
• 57:50
  but to seek the opportunity
• 57:51
  you got to pivot with it
• 57:53
  secondary thing is technology and AI look
• 57:56
  AI is nothing new um
• 57:58
  been around since the fifties
• 58:00
  but technology if we look at AI
• 58:02
  just think technology right
• 58:03
  so technology is growing an exponential rate
• 58:07
  so so we've got to adapt with it
• 58:09
  yeah right
• 58:09
  um I'm a big believer in that
• 58:11
  I don't believe that you know
• 58:12
  technology AI is going to replace real estate agent
• 58:15
  but those of us that leverage it correctly
• 58:17
  in our business are going to dominate
• 58:18
  those that are not using it
• 58:19
  so so that's opportunity No. 2
• 58:21
  whether you want to call it pivot or opportunity
• 58:23
  same difference right
• 58:24
  um the third thing is rules of engagement
• 58:27
  you know um
• 58:28
  so we all saw the NAR settlement statements last year
• 58:31
  that is a five year Protection
• 58:34
  DOJ's been extremely vocal that they do not like this
• 58:37
  so we got four years left right
• 58:39
  so that's probably gonna get disrupted
• 58:41
  uplifted turned out you know what
• 58:42
  it's probably gonna you know
• 58:43
  more more from there
• 58:44
  a lot of people don't have awareness of this
• 58:46
  but now those were the seller side
• 58:49
  class action lawsuits now the buy sides have started
• 58:52
  and you already have you know
• 58:53
  at least the smart ones already settling
• 58:56
  you know right
• 58:56
  to get ahead of this you know right
• 58:58
  cause they know if they settle early
• 58:59
  they'll get out with the with having to pay the least
• 59:02
  you know and EXP's one that just settled it too
• 59:04
  you know right
• 59:04
  and some of the you know
• 59:05
  ones that are ahead of this are doing that um
• 59:08
  you know um
• 59:09
  but then then
• 59:10
  so we got bias going by side going on right now
• 59:12
  word on the street at least from
• 59:14
  you know my legal council is that RESPA's next
• 59:17
  you know um
• 59:18
  going after JV's agents not do
• 59:21
  you know right
• 59:21
  like how many agents do you really know
• 59:22
  they're like oh hey
• 59:24
  here's my three recommended vendors
• 59:26
  on every possible thing you know
• 59:29
  it's like no
• 59:29
  here's here's my guy
• 59:31
  you know right like
• 59:32
  you know so
• 59:32
  you know rest
• 59:33
  so it's like okay
• 59:35
  now
• 59:35
  not saying this to you gonna create fear for anybody
• 59:37
  but rules of engagement are gonna be consistently
• 59:39
  changing you know
• 59:40
  so we gotta pay attention to those
• 59:42
  adapt accordingly now
• 59:43
  all three of those things create massive opportunity
• 59:46
  I don't know exactly what all the opportunities are
• 59:47
  gonna be yet
• 59:48
  you know I'm looking
• 59:49
  at like right now
• 59:49
  I look at what are the opportunities right now
• 59:52
  and then what are the you know
• 59:53
  maybe opportunities within the next 12 months
• 59:54
  that I can foreseeably see
• 59:56
  you know um
• 59:57
  but those are the big three things that I'm paying
• 59:58
  attention to most right now
• 1:00:00
  and looking for the opportunities within yeah
• 1:00:03
  and I think I mean
• 1:00:03
  it's a a perfect
• 1:00:05
  you know translation to partnership
• 1:00:07
  right if you have guys like Joshua and myself
• 1:00:09
  who are in the markets
• 1:00:11
  understanding those things and helping those things
• 1:00:13
  by nature we're
• 1:00:14
  we're sharing that information with our organizations
• 1:00:17
  with you know
• 1:00:18
  our people so that they can get ahead
• 1:00:21
  because the traditional real estate agent
• 1:00:23
  working 40 to 50 hours a week
• 1:00:26
  may not have the time to kind of foresee those things
• 1:00:29
  and be able to put to
• 1:00:31
  you know pivot
• 1:00:32
  decide to pivot and then have a strategy
• 1:00:34
  and the time to do that
• 1:00:36
  while they're still servicing their clients
• 1:00:38
  right
• 1:00:38
  and creating that income kind of going back to that
• 1:00:41
  you know part time agent piece as well
• 1:00:44
  so super
• 1:00:45
  incredible opportunity to partner with both
• 1:00:47
  Joshua and myself uh
• 1:00:49
  Josh where can people find you
• 1:00:50
  um you know
• 1:00:52
  again the
• 1:00:53
  the GSD Mode podcast is nothing different than this
• 1:00:56
  absolute gold every single second
• 1:00:58
  but where can people connect with you
• 1:00:59
  if they're looking to to find you
• 1:01:01
  yeah so like if you like Facebook Instagram
• 1:01:03
  it's all Josh was Smith GSD stands for get shit done um
• 1:01:07
  so Joshua Smith GST is my handle on all social media
• 1:01:10
  and then in YouTube if you just type in
• 1:01:11
  you know Joshua Smith GST mode
• 1:01:13
  you'll find my YouTube channel um
• 1:01:15
  I don't really have a website
• 1:01:17
  you know I
• 1:01:17
  I don't have anything to sell you guys
• 1:01:19
  it's just you know
• 1:01:20
  a lot of free information
• 1:01:21
  I've got I don't
• 1:01:22
  I think like 3,000 videos in my YouTube channel now
• 1:01:25
  you know I started creating like 12
• 1:01:26
  13 years ago um
• 1:01:28
  so a lot of great information out there
• 1:01:29
  but that's where you guys can connect with me awesome
• 1:01:31
  thanks so much for your time brother
• 1:01:33
  and we'll see you within the Wolf Pack for sure
• 1:01:35
  it's an honor peace alright