Latest / The Real Estate Agent Playbook / From Humble Beginnings to 110 Deals | Jess Ross on Family, Referrals & Land Mastery

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From Humble Beginnings to 110 Deals | Jess Ross on Family, Referrals & Land Mastery · The Real Estate Agent Playbook

0:01
what's up everybody as I told you
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I have the amazing Jess Ross
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today on this version of the Wolf Pack way
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Jess Ross is in our EXP family
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and through the power of co
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sponsorship and Landon Ranch
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we've connected
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this woman is an absolute powerhouse and coming from
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you know small town South Carolina
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um and growing her business organically
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like we like to talk about
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on the Real Estate Agent playbook
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is absolutely incredible
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if anything she says resonates with you
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and you are interested
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in partnering with both her and myself
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please reach out directly
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mention this video
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and we will get you connected with the one
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the only Jess Ross so Jess
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thanks so much for coming on
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thank you for having me
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as the number one or two agent in South Carolina
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and a top 50 agent you know
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at our company of you know
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80 to 90,000 agents
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your time is valuable so
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tell us a little bit about the early years of Jess Ross
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and real estate oh my gosh
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well first of all
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thank you so much for having me
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I was so honored to be asked to be here
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um so yes
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South Carolina here
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I was actually born and raised in the town that I'm in
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Myrtle Beach and been in real estate for 9 years
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which is so wild for me to think
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I feel like I just started yesterday
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so uh
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it's really
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it's taken me to places that I never thought it could
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and by that I mean
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just been able to create opportunities for other folks
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um really do things with my family
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that was always a dream to me
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so kind of being in this space is a little bit surreal
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and uh
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it's just ever evolving and ever growing
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so I'm I'm very grateful for where I am
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but it's just the beginning of where I'm about to go
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that's awesome and one of the things that
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you know I talk about a ton in my content
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saying that I'm from the area that I serve
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is that a lot of people say
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you know your circle and your sphere is not scalable
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well you're looking at two pretty
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pretty evident uh
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truths here that that is not the case
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depending on what your definition of scalable is
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so you often say that you surround yourself
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with the most amazing people
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and that they can change everything
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so can you
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kind of
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dive in and tell me a little bit of a story that
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kind of makes that your
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your starting point for all you do and all you serve
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absolutely well
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I you know I
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I really truly do believe that
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and I know it's so cliche to say that
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who you surround yourself is who you become
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but it's evident in the way that I've
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you know lived my life
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that
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the people that I continue to evolve and grow around
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always have that like minded
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um sense that they want to grow
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and they pushing each other to grow more
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I found out really early in my career that people put
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like to put on a show of being successful
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and having it all together
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but you start peeling that curtain back
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and everything behind that curtain was just
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they were miserable everything was falling apart
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and they were really putting on a facade
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so when I found that out um
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from people
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that I was really holding to a higher standard than um
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than they probably should have been um
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I I thought okay I really need to be more specific
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and more careful about the people
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that I'm letting speak into my life
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and the people that I am looking up to
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because the people that I want to look up to
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and want to be like
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I want it to be a kind of all encompassing
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so I want
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I don't only want them to be really great at business
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I want them to have a really great family life
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I want them to be very healthy
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I want
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there to be so much success in all areas of their life
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because
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you can have all this success and money in the world
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but if your family life is failing
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and everything behind the scenes is miserable
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like it's not worth it
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so I really started kind of hunting who my like
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mentor should be
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and when I found that when I found that crew
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and when I started finding those people
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which again like it's ever evolving
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but when I started finding those folks
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that kind of fit that that criteria
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I saw everything else in my life flourishing
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because they were not only just encouraging me to
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you know to be better at business
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and the accountability side of it
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but they were also encouraging me
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in ways that I didn't even
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or they didn't even know they were encouraging me with
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as far as
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like bringing their family to these EXP events
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like coming from a place that was very much like
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you go to these events and you get crazy and you party
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and it's like a lot of fun
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like now with this switch to EXP
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it was like everyone was so family oriented
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they were making them family vacations
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and I thought this is exactly what I want
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um and so by surrounding
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like I keep kind of going in circles
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but surrounding myself with those people
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it was like it took me to another level of business
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and then not only with that
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but like everything else in my life started flourishing
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so speaking from an example here
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um surrounding yourself
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and putting yourself in those rooms with the people
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I mean it will
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you can do it by yourself
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um but it'll take you much faster
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and much more fun to do it around people who have that
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that mindset like that absolutely
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and you know
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that's
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that's a massive importance and the numbers don't lie
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right 12 deals in your very first year
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amazing start kind of the gold standard
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everybody you know
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shoots for one deal a month
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and then they say you know
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they like to do 24 30
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you know a year and
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and that's where they kind of tail off
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and the ability for you to do that and get
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you know
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in your first five years from doing 12 year deals
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your first year to 34 you're kind of on that
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that spectrum of the goal that's set
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that's not met by so many um
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but the magic happened
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happened when you made that switch
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and you started pulling and attracting all of these
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like minded individuals to double your business
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you know after you're surrounding yourself
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with the people that you you know
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just just spoke about so that's one thing right
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and as an agent like
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when you decided to make the switch
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and started
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focusing on who you're surrounding yourself with
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what you're you know
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taking in and all of that
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what was it like was it like OK
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I have to have this because obviously
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like we're real estate agents
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we have to have deals like this all sounds great right
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but yeah I mean
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just being like oh
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I'm gonna surround myself with
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you know X y
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Z and
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you know I'm just have to trust
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so what was that leap of faith kind of like for you
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you know going into that I love that so I mean
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I um you're right
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like we have to have deals to pay to pay our bills
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so I mean that is an absolute key component
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but the real
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that being in the right room with these folks
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like I'm talking about they are sharing their playbook
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just like you do so often
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you do this every day
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you share the playbook on how to be successful
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I was listening I listen to these people right
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and it's just like
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you have a lot of people that will say
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that sounds like a good idea
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but and I think that's the
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that's where that that piece is missing
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you know you've gone out you've done it
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you've proven
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you have a proven strategy of how to be successful
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and what to do
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and literally they need like taking notes
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I'm I'm the sponge here I wanna be the student
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like
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show me what you're doing and I'm gonna implement that
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and that's exactly what I did
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and it sounds so easy and so simple and it is
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but a lot of people they
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they get too far into their head of well
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I can do this
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or I don't like to ask people that I know for business
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I don't want to come across as Salesy
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and I always say that the people that
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you know
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and that are close to you want to see you succeed
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they want to see you do very well
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so why not ask them to help you succeed
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and I've never been afraid to ask
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I will ask anyone at any time
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any question and I think that
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that's why I've been able to
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meet so many amazing people
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like yourself and our amazing CEO
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and Brent like
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I've been able to go
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and try to meet everyone that I can
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that I admire because I'm not afraid of the ass
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like I could when I reach out to you and ask hey
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can we connect you could have easily been like nope
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sorry too busy
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and I would like at least I asked
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but you didn't
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but this is what's so great about our company
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is that we've given everyone a platform to succeed
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like every single person in our company can succeed
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because of folks like you
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that want to be able to pour out to everyone
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and we have no monetary gain for each other success
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but we want to see each other win
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and when you're when I became aware of that
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it was kind of like
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I couldn't unsee it and I had to be a part of it
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um so it
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it really has been a life changer for me
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being in the space that I can reach out to anyone
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and they're just like yeah absolutely
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let me share what I'm doing
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just like you do all the time
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and so really my advice to every agent is
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just do what you are learning
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and not just
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don't just write it down if you have to implement it
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and then do it like
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religiously from the moment you wake up
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to the moment you go to bed
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cause I know you do the same thing
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you work just as hard I mean
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you're working till 9 10 o'clock at night
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but you have to do what you have to do to
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to get your dream so right um
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well yeah
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and the key point of you know
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structured family life and successful all around
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can't be working 24 7 and constantly grinding
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because you only get
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you know what gets attention grows right
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and so correct as as we kind of say that like
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let's talk about okay well
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maybe teacher student relationship
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which once we met
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and I came out there to South Carolina
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it was very much like a a partnership right
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like I'm a student just as much of yours
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because you took your business to
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to 70 deals and I'll never forget
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when you picked us up from the airport
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and you're driving down the road and you're like
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I'm gonna do 100 deals this year
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and I'm gonna get 50 agents
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I was like what
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like it's freaking July lady
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like what are you talking about
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you know and and then you know
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we we have the event the Landon Ranch launch event
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which was awesome and then we you know
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we come back home and you're in South Carolina
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and we're in Colorado and it's just checking in
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how you doing what's going on
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and then
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you have some personal stuff that you attend to
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and then you're like
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I'm still gonna do that like I don't care right
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so talk about first of all why are you doing that
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second of all
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like how did you find that goal and how did you attach
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you know
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such a passion and action to those goals that you have
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that are measurable to get to that point
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so kind of kind of start with your why
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and then how do you attach that
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and like the drive where's it come from girl
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yeah
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well you know
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I I say this a lot too is that
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you need to have a reason why you wanna work so hard
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because if you're just gonna get up every morning
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and just grind out the day and get another deal
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or help another person
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like it gets really mundane and very land
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unless you have a particular reason
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why you want to do what you do
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I have my goal set for 110 transactions this year
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I will absolutely do that and I'm I mean it
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there's no doubt in my mind
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we're already on track for it
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so I'm excited
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but I had to put a why to why I wanna do that
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and I had so I had to know
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how much that would make me
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and what it would do for my family
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and something that I've started every year
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so this is where it all derived from is my why is um
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when I was little
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my I mean I come from very humble beginnings
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my I come from a very loving family but um
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you know we were one income household and um
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you know we just kind of did what we what we could do
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and I was never able to go to Disney World
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my you know
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I know that so many people go multiple times a year
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we were never allowed to do
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we're not allowed to do that
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but we couldn't financially afford to do that
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well said the first time that I'm allowed
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or financially can afford to do that
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I'm gonna take my whole family to Disney
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well we did that um
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my first year here with EXP
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I was able to afford to go
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to take my whole family to Disney World
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and there was never a spared expense
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we never looked at $1 that we were spending
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and I remember the moment
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like driving in and like seeing that big sign
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and I was like and I
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I'm getting emotional just like thinking about it now
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cause it was the moment that I realized like
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this is the change like this is where this is
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this is my why
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like to be able to do this for my family
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I was the one that was like balling out of control
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my family was like Yay Disney
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and I'm like I finally am doing this
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you know I'm finally doing something for my family
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that I've always dreamed of doing
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and I said this is why I'm doing it
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like I want to be able to
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always afford to do these things for my family
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so fast forward
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every year I make sure that I do something
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very memorable for my family
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so last year
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we are
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rented the biggest cabin I could find for Thanksgiving
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the whole family was there
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we um they
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you know they brought up fresh firewood every day
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they brought up a baked Turkey for Thanksgiving
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they had a charcuterie board waiting for us
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like everything was prepared
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and this year
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we have to do that for Christmas for my family as well
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and it's just like those are my wise
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like I love to help people
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don't get me wrong
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that's obviously a big component of my business
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but being able to do things for my family
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that my family was never able to do
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but just being able to spoil them rotten and not
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them not having to worry about a thing
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like that's my why and I
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I've never want anything to get in the way of that
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so me having a tired day
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or a day that I don't feel like it
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or just a tough day that's hard to get
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through I remember like I have my
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I have my goal book here which I again has all my
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the pictures
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of everything that I want to do and achieve
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this year
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I just I put that here next to me to remind myself like
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right your dreams are bigger than this tough moment
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your dreams are bigger than you feeling tired
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so you got to keep going
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and if you can't emotionally attach yourself to the why
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of why you want to be successful
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and do things for yourself
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and for your family then it will
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it will get very dull and very dry
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and you won't wanna do it
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so you have to have these emotional ties
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to why you wanna do these things
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in order to continue to move forward
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right and you know
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just by by nature right
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34 deals to 70 deals your first year at our company to
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you know 110 coming down the pipe
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constantly ranked first or second in South Carolina
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I don't know why second's an option
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but you know we'll go um
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but I mean nationwide
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like you're doing something different right
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and this is where I become the student a little bit
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and obviously you have these goals
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so now you have to develop the habits
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and from my time down in South Carolina
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like we went we had you know
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an event at a venue like Jess
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Jess's daughter was working downstairs right
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like it's not like it's just like here you go kids like
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you know life's great
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like she's working while we're doing the event at
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you know the upstairs venue
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so that was really cool to see
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and just a lot of the details that I picked up on that
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you know as a parent myself is
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is of utmost importance
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not to have the entitlement and all of that
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because what comes from
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these amazing things that you're able to put on is like
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oh well
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that's just normal life
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and then we lose that peace as parents of like
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you have to work for this still
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you know because it's just not gonna be that way
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so yeah talk about the habits that you've instilled
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not only in yourself but also your family um
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you know in order to reach those goals
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yeah so someone asked me the other day
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and it was funny to hear this
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but they were asking like
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how do you stay so humble
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which is so weird for me to even think that like
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I think that everyone thinks that
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they get to a certain point
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and they're like oh
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I've made it I am successful
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but what what we're talking about was that that's
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that's just your badge of honor is greed yeah
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it's it's weird yeah
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it's it's
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it was like a weird question for me to even like
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to process but what happens is you
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you do whenever
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whenever you're putting yourself in the rooms of these
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people that are thinking big
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you are so humbled
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because they are doing so many amazing
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wild things that you're like
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I am only doing this and they are doing all of this and
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um it
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but it doesn't make me less grateful for where I am
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and where how far I've come
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but it just keeps me in the mindset of like okay
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I can do more um
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but yeah you
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you know teaching my children that
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you know there is a
15:58
you have to earn that like success isn't given to you
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success isn't given to anyone
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everyone has to earn their way to success
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and if success was given to you
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you wouldn't work nearly as hard to upkeep it um
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so just making my my children aware that like hey
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you you have to earn this dollar
16:17
it's not I mean obviously
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we're gonna spoil the crap out of our children
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when we can but um
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I think that's very important to know
16:23
that it's just not not everything is given to us um
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it wasn't given to me it wasn't given to you um
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so we have to work very hard to do that and maintain it
16:32
so it's just not just successful for one year
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it's successful for the entirety of our life
16:36
um so yeah
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that's
16:38
that's a big goal of mine to instill in my children
16:41
I love it and it's very apparent
16:43
and I was only there for like 40 hours
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so we're good to go there
16:47
keep going good
16:48
I appreciate that
16:50
um okay
16:51
so now let's shift a little bit
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one of the main turning points as we were talking prior
16:57
was a misconception that was portrayed to you
17:00
that was a lie
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and it has to do with other agents and how you
17:04
you know interact with them in our industry
17:07
and obviously with the opportunity
17:09
you know of partnership
17:10
and everybody plugging in to help everybody else and
17:13
you know
17:14
our wonderful revenue share model at our brokerage
17:17
where you could get you know
17:19
mentored by both Jess and myself
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among others is key to success
17:25
but before the revenue share thing and the agent
17:28
you know growth and training was on the radar
17:31
this one thing that you can go ahead and say yeah
17:34
change everything for you yeah
17:36
so one of the biggest lies that I was told about
17:39
right when I got my license was from a fellow agent
17:42
and they said that um
17:44
other real estate agents will never help you
17:47
make more money like your
17:48
your money isn't made in in relationships with agents
17:51
it's made in relationships with
17:52
people who are buying and selling
17:54
which is partially true because yes
17:56
obviously
17:57
agents themselves aren't selling me their real estate
17:59
or letting me help them buy
18:00
but um
18:02
the biggest change was whenever I realized like hey
18:05
I can I can grow my net
18:07
cause you're right right
18:08
the network is your network
18:10
if you can grow your network
18:12
and not just your small pond
18:13
but if you can grow it nationally and worldwide
18:16
like how big much bigger your reach can be
18:19
so I decided year one with EXP that I was going to um
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maximize my exposure with all the all of these agents
18:25
not just within our company
18:27
but everyone in our feeder market
18:28
so anyone and everyone that I felt like was
18:31
that the hot places that were moving
18:32
here in New York New Jersey Ohio
18:35
North Carolina all of those areas
18:37
and I would start with the largest city
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and this is so old school
18:41
but I would I literally would go on like realtor
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com and I would start with the very first agent
18:46
and I would work all the way down
18:47
all 500 pages of them
18:49
and I would message each and every one of them
18:51
or give them a call and say hey
18:52
my name is Jessica I'm with XP in Myrtle Beach
18:54
I would absolutely love to be your referral partner
18:57
I love paying referrals please keep me in mind
18:58
if you ever hear of South Carolina
19:01
well I
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thousands of people added to my database
19:04
that very first year cause every day
19:06
I was committed to reaching out to 100 people
19:10
um through that database
19:12
I mean three years ago almost four years ago now
19:14
I'm still getting referrals from people
19:15
I've never even heard from
19:16
back then they never but they're like oh yeah
19:19
Susie says she needed someone here you go
19:21
but through that I landed my largest uh
19:25
client which is the a land acquisition partner
19:28
the one which is one of the largest land acquisition
19:30
partners in the nation
19:32
I landed that through text messages
19:34
so one free hey
19:36
my name is Jessica and they're like hey
19:38
I have someone interested in land
19:39
and now it's like opened up in
19:42
a numerous amount of doors of opportunity for me
19:45
and I'm here with you
19:46
like if it wasn't for that one message
19:48
maybe you and I wouldn't have crossed paths
19:50
but creating the relationships with those agents has
19:56
I mean I
19:56
I wouldn't be where I am today
19:58
if I didn't take that serious so um
20:00
don't think that just because someone has settled
20:03
somewhere along the way
20:04
that real estate agents are gonna make you money
20:05
cause that's a that's an absolute lie um
20:08
I'm doing 110 deals this year
20:10
because of the relationships
20:12
I've made with agents across the globe
20:13
so yeah in the work you put in right and yeah
20:17
last last I checked locally
20:19
there's two agents
20:20
on most sides of every single real estate transaction
20:23
so yes there's something to be said about that
20:26
and those connections locally
20:27
but let's let's talk about this
20:29
and the truth is I don't sell very much land haha
20:32
right
20:32
but the connection is the EXP land and Ranch program um
20:36
Jesse's you know
20:38
partnership with the land and Ranch program
20:40
her relationship with Taryn King
20:42
who we've had on the channel before um
20:44
in conjunction with the whole
20:46
you know advisory council
20:47
just happens to be one of the founding members
20:50
um so let's
20:51
let's talk about that okay
20:52
you mentioned the the largest land acquisition
20:55
you know company EXP Land and Ranch is launched
20:58
but now there's this Jeremy guy
21:00
who specializes in relationships
21:02
and doing something a little bit different
21:04
but the connection is is real right
21:06
and and now I consider you a friend
21:08
a colleague somebody who
21:10
you know I can say hey
21:11
how you doing who checks on me
21:13
who cheers me on yeah
21:15
you know that's the
21:16
that's the point that people miss right
21:18
because it's
21:19
there's nothing to do with land in my blood
21:22
at this stage right right
21:24
like but that one connection
21:26
and Jess wasn't looking for land
21:29
acquisition companies or development companies
21:32
she was reaching out and saying hey
21:34
this is where I'm at a lot of people in your market
21:36
are looking at real estate
21:37
in my market let me know
21:39
I'd love to pay you a referral fee
21:41
it's a very different way of prospecting right
21:44
it's not like hey
21:46
you know do you want to know how much your home's worth
21:47
it's you know yes
21:49
I would almost guarantee that no agent was like
21:51
no hang up right
21:53
or no one said anything crazy to you right
21:56
some of the busy ones just ignored you or whatever
21:58
but oh yeah that's way better than
22:00
you know coming at somebody pretty hardcore
22:03
so it's a very passive way to to grow a business
22:06
and and it did take time
22:07
but 110 transactions in a single year is
22:11
a solo agent's absolutely insane
22:13
so talk about how that one phone call
22:16
and maybe that one person interested in land
22:19
has landed you on the advisory council of
22:21
one of the hottest you know
22:23
marketing platforms you know
22:26
whatever you call the beast that is
22:29
talk a little bit about how it landed you there
22:31
and like how it spurred your interest
22:33
oh my gosh it's been an absolute game changer
22:36
so when I started getting to land um
22:38
I was kind of alone
22:41
I was a little solo over here because there was
22:43
there's not a lot of people well
22:44
there are now
22:45
I've met a lot of people that are in my space now
22:47
but there wasn't a lot of people in the
22:48
in the space as though I thought anyways
22:51
so I was kind of like on my own little island
22:53
and I was just kind of figuring it out as I went
22:55
like I just said yes
22:57
I know nothing about land
22:58
but I'm willing to learn and I just went for it and um
23:02
someone I don't even know who it was now
23:05
mentioned something about a land and ranch division
23:08
is coming up in EXP and I said
23:09
who's heading it up
23:10
I need to talk to them today so it was like they uh
23:13
I might have
23:14
it was probably John Side and then John Side said
23:16
talk to Brent talk to Brent
23:17
they said talk to Tony King and then I was like
23:19
I went all the way down the line
23:21
they got in touch with Taryn and I was like
23:24
finally
23:25
I'm gonna find a group that understands what I'm doing
23:28
somebody knows one thing about me
23:30
somebody knows knows the struggle
23:32
but what was so cool is when we started unpacking this
23:35
you know
23:36
it's they didn't really understand what I was doing
23:38
but this is the fun part of it is that I do
23:41
I am in land acquisitions
23:43
she's in equestrian farms we have cattle farmers
23:46
we have chicken farmers we have solar farmers
23:49
we have I mean everything and under the sun with land
23:52
we have someone for it and that is the coolest thing
23:55
because now it doesn't matter
23:57
if I start to get bored with acquisitions
23:58
which will never happen
23:59
I can find someone who's in something else
24:02
in land and start studying what they're doing
24:04
we have such an incredible
24:06
network of people that are just wildly
24:09
successful in their own field
24:10
and I was reading a book yesterday
24:12
it's um the riches is in the niches
24:15
and that is exactly what we've
24:16
what we've discovered with Lane and Ranch
24:18
is that
24:19
we are also incredibly successful in our own space
24:22
and when we have come together
24:24
we've created this beast of
24:26
of a
24:27
of a group that no matter what part of land you're in
24:30
we have someone that we can connect you with
24:32
but not only that our network is incredible
24:34
but not only is our network incredible
24:36
the platform that we've been able to use
24:38
to market our properties is wonderful
24:40
so we have a 39 million dollar listing in our platform
24:44
right now in Landon Ranch
24:46
we also I mean we've sold I'm
24:48
I don't know if we've sold thousands yet
24:49
cause we've just done it
24:50
but definitely hundreds of properties um
24:52
could myself included here
24:53
so just
24:54
the platform that they've provided for us
24:56
has been a game changer
24:59
yeah exactly
25:01
and no one else is doing
25:02
no one else has come close to doing what we're doing
25:05
to offering what we're offering
25:06
and I think that that's the part that I
25:08
cause I'm not a I can't be a fluffy person
25:10
I if I don't truly believe in something
25:12
I'm gonna be a little skeptical
25:14
skeptical about telling someone about it
25:16
but this is an absolute game changer
25:18
and I am so excited I am so passionate
25:20
that I'm not trying to sell anyone on like Hey
25:22
Lana Ranch is great because it is an absolute
25:25
no one else is doing it
25:26
so I get all hyped up when I when I'm talking about it
25:29
but it's it's wonderful so having uh
25:32
the space and the group and the network
25:34
of the agents that are so wildly successful
25:36
and like real cowboys and real cowgirls
25:38
I'm from Myrtle Beach I don't own a farm
25:41
I've ridden a horse twice
25:42
I've never even been hunting
25:43
but here I am
25:44
I'm like largely immersed in this land space
25:47
um with these people that are just live and breathe it
25:50
it's been really cool and I just
25:52
I'm love I'm loving it
25:53
I'm loving every minute of it
25:53
it's fun absolutely
25:55
and that's I mean
25:56
that's the thing you have
25:57
you're searching right
25:58
and again it's about surrounding yourself with people
26:01
because I could have talked to you a year ago
26:03
and yes the land acquisition was a great piece
26:06
to help you get to your goal of 100 houses
26:08
hundred and ten houses in a year
26:10
but you were on an island
26:13
right and Jake Logan was on an island
26:15
and Taryn was on an island
26:17
and Liz Cruz was on an island and all the
26:20
and Rachel Ryan was on an island
26:22
right and now they're coming together
26:24
yeah and it's like okay we're
26:25
we're on our own little specialty islands
26:29
but at least we have the infrastructure over here to
26:31
oh man
26:32
to kind of help us out you created a monster
26:34
I mean in life
26:35
you still like
26:36
everyone is just so dialed into their specialty that
26:41
like combining everyone together
26:43
oh my gosh
26:44
game over for everybody else sorry
26:45
kind of like kind of like the nerdy I'd
26:48
I'd hate to be on those Landon Ranch calls
26:49
it's just nerd now but it is
26:52
absolutely
26:53
getting on a call with somebody else about AI
26:55
or whatever so that's awesome
26:58
so let's kind of talk about this
26:59
obviously you say 110 deals
27:01
and I want to tell you like that's just Ross
27:05
that's not a a massive team
27:08
that's just allowing co listers or anything like that
27:11
like that is this woman right here doing it
27:15
so tell me what that looks like from a systems
27:18
processes like organizational standpoint
27:21
because like there's still a husband
27:25
there's still some kids there's still
27:28
you know your family
27:29
that's obviously incredibly important to you outside
27:31
you know your extended family
27:33
like is it just like
27:35
do you just hang out with your kids
27:36
at these special events that you
27:40
work so hard for or how do we get there
27:43
um well
27:44
you know
27:44
I think that everyone likes to say that once like you
27:48
you have to have it all figured out
27:49
and then if you don't have it figured out
27:51
then you know
27:52
what are you doing with your life
27:53
I I don't have it figured out
27:54
if I'm being super honest
27:55
like I it's
27:56
I'm just you know
27:58
utilizing my time that I have
28:00
and captivating all of the opportunities that I have
28:03
currently um
28:04
and just making the most of it
28:06
because I was having this conversation today that
28:07
you know I
28:08
I truly feel like God has destined me for greatness
28:12
and it's destined you for greatness for every
28:14
for every single one of us
28:15
and if we are lazy
28:17
and we don't get after the blessings
28:19
and the gifts that he's given us
28:20
like what a waste like what a waste of
28:22
of a life that we have that we haven't gone after
28:25
all these incredible things that we have
28:28
that we're destined to become
28:30
so I don't have it figured out
28:33
and um
28:34
my family every once in a while
28:35
they will call me out like hey
28:36
you're it's a little late
28:37
like we should be doing dinner
28:38
like what are you doing
28:39
and I can appreciate that and I
28:41
and I notice it and I'll put my phone down
28:42
and we'll have the one on one time
28:44
but I really I
28:44
I do I pick up my kids every day
28:46
well I don't mind
28:47
I have a senior so she drives to school and from school
28:49
but my little boy I take him to school every day
28:51
and I pick him up from school every day
28:53
um and we all do dinner at night time
28:56
um you know
28:57
so we make sure that we have this time together
28:59
cause they are so fast but um
29:02
I have a transaction coordinator that helps me
29:04
I'm not I'm not a details person
29:06
so she helps me behind the scenes
29:07
I'm just the face of everything
29:09
I get it written down and pass it on to her
29:11
and she handles the rest without her
29:13
I would not be able to do half of what I'm doing
29:15
so the transaction coordinator um
29:17
from day one being a real estate agent is important
29:20
because they're gonna help you keep your business
29:22
organized on the back end
29:24
so that you can make time for your family
29:26
and make time for more business
29:27
so I would just say yeah
29:29
Transaction
29:29
Coordinator is probably my only organization
29:31
it sounds awful to say I'm sure I have
29:33
I'm sure I'm way more organized than I give myself
29:35
credit for but transaction coordinating is uh
29:38
is definitely a must for me boom
29:40
secret hundred and 10 deals Transaction Coordinator
29:43
that's all you need that's it yeah
29:44
but I mean there's some important pieces there right
29:47
the ability to set it down
29:50
and in this world that we live in
29:52
it's so incredibly difficult
29:54
so that's absolutely amazing
29:56
and so now
29:57
as you add yet another layer onto your business and
30:00
you know
30:01
the sponsorship and organization growth and um
30:04
I mean where are you seeing success
30:07
what's your vision for helping other agents and
30:09
and what's that look like
30:11
from a national or global level
30:14
I really think it's just accountability
30:15
I think a lot of um and I
30:18
I make sure that I tell everyone that
30:20
has joined or partnered up with me um
30:22
or even that I'm mentoring
30:23
that I think accountability is very important
30:25
and if you can't be honest with yourself
30:27
like there's no need for it
30:29
because you have to be honest with yourself
30:30
at the accountability standpoint
30:32
so I am a firm believer in that and then just um
30:36
it's not really just having your business organized
30:38
but doing something every single day
30:40
that is gonna push you to get you to your goal
30:42
I don't care if it's just one thing
30:43
if you're having an off day
30:44
and everything seems to be going wrong
30:46
you need to do one thing
30:47
that's gonna get you closer to that goal
30:48
and then tomorrow
30:49
you can pick it up where you left off um
30:51
but just really that accountability side of it I mean
30:54
you know that that was that's what helped me um
30:57
push myself I had Mentor Day 1 of my license
30:59
and I will forever have one because that
31:02
that's what keeps you like I said accountable
31:05
but you have to be honest with yourself too
31:07
so those two things are top priority
31:09
and student becoming coach or teacher
31:11
there is is absolutely real and
31:13
and the amount that you you know
31:15
care for others and want to get there
31:18
I mean it's it's pretty simple right
31:20
you've said it 100
31:22
100 messages a day is all it was to people that were
31:27
you found online for free
31:30
and you know it wasn't it wasn't a scarcity mindset
31:34
it was like hey
31:35
I'll pay a you know referral fee and all of that
31:37
so that to me shows you
31:41
that it's pretty simple to scale
31:44
building relationships right
31:46
because out outside of the hundred hundred messages
31:50
what were you doing locally that
31:53
that maybe was attributing to some of your success
31:56
and 12 deals in your first year
31:58
yeah I mean honestly
31:59
like
31:59
we talked about just talking to people that I know
32:01
like I'm not afraid of the ask
32:03
my very first deal
32:04
I was actually downtown in our little downtown area
32:07
I was handing out little goody bags to all of the um
32:09
places down there I had like um
32:11
some I think I have had like fall time candy
32:14
I can't even remember what it was in a business card
32:16
and as I was trying to cross the street
32:18
this lady was trying to park
32:19
where I was trying to cross
32:20
and she almost ran me over
32:22
and so I was like oh my gosh
32:23
I'm sorry
32:23
ended up being someone that I knew and then she's like
32:25
what are you doing
32:26
I told her that was my first deal right there
32:28
like almost got killed got my first big transaction
32:30
so that was great um
32:32
so it just but it was just really you know again
32:34
just talking to everyone that I know
32:35
but it wasn't coming across as being like hey
32:38
I finally got my real estate license
32:39
let me help you sell your house
32:40
because they're not gonna trust me
32:42
I'm just I'm day one but it was the fact that hey
32:44
oh my gosh I'm a part of this group that is um
32:47
we're we have
32:48
you know top agents in the
32:50
in the area and they're incredible
32:52
I'm so excited to join them
32:53
if you happen to know anyone that I can help
32:55
I'd love the opportunity and it just
32:57
it just leave it there and then eventually
32:58
you know you start posting stuff on social media
33:00
you're getting yourself out there making yourself first
33:03
um top of mind every time
33:05
but it's just getting out there and talking to people
33:07
you can't just wait for people to be like
33:08
oh yeah I remember Jessica had a real estate license
33:10
you have to be top of mind at all times um
33:13
and people will love you for it
33:15
they want to see you succeed
33:16
and the people that don't
33:17
it's okay yeah
33:18
you know next person
33:20
so they'll eventually come around and very basic
33:22
right like hey
33:23
not just you but anybody
33:25
um please as a disclaimer
33:27
do not go run in front of car
33:29
moving cars
33:31
I mean it worked for me
33:32
so it worked for Jeff she's fine
33:34
she's she can walk
33:35
she's good to go so that's
33:38
that's a that's quite the story
33:40
but ultimately a testament to who you are
33:42
how you serve your family first
33:45
all of the things just an incredible human as you go
33:47
so I have no doubt that
33:49
your success is gonna carry over to large
33:51
you know agent organization growth
33:53
because at the bottom the bottom line is you care
33:56
so again
33:57
if you're interested in partnering with myself or Jess
33:59
you can comment
34:00
co sponsor below or reach out to either one of us
34:03
um
34:04
and we'd be happy to kind of bring you into our family
34:07
and oh yeah I'll tell you that's
34:09
that's intense
34:10
so if people want to reach out to you directly Jess
34:14
where's the best place I mean
34:16
give me a call I'm
34:16
I'm always available obviously
34:18
we always have our phone nearby
34:20
um there or Instagram is where I keep the most um
34:23
the you know
34:24
the the majority of my stuff up there
34:25
so Instagram Jess Ross underscore r e or
34:29
and my phone number is in there too
34:30
so yeah what's your phone number
34:32
say it 8 4
34:33
3 3 2
34:34
4 0
34:35
5 6 2
34:36
alright perfect
34:37
thank you so much for your time
34:39
I better let you get back to 110 transactions
34:43
and maybe we'll have you on back on in January
34:46
and we'll just have a little Celebration party
34:48
because I love that setting those goals
34:50
achieving those goals
34:51
like you'll be coming off that amazing
34:53
you know Christmas giveaway that I can't
34:54
that's right
34:55
see you on social media eventually
34:58
so great awesome
34:59
thanks so much for popping on
35:00
thank you so much alright guys
35:02
we'll see you soon bye
35:05
alright let me get the record