Latest / The Real Estate Agent Playbook / Real Estate Burnout? Why Choosing the Right Guide Changes Everything | Cory Williams

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Real Estate Burnout? Why Choosing the Right Guide Changes Everything | Cory Williams · The Real Estate Agent Playbook

• 0:00
  what's up guys today
• 0:02
  we have a legend here in the Denver real estate market
• 0:06
  my good buddy Corey Williams
• 0:08
  we originally met a few years back
• 0:10
  when we were at the same brokerage
• 0:11
  he has since moved on and started his own thing
• 0:14
  he's absolutely crushing it
• 0:16
  uh was featured on real producers
• 0:18
  a couple of months before me haha
• 0:20
  but uh
• 0:21
  here we are but Corey
• 0:23
  what's up brother how you doing
• 0:25
  man I'm doing so well man
• 0:27
  I appreciate you having me on
• 0:28
  yeah to get this off the plate
• 0:30
  like we just had our posters handy
• 0:32
  so why not have some fun with it
• 0:35
  um but uh man um
• 0:38
  you know we have such a mutual respect for each other
• 0:42
  um we're both in this business for the right reasons
• 0:46
  and we're leaders in our community
• 0:49
  we're leaders in our industry
• 0:51
  and you know
• 0:52
  we've just got a heart and a passion to help people
• 0:55
  so it's an honor and a pleasure to get
• 0:58
  live with you today
• 0:59
  and have some time to drop some knowledge on everybody
• 1:03
  that's that's out there listening
• 1:05
  yeah it's
• 1:05
  it's wild how we kind of
• 1:07
  we kind of ran congruently for a long time
• 1:10
  and then we connected and
• 1:11
  you know almost like brothers off the start and just
• 1:15
  just really cool to see kind of
• 1:17
  what you're doing over a blue pebble
• 1:19
  um and then obviously
• 1:21
  we have the very similar production background
• 1:23
  and then now we're both kind of in the
• 1:26
  this coaching kind of field that we're looking at
• 1:29
  and you have some very good uh
• 1:31
  I'm the coach I'm the
• 1:33
  you know I
• 1:33
  I coached high school hoops for a long time
• 1:35
  so I've just kind of carried that over
• 1:37
  but you have a little bit of a different analogy
• 1:40
  and approach to that
• 1:41
  so let's talk a little bit about that
• 1:43
  and where that kind of comes from
• 1:44
  cause it's honestly the same things that I say
• 1:48
  you know every day
• 1:49
  just different words haha
• 1:50
  100% and that's the thing
• 1:52
  you know uh
• 1:54
  it's really about finding the right guide
• 1:57
  you know I love the hero's journey um
• 2:01
  I love you know
• 2:03
  the way that um
• 2:05
  Donald Miller turned it into the storybook
• 2:08
  kind of framework um
• 2:10
  great marketing book um
• 2:12
  you know and like
• 2:13
  my story directly
• 2:15
  kind of is in line with the Karate Kid man
• 2:19
  like he finds Mr Miyagi right
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  I mean the
• 2:24
  the kind of path and flow is
• 2:27
  you got a person that has a problem
• 2:28
  how many people do you talk to any given day
• 2:32
  they have problems okay
• 2:34
  you talked about our production buyers and sellers
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  they're like hey I
• 2:38
  I I need to sell a house in this market right
• 2:41
  I got problems right
• 2:43
  it smells like cat pee in here um
• 2:46
  or hey I've got the perfect house
• 2:49
  problem is
• 2:49
  I made it perfect and I really don't wanna sell it
• 2:52
  right or we've got agents that are like
• 2:55
  I just don't have the support
• 2:57
  I'm just not getting the traction I need right
• 3:00
  and so we see where we can hop in there and say hey
• 3:08
  let me be the guide
• 3:11
  that can take you down that road
• 3:13
  and so that's really what my story is about is
• 3:18
  you know we've got so much ego in our business
• 3:22
  you know look how much production I did
• 3:24
  look at this look at that um
• 3:27
  and really what we're doing is we're making heroes man
• 3:31
  well our clients
• 3:33
  get to be the hero when we guide them through um
• 3:37
  so you know I
• 3:38
  I just love analogies
• 3:41
  um and
• 3:43
  you know you and I
• 3:44
  like you said
• 3:45
  you just have always had a passion for that
• 3:48
  you know I was just journaling actually uh
• 3:51
  this morning and it dawned on me that my freshman year
• 3:55
  I was elementary education major
• 3:58
  and at some point I decided to switch to communications
• 4:02
  cause I thought well
• 4:03
  you know
• 4:04
  I'm not gonna make enough money being a teacher right
• 4:07
  and I've got all these
• 4:09
  people that are on CEO paths around me
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  and blah blah blah
• 4:14
  and so here I am you know
• 4:16
  25 years later just finding myself like you with that
• 4:22
  calling back to coaching to guiding um
• 4:28
  so so yeah
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  so that's kind of the spin that I have is
• 4:32
  is I I position it as like
• 4:35
  let's lock arms and work together
• 4:38
  mm hmm um and
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  and you know
• 4:42
  you know this
• 4:43
  we gotta ask the right questions
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  cause everybody's journey is different
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  um but the biggest difference
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  particularly when it comes to results is the guide
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  who do you choose do you pick the right person
• 5:00
  um so
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  so yeah man
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  so you know
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  um I had
• 5:06
  Michael Benenati
• 5:07
  was my first kind of guide in the real estate industry
• 5:10
  he helped me build my production business
• 5:13
  I think it's a family thing for you right
• 5:16
  yep my dad was my first managing broker
• 5:19
  my first you know
• 5:21
  coach guide would probably be Brian Biffini
• 5:23
  I went pretty hardcore into that
• 5:25
  which I'm sure is you know
• 5:27
  on the tip of your tongue or somewhere along there
• 5:30
  ninja or whatever you want to call
• 5:32
  call the New Age but yeah
• 5:33
  that's that's kind of where I got my start
• 5:35
  and it's it's really about relationships right
• 5:38
  and it's it's really easy to find people
• 5:43
  to build relationships for people like you and I right
• 5:46
  most of our clients come from those relationships
• 5:49
  in one connection or another
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  and it's really easy to find the people that are
• 5:55
  actually legit in this
• 5:57
  this industry because it's really easy right
• 6:00
  Corey and I sat down had coffee
• 6:02
  he had a production team uh
• 6:05
  which I told him that day
• 6:06
  I was like I don't know about that Corey but
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  but I I mean
• 6:10
  I sent him a you know
• 6:11
  couple connections from agents that I had
• 6:13
  my organization and you know
• 6:15
  ultimately he went a different direction
• 6:17
  but it was really easy just to connect right
• 6:20
  because who knows where we come down you know
• 6:23
  from that spot you know
• 6:25
  on South Broadway that coffee date
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  so to speak to you know
• 6:29
  hanging out at Bronco tailgates now
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  and stuff like that
• 6:32
  it's just it's just really about connection
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  and the people that are Uber successful at this
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  understand that
• 6:38
  and can turn any conversation into a connection
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  and I think that's from what I see
• 6:43
  is what you do and what I do
• 6:45
  and then it's about connecting that to the agents right
• 6:49
  it's it's not your broker it's not your team
• 6:52
  it's not your commission split
• 6:55
  it's not any of that that's holding you back
• 6:58
  it's probably something to do with you haha
• 7:02
  right and sometimes to inspire different players
• 7:05
  you have different you know
• 7:06
  you have different ideas right
• 7:08
  I coached you know top top notch athletes
• 7:12
  I coach freshman that were just trying to make it
• 7:15
  and had to go freshman JV
• 7:17
  you know JV maybe again
• 7:18
  and then varsity to get that that varsity letter right
• 7:21
  and
• 7:21
  and every kid's different and every agent's different
• 7:25
  so talk a little bit about your connection points with
• 7:28
  with agents
• 7:28
  how you start that process and how you dig deeper right
• 7:32
  because yeah we've all heard it
• 7:34
  the secret to being successful at real estate is
• 7:37
  you actually have to do the work
• 7:39
  but how how realistic is that actually hahaha
• 7:45
  very realistic um
• 7:47
  yeah
• 7:48
  I have fond memories of that romantic morning at Corvus
• 7:51
  you know and it's interesting
• 7:53
  cause for the listeners out there
• 7:55
  that are in this process right now right um
• 7:59
  did I make the wrong decision that day
• 8:01
  of course not cause it got me where I am today right
• 8:04
  we we we
• 8:05
  we have these wise
• 8:08
  but I also look at what you're doing and I'm like ah
• 8:11
  this is so aligned with you know
• 8:13
  where I'm at and and where I wanna be and
• 8:16
  and just to see your success
• 8:18
  and get to celebrate in that
• 8:20
  alongside with you's been incredible
• 8:23
  yeah um
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  so you know
• 8:25
  in terms of getting that process started
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  um you know I
• 8:30
  I I take a very hands on approach to everything
• 8:37
  and like you a very systematized approach
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  so the next kind of part of the hero's journey is
• 8:45
  the guide has to call their people to action
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  and you said this best you gotta do the work
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  and so hey man
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  I've gone this direction and that direction
• 8:56
  in terms of like just letting people take it out of me
• 9:00
  my clients and agents and man
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  you know
• 9:04
  people that well take advantage of your time and
• 9:09
  and you know
• 9:10
  maybe they don't know it right
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  so one of the things that I do first
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  is I set some clear boundaries for myself right um
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  and then we put a plan together and you know this
• 9:22
  you can't find a buried treasure
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  if you don't have a map
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  you just be digging holes in the ground all day right
• 9:28
  yeah and so
• 9:29
  so I very much believe in having a plan of action
• 9:35
  and it really depends on where they're coming from
• 9:38
  right well
• 9:39
  I just got started in the business I
• 9:42
  if I were to put everybody I know on
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  you know on a spreadsheet
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  it's 50 okay well
• 9:48
  we gotta get more we you have to have much more uh
• 9:53
  conversations right versus
• 9:56
  someone like me
• 9:57
  that came from the construction industry
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  all I ever did was build relationships
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  for other people and so
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  it was very easy for me to just
• 10:06
  serve those people in a new way so um
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  you know so uh I really take that um
• 10:15
  let's get the map sort of built out
• 10:17
  because it's gonna be different
• 10:20
  you know
• 10:20
  are we gonna have to be like door knocking and
• 10:23
  you know running a lot of open houses
• 10:26
  and possibly calling for some
• 10:28
  for sale by owners or some expirers
• 10:30
  like you gotta have those real estate conversations
• 10:32
  and you gotta have them today
• 10:35
  and just getting the at bats for the newer agents
• 10:40
  and then you know
• 10:41
  with the with the more refined agents
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  it's just teaching them the vernacular um
• 10:48
  and the path that we want to take people down
• 10:51
  here's the reality buying a house is 100% emotional
• 10:56
  selling a house is 1,000% emotional
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  so what I teach my people to do is be really great
• 11:02
  emotion managers
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  yeah okay
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  and that's the secret
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  that's where you go from good to great
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  so I really wanna coach them through that
• 11:12
  are we gonna write a very tight contract
• 11:15
  of course we are you're
• 11:16
  there's not gonna be missing any blanks
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  you could tell a lot about an agent
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  by the contract they send you
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  and so of course
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  we're gonna have that stuff buttoned up however
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  the real art is learning that emotion management
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  and walking them through and again
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  knowing the right questions asked
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  so we can build that right plan um
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  and then you know kind of like
• 11:39
  Mr Miyagi did sign him up for the tournament right
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  he signs Daniel up for the tournament it's like
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  guess what we're going to battle and so
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  you know
• 11:50
  really calling people to action and saying okay
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  you know
• 11:54
  I am here to help you avoid failure and in the process
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  you're gonna achieve success so yeah
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  really just taking that step back and saying hey
• 12:06
  how can we make you the hero
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  and everybody's journey is different my friend right
• 12:11
  what's your vision for your business
• 12:14
  you've got a family man
• 12:16
  a an amazing family and you've got
• 12:19
  you know coaching commitments outside
• 12:21
  and so you gotta keep those things
• 12:24
  those are what make you you
• 12:26
  that's your contribution to your community
• 12:28
  that's your contribution to your family
• 12:30
  that's your legacy that you're leaving behind
• 12:34
  raising your children with your wife right
• 12:38
  and so it's like family comes first
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  and so I Learned so much from uh
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  my coach now is Austin Chevron
• 12:48
  so yeah fellow EXP guy right
• 12:50
  and so I coach with him out of uh
• 12:54
  you know he
• 12:54
  he's my new Mr Miyagi
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  and nobody has better boundaries than Austin Chevron
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  I have Learned so much about um
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  you know he's he's made a commitment to his wife
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  I'll be home every day at 5:00 for dinner
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  and he never misses a 5:00 dinner
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  that's his priority
• 13:14
  and if people have a problem with that
• 13:16
  he quietly says no problem
• 13:18
  you can work with someone else
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  but the reality is
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  establishing boundaries is one of the most challenging
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  points pro tip here
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  anybody out there listening
• 13:31
  don't fall into the trap in real estate
• 13:35
  that you can't have boundaries
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  cause it's simply not true
• 13:41
  in fact your people and you know this Jeremy
• 13:46
  just from being an attraction magnet
• 13:49
  is that the more you're firm in your foundations
• 13:53
  in your boundaries
• 13:55
  the more of your people are gonna come to you yep
• 13:59
  absolutely and that's that's the thing right
• 14:01
  open three 65 answer my phone all the time
• 14:05
  I mean it's clients now it's agents now
• 14:07
  it's now it's constant and it's
• 14:10
  it's there and we struggle right as entrepreneurs
• 14:12
  it's like we gotta go we gotta do it now
• 14:15
  we have to you know get that next opportunity
• 14:18
  build that next relationship
• 14:19
  and so it it certainly does tax um
• 14:23
  you know some of the things that are
• 14:25
  the very reason why we do what we do
• 14:28
  and so
• 14:28
  establishing boundaries is actually fairly simple
• 14:32
  um but
• 14:34
  but it's one of the most overlooked and
• 14:38
  skipped pieces of it and once you're into it
• 14:42
  it's a whole lot different right
• 14:44
  once it's been one way for a while
• 14:45
  it's a whole lot different
• 14:47
  and what I've seen through some of my
• 14:49
  you know coaching is just a little perspective right
• 14:53
  I mean you know
• 14:53
  my agent Taryn King right
• 14:56
  I've literally taken her phone out of her hand and put
• 14:58
  ride ride my horses on a
• 15:01
  on her Sundays made it repeating like
• 15:04
  that's it that's all
• 15:05
  does she follow it every Sunday
• 15:07
  probably not but it's in there still
• 15:09
  and I asked her if it's in there
• 15:10
  and she shows me when I when I do hang out with her
• 15:14
  and so that stuff's important
• 15:16
  the stuff that really truly separates you
• 15:19
  because you can't show up how you want to show up
• 15:22
  if you're not getting recharged
• 15:24
  if you're not
• 15:25
  you don't have that big why that kind of fuels you
• 15:28
  and I talk a lot about whys in some of my presentation
• 15:31
  stage presentations
• 15:33
  and all of our y is pretty much the same
• 15:38
  right it's
• 15:39
  it's you know
• 15:41
  attached to family
• 15:42
  another member or some sort of financial freedom travel
• 15:46
  retirement
• 15:47
  some sort of that I've been in rooms with 350 agents
• 15:51
  I say everybody stand up I go through those two things
• 15:54
  I say sit down
• 15:54
  if your why is this more than half the room sits down
• 15:58
  I say sit down if your why is this
• 16:00
  everybody else sits down right
• 16:02
  so
• 16:03
  so we have to differentiate ourselves a little bit
• 16:07
  as agents
• 16:08
  and so I've come up with this kind of Simon Sinek
• 16:11
  I call it y 2.0 but it's
• 16:14
  what gets your people that you serve out of bed
• 16:17
  what is their why and how do you get to that
• 16:20
  how do you speak to that
• 16:21
  because then that why becomes my why 2.0
• 16:25
  and if I can kind of build my business that way
• 16:28
  and I can kind of help people understand
• 16:31
  in this world of differentiation right
• 16:34
  to attract
• 16:35
  I have to differentiate myself from a guy like you
• 16:38
  who's very similar coaching
• 16:40
  I have to differentiate myself from the No.
• 16:42
  1 attractors at my company
• 16:44
  in my area right
• 16:45
  I have to attract clients
• 16:47
  I have to again compete with you and usually win
• 16:52
  but get that listing appointment over there in Lakewood
• 16:55
  right just kidding
• 16:57
  um but it's it's no
• 16:59
  you're not I mean
• 16:59
  that's the old fashioned competition brother
• 17:03
  let's go but that's but that's how it is
• 17:05
  you have to differentiate yourself
• 17:07
  and you have to do that now
• 17:08
  you hit on something that people's vision is different
• 17:13
  and I think that's what a lot of coaches miss
• 17:18
  not to say I'm the best coach in the world
• 17:20
  but I've watched people crash and burn
• 17:24
  and frustrate themselves and burn out
• 17:27
  and now they're out of production
• 17:28
  and now they're out of coaching
• 17:31
  every agent every person that I coach
• 17:35
  it's about their vision
• 17:37
  right so
• 17:38
  how do you dig into that a little bit
• 17:40
  and then craft your
• 17:42
  your guide around something along those lines
• 17:46
  for instance some wanna make $1 million
• 17:49
  some want to make six figures
• 17:51
  some want to sell 100 houses a year
• 17:53
  some want to just sell six
• 17:56
  so how do you kind of differentiate that
• 17:58
  how do you dig into that a little bit
• 18:00
  and use that in your in your tour guide setup
• 18:03
  yeah you know I
• 18:05
  I love that right when
• 18:07
  when we talk about this last phase
• 18:10
  of the hero's journey where
• 18:12
  you know you go from taking action on the plan
• 18:16
  to avoiding failure and achieving success
• 18:21
  those are
• 18:22
  two very different and extremely the same thing okay
• 18:28
  and I don't know about you
• 18:31
  but like I burn out multiple
• 18:33
  multiple occasions
• 18:35
  and this is where Austin Chevron gets it
• 18:42
  this is the most important part of his system
• 18:46
  in my opinion
• 18:47
  and it's run rest cycles
• 18:51
  um have you heard of the Iditarod race
• 18:53
  yeah uh
• 18:54
  the okay
• 18:55
  so for decades
• 18:59
  people were winning by minutes or whatever right
• 19:02
  and this guy came in and he wins by like a day
• 19:06
  and a half and he said
• 19:09
  I'm gonna go faster than all of you
• 19:11
  I'm gonna go farther than all of you
• 19:13
  and I'm gonna rest myself and my dogs while I do it
• 19:18
  and so when Austin was designing his coaching program
• 19:22
  he integrated run and rest cycles into
• 19:27
  the way that you operate within a system
• 19:31
  so you run Monday through Thursday every uh
• 19:35
  three weeks a month
• 19:36
  and you rest on Friday in the last week of the month
• 19:40
  now you and I both know we're not talking about rest
• 19:45
  okay we're talking about working on your business
• 19:50
  instead of in your business
• 19:52
  and so I and and I know you do this
• 19:58
  there's so many coaches out there
• 20:00
  cause I've done them all you mentioned the first one
• 20:03
  I started with Buffy done the Tom Ferry and
• 20:07
  and the Tom Ferry and the Ninja
• 20:09
  and I mean
• 20:10
  hundreds of thousands of dollars have been spent on
• 20:13
  self development right
• 20:16
  um and so they're just hammer the phones go hard
• 20:20
  go hard in the paint go harder in the paint push push
• 20:23
  push
• 20:24
  push push and you will burn out as you said very fast
• 20:30
  and when you find the right guy
• 20:34
  that grabs your phone out of your hand
• 20:36
  and says horses on Sunday
• 20:39
  I programmed it into your phone
• 20:43
  that's when you know that it's like yes
• 20:46
  that's my connection point that's where I center okay
• 20:52
  or for you it might be I have to be able to coach
• 20:56
  I'm prioritizing my kids ball games
• 21:00
  whatever the case is and so
• 21:03
  this is another pro tip for your listeners out there
• 21:07
  you have to build in rest
• 21:10
  rejuvenation and connection time
• 21:14
  this thing has made me millions of dollars
• 21:18
  and it's also almost derailed
• 21:22
  and maybe totally derailed some of my relationships
• 21:25
  and almost you know
• 21:26
  like my poor wife
• 21:29
  that's all I have to say from this thing
• 21:33
  and so really honing that in
• 21:37
  and here I am a decade deep right
• 21:39
  a hundred million plus of transaction transactions um
• 21:44
  countless hours you know
• 21:46
  how many headaches
• 21:47
  people crying on your shoulder and you know
• 21:51
  and and and it's like
• 21:53
  I'm just now learning how to set those boundaries
• 21:58
  and how to run and rest appropriately
• 22:03
  and so it's a journey man
• 22:05
  it's all about the different seasons and the reality is
• 22:10
  um for every season you have to adjust appropriately
• 22:15
  so somebody that's getting started in this business
• 22:17
  in a market like this
• 22:19
  you wanna be you wanna win
• 22:22
  you're gonna have to run harder than anybody else
• 22:26
  when it's time to run and on the rest cycles
• 22:29
  you better optimize your systems in a way
• 22:32
  and be able to read the data
• 22:35
  and understand what's going on
• 22:37
  and make adjustments better than anyone else
• 22:40
  if you wanna win so so um
• 22:44
  you know
• 22:44
  I just love the idea and the concept of you know
• 22:49
  establishing those boundaries holding hard
• 22:52
  getting your run
• 22:53
  and rest cycles or whatever you wanna call them
• 22:56
  and just making sure that you've got bumpers in place
• 23:00
  so you're not finding yourself in the gutter again
• 23:03
  and again
• 23:04
  and let's talk a little bit about that last piece
• 23:09
  because you mentioned the market currently
• 23:11
  time of this recording the market is very different
• 23:14
  I've been in 11 years you've been in ten
• 23:17
  we're right there right
• 23:18
  like I said
• 23:19
  long lost brothers that that never knew each other
• 23:21
  and um but
• 23:25
  how have you
• 23:28
  sustained success in your production business
• 23:31
  despite the markets that we've been in right
• 23:34
  I just talked to another one of my agents Taylor
• 23:36
  she said
• 23:37
  she just closed a deal with you and Evan the other day
• 23:39
  right she said to tell you hello
• 23:41
  there you go I did it
• 23:43
  but great deal let's
• 23:44
  great deal let's talk about that as we kind of
• 23:48
  you know go to this next level right
• 23:51
  because you and I have both established a production
• 23:54
  through our relationships that yeah
• 23:57
  we're we're affected by the market
• 24:00
  but we're not failing to provide
• 24:03
  we're not failing to you know
• 24:05
  invest in our businesses as a result
• 24:08
  so how have you done that
• 24:10
  and as the market changes
• 24:12
  what's kind of
• 24:13
  your mindset that you really need to go into
• 24:15
  to make that adjustment on the fly
• 24:19
  yeah
• 24:21
  Steve Jobs always said that you can only judge yourself
• 24:27
  looking back
• 24:29
  only analyze yourself looking back
• 24:32
  and so as I'm sitting here going okay
• 24:35
  well these are different times
• 24:36
  it's a little bit thinner
• 24:37
  now than it has been in the past
• 24:40
  this thing's not ringing as much anymore um
• 24:44
  you know
• 24:45
  so do I go out there and make you know 300 calls today
• 24:49
  you know and hit the panic button
• 24:51
  um you know
• 24:53
  the answer truly
• 24:55
  and this goes back to where we started
• 24:57
  this conversation is us having that heart of service
• 25:05
  and so we have built our business on that on service
• 25:11
  and people know uh
• 25:15
  that when they come to us
• 25:18
  that we're gonna put our preconceived sort of
• 25:24
  I mean there's a lot of agents out there
• 25:26
  let's just say that have commission breath OK
• 25:29
  and so so
• 25:32
  we put all of that aside and
• 25:35
  guide our clients through making the right decision and
• 25:41
  probably six years ago I had an intern and um
• 25:45
  he spent a month with me in January
• 25:47
  and he was right in this car seat next to me
• 25:50
  you know our mobile our mobile offices
• 25:57
  just kidding and he said to me once he said hey
• 26:00
  you know what I never knew anybody
• 26:02
  could be so successful by being genuine
• 26:09
  probably the best compliment I've ever received and I
• 26:14
  I draw off of that Jeremy
• 26:18
  I draw off of that and you know
• 26:22
  my motto going into 2,025 is
• 26:26
  I'm looking for people that are looking for me because
• 26:29
  you know that you know
• 26:31
  when you get started in this business
• 26:33
  like if they can fog a mirror
• 26:36
  and write an earnest money check
• 26:38
  like we're gonna work with them
• 26:40
  we've got to and as we've moved on we're like oh
• 26:46
  you don't respect my boundaries cool
• 26:49
  you know go find somebody on Zillow right
• 26:52
  yeah um
• 26:54
  so I have felt this way forever and ever amen
• 26:58
  and Brian
• 26:59
  Biffini was the first person that taught me this
• 27:02
  and same thing with you
• 27:04
  if you want to build a business that sustains
• 27:09
  market UPS and downs cause you'll have them
• 27:12
  we didn't have any for a good
• 27:14
  long bit here in Colorado
• 27:16
  but we sure have some uh market turbulence right now um
• 27:22
  then you build your business this way
• 27:26
  and you build it on a foundation of relationships
• 27:29
  you build it on a foundation of giving zig Ziglar said
• 27:35
  hey you can have everything you want in this life
• 27:39
  as long as you help everybody else get what they want
• 27:43
  first
• 27:45
  yeah now we just talked about burnout
• 27:48
  and so I operated on that premise
• 27:52
  for the first nine years of my business
• 27:55
  until I met Austin and it was like
• 27:57
  hang on now that's just a little bit flawed
• 28:00
  that's a little bit flawed
• 28:02
  because I need to protect myself and my energy
• 28:06
  and my family and be able to give back in other ways
• 28:11
  not just to my business to my marriage
• 28:14
  you know and and so so um
• 28:18
  when you build a business this way and and listen
• 28:22
  you've seen it
• 28:24
  and we would love to be able to provide leads
• 28:27
  to our people right
• 28:29
  I would love to just toss deals around left and right
• 28:33
  or produce them off of Google ads or Facebook
• 28:38
  or whatever what I'm not going to do is give Zillow 40%
• 28:43
  half of a commission check
• 28:45
  cause I know that
• 28:47
  they're out there to take our industry out
• 28:51
  and so those are parameters that I've drawn
• 28:55
  and I've had agents like hey
• 28:57
  you know like that's what I'm looking for
• 28:59
  that's how I want to build my business
• 29:01
  those aren't my people
• 29:03
  those aren't the people that I'm looking for
• 29:05
  I'm looking for people cause I can't teach you
• 29:09
  how to do things that I haven't done really
• 29:12
  can I help you on scripts and coach you once you
• 29:17
  you know get a listing appointment
• 29:18
  you know you can get into someone's house
• 29:21
  by all means you should take me with you
• 29:24
  let's go in there it's a 2 for 1 right
• 29:27
  um but
• 29:29
  but it's really building that business Jeremy
• 29:33
  you know this and it's probably
• 29:35
  it's why you built your business the way you did
• 29:38
  is if you want to weather the storms
• 29:41
  you have to have a firm foundation
• 29:44
  and it's all based on relationships and contributions
• 29:48
  yep and I
• 29:49
  I would say that's the one thing that I own
• 29:52
  right I own those relationships
• 29:55
  not just in you know
• 29:57
  not being cocky or anything like that
• 30:00
  but those are mine right
• 30:02
  I've created them I've worked hard for them
• 30:05
  when you're talking with something
• 30:08
  you know and I
• 30:10
  49 to 52 in my best year were sphere of influence
• 30:14
  or repeat client repeat client referrals
• 30:17
  right
• 30:18
  that's my whole business in a massively successful year
• 30:21
  and when you're talking about Zillow
• 30:26
  it's a little bit harder right
• 30:28
  I didn't build my business that way
• 30:30
  now what I have helped people do is get off of Zillow
• 30:35
  because you have some of the reps
• 30:36
  you have those pieces you have all of that
• 30:39
  in fact my sponsor
• 30:41
  Louie Galt here at EXP
• 30:43
  even the day I met him I was like
• 30:45
  we gotta get you off that Zillow Zillow train well
• 30:49
  he's not in production anymore
• 30:51
  he's doing his coaching thing himself but um
• 30:54
  as we kind of adapted through that
• 30:57
  it was really easy for him to really go all in on his
• 31:00
  jiu jitsu gym
• 31:02
  right and really go in on his community around him
• 31:05
  his neighborhood and those kind of things
• 31:07
  and then he does have the repeat clients
• 31:10
  that he did have from Zillow prior
• 31:12
  and so so there's nothing wrong with that approach
• 31:17
  however it's a lot easier to build a relationship
• 31:20
  one on one with somebody
• 31:23
  instead of meeting hey
• 31:25
  let's go to the you know
• 31:26
  meet me in the car we're going to this listing
• 31:28
  you know maybe I'll click your face next time
• 31:30
  maybe not you know
• 31:32
  with with that kind of stuff
• 31:33
  because you have a lot shorter window
• 31:36
  to build that rapport
• 31:38
  and turn that relationship into a client
• 31:41
  so that's that's really cool how you've kind of
• 31:45
  you know broken that down
• 31:48
  and so
• 31:49
  let's talk about kind of next steps with the guide
• 31:52
  right so we're talking
• 31:54
  we've talked new agents we've talked middle tier agents
• 31:58
  we've talked where they want to go right
• 32:01
  what are their goals can't build them for them
• 32:04
  how's that accountability piece that you know
• 32:09
  so well through your genuine approach
• 32:11
  how how is that
• 32:13
  does that look uh
• 32:15
  under your guidance
• 32:18
  yeah it's a great question and um you know
• 32:24
  you've heard the
• 32:26
  the phrase you can lead a horse to water
• 32:28
  but you can't make him drink
• 32:31
  and I mean my goodness man
• 32:32
  I've like shoved the horse's head in the water before
• 32:36
  right like drink
• 32:38
  I'm using a
• 32:41
  an analogy here a forceful analogy
• 32:43
  so I haven't actually done that however
• 32:46
  you get the idea right
• 32:49
  it's like man
• 32:51
  I have just banged my head against the wall
• 32:56
  and so for me it's very simple
• 33:00
  okay
• 33:02
  I'll I'll
• 33:03
  I'll deliver the bricks to you
• 33:06
  you're gonna stack them
• 33:08
  OK yeah
• 33:09
  so I'm gonna I'm gonna bring him up on a semi trailer
• 33:13
  I got that little donkey on the back
• 33:15
  you know roll the little donkey off
• 33:18
  go up there get the bricks
• 33:20
  and I pull them right over to your job site okay
• 33:23
  we've already built the foundation right
• 33:25
  we put the job we put everything together
• 33:28
  we built a a business plan
• 33:31
  we've at least got a roadmap right
• 33:34
  do we need a full on business plan
• 33:35
  I don't know it depends on how they learn
• 33:38
  but
• 33:38
  we got a roadmap of what it's gonna take to get there
• 33:42
  and I'm gonna drop the bricks
• 33:44
  and then I'm gonna put my donkey back on the truck and
• 33:47
  you know
• 33:48
  I'm gonna drive away now you can catch me on the CB
• 33:51
  like I said I'll come back hey
• 33:53
  I'm not sure like man
• 33:55
  I feel like this course kind of got off
• 33:58
  I was stacking these bricks
• 34:01
  and I feel like this course is starting to get off
• 34:04
  of my plum line here
• 34:06
  what what should I do that's
• 34:09
  that's where the guide steps in and says ah
• 34:14
  I see I see what happened back here
• 34:17
  you see right here where you got this MUD
• 34:20
  and then it's all off from this point
• 34:24
  so let's start back over
• 34:27
  okay and so
• 34:29
  you were talking about
• 34:30
  sort of that wisdom and that experience
• 34:34
  okay and so
• 34:36
  that's where choosing the right guide is so important
• 34:43
  and so I know and I set this expectation for my clients
• 34:48
  it listen am I am I a great motivator
• 34:51
  absolutely I mean
• 34:52
  I love
• 34:54
  you know like picking people up I
• 34:57
  I love that it's a gift of mine
• 35:00
  so I love motivating right um
• 35:04
  I love like I'm taking a page out of that playbook
• 35:07
  next speech I do
• 35:07
  I'm gonna have people stand two people stand up
• 35:10
  the two crowds but I love motive
• 35:12
  you don't get some movement and everything it's
• 35:14
  it's all the thing I'm like God
• 35:16
  this is a whole thing this is a whole thing um
• 35:20
  and it proves such a great point I digress
• 35:23
  so you know it's
• 35:25
  it's that concept of like
• 35:27
  pick a person that you know
• 35:30
  can get you through that tight situation
• 35:32
  and not real estate happens nights and weekends
• 35:37
  the the reality is you you know
• 35:40
  like I as a coach
• 35:43
  you know
• 35:44
  you do have to be there when the rubber meets the road
• 35:48
  as a guide
• 35:49
  you have to be there when the rubber meets the road
• 35:52
  you know when we're kind of like
• 35:54
  getting everything from the inspection objection
• 35:58
  we've only got so many hours in the day
• 36:00
  to get that built out and stacked out
• 36:03
  and those first inspection objections you send out boy
• 36:06
  I wanna see him we gotta get their language right
• 36:09
  that's how you protect your clients
• 36:11
  that's where I come into play not like
• 36:15
  did you make all your calls today
• 36:18
  okay like the
• 36:20
  I've drugged people up the hill many times
• 36:24
  and it burns me out so it's like we're adults here
• 36:29
  you're running a business
• 36:31
  there's nothing more entrepreneurial than real estate
• 36:34
  you're the CEO the CFO the COO the CRO all the hats
• 36:43
  okay
• 36:43
  and and now can we delegate those off as time goes on
• 36:48
  yeah we'll get to that however
• 36:50
  I'm just I'm not
• 36:52
  I'm in a new season of life where it's like
• 36:55
  either you're gonna stack the bricks or you're not
• 36:58
  either way it's okay with me
• 37:00
  but when that course gets off and you
• 37:03
  and you got a problem with your build
• 37:06
  I'm the guy that's gonna come in and get back to that
• 37:10
  that point and figure it out
• 37:13
  same thing on a transaction
• 37:15
  where did it go wrong
• 37:16
  where did we miss in in communication here
• 37:20
  why are we at the point we're at
• 37:22
  and having the foresight to make sure um
• 37:27
  nine times out of 10
• 37:28
  that we don't even get there in the first place
• 37:30
  so so you know so that is is a little it's
• 37:37
  it's
• 37:37
  it's a new season for me my friend where it's like
• 37:41
  if you're gonna come in and look for somebody
• 37:44
  that's gonna micromanage you
• 37:46
  you're gonna have to find a different guide
• 37:49
  yep and I think that that's that's interesting
• 37:51
  and guys like you and me I mean
• 37:54
  I I kind of fought with this
• 37:56
  as I was growing my organization and
• 37:58
  and what my value was as a leader as a coach right
• 38:03
  because to guys like me and you
• 38:05
  it seems natural right
• 38:07
  like to have that relationship to follow up to
• 38:11
  to do the things right
• 38:13
  I would imagine early on in your career
• 38:15
  you didn't
• 38:16
  weren't like buy the book CRM every single day
• 38:19
  like 100% on it
• 38:22
  yeah early on yeah
• 38:24
  no right
• 38:24
  no comment no comment
• 38:26
  right not I
• 38:27
  I'm telling you right now that most top producers
• 38:30
  wish they started their CRM day one
• 38:33
  and when
• 38:33
  their top producers are still wishing they started it
• 38:36
  but as we as we move forward here um
• 38:41
  it's it's about understanding what we possess
• 38:46
  or what I possess my turning point was like
• 38:49
  this is a superpower right
• 38:52
  how I've built my business
• 38:53
  and how I've connected
• 38:54
  that HVAC contractor to 20 people that he's served
• 38:58
  and he's you know
• 38:59
  treated them fairly and done a great job
• 39:01
  and then now
• 39:02
  he's the one that's referring me to other people
• 39:06
  and all of my people are telling me
• 39:08
  if they need anything
• 39:09
  whether it's your furnace or plumbing or whatever
• 39:11
  to call me right
• 39:13
  that is a very strategically set up plan
• 39:17
  that I can put into a course
• 39:19
  that I can put into something
• 39:21
  that I can create the boundary to say okay
• 39:26
  this is how you're gonna set up your business
• 39:28
  you have create your own journey
• 39:30
  this is what I'm good at
• 39:31
  this is what I've done here it is for you
• 39:35
  right and then you get into this next layer of okay
• 39:39
  like let's one on one right
• 39:42
  when you get to that next layer of people
• 39:45
  you know
• 39:46
  that have done the inspections and done the things
• 39:49
  and myself being national
• 39:51
  you know some of those things are different
• 39:53
  so I don't lean as much into that right
• 39:56
  I lean more into
• 39:57
  these are the actions you need to take to create a
• 40:00
  sustainable business that no matter what
• 40:03
  this is what your client journey should look like
• 40:07
  build it here's what I do
• 40:09
  take it and build it for your own
• 40:11
  because you're very different than me
• 40:13
  and so I think there's a point there where it's like
• 40:16
  okay how can we create the course
• 40:20
  and I think the very
• 40:21
  very difference in this oversaturated real estate agent
• 40:25
  coach market
• 40:26
  in this technological age
• 40:29
  is that not only are we doing it
• 40:32
  we're doing it at a very high level
• 40:34
  but it starts with the ability
• 40:36
  and the passion to serve other people
• 40:39
  and so now it's just taking that and creating that into
• 40:44
  you know a
• 40:45
  a profitable income stream
• 40:46
  right if we're coaching
• 40:48
  if we're spending our time
• 40:49
  our time is valuable there's definitely
• 40:52
  you know reasons for that
• 40:54
  so as far as that goes
• 40:57
  talk to me a little bit about what that
• 41:00
  I mean okay
• 41:01
  is it just hey Corey
• 41:02
  what's up or have
• 41:03
  are you going to create you know
• 41:06
  guides blueprints
• 41:07
  or is it just one on one fly by the seat of our pants
• 41:10
  what's what's that future look like for
• 41:12
  for the guide
• 41:14
  yeah um
• 41:17
  so Dan Martell
• 41:21
  um
• 41:23
  has this process that he uses
• 41:26
  pro tip if you haven't read
• 41:27
  buy back your time put it on your read list
• 41:30
  so to all the listeners out there
• 41:34
  put that one on your reading list you it's a must read
• 41:37
  but he has the 1 3 1 method and so the 1
• 41:41
  3 1 method looks like this
• 41:44
  it's clearly define exactly what the problem is
• 41:49
  present three viable options
• 41:53
  and then the last one is
• 41:55
  tell me what you think you should do
• 41:58
  and this is what sort of how I summarize
• 42:04
  what Corey
• 42:05
  the guide brings to the table is contextual coaching
• 42:12
  and in order for me to gain context
• 42:15
  and truly coach someone
• 42:17
  I need to know where they're at
• 42:20
  you know this
• 42:21
  you bring on brand new agents
• 42:23
  and you bring on seasoned agents
• 42:26
  and everybody brings their own background
• 42:30
  you got people like Adam that are highly technical
• 42:33
  you got people like Taryn that are bringing you know um
• 42:37
  uh this this wholesome and like background
• 42:40
  and I mean you've got the the full gamut
• 42:44
  you got Mister Jiu Jitsu right
• 42:47
  I mean so everybody brings their own skill set
• 42:50
  and I cannot coach someone productively
• 42:54
  without first knowing where
• 42:56
  they are and that 1
• 42:58
  3 1 helps me to understand where they're at
• 43:02
  and it also is a neural
• 43:06
  a way to build neural pathways in your brain
• 43:09
  so that I'm not just giving you the answers
• 43:13
  because that is no way to learn
• 43:16
  just being given the answers
• 43:18
  you have to explore how to get
• 43:20
  there and build those neural pathways
• 43:25
  because the most
• 43:27
  important part of my contextual coaching
• 43:30
  is that I am then going to show you
• 43:33
  how that can apply to five
• 43:36
  suspiciously similar situations in the future
• 43:40
  oh and I can rattle off examples
• 43:44
  and that is going to help you in your maturation
• 43:49
  as an agent
• 43:51
  far more right
• 43:53
  we talked early on about how people are you know
• 43:58
  Danielson was learning karate out of a book
• 44:01
  before Mr Miyagi came along
• 44:05
  and there's no book out there
• 44:08
  no YouTube video that is going to bring the level
• 44:14
  in context that I am going to bring
• 44:19
  to the table or you or other great guides out there
• 44:24
  the Austin Chevron's and the Brian Biffinis
• 44:28
  the context that we bring to those situations
• 44:33
  makes people experts at a much faster rate
• 44:39
  and they are able to bring high level
• 44:42
  expertise to their clients
• 44:44
  and build this business that we're talking about
• 44:47
  because the first part is
• 44:50
  is forming that relationship
• 44:52
  then you maintain it and then you've got to perform
• 44:56
  because if you want referrals
• 44:58
  your clients have to have an incredible experience
• 45:02
  so all of that to say is that I
• 45:05
  I've just wrap all everything that I do up in one bow
• 45:11
  and it is contextual coaching
• 45:14
  and that's the methodology that I use
• 45:17
  and I lay it all out so when someone comes on my team
• 45:22
  you know
• 45:23
  exactly when you need to go into the resource drive
• 45:26
  you know
• 45:27
  exactly when you need to call somebody else on the team
• 45:30
  cause I'm not the only leader on this team
• 45:32
  and I'm not gonna be the only resource on this team
• 45:36
  either
• 45:37
  and when it's appropriate to call me
• 45:41
  and so I lay that groundwork and set it up
• 45:45
  cause I'm building a team of great agents
• 45:49
  and it's an ecosystem that I'm building
• 45:53
  not just a it's
• 45:54
  it's not an ego system it's not hey
• 45:58
  I know everything and you need to come to me
• 46:00
  it's it's ego right
• 46:03
  and there's so many
• 46:04
  there's so many egosystems out there
• 46:07
  you see him every day so pro tip agents
• 46:12
  watch out for ego systems
• 46:16
  they're a dime a dozen
• 46:19
  look for that ecosystem where you can plug in
• 46:23
  join hands
• 46:25
  be part of a community that lifts each other up that
• 46:30
  you know uh
• 46:31
  that provides expert information that is there to
• 46:37
  you know uh
• 46:38
  uh
• 46:39
  teach train
• 46:41
  mentor'cause I can't be everywhere at once
• 46:43
  I've Learned so many things in a decade of real estate
• 46:47
  still haven't Learned how to be two places at once
• 46:50
  so that cell phone might get us there
• 46:54
  AI might get us there one day
• 46:55
  but we'll see not quite yet
• 46:58
  but yeah that's
• 46:59
  that's incredible Corey
• 47:00
  and you know
• 47:00
  I just thank you for your
• 47:02
  your friendship
• 47:02
  your service to our industry and being a resource to me
• 47:06
  right because within our circles
• 47:08
  within our network um
• 47:10
  that's exactly what we
• 47:11
  are we're at different brokerages
• 47:14
  we were at the same brokerage
• 47:15
  in different organizations
• 47:17
  but it's always like hey man
• 47:18
  how you doing right checking in with each other hey
• 47:21
  I got a question about this hey
• 47:23
  your your team's calling me again
• 47:25
  I told them to call Ask Corey when I was coming over
• 47:29
  those kind of things right
• 47:30
  it's fun it's all in good fun
• 47:32
  but it's also a resource and
• 47:35
  and that's a super important piece
• 47:37
  because we've mentioned a couple agents on
• 47:40
  you know this
• 47:42
  this podcast that are within my ecosystem
• 47:45
  that Corey knows
• 47:47
  and the honest truth is the agents that are at the top
• 47:51
  that are serving in an ecosystem
• 47:54
  not an ego system
• 47:55
  I like that one are all collaborating working together
• 47:59
  when Corey approached me and said he was
• 48:01
  he was leaving our company
• 48:05
  I was excited for him
• 48:06
  so you gotta take that opportunity go for it right
• 48:09
  we've continued to stay friends
• 48:11
  but you also have to understand that it's
• 48:14
  it's very small world right
• 48:16
  I was talking to my agent Taylor earlier she's like oh
• 48:18
  I just did a deal with Corey right
• 48:19
  the people that are in it for the right reasons
• 48:22
  the coaches that are in it for the right reasons
• 48:24
  the agents that are actually producing and doing well
• 48:27
  are all interconnected
• 48:29
  and we're not afraid to you know
• 48:31
  bounce people back and forth and help people out
• 48:33
  and say hey
• 48:34
  Corey got this situation you ever seen this
• 48:36
  those kind of things are invaluable
• 48:39
  when you get into an industry
• 48:41
  that sometimes seems like it's a doggy dog
• 48:44
  you know Pitbull fight
• 48:47
  and so I appreciate that Corey
• 48:49
  and I appreciate your friendship
• 48:51
  I feel the same way brother
• 48:53
  um did on my friend
• 48:55
  we uh
• 48:56
  we've definitely uh
• 48:58
  we have a real fun time with it
• 49:01
  and that's what makes life worth living perfect
• 49:04
  so um
• 49:05
  for the listeners on on my side
• 49:08
  where can they find you where can they follow you
• 49:10
  I'll definitely put it below
• 49:11
  but let's hear it from the horse's mouth himself
• 49:14
  yeah just find me on Instagram at Corey the guide
• 49:19
  um I
• 49:20
  I got hacked yesterday so my Facebook account shut down
• 49:23
  somebody was posting
• 49:26
  lewd information on my LinkedIn page anyway
• 49:30
  it's the world we live in brother
• 49:31
  so find me on the Instagram Corey the guide and um
• 49:37
  and uh
• 49:38
  you know
• 49:39
  just find that right guide that's out there for you
• 49:42
  agents that are listening man
• 49:43
  we just really covered a lot of ground today and uh
• 49:47
  I'm grateful for you
• 49:49
  taking the time to have me on your show
• 49:51
  absolutely well
• 49:53
  cheers shout out to James Ryan
• 49:54
  real producers uh
• 49:56
  that hooked us up with the sweet magazines behind us
• 49:59
  Gavin Extram and uh
• 50:01
  we'll see you guys next time
• 50:03
  so long