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How Joshua Smith Built Multinational Real Estate Success Through Strategic Partnerships · Partner & Profit Podcast

• 0:00
  SPEAKER_02: Well, I mean at the end of the day it's all relationships.
• 0:02
  SPEAKER_02: Your network is your net worth, dude.
• 0:04
  SPEAKER_00: I think relationships have taken me farther than anything else in business without question.
• 0:09
  SPEAKER_02: In sales, it's like you gotta be good at the front end, you gotta be at the mid-game, and you gotta be damn good at the long game.
• 0:14
  SPEAKER_02: And the best salespeople are that.
• 0:15
  SPEAKER_00: The greatest salespeople listen.
• 0:17
  SPEAKER_00: They just ask really good questions and they shut their mouth and they listen.
• 0:20
  SPEAKER_02: Dude, I don't know what AI is gonna do to people's brains, dude.
• 0:23
  SPEAKER_00: I think what makes people like you and I really good at what we do is that we're so curious.
• 0:27
  SPEAKER_02: Focus is gonna be the most important superpower of the future.
• 0:30
  SPEAKER_00: What's up, everybody?
• 0:31
  SPEAKER_00: Grant Wise.
• 0:32
  SPEAKER_00: Welcome back to the Partner Profit Podcast.
• 0:34
  SPEAKER_00: I could not be more pumped for the conversation I'm gonna get to have today with Mr.
• 0:38
  SPEAKER_00: Joshua Smith, Mr.
• 0:39
  SPEAKER_00: GSD, a long time, long time friend, somebody I've admired deeply, uh, who's just built amazing company after amazing company, and he's got some cool stuff he's working on now.
• 0:49
  SPEAKER_00: Man, Josh, thanks for being here today.
• 0:51
  SPEAKER_02: Yeah, thanks for having me, brother.
• 0:52
  SPEAKER_02: Always always an honor jamming with you, man.
• 0:54
  SPEAKER_02: I always have a lot of fun anytime we get a chance to speak and collaborate.
• 0:57
  SPEAKER_00: 100%, 100%.
• 0:59
  SPEAKER_00: So for people that don't know you as well as I do, give them the quick backstory.
• 1:02
  SPEAKER_00: How'd you how'd you get to where you are today?
• 1:04
  SPEAKER_02: Yeah, man, so jumped into real estate 2005, you know, 23-year-old young punk kid just trying to figure out life and and uh looking for a vehicle.
• 1:13
  SPEAKER_02: You know, college didn't work out for me, so you know, I was just trying to, you know, find a vehicle, man, and jumped in, 23 years old, dude, hit the ground running, you know, did 40 deals my first year, 103 my second, led me to building my team.
• 1:24
  SPEAKER_02: And then 21 years later, man, here I am, dude.
• 1:27
  SPEAKER_02: So I've kind of worn a lot of different hats in the industry, man.
• 1:30
  SPEAKER_02: You know, from you know being a top producing individual agent to building one of the top teams in the country to running the brokerage side, you know, we built up 105 locations through a franchising company.
• 1:39
  SPEAKER_02: About 10 years ago, I started a coaching company in the space.
• 1:42
  SPEAKER_02: So I've been able to, you know, I've had the honor and privilege of you know coaching 5,000 plus realtors, team leaders and broker owners as well, and you know, just loving every second of this amazing vehicle of real estate that we're involved in.
• 1:52
  SPEAKER_00: That's awesome.
• 1:53
  SPEAKER_00: It's uh it's always been impressive to watch you work, that's for sure, at least from from all the stuff that I've seen.
• 1:58
  SPEAKER_00: And um, you know, I'm really curious in in all of what you do.
• 2:03
  SPEAKER_00: Relationship is uh real estate is such a relationship-driven industry, but I'm curious, you know, from your perspective, how has partnerships, relationships, those different types of things, how have those played a role in the growth of your businesses over the years?
• 2:16
  SPEAKER_02: Well, I mean, at the end of the day, it's all relationships.
• 2:18
  SPEAKER_02: I mean, whether I'm, you know, it's like, okay, if I want to convert this cold lead into a buyer-seller, I mean, we know statistically that 88% of buyers and sellers go to the first agent that they meet with and connect with in person.
• 2:27
  SPEAKER_02: So that's that relationship base.
• 2:29
  SPEAKER_02: And then the deeper those relationships go, you know, obviously report refer, you know, referral business, you know, but then from there, you know, in all aspects of business, you know, it's like, okay, if I'm like what with what I'm focused on right now, you know, I'm growing growing a global real estate company right now, you know, we're in eight different countries.
• 2:46
  SPEAKER_02: Well, dude, it's like when I'm going into business with another agent, it's just about that relationship.
• 2:51
  SPEAKER_02: You know, so I think really business, and I think people might discount this or don't take it seriously enough, but at the end of the day, dude, it's all relationships.
• 3:00
  SPEAKER_02: And the best operators I've ever met, you know, people that built billion dollar, you know, insane amazing companies are those that are best at connecting and developing amazing relationships.
• 3:08
  SPEAKER_02: And that saying of your your network is your net worth, dude, doesn't mean that if you don't have relationships, you can't create success.
• 3:14
  SPEAKER_02: But I'm telling you, man, the the longer I'm in this game, the more I understand that is about relationships.
• 3:20
  SPEAKER_00: 100%.
• 3:21
  SPEAKER_00: I think relationships have taken me farther than anything else in business without question.
• 3:26
  SPEAKER_00: But I'm curious for you, do you have like a strategy for going out and seeking the type of people that you want to work with?
• 3:33
  SPEAKER_00: Or do you have more of like an attraction strategy that's pulling people towards you?
• 3:37
  SPEAKER_00: What's what's the angle that you you run out there?
• 3:39
  SPEAKER_02: Yeah, so so a combination of both.
• 3:42
  SPEAKER_02: Most of my career I've been a hunter.
• 3:44
  SPEAKER_02: Yeah, right.
• 3:44
  SPEAKER_02: And I'll I'll speak to okay, the two most important relationships that at least that I've found.
• 3:49
  SPEAKER_02: And yeah, we gotta have an amazing relationship with clients, and but the two that that have served me best is my partners and then mentors.
• 3:56
  SPEAKER_02: So let's look first at mentors, you know, right?
• 3:59
  SPEAKER_02: Um, like one of my missions early on, you know, and still is to this day, is okay, like what do I need to do to build up this Rolodex right here where any problem that I have, I have the right person to dial that phone.
• 4:11
  SPEAKER_02: And not only do I have them in my phone, but they will take my call.
• 4:15
  SPEAKER_02: You know, so okay, like those mentor relationships, like I've always been extremely intentional at that.
• 4:19
  SPEAKER_02: And and okay, how do you go out there and develop those?
• 4:22
  SPEAKER_02: Just like you would that dream client, if I'm going after a mentor, you know, right?
• 4:26
  SPEAKER_02: I I create a strategy plan, okay, like what is it that they're doing?
• 4:29
  SPEAKER_02: What are maybe try to identify different struggles or different things that their objectives they're trying to achieve?
• 4:34
  SPEAKER_02: Okay, how can I add value to their life?
• 4:37
  SPEAKER_02: You know, what can I do to support them?
• 4:39
  SPEAKER_02: And sometimes with certain mentors, because there's so many steps ahead of you, you know, that it may not be knowledge-based, but maybe they're trying to, you know, launch a new charity and and give back to this new charity.
• 4:50
  SPEAKER_02: Okay, well, maybe I don't have money to give back, but I could go volunteer my time, right?
• 4:54
  SPEAKER_02: To get in there and add that value.
• 4:56
  SPEAKER_02: So, you know, um, so yeah, very strategic on developing those relationships with those mentors.
• 5:02
  SPEAKER_02: And then when it comes to partnerships, you know, like if you look at like what I'm doing right now, developing you know, partnerships with agent partners, you know, all over the globe.
• 5:09
  SPEAKER_02: Yeah, I mean, I have some attraction-based podcasts, social media, you know, but to grow fast, dude, I've never relied on attraction.
• 5:16
  SPEAKER_02: Um, like I said earlier, I'm a hunter, man.
• 5:18
  SPEAKER_02: So um, yes, 1,000% strategic.
• 5:21
  SPEAKER_02: And I can get in the weeds on what I do to develop those relationships if you want to.
• 5:25
  SPEAKER_00: Well, that's gonna be my next question.
• 5:27
  SPEAKER_00: Yeah.
• 5:27
  SPEAKER_00: How do you how do you know who to hunt?
• 5:29
  SPEAKER_00: Like, what's the process?
• 5:30
  SPEAKER_00: Walk walk me through it.
• 5:31
  SPEAKER_02: Yeah, so it's it's kind of hard.
• 5:33
  SPEAKER_02: Like you don't always know, you know, right?
• 5:35
  SPEAKER_02: Um, you know, I I spend about an hour a day on Google, you know, just looking up, you know, top real estate professionals and XYZ area.
• 5:45
  SPEAKER_02: Um, and then I'll go out there and I'll check them out, you know, right?
• 5:47
  SPEAKER_02: Like I'll check out their websites, I'll check out their social medias, I'll check out their experience.
• 5:52
  SPEAKER_02: You know, is this a running partner that I think would be somebody I'd want to run with?
• 5:56
  SPEAKER_02: You know, um, do they have big goals?
• 5:58
  SPEAKER_02: Are they motivated?
• 5:59
  SPEAKER_02: Do they have a burning, burning desire to there's three kind of key things I always look for.
• 6:03
  SPEAKER_02: Do they have a burning desire to succeed?
• 6:04
  SPEAKER_02: Do they have a hard work ethic?
• 6:05
  SPEAKER_02: Are they coachable?
• 6:06
  SPEAKER_02: You know, um, because then I know if they have those three things, like, okay, like we can do some big things together.
• 6:11
  SPEAKER_02: You know, um, some of those things are kind of hard on to unpack, you know, um, without that.
• 6:15
  SPEAKER_02: Um, but uh, you know, I do my best to do a little bit of due diligence to know if it's somebody that, you know, I think might be a good potential running partner, you know.
• 6:23
  SPEAKER_02: And then from there, dude, I shoot out about 30 messages a day.
• 6:26
  SPEAKER_02: You know, I'm always on the hunt to just lead to a Zoom call.
• 6:30
  SPEAKER_02: You know, hey, this might be a shot in the dark.
• 6:32
  SPEAKER_02: No, you got an amazing thing, you know, amazing thing currently going on.
• 6:35
  SPEAKER_02: Not sure if this would make sense or not, but I think that there could be some opportunities and synergies together that we could go and partner together and do some big things together.
• 6:43
  SPEAKER_02: You know, would you be open to jumping on a 60-minute Zoom call with me just to see if there might be some you know opportunities to explore?
• 6:50
  SPEAKER_02: And then with those conversations, dude, you know, it's like last two days, example.
• 6:53
  SPEAKER_02: I've had you know 16 conversations, you know, 16 Zoom meetings, you know, just the last you know two days.
• 6:59
  SPEAKER_02: Um uh I try to have at a minimum three a day, right?
• 7:03
  SPEAKER_02: Just to explore the conversation, explore the you know, partnership, the possibilities there, and then you know, that's kind of step level number one with that.
• 7:10
  SPEAKER_00: Is the open, is the intro always the ask to jump on a zoom call, or do you do you start your conversations a little bit more tactfully or strategically?
• 7:19
  SPEAKER_02: You know, um it depends on what level that they're at.
• 7:22
  SPEAKER_02: And because I am kind of a bottom line up front, get to the point, you know, right?
• 7:26
  SPEAKER_02: Um, you know, uh now let's just say it's a it's a mega team leader.
• 7:31
  SPEAKER_01: Right.
• 7:31
  SPEAKER_02: You know, right?
• 7:32
  SPEAKER_02: Or or a brokerage owner, they got 300 agents talking about a partnership with that, you know, before just going in for any kind of an ask, those I will lead off with a mastermind.
• 7:41
  SPEAKER_02: You know, hey Grant, see you doing amazing things there in Arkansas with your real estate team.
• 7:45
  SPEAKER_02: You know, not sure if you're open for this or open to this or not, but man, I'd love to schedule a 60-minute Zoom mastermind.
• 7:51
  SPEAKER_02: You know, I run a team here in Phoenix, Arizona, I've sold over 7,000 homes, become one of the top you know team leaders on the planet.
• 7:56
  SPEAKER_02: I'm an open book, we're not in competing markets.
• 7:59
  SPEAKER_02: I think we could learn a lot from each other.
• 8:01
  SPEAKER_02: You know, would you be open to a mastermind?
• 8:03
  SPEAKER_02: And then honestly, with those, I don't lead off with talking about business.
• 8:07
  SPEAKER_02: Yeah, right.
• 8:07
  SPEAKER_02: You know, it's just okay, let's build that relationship, let's talk about you know masterminding.
• 8:11
  SPEAKER_02: And more often than not, you know, when they start unpacking, asking about my journey, usually leads from them asking me questions about what I got going on, you know, right?
• 8:22
  SPEAKER_02: So it kind of reverse, you know, opens up that door.
• 8:25
  SPEAKER_02: Right.
• 8:26
  SPEAKER_02: You know, like I got a brokerage right now of of just over 200 agents coming over, and that's exactly how it came in.
• 8:31
  SPEAKER_02: How's this transition been for you?
• 8:32
  SPEAKER_02: Oh, it's been great, man.
• 8:33
  SPEAKER_02: You know, recruited 426 agents last 12 12 months.
• 8:36
  SPEAKER_02: And they're like, wait, what hold on, what?
• 8:38
  SPEAKER_02: Did you just say 426 agents in 12 months?
• 8:40
  SPEAKER_02: Yeah, dude.
• 8:41
  SPEAKER_02: It's like, well man, I've been at this you know for over 10 years, I haven't been able to get above 200.
• 8:45
  SPEAKER_02: Like, what are you doing?
• 8:46
  SPEAKER_02: You know, right?
• 8:47
  SPEAKER_02: So it just kind of unpacks that where then and and and that's I mean, in a perfect world, that's the fate, my favorite way, right?
• 8:54
  SPEAKER_02: Is to get them kind of chasing you versus you chasing them.
• 8:57
  SPEAKER_00: 100%.
• 8:58
  SPEAKER_00: It's a it's a much longer-tailed conversation though when you're recruiting, right?
• 9:01
  SPEAKER_00: Like it's not a it's not always uh like, hey, let's jump on the phone and do a deal.
• 9:05
  SPEAKER_00: Uh have you found that you know in real estate?
• 9:07
  SPEAKER_00: It just it just takes time.
• 9:08
  SPEAKER_00: How do you how do you handle that?
• 9:10
  SPEAKER_02: Yeah, I mean, if you look at let's just say the average realtor, I'm sure it's different, you know, for team leaders, but I mean, depending on on your average success or or the level that you're at in the industry, but the average agent, according to Narr, makes a move about every two years.
• 9:24
  SPEAKER_02: You know, so it is, man.
• 9:25
  SPEAKER_02: It is one of these things where you know people are gonna make a move on their own timeline.
• 9:29
  SPEAKER_02: Some may never make a move, you know, right?
• 9:31
  SPEAKER_02: I mean, usually over a long enough period of time, everybody you know makes a move.
• 9:34
  SPEAKER_02: And the other thing is everybody's always recruitable.
• 9:36
  SPEAKER_02: I just find that most people recruit wrong, they don't spend time you know really identifying the true pain points that they're experiencing, so they don't really know how to sell the value of of whatever that partnership is.
• 9:46
  SPEAKER_02: But yeah, it is that long-term nurture game, dude.
• 9:48
  SPEAKER_02: Yeah, right.
• 9:49
  SPEAKER_02: So, and and you know, if you look at, and this is true for B2B, B2C, you know, if you look at human behavior today, people want the information that they want to make their best informed decision, but they want to do it in a safe, non-pushy, non-pressure environment.
• 10:01
  SPEAKER_00: Yeah, 100%.
• 10:01
  SPEAKER_02: You know, so I'm always stressing everybody of, hey, look, everything I do is 100% zero pressure.
• 10:05
  SPEAKER_02: I'm not gonna try to recruit you, not gonna push you, not gonna pressure you.
• 10:07
  SPEAKER_02: I'm just gonna walk you through everything that we're doing, what we got going on, answer any questions that you have.
• 10:12
  SPEAKER_02: And look, at the end of that call, if you think it's a fit for you, great.
• 10:14
  SPEAKER_02: If not, that's okay too.
• 10:15
  SPEAKER_02: We can still be friends, you know, so I had a chance to jump on and have a great conversation, get to know each other, and um, and then from there, you know, we've got to make sure that we have the follow-up and the long-term nurture on that stuff.
• 10:25
  SPEAKER_02: And I hold true to it.
• 10:26
  SPEAKER_02: You know, one of the mistakes I made early on, you know, I don't know, 19, 18, 19 years ago with recruiting is man, I would I would pressure people, yeah, you know, right?
• 10:34
  SPEAKER_02: I just want them so bad.
• 10:35
  SPEAKER_02: I, you know, um, but I found man, if you've got to hard sell them to to to move over, then you gotta consistently hard sell them to stay.
• 10:42
  SPEAKER_02: Yeah, it's like I want to rule people that are like, man, this is what I've been looking for.
• 10:47
  SPEAKER_02: Holy shit, like this is what I want, this is what I need, like, let's go.
• 10:50
  SPEAKER_00: Yeah, I think people um have these crazy misconceptions about salespeople.
• 10:56
  SPEAKER_00: I see it a lot, especially when I'm teaching people how to sell, is everybody always thinks that salespeople just sit around and talk, and I'm like, the greatest salespeople listen.
• 11:05
  SPEAKER_00: They just ask really good questions and they shut their mouth and they listen.
• 11:09
  SPEAKER_00: And the the answer to the first question informs the the the next.
• 11:13
  SPEAKER_00: Like it's just question after question after question.
• 11:16
  SPEAKER_00: Because reality is people will sell themselves if you're good enough at asking the right questions in the right way.
• 11:21
  SPEAKER_00: And I think that I've seen the the same thing happen in recruiting, 100%.
• 11:24
  SPEAKER_00: If you sit there just high pressure, high pressure, talk, talk, talk, talk, talk.
• 11:28
  SPEAKER_00: It seems like the least amount of success you'll have, or the harder the relationship is to maintain when you actually get it.
• 11:33
  SPEAKER_00: And I was gonna ask, like, what are what are some of the do's and don'ts about building a long-term nurture plan?
• 11:38
  SPEAKER_00: Because some people listen to that, like, well, I don't want to do that.
• 11:40
  SPEAKER_00: What do you say to those people?
• 11:41
  SPEAKER_00: It's like that sounds like a lot of work.
• 11:42
  SPEAKER_00: Like, I don't I don't know if I want to do that, I want to get it done now.
• 11:44
  SPEAKER_02: Yeah, well, then it's just you always just can have super low conversion rates.
• 11:48
  SPEAKER_00: Yeah.
• 11:48
  SPEAKER_02: You know, because there is a percentage that will be hot to trot right now that you'll pop right now, but if you only focus on that, you're just gonna you're not gonna maximize your your conversion rate potential, right?
• 11:58
  SPEAKER_02: So, you know, I found in in in sales, it's like you've got to be good at the front end, you gotta be at the mid-game, and you gotta be damn good at the long game.
• 12:05
  SPEAKER_02: And the best salespeople are that.
• 12:07
  SPEAKER_02: And to your point, you know, at least what I've found, you know, for me, and I've always been pretty damn good at sales, is sales is all about pain and pleasure.
• 12:15
  SPEAKER_02: Like you've got to identify, okay, what is the pain they're experiencing, what is the pleasure they want to get to, and then the best salespeople then articulate that they're the best guide to get them from point A to point B, from pain to pleasure.
• 12:27
  SPEAKER_02: And to your point earlier, well, how can we identify what their true pain points are and what their true pleasures are, you know, that they want to get to if we're not great listeners, and if we don't ask those kind of you know thought-provoking, you know, um hard questions.
• 12:40
  SPEAKER_02: But then, you know, and this is where like tonality and and you know other things come into play is we gotta get people to be able to open up.
• 12:48
  SPEAKER_02: And if they don't feel safe and comfortable with you, they're not gonna open up and walk you through those true pain points.
• 12:53
  SPEAKER_00: 100%.
• 12:53
  SPEAKER_00: I was gonna say also people that have a low level of emotional intelligence seem to struggle a lot.
• 12:58
  SPEAKER_00: I teach a a framework in sales called emotional math.
• 13:02
  SPEAKER_00: And it's it's internal pain plus internal pleasure equals motivation.
• 13:08
  SPEAKER_00: So getting to what you were saying is like if you know somebody's pain, but then I take it a step or I typically go a step deeper with emotional math and say, what is their pain and how is that pain making them feel on the emotional ladder?
• 13:18
  SPEAKER_00: And then what is the pleasure that they're seeking, and how is that going to make them feel on the emotional ladder?
• 13:24
  SPEAKER_00: And then that unlocks the motivation.
• 13:26
  SPEAKER_00: So if I know that you're super stressed right now, well, stress is what I'm selling against, and I know you want to feel relief or uh you know, you want to feel proud of yourself for getting over something or something like that, that's that's that pain and pleasure emotion that we're selling to.
• 13:39
  SPEAKER_00: I think not enough people, and you're really good at this, not enough people pay attention to that.
• 13:42
  SPEAKER_00: They just try to sell stuff like oh, pain and pleasure.
• 13:45
  SPEAKER_00: It's sometimes it's not enough.
• 13:46
  SPEAKER_00: You gotta know how somebody feels because if you if you can get to the heart of that, what you just said, getting them to open up and share, and you can really crush it in sales.
• 13:55
  SPEAKER_00: Uh but if you don't spend the time and you just try to rush through everything, not only we have low conversion rate, we have high churn, and it makes it uh ridiculously challenging.
• 14:02
  SPEAKER_00: I was gonna ask, your process for identifying the type of people that you want to partner with, are you using AI at all to help facilitate in those searches, you know, today, or is it mainly still just straight up Google searches?
• 14:16
  SPEAKER_02: Yeah, it's it's a lot of a lot of Google, man.
• 14:18
  SPEAKER_02: Um I I this is this might sound kind of weird, man, because I've always been a pretty high-use technology guy.
• 14:26
  SPEAKER_02: And don't get me wrong, am I using some AI, you know, um, you know, yes, but I actually use it a lot less than most others.
• 14:34
  SPEAKER_02: And part of that is, dude, I don't know what AI is gonna do to people's brains, dude.
• 14:39
  SPEAKER_02: You know, right is already doing a lot of in-depth research on this, but like, dude, like people have like people can't even craft a damn email anymore without AI, you know, and it's like just removing that the ability to and you know, any element of critical, you know, thought.
• 14:55
  SPEAKER_02: And, you know, um, so I mean, do I use AI?
• 14:58
  SPEAKER_02: Yes, but like high-level strategy stuff, it's like intent unless I get so stuck on something and you know, and I I give myself like a you know week at it first before I'll start to incorporate AI, you know, because I truly believe, dude, that focus is gonna be the most important superpower of the future.
• 15:14
  SPEAKER_02: So I'm always trying to be very intentional and strategic about what am I doing to always improve my personal focus.
• 15:21
  SPEAKER_02: With that being said, though, you know, just like all things, okay, like seek and you shall find.
• 15:25
  SPEAKER_02: Like first you got to know what you're hunting for.
• 15:27
  SPEAKER_01: Yeah.
• 15:27
  SPEAKER_02: You know, um, so okay, I I know who my four ideal client avatars are, you know, so I'm very, very specific on okay, you know, who I you know, who I want, why I want them, you know, why those relationships are important to me.
• 15:39
  SPEAKER_02: So then, you know, I'm not just randomly going out there and searching, you know, um, for them.
• 15:44
  SPEAKER_02: I probably should incorporate AI because it'd be a little bit more effective and efficient.
• 15:47
  SPEAKER_02: Everybody else is running towards AI, I've been kind of running away from it a little bit, you know.
• 15:52
  SPEAKER_02: And I don't know if that's a good thing or a bad thing.
• 15:54
  SPEAKER_00: Well, I know for a fact that when it comes to the relationship that we have with an audience, because in in recruiting or in you know partnerships or relationships, like this is a key word.
• 16:04
  SPEAKER_00: Like you, if you don't have that relationship, and what I see so many people are doing right now is they're outsourcing their ability to develop a relationship to AI.
• 16:12
  SPEAKER_00: When I scroll you know, Facebook or Instagram lately, it's kind of pointless.
• 16:15
  SPEAKER_00: It's like these are all just AIs talking to each other.
• 16:17
  SPEAKER_00: Like, this is not these are not people having a conversation anymore.
• 16:20
  SPEAKER_00: It's people that are quote unquote too busy to go think and like put forth and so the people that um would love your thought on this, like how how do you think the rise of AI is gonna impact trust and relationship building, partner uh partnerships, strategic partnerships, those types of things when it comes to growing businesses and and building brand over the next few years?
• 16:42
  SPEAKER_02: I don't know, um, is the honest answer, but I'll tell you what's been really interesting.
• 16:46
  SPEAKER_02: Probably in about the last six months, we started seeing about 20% of all our leads coming in are coming in, they're finding us on Chat GPT.
• 16:54
  SPEAKER_02: You know, right?
• 16:55
  SPEAKER_02: Um, and and so when I say I'm not using AI, you know, okay, I'm very strategic on okay, how do I get, you know, all the content, everything we'll put on Google, YouTube, Instagram, Facebook to feed into ChatGPT, you know, but the amount of trust that people have, dude, like it's like that 20% when I'm asking them, well, how how'd you hear about me?
• 17:15
  SPEAKER_02: Well, chat I chat GPT to you and they told me I should choose you.
• 17:19
  SPEAKER_02: Like, dude, that they trust ChatGPT as much as a friend or family member.
• 17:24
  SPEAKER_02: You know, right?
• 17:24
  SPEAKER_02: Like the general consumer is is giving it so much weight, which is kind of scary in a in a way.
• 17:29
  SPEAKER_02: Um, you know, but I'm gonna leverage the hell out of it.
• 17:32
  SPEAKER_02: So like we're making sure that everything that we do is speaking to, you know, the chat GPT ecosystem, if you will, you know, um, but it's been it's been insane, man.
• 17:42
  SPEAKER_00: That's wild.
• 17:43
  SPEAKER_00: I you know, I you hear I hear it both ways, like we're in this trust recession.
• 17:47
  SPEAKER_00: So if you're not building a relationship with your audience, you know, you're somebody else's, and yada yada.
• 17:52
  SPEAKER_00: But what you're saying is definitely true.
• 17:54
  SPEAKER_00: I mean, a lot of people are starting to get discovered through Chat GPT, and it's like, well, yeah, I asked I I uh I love Iron Man so I I named my Chat GPT um Jarvis.
• 18:06
  SPEAKER_00: So I'm always asking Jarvis, like, well, what do I do here?
• 18:08
  SPEAKER_00: What do I think there?
• 18:09
  SPEAKER_00: Not what do I think, but how how do we think about this?
• 18:12
  SPEAKER_00: Or I use it a lot for I use it to just like ideate.
• 18:16
  SPEAKER_00: So I'll sit there and just like have it's like I'm having a conversation with somebody that's allowing me to help myself like refine an idea.
• 18:22
  SPEAKER_00: It's like, hey, this is what I'm thinking, you know, let's access the brain of the internet.
• 18:26
  SPEAKER_00: Like, what what what what are the downsides?
• 18:28
  SPEAKER_00: What are the upsides?
• 18:29
  SPEAKER_00: What is this?
• 18:29
  SPEAKER_00: What is that?
• 18:29
  SPEAKER_00: What am I not thinking about?
• 18:31
  SPEAKER_00: And I found that it's it's been amazing for me to be able to talk that way to what I call Jarvis.
• 18:37
  SPEAKER_00: Because like the strategic thinking, it feels it's just like okay, okay, now I know how to what I'm gonna execute on and I'm gonna act.
• 18:43
  SPEAKER_00: And then we've been using it internally from a developmental standpoint, and it's just changed the game for us.
• 18:48
  SPEAKER_00: Like what we're doing now in like an hour, used to take me like a month with a team of 10.
• 18:54
  SPEAKER_00: It's like that's awesome.
• 18:57
  SPEAKER_00: Like the the tools that I've got to be able to communicate a vision has always been a such a hard thing, but anyways, getting a little bit of a good one.
• 19:05
  SPEAKER_02: Yeah, and don't get me wrong, dude.
• 19:06
  SPEAKER_02: When I say I'm not using it, you know, like like here's an example.
• 19:09
  SPEAKER_02: And I was just talking with you know a bunch of agents.
• 19:11
  SPEAKER_02: I was doing a you know, guest trainer on a thing the other day, and they were talking about AI, and I was like, look, okay, I yeah, I can go into Gamma App, and I use Gamma App a lot, you know, right to do because it can spit out beautiful presentations um that I can't I could spend a hundred hours not creating, but like graphic design isn't gonna be something that's gonna it's not a good use of my time.
• 19:32
  SPEAKER_02: You know, but like I told them, I'm like, look, you can have the most pr beautiful presentation in the world, but the presentation isn't about the physical presentation.
• 19:38
  SPEAKER_02: You know, if you don't if you haven't mastered the art um of how to deliver an effective presentation, let's just say a listing presentation, right?
• 19:46
  SPEAKER_02: Or by it's you know, any presentation is you have one of four things, right?
• 19:49
  SPEAKER_02: Inform and educate, articulate your value, identify any root core concerns, lead seamlessly in the clothes.
• 19:55
  SPEAKER_02: I'm like if you haven't dialed those fundamentals in, like it your presentation itself is going to be irrelevant.
• 20:01
  SPEAKER_02: You know, um, so yeah, I mean there's definitely some great pluses of it, dude.
• 20:04
  SPEAKER_02: I don't want to make it anybody, I don't want to sound off like I'm not using it all.
• 20:09
  SPEAKER_02: I'm just at least for my own, now I've got amazing, you know, amazing teammates that I'm sure leverage the hell out of it, my you know, podcast team and and whatever, but that's on like I'm talking like for me personally, you know, um, like when it comes to research and stuff, like I wanna, I want to maintain, and again, maybe you can tell me if I'm you think I'm an idiot, Grant, but I want to maintain my ability to be able to effectively research.
• 20:33
  SPEAKER_02: I want to maintain my ability, you know, so I kind of give myself a week, you know, right?
• 20:38
  SPEAKER_02: Okay, if I'm looking at a new strategy or you know, whatever that may be, new business opportunity, you know, I'll give myself a week at it before I start incorporating AI just because I I am nervous, dude, about like I don't want to remove my own ability.
• 20:52
  SPEAKER_02: Yeah because with things like do chat, I mean it's so freaking powerful, dude.
• 20:55
  SPEAKER_02: It's like I could see it making me where I don't have to think anymore.
• 20:58
  SPEAKER_00: I like to think with it.
• 21:00
  SPEAKER_00: I think that's the way that I like that's how I would describe it.
• 21:02
  SPEAKER_00: Because I like just sitting there asking questions because we're all so fascinated.
• 21:05
  SPEAKER_00: I think what makes people like you and I really good at what we do is that we're so curious.
• 21:10
  SPEAKER_00: And so I kind of treat it like a sparring partner.
• 21:13
  SPEAKER_00: Like I've got this curiosity, ask a question, but then typically when I get a response, it it's for me, it's not like oh okay, cool.
• 21:19
  SPEAKER_00: It's like okay, I got seven more questions I need to ask, and I can't go pay my my coach.
• 21:24
  SPEAKER_00: I need to like I need to just like talk to I need to like think this through.
• 21:27
  SPEAKER_00: And so I love going on a walk and just like, what about this?
• 21:30
  SPEAKER_00: What about that?
• 21:31
  SPEAKER_00: What about this?
• 21:31
  SPEAKER_00: What about that?
• 21:32
  SPEAKER_00: It helps me really think through an idea in a way that I've not had that ability to do so.
• 21:37
  SPEAKER_00: And so I don't think anybody's I mean everyone's got a throw in process, that's how I use it.
• 21:41
  SPEAKER_00: Yeah, um I love but I love thinking with it instead of letting it think for me.
• 21:46
  SPEAKER_00: And I think that's a big distinction because I know a lot of people that have outsourced their brain, the chat GPT, and they don't they do not think anymore.
• 21:52
  SPEAKER_00: Like the way that school and all this crazy stuff is like it's it's wild, man.
• 21:57
  SPEAKER_00: I would respect your time.
• 21:58
  SPEAKER_00: I just got a couple a couple more quick questions.
• 22:00
  SPEAKER_00: And one of these is like the identity, like I'm a hunter.
• 22:02
  SPEAKER_00: There's so many people I think that they want to grow, but they don't want to have to work for it.
• 22:08
  SPEAKER_00: And somebody that is a hunter, you're in it.
• 22:11
  SPEAKER_00: Like you're in it every day.
• 22:13
  SPEAKER_00: You know, 30, 30 messages a day, having three hour-long presentations a day.
• 22:18
  SPEAKER_00: Some people look at that workload and are like, ooh, I don't know.
• 22:21
  SPEAKER_00: What is it that somebody needs to do, maybe to shift the mindset, the habits, the routines, the rituals, whatever?
• 22:27
  SPEAKER_00: You know, what is it for you that's helped you kind of get into that rhythm so that you can't hunt every day?
• 22:32
  SPEAKER_00: Because I'm sure there's days you don't feel like it, but you know, what is it, man?
• 22:36
  SPEAKER_02: If somebody isn't willing to put in the work, I just say, okay, you probably don't want it bad enough.
• 22:41
  SPEAKER_02: You probably don't really actually want it.
• 22:42
  SPEAKER_02: It's probably a nice to have, not a must-have for you.
• 22:45
  SPEAKER_01: Yeah.
• 22:45
  SPEAKER_02: You know, like, and I've found that doesn't matter what it is that you want to create success in.
• 22:49
  SPEAKER_02: I mean, I know you know these things, Grant, but those watching, listen, may not.
• 22:52
  SPEAKER_02: But, you know, I've had had some success at different aspects of my life.
• 22:55
  SPEAKER_02: You know, one of those is health and fitness, right?
• 22:57
  SPEAKER_02: In my early 20s, I let my health glow, became more obese, almost 300 pounds.
• 23:01
  SPEAKER_02: And, you know, when I decided to turn my health around, lose over 100 pounds, keep that off for multiple decades, and get in amazing shape, you know, is like, um, dude, you had I had to want it, you know, right?
• 23:12
  SPEAKER_02: Like, um, um, and it takes daily consistent work.
• 23:15
  SPEAKER_02: First off, is you gotta get yourself to the point where even the thought of not making this thing a reality, not accomplish the thing that you want to accomplish, the pain of just thinking of not making a reality is more painful than the bullshit that we have to go through to make it a reality.
• 23:29
  SPEAKER_02: Because and then this might sound morbid, but dude, life is pain.
• 23:32
  SPEAKER_02: Life is suffering, life is pain.
• 23:34
  SPEAKER_02: The most dangerous place anybody can allow themselves to get to is a place of complacency, which is the vast majority of the human race now today is they just want shit to be easy, they don't want to put in the work, they don't want to, you know, but the reality is, dude, you're gonna experience one, you know, one or two pains.
• 23:47
  SPEAKER_02: It's either, you know, it's like, okay, I'm gonna experience the pain of being morbidly obese, overweight, fat, no energy, or I'm going to experience the pain of having to, you know, meal prep every day and eat super clean and work my ass off in the gym every single day.
• 23:59
  SPEAKER_02: But now I got amazing health.
• 24:01
  SPEAKER_02: Same thing in business, dude.
• 24:02
  SPEAKER_02: It's like, yeah, I mean, more often than not, I wake up, I don't want to do any of this crap, you know, right?
• 24:07
  SPEAKER_02: Um, just like right now, dude.
• 24:08
  SPEAKER_02: Like I'm I came down with something, I'm sick as hell right now on this podcast.
• 24:11
  SPEAKER_02: Like I just want to go to bed right now all day today.
• 24:13
  SPEAKER_02: But no, I got meetings, I got shit I gotta do, I got, you know, right?
• 24:16
  SPEAKER_02: Um, so you know, um, but you you gotta you gotta push through, but you just gotta deal with realities and be like, okay, what is it that I want?
• 24:22
  SPEAKER_02: Like, do I really want this or am I just full of shit?
• 24:24
  SPEAKER_02: But then at least then you can understand and just say, no, I'm full of shit, I don't actually want that.
• 24:28
  SPEAKER_02: Then okay, go on about your life, but quit mentally masturbating and being delusional, saying I want this thing.
• 24:33
  SPEAKER_02: You know, and I I'm not saying that everybody's gotta be a hunter.
• 24:36
  SPEAKER_02: You know, there's some that I know that have mastered the attraction base.
• 24:39
  SPEAKER_02: For me, I'm a combo with it, yeah.
• 24:41
  SPEAKER_02: You know, right?
• 24:42
  SPEAKER_02: I know you've been brilliant at that.
• 24:43
  SPEAKER_02: Um, for me, I'm a combo with it both, right?
• 24:45
  SPEAKER_02: Like, like if I look at, okay, with what I'm trying to build on, you know, the attraction side.
• 24:50
  SPEAKER_02: Like right now, I'm trying to build a 40,000 agent organization within 10 years.
• 24:53
  SPEAKER_02: Um, now, okay, I will probably through attraction, you know, build about 10,000 of that.
• 24:59
  SPEAKER_02: And some might be okay with, hey, man, if I could build a 10,000 you know agent brokerage organization in 10 years, I'd be happy with that.
• 25:05
  SPEAKER_02: But for me, I'm not.
• 25:06
  SPEAKER_02: Like I want, like, there's a reason why I want that 40,000 so I know attraction alone isn't gonna get me there at the the the speed I want to get there at.
• 25:17
  SPEAKER_02: And I'm 44 now, dude.
• 25:18
  SPEAKER_02: Like I don't I don't have you know the time that I used to have, you know, right?
• 25:22
  SPEAKER_02: It's as we get older, I think we just understand the value of time and how precious time is, you know, right?
• 25:28
  SPEAKER_02: So so for me, yeah, man, I'm hunting hard.
• 25:31
  SPEAKER_02: And and the reason why I like hunting, and I love attraction too, don't get me wrong, I love it too.
• 25:37
  SPEAKER_02: Um, but as I've found, if you become a good hunter, like you'll never run out of money.
• 25:42
  SPEAKER_00: 100%.
• 25:43
  SPEAKER_02: You know, it's like I think like we'll just talk real estate for a second.
• 25:46
  SPEAKER_02: Like, dude, if everybody, as much as it might suck, if you get damn good at getting on the phones, co-prospecting, getting on the phones, uh, and I say never run out of money, like you get yourself in a pinch, okay.
• 25:56
  SPEAKER_02: I can go get seven listings before they, you know, end of this week, I can go stack seven listings because I've acquired that skill set.
• 26:03
  SPEAKER_02: Even though you might not do it, maybe you're just attraction-based, you develop that skill set, like you're you're good, dude.
• 26:08
  SPEAKER_02: You can get yourself in hard spots and you can get out of those hard spots fast.
• 26:11
  SPEAKER_00: 100%.
• 26:12
  SPEAKER_00: I don't think we'll realize how valuable that is.
• 26:14
  SPEAKER_00: Like the ability to be like, okay, I don't want to do this, but I I know that I I can.
• 26:18
  SPEAKER_00: I can go do this work over the next seven days, and then boom, my money problems are solved.
• 26:22
  SPEAKER_00: Uh, I think there's so many people in the world that don't think that's real.
• 26:25
  SPEAKER_00: That just like, whatever.
• 26:27
  SPEAKER_00: Like, that doesn't sound legitimate.
• 26:28
  SPEAKER_00: No, it's real, dude.
• 26:29
  SPEAKER_00: Like, if you develop some of these skill sets with anything, with real estate, with coaching, with services, with uh anything, it's it's amazing what you can do whenever it's crunch time and you gotta go out there and produce if you've got the mindset you're talking about of being a hunter.
• 26:43
  SPEAKER_00: I'm right there with you.
• 26:44
  SPEAKER_00: I uh I love advertising, I love it when business comes to me.
• 26:48
  SPEAKER_00: But I uh I also love you know the hunting game.
• 26:52
  SPEAKER_00: But at the end of the day, like partnerships and relationships, when we're hunting, like we get to just look up cool people and then go have conversations with those cool people, and then eventually something's gonna happen.
• 27:03
  SPEAKER_00: Maybe it's business, maybe it's not maybe maybe it's directly not business, but I've never regretted working my ass off to develop the relationships I've got today.
• 27:12
  SPEAKER_00: Because what you said earlier in the show, is like your net your net worth is your network, and the I've I've booked I'm one I'm one booking away today from booking 30 podcast interviews in the last four weeks.
• 27:24
  SPEAKER_00: And um I've obviously pushing myself pretty hard to hit some specific numbers, but I'm like, I just it wasn't even that hard.
• 27:31
  SPEAKER_00: I just texted my friends, it's like yeah, that's cool, man.
• 27:34
  SPEAKER_00: Like to be able to think like that was a lot of work over the last 12 years to do that, but it's like, yeah, but these relationships are cool as hell.
• 27:40
  SPEAKER_00: And I I just I haven't met anybody that's regretted that at the end of it when you turn around.
• 27:44
  SPEAKER_00: It's like, no, you'd be way better off.
• 27:46
  SPEAKER_00: Man, I I love this.
• 27:47
  SPEAKER_00: I appreciate I've I'm I've got a thousand questions I want to ask you as always, but I'm trying to respect your time.
• 27:53
  SPEAKER_00: I want to make sure we we don't go too long.
• 27:55
  SPEAKER_00: I want to ask this last question, which is how can we, uh listeners of the podcast, how can we walk alongside you, partner with you, help you, help you hit your objectives of 40,000 uh agents in your organization in 10 years or less?
• 28:09
  SPEAKER_02: Yeah, man, for for the first time in a long time, man, probably almost 20 years, like I've got one singular focus, you know, which is this mission.
• 28:16
  SPEAKER_02: You know, I've always had so many other businesses going on, you know, and and um I'm like, all right, man, you know, that this is the kind of biggest stretch goal I've had in my life.
• 28:25
  SPEAKER_02: And I'm like, okay, in order to accomplish something, I'm gonna have one single goal.
• 28:28
  SPEAKER_02: So in order to accomplish that goal, you know, I'm just looking for amazing real estate agent partners, you know, really in all over the globe.
• 28:34
  SPEAKER_02: I mean, we're in 20 countries, you know, total right now that we can do business in.
• 28:38
  SPEAKER_02: So supporting me on my mission, if anybody knows of any real estate agents, team leaders, broker owners, you know, that might be a good fit to sit down and just have a conversation about this opportunity.
• 28:48
  SPEAKER_02: That's what I'm looking for.
• 28:49
  SPEAKER_02: Just amazing running partners.
• 28:51
  SPEAKER_00: What's the best way for us to connect people with you if we got that?
• 28:54
  SPEAKER_02: Yeah, um, you you can email me, joshua at gsdmode.com.
• 28:58
  SPEAKER_02: And you can connect with me on social.
• 29:00
  SPEAKER_02: All my handles are JoshuaGSD for get shit done.
• 29:03
  SPEAKER_02: Um, my YouTube uh channel podcast is GSD Mode.
• 29:07
  SPEAKER_02: Yeah, about 3,000 podcasts.
• 29:08
  SPEAKER_02: You've been on there several times.
• 29:10
  SPEAKER_00: I have, yeah.
• 29:10
  SPEAKER_00: That's all that's awesome.
• 29:11
  SPEAKER_00: 3,000 episodes, man.
• 29:12
  SPEAKER_00: That's epic.
• 29:13
  SPEAKER_00: I've been doing it for a long time.
• 29:14
  SPEAKER_02: Yeah, it's like 12 years, dude.
• 29:16
  SPEAKER_02: It's crazy, but it's but it's been a hell of a lot of fun, man.
• 29:19
  SPEAKER_00: Yeah, absolutely.
• 29:20
  SPEAKER_00: Brother, I appreciate you a ton.
• 29:22
  SPEAKER_00: Thank you so much for being here today.
• 29:23
  SPEAKER_00: It's an awesome conversation, and uh looking forward to watching you work and and and achieving what's what's important to you.
• 29:29
  SPEAKER_02: Yeah, appreciate you as well, brother.
• 29:31
  SPEAKER_02: Honor being here, man.
• 29:32
  SPEAKER_00: Of course, of course.
• 29:32
  SPEAKER_00: All right, thank you all.
• 29:34
  SPEAKER_00: Definitely go follow Josh and uh make sure if you've got any agents to connect him with, you do.
• 29:39
  SPEAKER_00: This guy is an epic human, and uh again, pumped to watch what he's he's gonna do over the next few years.
• 29:46
  SPEAKER_00: And thank you all for continuing to listen to the Partner in Profit Podcast.
• 29:50
  SPEAKER_00: I'll see you on the next episode.
• 29:51
  SPEAKER_00: Peace.