Latest / Callis Mindset with Kannon Callis / Episode 13 On Sports and Real Estate: Winning, Leadership and Accountability with Mike Damiata

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Episode 13 On Sports and Real Estate: Winning, Leadership and Accountability with Mike Damiata · Callis Mindset with Kannon Callis

• 0:00
  Speaker 1: Welcome back to Callous Mindset. I'm your host, Canon Kallis.
• 0:03
  Speaker 1: This podcast is all about mindset, discipline, and the systems
• 0:07
  Speaker 1: behind building high level businesses and high performance careers. Today's
• 0:17
  Speaker 1: guest is someone I'm excited to sit down with because
• 0:19
  Speaker 1: he operates at the intersection of leadership, performance and culture.
• 0:25
  Speaker 1: Joining us today is Mike Demiada, the broker of Amherst Madison.
• 0:30
  Speaker 1: Mike overseas one of the most respected brokerages in the country,
• 0:33
  Speaker 1: and he spends his time developing agents, building culture, and
• 0:37
  Speaker 1: helping real estate professionals grow their careers. But what makes
• 0:40
  Speaker 1: my perspective unique is his leadership style. It's heavily influenced
• 0:45
  Speaker 1: by sports culture. He has spent years involved in basketball
• 0:49
  Speaker 1: as both a coach and a referee, which gives him
• 0:52
  Speaker 1: a fascinating mindset and lens on competition, accountability, and developing talent.
• 0:58
  Speaker 2: And when you really think.
• 0:58
  Speaker 1: About it, the state isn't very different from sports. It's
• 1:02
  Speaker 1: performance driven, it's competitive, and the people who succeed usually
• 1:06
  Speaker 1: have a very specific mindset. So today we're going to
• 1:09
  Speaker 1: talk about what separates average agents from elite ones, how
• 1:13
  Speaker 1: talent's developed inside a brokerage, and how lessons from athletics
• 1:17
  Speaker 1: and sports translates directly into business performance.
• 1:21
  Speaker 2: Mike, Welcome to the show.
• 1:23
  Speaker 3: Hey Canon, thanks for having me.
• 1:24
  Speaker 2: Well, let's go ahead and start with your role. You're
• 1:28
  Speaker 2: my broker.
• 1:29
  Speaker 1: I'm an agent at Amherst Madison. I wanted to start
• 1:32
  Speaker 1: with the role itself. Most people outside the real estate industry,
• 1:37
  Speaker 1: they think a broker mainly signs paperwork and manages compliance.
• 1:42
  Speaker 1: But when you're overseeing a brokerage like ours, there's obviously
• 1:45
  Speaker 1: more happening behind the scenes. So what does your role
• 1:48
  Speaker 1: look like day to day. It's a great question, and
• 1:52
  Speaker 1: I think you're right.
• 1:52
  Speaker 3: A lot of people don't really understand what it is
• 1:55
  Speaker 3: or what the role of the broker is, because anybody
• 1:58
  Speaker 3: can can get a broker's life since but in the
• 2:01
  Speaker 3: state of Idaho specifically, every brokerage has what we call
• 2:05
  Speaker 3: a designated broker, and the designated broker is basically responsible
• 2:10
  Speaker 3: for the brokerage. So anything that agents do in the
• 2:12
  Speaker 3: field when it comes to contracts, negotiations, any situation that
• 2:16
  Speaker 3: they're involved in, ultimately it falls on my shoulders as
• 2:20
  Speaker 3: a designated broker. Nick Schleckaway, our CEO, told me one
• 2:25
  Speaker 3: time he says the designated broker at Amherst Madison, his
• 2:27
  Speaker 3: number one job is to keep him out of court.
• 2:31
  Speaker 3: So that is that is really our job. It's to
• 2:34
  Speaker 3: make sure that we are doing things by the book legally, ethically,
• 2:38
  Speaker 3: and and all of my agents, you know, fall under
• 2:41
  Speaker 3: my purview when it comes to that. Yeah.
• 2:43
  Speaker 1: Yeah, And when when I met the broker Jamhurst Madison,
• 2:47
  Speaker 1: I met a few different people including Nick the founder,
• 2:51
  Speaker 1: you the designated broker, and Derek as well, who is
• 2:54
  Speaker 1: more of the talent, the coach, you know, things like that.
• 2:57
  Speaker 1: It takes a lot of time to develop that structure,
• 3:00
  Speaker 1: and I wanted to ask how much of your role
• 3:03
  Speaker 1: is leading and developing agents versus handling the technical day
• 3:07
  Speaker 1: to days of the paperwork and the contracts.
• 3:10
  Speaker 3: Yeah, that's an interesting question because one of the other
• 3:14
  Speaker 3: roles that I have, which was actually what I was
• 3:17
  Speaker 3: hired originally at Amherst Madison to do, was to run
• 3:21
  Speaker 3: the training program primarily for our new agents. When I
• 3:25
  Speaker 3: took over the designated broker role about a year ago,
• 3:28
  Speaker 3: I did not give that training role to anybody else.
• 3:31
  Speaker 3: So I'm actually doing those two jobs. So I would
• 3:35
  Speaker 3: say probably a quarter of my time is the training
• 3:40
  Speaker 3: and the rest is as the designated broker, and that depends,
• 3:42
  Speaker 3: of course. As you know you went through our training program,
• 3:45
  Speaker 3: there are times during the year when we're not actually
• 3:47
  Speaker 3: doing the classroom setting training, so obviously it's a little
• 3:51
  Speaker 3: bit different. But all of those agents that go through
• 3:53
  Speaker 3: the training program here at Amherst Madison, once they're done
• 3:56
  Speaker 3: with that, I'm still working with them as agents as
• 3:58
  Speaker 3: designated broker roles. So there's a lot of crossover in
• 4:01
  Speaker 3: that aspect of it. Yeah.
• 4:04
  Speaker 1: Yeah, And I know that we went through a class
• 4:05
  Speaker 1: together last summer called Launch, and you know, you're doing
• 4:09
  Speaker 1: several of these a year, bringing on and developing new
• 4:12
  Speaker 1: talent and just making sure that they're launching properly. But
• 4:16
  Speaker 1: also you're there to support them on the other side.
• 4:18
  Speaker 1: I know we've had conversations after the fact, and you know,
• 4:22
  Speaker 1: you're always answering your phone emails.
• 4:24
  Speaker 2: Very good at communication.
• 4:26
  Speaker 1: So I think that's one of the key benefits of
• 4:29
  Speaker 1: having you in that role is that you're just really
• 4:31
  Speaker 1: good at it.
• 4:33
  Speaker 3: Thank you. I appreciate that, and.
• 4:35
  Speaker 1: I think a lot of that comes from the time
• 4:37
  Speaker 1: that you've spent around basketball, you know, as a coach
• 4:40
  Speaker 1: and a referee. How much has that experience prior to
• 4:45
  Speaker 1: real estate and during real.
• 4:46
  Speaker 2: Estate led the way that you lead the brokerage.
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  Speaker 3: Yeah, it's funny. I think it's and it kind of
• 4:52
  Speaker 3: goes hand in hand with your podcast. It is definitely
• 4:55
  Speaker 3: a mindsets. As a former you know, athlete who was
• 5:00
  Speaker 3: very mediocre in my playing days, right, you have to
• 5:06
  Speaker 3: you have to have a mentality of where I'm not
• 5:08
  Speaker 3: going to out talent somebody, so I'm going to outwork them,
• 5:11
  Speaker 3: or I have to use my mind, which ultimately, you know,
• 5:14
  Speaker 3: led me into wanting to be a coach. And I
• 5:19
  Speaker 3: think it's the same thing with real estate. I've been
• 5:22
  Speaker 3: in this industry for about thirty three years now, in
• 5:25
  Speaker 3: between lending and real estate for about the last fifteen.
• 5:30
  Speaker 3: But it's having a mindset of knowing when to make
• 5:37
  Speaker 3: decisions and make the right decisions that is best for
• 5:41
  Speaker 3: your business, right because if you're making bad decisions, whether
• 5:45
  Speaker 3: it's on the court or in business, it's going to
• 5:47
  Speaker 3: lead your deal, your transaction, your company, whatever it is,
• 5:51
  Speaker 3: down the wrong path. So and there's also there's a
• 5:55
  Speaker 3: meritocracy in this industry, right, which definitely leads you back
• 6:00
  Speaker 3: to sports. It's if you're not good enough. A coach
• 6:04
  Speaker 3: that I used to coach with, I'm gonna give a
• 6:06
  Speaker 3: little shout out to my former coach and close friend
• 6:09
  Speaker 3: of mine. His name is Phil Salmon's. He was a
• 6:12
  Speaker 3: JV basketball coach when I was coaching varsity basketball back
• 6:15
  Speaker 3: in California, and he always used to have a saying
• 6:17
  Speaker 3: for our players. If you don't like it, get better
• 6:21
  Speaker 3: is the same, and it can be kind of harsh,
• 6:24
  Speaker 3: but it's very true. And so with that mindset of
• 6:27
  Speaker 3: wanting to win, but wanting to win by following the
• 6:31
  Speaker 3: rules and by just out working and being better at
• 6:34
  Speaker 3: something than somebody else. It translates to real estate in
• 6:38
  Speaker 3: the sense that if I have an agent come to
• 6:40
  Speaker 3: me and say I'm not getting any business. I'm working hard,
• 6:45
  Speaker 3: but I can't. You know, I can't put any deals together.
• 6:48
  Speaker 3: I'm not getting any traction. What do I need to do?
• 6:51
  Speaker 3: My simple answer to that question is you need to
• 6:54
  Speaker 3: be talking to more people and they need to know
• 6:56
  Speaker 3: what you do. And it's literally we have two things
• 7:00
  Speaker 3: that we like to talk about in our training program.
• 7:02
  Speaker 3: Number one is your primary job as an agent is
• 7:05
  Speaker 3: to lead generate right prospect generation. And your second job
• 7:08
  Speaker 3: is to is conversion converting those prospects. Right. Lead generation
• 7:13
  Speaker 3: is just the will, It's just the will to get
• 7:15
  Speaker 3: out there and generate prospects. Anybody can do it. You
• 7:18
  Speaker 3: can do open houses, you can doorknock, you can pick
• 7:20
  Speaker 3: up the phone, you know, you can go to networking events,
• 7:23
  Speaker 3: whatever it is. But man, that conversion piece of it
• 7:26
  Speaker 3: doesn't matter. If you generate a thousand prospects, if you
• 7:28
  Speaker 3: can't convert any of them, you're never going to close
• 7:31
  Speaker 3: a deal, right. And so that conversion is where the
• 7:34
  Speaker 3: skill comes in. And we like to teach people the skill,
• 7:38
  Speaker 3: and there's a lot of crossover them between sports and
• 7:41
  Speaker 3: real estate.
• 7:42
  Speaker 1: Yeah, and I definitely I resonate with what you just said.
• 7:46
  Speaker 1: And I want to revisit something you said towards the
• 7:49
  Speaker 1: beginning of that response, and it was that real estate
• 7:52
  Speaker 1: is a meritocracy. Yeah, and it's very very clear because
• 7:56
  Speaker 1: you have seventy five percent of agents last year not
• 8:01
  Speaker 1: closing a single transaction, and that means that twenty five
• 8:05
  Speaker 1: percent of the agent's closed every transaction. And out of
• 8:09
  Speaker 1: that twenty five percent, if we really break it down,
• 8:12
  Speaker 1: it's probably somewhere between three and five percent of that
• 8:15
  Speaker 1: twenty five percent actually closed enough to survive.
• 8:20
  Speaker 2: So it's it's kind of like a life.
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  Speaker 1: It's you know, there is no there's no second, third,
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  Speaker 1: fourth place in real estate and if you're not winning,
• 8:30
  Speaker 1: you're losing. And that's how I see it in sports too,
• 8:34
  Speaker 1: and I'm I'm also coming from a sports background. I
• 8:37
  Speaker 1: played from the time I was old enough to hold
• 8:39
  Speaker 1: a ball pretty much every sport I could. And the
• 8:42
  Speaker 1: thing I've really taken from that is the athlete mindset
• 8:46
  Speaker 1: is the constant discipline and constant repetition and showing up
• 8:50
  Speaker 1: even when you're losing and when you're binched, and you know,
• 8:53
  Speaker 1: showing up no matter what, to rise to the occasion
• 8:56
  Speaker 1: when the occasion comes. And so the next topic I
• 8:58
  Speaker 1: want to discuss is comparing the athletic mindset someone who's
• 9:03
  Speaker 1: been on organized sports or individual sports and develop their
• 9:07
  Speaker 1: own talent with the average agent, because it seems like
• 9:11
  Speaker 1: something that's interesting about real estate is that it's not
• 9:15
  Speaker 1: the most difficult industry to get into. You know, some
• 9:18
  Speaker 1: people think the test is easy, some people think it's hard.
• 9:21
  Speaker 1: I've taken it in multiple states. It took me more
• 9:23
  Speaker 1: than one try to get passed on each of those
• 9:26
  Speaker 1: no matter how long I've been in real estate, but
• 9:28
  Speaker 1: it seems like the barrier to entries a bit lower
• 9:32
  Speaker 1: than you know, someone with a high tech engineering degree.
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  Speaker 1: What is the difference between people who succeed and then
• 9:42
  Speaker 1: those who just operate at that next level?
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  Speaker 3: You know?
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  Speaker 1: I know in sports and athletes, they train, they practice,
• 9:50
  Speaker 1: they compete constantly, and it's an evolution of their career.
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  Speaker 1: But do you see similarities between high performing agents and
• 9:57
  Speaker 1: competitive athletes.
• 10:00
  Speaker 3: Do? And I think it comes down to something that's
• 10:03
  Speaker 3: actually pretty simple, is not quitting. And I mean you
• 10:09
  Speaker 3: you literally only lose in this industry when you quit.
• 10:14
  Speaker 3: Same thing with sports, right, I mean you can you
• 10:17
  Speaker 3: can lose a game or or or you could you know, uh,
• 10:20
  Speaker 3: be eliminated from a tournament or whatever. But there's always tomorrow.
• 10:24
  Speaker 3: You can always get into the gym and work harder.
• 10:26
  Speaker 3: You can always get out onto the court and put
• 10:29
  Speaker 3: up more shots. You can always do those things. It's
• 10:31
  Speaker 3: the same thing with real estate. You can always learn
• 10:34
  Speaker 3: to be a better negotiator. You can always grow in
• 10:37
  Speaker 3: this industry, and part of that is staying ahead of
• 10:39
  Speaker 3: the game and know what's coming. You know. I like
• 10:43
  Speaker 3: to tell agents now you better figure out how to
• 10:45
  Speaker 3: incorporate AI into your business because AI is going to
• 10:48
  Speaker 3: be a huge part of our industry. So, and it's
• 10:51
  Speaker 3: the same thing with sports, right knowing what's what's coming,
• 10:55
  Speaker 3: scouting teams that you're going to be playing, or whatever
• 10:58
  Speaker 3: the case may be. It's the same thing with business.
• 11:00
  Speaker 3: And I think the most successful people in our industry
• 11:03
  Speaker 3: know that when they come in, they're coming from all
• 11:07
  Speaker 3: different backgrounds, all different different experience levels. Some have more
• 11:11
  Speaker 3: knowledge in real estate than others. Some come in and
• 11:14
  Speaker 3: they're completely green, some have been in business before. So
• 11:18
  Speaker 3: knowing that you don't know everything and you just have
• 11:22
  Speaker 3: to put in the work to get better is I
• 11:25
  Speaker 3: think where a lot of people fail because it's not
• 11:27
  Speaker 3: always pretty. Right. We have something in the Launch training
• 11:30
  Speaker 3: program that we call the daily Essentials, right, and the
• 11:35
  Speaker 3: daily essentials are kind of boring, right, But I think
• 11:38
  Speaker 3: of them and I think of it as kind of
• 11:40
  Speaker 3: like the skills. An athlete has to do the fundamentals
• 11:45
  Speaker 3: every day. They just have to do the basics, and
• 11:48
  Speaker 3: those seven daily essentials are things that you need to
• 11:50
  Speaker 3: do every single day, no matter what, to get yourself
• 11:55
  Speaker 3: prepared to go out and take care of your business.
• 11:57
  Speaker 3: And the first three is your mind, body and right.
• 12:00
  Speaker 3: Getting your mind right, getting your body right, and getting
• 12:03
  Speaker 3: just your core, your your your your inner peace at
• 12:06
  Speaker 3: a at a point where you can go out and
• 12:09
  Speaker 3: talk to people and negotiate transactions and generate prospects. Because
• 12:13
  Speaker 3: in real estate, your customers or your prospects or even
• 12:17
  Speaker 3: your clients, if you've gotten to that level, they don't
• 12:20
  Speaker 3: care if you're having a bad day, right, they don't
• 12:23
  Speaker 3: care if I mean, they may say that they're they're
• 12:26
  Speaker 3: concerned about you, and and and are sorry for you,
• 12:29
  Speaker 3: but honestly, all they care about is are you going
• 12:32
  Speaker 3: to be able to solve their problem and provide them
• 12:34
  Speaker 3: some value. So it's a mindset of of getting in
• 12:38
  Speaker 3: and doing the things that you have to do. And yeah,
• 12:41
  Speaker 3: you mentioned the barrier of entry into real estate. You know,
• 12:44
  Speaker 3: it's a there's there's it's a two sided coin. It's
• 12:46
  Speaker 3: a where it is easy to get in to this industry.
• 12:51
  Speaker 3: And that is a great thing because unlimited income potential,
• 12:54
  Speaker 3: there's a million different things you can do in real estate,
• 12:57
  Speaker 3: and you can create, you know, a multi million or
• 13:00
  Speaker 3: even billion dollar business in this industry with a very
• 13:03
  Speaker 3: very low barrier of entry. The other side of that
• 13:06
  Speaker 3: coin is the very low barrier of entry means there's
• 13:09
  Speaker 3: a lot of people in this business that, just to
• 13:10
  Speaker 3: be honest with you, should not be in it, and
• 13:13
  Speaker 3: they flame out quickly. And that's just again that goes
• 13:17
  Speaker 3: back to that meritocracy. You know, you're not going to
• 13:20
  Speaker 3: be in this business and if you're not making any money,
• 13:22
  Speaker 3: it's it's not a career, it's just a hobby that
• 13:24
  Speaker 3: you're paying for. So, yeah, there is a lot of
• 13:27
  Speaker 3: crossover there.
• 13:28
  Speaker 1: Yeah, that's that's actually exactly what I was going to
• 13:31
  Speaker 1: mention next is you know, what are the mindset traits
• 13:34
  Speaker 1: that separate people who treat this like a career versus
• 13:38
  Speaker 1: those who treat it like a hobby.
• 13:41
  Speaker 3: Getting up every day whether you want to or not.
• 13:44
  Speaker 3: You're an independent contractor in this business more often than not, right,
• 13:48
  Speaker 3: and so I'm not calling my agents every day saying, hey,
• 13:52
  Speaker 3: are you coming into the office today, are you coming
• 13:53
  Speaker 3: to the workshop, are you coming to class? What do
• 13:56
  Speaker 3: you know? I'm not doing that. You have to motivate
• 13:59
  Speaker 3: yourself every day to get out of bed, to make
• 14:02
  Speaker 3: the phone calls, to come to the office, to go
• 14:04
  Speaker 3: to the classes or whatever it may be. You are
• 14:07
  Speaker 3: on your own. So the traits that I see are
• 14:10
  Speaker 3: the people who are disciplined enough to do what they
• 14:13
  Speaker 3: need to do every single day. And again, comparing it
• 14:16
  Speaker 3: to sports, it's the same thing with athletes, right, the
• 14:18
  Speaker 3: athlete who just knows every day they're in the gym
• 14:21
  Speaker 3: putting up shots. You think of the guys like Kobe
• 14:23
  Speaker 3: and MJ and those guys that outwork everybody you know.
• 14:27
  Speaker 3: And in real estate, some of the most successful agents
• 14:29
  Speaker 3: maybe aren't the most talented real estate agent, right, but
• 14:34
  Speaker 3: they will just outwork other people. One of the easiest
• 14:37
  Speaker 3: things to do in this business that for some reason
• 14:39
  Speaker 3: people don't do. And I do take pride in the
• 14:41
  Speaker 3: sense that I've always been good at this and I've
• 14:43
  Speaker 3: had people tell me this is that just answer your phone, right,
• 14:48
  Speaker 3: It's really easy, just pick up the phone no matter
• 14:50
  Speaker 3: who's calling. And I've had people tell me that before, Hey,
• 14:53
  Speaker 3: I love calling you or working with you because you're responsive.
• 14:57
  Speaker 3: And as a broker, honestly, I think that's the number
• 15:01
  Speaker 3: one responsibility I have to my agents is to just
• 15:04
  Speaker 3: be available. So those people that are willing to put
• 15:08
  Speaker 3: in the work every day with the mindset of I'm
• 15:12
  Speaker 3: not going to lose and every loss or every deal
• 15:15
  Speaker 3: that they lose out on is just a step to
• 15:18
  Speaker 3: getting better and a step to the next transaction.
• 15:22
  Speaker 1: Yeah. So, when you're in when you're in the process
• 15:25
  Speaker 1: of identifying future agent talent as a broker, and you're
• 15:29
  Speaker 1: having meetings, you're going to events, you're going to the school.
• 15:32
  Speaker 2: Or wherever it may be.
• 15:34
  Speaker 1: When you're meeting people, you're looking for, one the mindset
• 15:37
  Speaker 1: that they have of perseverance, discipline, you know, like a
• 15:42
  Speaker 1: winner's mindset, and that's more important than you know, maybe
• 15:46
  Speaker 1: they're they're a brand new licensee. Maybe that's more important
• 15:50
  Speaker 1: than someone who's been doing this for two to three
• 15:52
  Speaker 1: years who you talk with and immediately you get a
• 15:55
  Speaker 1: signal that maybe they they don't have that mindset. Maybe
• 15:58
  Speaker 1: they're just here because they out of obligation, or they're
• 16:02
  Speaker 1: not seeing it as an opportunity, they're seeing it as
• 16:04
  Speaker 1: a something they're required to do and they have.
• 16:07
  Speaker 3: To show up.
• 16:07
  Speaker 1: And you know, do you ask specific targeted questions or
• 16:12
  Speaker 1: do you try to put some some hooks and lines
• 16:15
  Speaker 1: out there when you're meeting these people to identify what
• 16:19
  Speaker 1: their mindset is like.
• 16:21
  Speaker 3: Yeah, it's it's it's funny. It's an interesting question because
• 16:24
  Speaker 3: I've learned over the years that that it's really hard
• 16:30
  Speaker 3: sometimes to determine whether somebody is going to be successful
• 16:34
  Speaker 3: or not in this business. And I have been wrong
• 16:37
  Speaker 3: many many times where I prejudge somebody and said this
• 16:41
  Speaker 3: person is not going to be successful, and then they
• 16:44
  Speaker 3: ended up being great, and vice versa. I've thought somebody
• 16:47
  Speaker 3: would come in and I'd talk to them and I
• 16:49
  Speaker 3: would be boy, this person's going to just be a
• 16:51
  Speaker 3: rock star, and then they don't get off the ground
• 16:54
  Speaker 3: and they end up, you know, getting out of the
• 16:56
  Speaker 3: business or whatever it is. So I try the first
• 16:59
  Speaker 3: thing I do i'm meeting with with agents, whether they're
• 17:01
  Speaker 3: new or experienced coming over from potentially from another brokerage,
• 17:05
  Speaker 3: is I try to not ask a lot of questions,
• 17:09
  Speaker 3: and I try to get them to ask me questions.
• 17:12
  Speaker 3: It's like, because honestly, it's not I can. I could
• 17:16
  Speaker 3: tell you everything that's great about Amherst Madison and the
• 17:20
  Speaker 3: training program and our and our agents and the success
• 17:22
  Speaker 3: and the you know, billion dollars a year that our
• 17:24
  Speaker 3: brokerage does and the beautiful building and all this stuff,
• 17:27
  Speaker 3: but none of that matters If I don't answer the
• 17:30
  Speaker 3: right questions, you know that that the agent really wants
• 17:33
  Speaker 3: to know. So I try to do do it kind
• 17:36
  Speaker 3: of differently. I want the agent to ask me questions.
• 17:40
  Speaker 3: So when I get somebody who's asking me questions, I
• 17:42
  Speaker 3: can kind of tell from what they're asking me if
• 17:46
  Speaker 3: I think they have the mindset, Because if an agent
• 17:49
  Speaker 3: is asking me, you know, I want somebody to hold
• 17:53
  Speaker 3: me accountable. What does what does your training program look like?
• 17:57
  Speaker 3: You know, what are the opportunities that I'm going to
• 18:00
  Speaker 3: it to do open houses? Or they're asking questions that
• 18:04
  Speaker 3: they're trying to find out what opportunities they're going to
• 18:08
  Speaker 3: have to be successful, right as opposed to maybe somebody
• 18:12
  Speaker 3: who's saying do you provide leads? Do you you know?
• 18:17
  Speaker 3: Or they go right to splits or or or fees
• 18:20
  Speaker 3: or all of these different things which are very important.
• 18:22
  Speaker 3: And I'm not discounting those questions, but you can tell
• 18:26
  Speaker 3: as you're going through a conversation with somebody where most
• 18:29
  Speaker 3: of the questions, you know, focus on as to what
• 18:33
  Speaker 3: their mindset is. So I try to do the opposite
• 18:36
  Speaker 3: and let them ask me the questions and and see
• 18:38
  Speaker 3: from there and and and to kind of cap this
• 18:41
  Speaker 3: point off a little bit, is will give almost anybody
• 18:46
  Speaker 3: an opportunity or a chance to be successful. And because
• 18:49
  Speaker 3: like I said, I've been wrong before about who who's
• 18:51
  Speaker 3: going to be successful and not so excuse me. As
• 18:55
  Speaker 3: long as they are willing to put in the work
• 18:57
  Speaker 3: and they they're saying the right things and they want
• 19:00
  Speaker 3: to come on board, we're going to give them a
• 19:01
  Speaker 3: shot because again, this business is a meritocracy and they're
• 19:05
  Speaker 3: going to fail or succeed on their own, hopefully with
• 19:08
  Speaker 3: support from us leading them down that road of success. Yeah.
• 19:13
  Speaker 1: Yeah, I like that you switch the paradigm instead of
• 19:17
  Speaker 1: you're like more of a consultative approach. You know, you're asking,
• 19:21
  Speaker 1: they're asking you questions you can feel from where those
• 19:24
  Speaker 1: are rooted. Then identifying, okay, based on the surface level
• 19:29
  Speaker 1: questions they're asking. You know, maybe you get that gut
• 19:32
  Speaker 1: feeling or you kind of just know because you've done
• 19:34
  Speaker 1: this long enough that this person is maybe just looking
• 19:37
  Speaker 1: for the superficial side of things, right, or they're just
• 19:40
  Speaker 1: looking for what can you do for me? Not looking
• 19:44
  Speaker 1: what can they do for themselves? Or what potential can
• 19:46
  Speaker 1: you help develop? And that's actually the next topic, I
• 19:49
  Speaker 1: want to discuss a little bit more about developing talent
• 19:52
  Speaker 1: like a coach, which you've discussed a couple times. But
• 19:55
  Speaker 1: when someone shows potential, you meet them in person. The
• 19:59
  Speaker 1: next step is to you know, let you know, let
• 20:02
  Speaker 1: them know where you're coming from and what we do.
• 20:04
  Speaker 1: But also once they're interested, you need to start developing them.
• 20:09
  Speaker 1: And I've had tons of coaches in sports from baseball, football, track,
• 20:12
  Speaker 1: across country, you name it. They have structured trainings and
• 20:17
  Speaker 1: they have specific things almost like a checklist or like
• 20:20
  Speaker 1: a goal sheet that you need to hit in order
• 20:22
  Speaker 1: to show up for practice. Improve your batting average by
• 20:26
  Speaker 1: this much, by doing you know, batting cages X amount
• 20:29
  Speaker 1: of time per week.
• 20:30
  Speaker 2: It's really structured.
• 20:31
  Speaker 1: And that's what's helped with you know, me structuring myself
• 20:34
  Speaker 1: and creating self discipline, is that I had that as
• 20:36
  Speaker 1: a young age. Do you see that coaching and repetition
• 20:40
  Speaker 1: is really similar in real estate as it is in
• 20:44
  Speaker 1: basketball for example.
• 20:45
  Speaker 3: Yeah, there's there's a similarity in in in as an agent,
• 20:50
  Speaker 3: and I try to instill this in them when they
• 20:53
  Speaker 3: come on board. Here is whether it's the classes that
• 20:56
  Speaker 3: we offer or the workshops, or whether it's just your day.
• 21:00
  Speaker 3: You need to create your own schedule and try to
• 21:04
  Speaker 3: stick to it and follow it as much as possible,
• 21:06
  Speaker 3: because if you don't have a schedule or a structure
• 21:08
  Speaker 3: in your day, then you're going to get off track
• 21:12
  Speaker 3: and you're going to do things that don't focus on
• 21:14
  Speaker 3: your business. The difference between say, coaching, you know, a
• 21:18
  Speaker 3: basketball team and leading a real estate brokerage is those
• 21:22
  Speaker 3: basketball players know that if they don't do what I say,
• 21:25
  Speaker 3: you know, say they have to do, then then they're
• 21:28
  Speaker 3: not going to play and they're not going to get
• 21:29
  Speaker 3: on the court or whatever it is. The agents, it's
• 21:32
  Speaker 3: their decision right to be if they want to be successful.
• 21:36
  Speaker 3: They might be successful without following my steps, but what
• 21:39
  Speaker 3: I can promise them is that if they do follow
• 21:41
  Speaker 3: the steps, their odds of success are going to be
• 21:44
  Speaker 3: a lot higher. So it's it's very difficult for people
• 21:49
  Speaker 3: in this business to be successful if they don't have
• 21:53
  Speaker 3: a structure and then they stick to it and follow it.
• 21:57
  Speaker 3: And that's different for every agent because every agent has
• 22:00
  Speaker 3: different expectations, different goals for their business, different availability. Right
• 22:06
  Speaker 3: I need to raise in families, some some are working
• 22:09
  Speaker 3: part time jobs, all kinds of different things. So I'm
• 22:12
  Speaker 3: also what I'm also not going to do with my
• 22:14
  Speaker 3: agents is judge them on when they're in the office,
• 22:18
  Speaker 3: or which classes they're coming to, or which ones they
• 22:21
  Speaker 3: can't make. I'm not going to judge them because I'm
• 22:23
  Speaker 3: not in their shoes and i don't know their situation. Now.
• 22:27
  Speaker 3: I'm not perfect. Sometimes I might prejudge, right, or I
• 22:30
  Speaker 3: might judge them in my mind, but I try not
• 22:32
  Speaker 3: to because that's not my place. My place is to
• 22:36
  Speaker 3: be available for them and give them the help that
• 22:40
  Speaker 3: they need and want, but also to not do it
• 22:43
  Speaker 3: for them, right. I think that's super important in this business.
• 22:47
  Speaker 3: Some people come in and they just want people to
• 22:48
  Speaker 3: do things for them, right, write my contract, you know,
• 22:52
  Speaker 3: you know, do all of these things for me. I
• 22:55
  Speaker 3: don't want to make the calls, you know. Can't you
• 22:57
  Speaker 3: just send me leads? Whatever it is, as opposed to
• 23:00
  Speaker 3: here's what you need to do, step by step? Are
• 23:03
  Speaker 3: you doing it? One of the things that I tell
• 23:05
  Speaker 3: of my new agents is I always tell them, and
• 23:07
  Speaker 3: you've probably heard me say this canon is you need
• 23:09
  Speaker 3: to do a CMA a day. Right. A CMA a
• 23:13
  Speaker 3: comparative market analysis. You need to do one of those
• 23:15
  Speaker 3: every single day. It's going to teach you how to
• 23:17
  Speaker 3: run comps, it's going to teach you how to assess
• 23:19
  Speaker 3: property values, and you'll become an expert at it. I
• 23:22
  Speaker 3: can almost guarantee you that most of my agents do
• 23:25
  Speaker 3: not do that. I'm just telling them what they should
• 23:28
  Speaker 3: be doing. And that's just one small example, but it
• 23:30
  Speaker 3: doesn't take much. But as an independent contractor, you are
• 23:35
  Speaker 3: responsible for your daily actions and doing the crossover again
• 23:39
  Speaker 3: with the athletics side of it. The ones that get
• 23:44
  Speaker 3: in the gym or get in the office and do
• 23:46
  Speaker 3: the daily essentials and do those things on a regular basis.
• 23:50
  Speaker 3: I'm a saying, you know, because talent is all over
• 23:52
  Speaker 3: the map, right, But the harder you work, the luckier
• 23:57
  Speaker 3: you get. That's just kind of the bottom line.
• 24:00
  Speaker 2: Yeah, that's so true.
• 24:01
  Speaker 1: It's it's funny how the hardest workers always somehow become
• 24:04
  Speaker 1: the most lucky as well.
• 24:05
  Speaker 3: That's right.
• 24:07
  Speaker 1: So let's say I'm a new agent and I and
• 24:11
  Speaker 1: I you know, I'm brand new to Idaho. What would
• 24:14
  Speaker 1: it take to help me go from being a brand
• 24:17
  Speaker 1: new agent to someone who is consistently.
• 24:19
  Speaker 2: Closing deals and building a long term career.
• 24:23
  Speaker 3: So it's I'll give you a quick background on my situation.
• 24:28
  Speaker 3: So I moved. I moved. I've been in this business
• 24:30
  Speaker 3: a long time, right, I moved to Idaho three years
• 24:33
  Speaker 3: ago this month actually February of twenty twenty three. And
• 24:36
  Speaker 3: I've been in this industry a long time. Helped to
• 24:38
  Speaker 3: run a broker in northern California. I did a lot
• 24:40
  Speaker 3: of business. So even with my experience, I knew coming
• 24:43
  Speaker 3: into a new state, in a new market where I
• 24:45
  Speaker 3: didn't know a lot of people, that it was going
• 24:47
  Speaker 3: to take time for me to build up any consistency.
• 24:51
  Speaker 3: And my mindset, even as an experienced agent, my my
• 24:55
  Speaker 3: plan or my thought process was it was going to
• 24:58
  Speaker 3: take me six to twelve months to build up any
• 25:01
  Speaker 3: sort of consistent activity that would ultimately then lead to
• 25:05
  Speaker 3: lead to transactions. Right, And that's working this full time
• 25:08
  Speaker 3: every day, doing open houses, trying to meet new people,
• 25:11
  Speaker 3: growing my sphere in state of Idaho, whatever it may be.
• 25:14
  Speaker 3: And I was hoping that within that first six months
• 25:17
  Speaker 3: that maybe that hard work that I was doing would
• 25:19
  Speaker 3: would you know, I'd fall into a few deals to
• 25:22
  Speaker 3: help me out in the beginning, But consistency in this
• 25:25
  Speaker 3: business and trying not again. This this is also maybe
• 25:29
  Speaker 3: a generational thing. People want want that immediate satisfaction right now,
• 25:35
  Speaker 3: and they want deals right out of the gate. And
• 25:38
  Speaker 3: I get it right. You're not selling real estate to
• 25:41
  Speaker 3: work for free, right and until you close the deal,
• 25:43
  Speaker 3: you're basically working for free. So but you have to
• 25:46
  Speaker 3: have the mindset, and this is what I try to
• 25:48
  Speaker 3: instill into people. You have to trust the process, trust
• 25:52
  Speaker 3: the system that we're telling you to implement. That it's
• 25:56
  Speaker 3: a proven system that has that many agents have followed
• 26:00
  Speaker 3: and become successful. And if you do that and you
• 26:02
  Speaker 3: trust the process, that it will pay off. And if
• 26:06
  Speaker 3: you work hard and you do multiple open houses and
• 26:08
  Speaker 3: you get on the phone and you start talking to people,
• 26:10
  Speaker 3: hopefully you can get some transactions going earlier early, but
• 26:14
  Speaker 3: it takes time to build up consistency. We like to
• 26:18
  Speaker 3: say that whatever is happening in your business right now,
• 26:23
  Speaker 3: go back six months, and what you were doing six
• 26:26
  Speaker 3: months ago immediately translates into what your business is right now.
• 26:31
  Speaker 3: You know, this isn't like selling cars at a car
• 26:33
  Speaker 3: dealer where somebody comes in and you know they're trying
• 26:36
  Speaker 3: to decide what kind of car they should buy, and
• 26:38
  Speaker 3: they walk out at the end of the day with
• 26:40
  Speaker 3: a vehicle. This is real estate. Not everybody's ready to
• 26:43
  Speaker 3: buy or sell today, right, So by generating prospects, what
• 26:46
  Speaker 3: we're trying to do is find out what people's timelines
• 26:50
  Speaker 3: are and engage with them, build trust, build rapport so
• 26:54
  Speaker 3: that when they are ready to pull the trigger, that
• 26:57
  Speaker 3: we are the name that they think of because we've
• 26:59
  Speaker 3: already built up that trust with them and they're going
• 27:01
  Speaker 3: to give us a call. So that's kind of what
• 27:04
  Speaker 3: I tell new agents is trust the process, do the
• 27:07
  Speaker 3: work every day, and it will pay off if you
• 27:10
  Speaker 3: continue to do it.
• 27:13
  Speaker 2: So true.
• 27:13
  Speaker 1: Yeah, I think most agents, especially today, they're a little
• 27:18
  Speaker 1: bit short sighted with what it's actually going to take
• 27:21
  Speaker 1: to lift this career off the ground without having the
• 27:24
  Speaker 1: income that they're probably maybe used to in a salaried
• 27:28
  Speaker 1: role or even a different sales commission role where you
• 27:30
  Speaker 1: can close a deal the same day. In my background,
• 27:34
  Speaker 1: I started in real estate, I got recruited into tech
• 27:36
  Speaker 1: sales and I did that for about ten years while
• 27:39
  Speaker 1: still doing a little bit of real estate on the side.
• 27:41
  Speaker 1: And the tech sales is what I learned two things
• 27:44
  Speaker 1: from that. One is that you can have a client
• 27:49
  Speaker 1: by volume and transaction volume.
• 27:52
  Speaker 2: Enough clients add up to large clients.
• 27:54
  Speaker 1: And I learned that in my first role, where my
• 27:56
  Speaker 1: ticket price was like forty nine dollars a month, so
• 27:59
  Speaker 1: you're closing a ton of deals in order just to survive.
• 28:03
  Speaker 1: But it's you could close five, six, ten deals in
• 28:05
  Speaker 1: a day. Then I went into healthcare tech sales and
• 28:09
  Speaker 1: compliance software, and that was a completely different paradigm. It
• 28:14
  Speaker 1: could take two to three years to win a deal
• 28:16
  Speaker 1: with these you know New York Presbyterian Hospital, the largest
• 28:19
  Speaker 1: in the country, or Miami or you know er you know,
• 28:23
  Speaker 1: San Francisco.
• 28:24
  Speaker 2: There's just different.
• 28:26
  Speaker 1: When there's more red tape and more bureaucracy and longer
• 28:29
  Speaker 1: sales cycles, it creates patients because I was used to
• 28:34
  Speaker 1: closing deals all day long, you know, just like back
• 28:36
  Speaker 1: to back to back. Okay, cool, I just closed ten
• 28:38
  Speaker 1: deals today. Where's the next one coming from? It might
• 28:40
  Speaker 1: be coming for my next call. But then when it
• 28:42
  Speaker 1: came to healthcare and compliance and the regulatory side, these
• 28:45
  Speaker 1: take nine months minimum. Like sometimes we get lucky and
• 28:48
  Speaker 1: do it in six months, and we'd have to go
• 28:51
  Speaker 1: present to a board of directors, we'd have to get
• 28:54
  Speaker 1: approvals from sometimes even the city and the state and
• 28:57
  Speaker 1: the county. I mean, it just depends if it was
• 28:59
  Speaker 1: a pub entity. But I think that's what really saved
• 29:03
  Speaker 1: me when it comes to sales, because every job I've
• 29:06
  Speaker 1: had outside of that one was very quick, almost instant gratification.
• 29:10
  Speaker 1: I could have a phone call that's worth almost two
• 29:12
  Speaker 1: thousand dollars, And that happens in real estate too, But
• 29:16
  Speaker 1: after you've been doing it for long enough to build
• 29:19
  Speaker 1: the trust, to build a rapport with community, to have
• 29:22
  Speaker 1: the experience and the track record. And I've been working
• 29:25
  Speaker 1: on real estate for about a little over six you know,
• 29:28
  Speaker 1: coming up on nine months, and I do have some
• 29:31
  Speaker 1: contracts that are in place right now. I've got a
• 29:32
  Speaker 1: few transactions I'm working, but it didn't happen until this year,
• 29:37
  Speaker 1: and so you know, I'm working for free all summer,
• 29:40
  Speaker 1: all fall, all winter, and then boom, suddenly it starts
• 29:44
  Speaker 1: to really take off. And it's kind of like a
• 29:46
  Speaker 1: hockey stick growth. Yeah, it's really slow at first, but
• 29:50
  Speaker 1: it is a little bit, you know, like you're getting somewhere,
• 29:52
  Speaker 1: you're making some progress. But then you've been in it
• 29:54
  Speaker 1: long enough that people start to realize who you are.
• 29:58
  Speaker 1: They're getting dripped or nurtured from your cam pains. They're
• 30:00
  Speaker 1: getting calls, texts, newsletters, whatever it maybe you know, postcards
• 30:05
  Speaker 1: or they know someone who mentions your name. And then
• 30:08
  Speaker 1: six months later everything starts to come in and it
• 30:10
  Speaker 1: goes like trajectory goes straight up because you've just been
• 30:14
  Speaker 1: doing the right things. And so I used to get
• 30:17
  Speaker 1: a little discouraged. And when I first started real estate,
• 30:19
  Speaker 1: I was really young. I was like twenty two twenty
• 30:21
  Speaker 1: three when I got licensed, and I didn't see the
• 30:24
  Speaker 1: level of success right off the bat. After my first
• 30:27
  Speaker 1: year that I had expected, still made about thirty K.
• 30:30
  Speaker 1: I survived, and I think most agents still don't do that.
• 30:34
  Speaker 1: So first year, you know, twenty two, twenty three years old, still.
• 30:37
  Speaker 3: Made thirty K.
• 30:38
  Speaker 1: Still got into commercial and had some good experience to learn.
• 30:41
  Speaker 1: But it's really taken me over ten years of knowing
• 30:46
  Speaker 1: about real estate, working with investors, in real estate software,
• 30:50
  Speaker 1: working with you know, hands on properties, and now I'm
• 30:52
  Speaker 1: here in a different state that I have taken a
• 30:55
  Speaker 1: few years to build my network. But now it's it's
• 30:58
  Speaker 1: it's the progress is starting to compound and the snowball
• 31:03
  Speaker 1: has left, you know, it's starting to go downhill now,
• 31:05
  Speaker 1: and so I think with time, as long as you
• 31:07
  Speaker 1: don't give up, you could be three feet from gold.
• 31:12
  Speaker 1: That's actually there's an article in a book that's written
• 31:15
  Speaker 1: about that, and it's talking about most entrepreneurs, and it
• 31:18
  Speaker 1: could be agents too.
• 31:20
  Speaker 2: They work, they work, they work, they work, and.
• 31:22
  Speaker 1: Then they give up when they're potentially one day, one week,
• 31:27
  Speaker 1: one hour from that breakthrough that they needed to then
• 31:31
  Speaker 1: justify all of the work that they've been doing for free.
• 31:34
  Speaker 1: And I think that that's one of the biggest mistakes
• 31:37
  Speaker 1: the agents that I've seen and that i've even you know,
• 31:39
  Speaker 1: when I went into software sales, it was because I
• 31:41
  Speaker 1: didn't make a killing and I thought it was easy.
• 31:44
  Speaker 1: I saw people making millions of dollars in Dallas and
• 31:47
  Speaker 1: they were in their twenties. I'm like, Okay, how do
• 31:50
  Speaker 1: I do that? I just need to quit and go
• 31:51
  Speaker 1: straight into real estate. But it was because they stood
• 31:54
  Speaker 1: on the shoulders of a giant who had a parent
• 31:57
  Speaker 1: or a family member who had done this for ten, fifteen,
• 31:59
  Speaker 1: twenty years beforehand, and they were injected into a succeeding
• 32:03
  Speaker 1: equation and so they had a kind of a winning formula.
• 32:06
  Speaker 1: But what do you think that are some of the
• 32:08
  Speaker 1: biggest mistakes agents make, and you know, when they're first
• 32:12
  Speaker 1: getting started, other than just giving up.
• 32:14
  Speaker 3: Early, yeah, I being afraid to fail, right, being afraid
• 32:20
  Speaker 3: to not get out there and put yourself in a
• 32:24
  Speaker 3: position to where you can find business. But you're afraid
• 32:28
  Speaker 3: that you're going to say something sillier, you're gonna look stupid,
• 32:30
  Speaker 3: or you're not going to have an answer. Right. I
• 32:33
  Speaker 3: like to tell people that we're not doing brain surgery.
• 32:37
  Speaker 3: If you say something stupid, nobody's gonna die, right, It's okay. So,
• 32:42
  Speaker 3: so a lot of new agents are literally just afraid
• 32:45
  Speaker 3: to get out there. They want to make sure they
• 32:47
  Speaker 3: understand the contract completely before they present, you know, to
• 32:52
  Speaker 3: a client and try to try to get them to
• 32:54
  Speaker 3: sign an ARI fourteen and become a client, right. Or
• 32:57
  Speaker 3: they're afraid to host an open house because they don't
• 33:00
  Speaker 3: know anything about this business. They're brand new and they're
• 33:03
  Speaker 3: afraid that the people coming in the door are going
• 33:05
  Speaker 3: to know more than them and they're gonna look silly. Right. So,
• 33:09
  Speaker 3: being afraid to get out and talk to people, or
• 33:11
  Speaker 3: being afraid to put yourself in situations is I think
• 33:15
  Speaker 3: the number one reasons A lot of agents fail. You
• 33:18
  Speaker 3: just have to put yourself out there. And the more
• 33:22
  Speaker 3: you put yourself out there and put yourself in situations
• 33:26
  Speaker 3: to where you are going to potentially find opportunity, that's
• 33:31
  Speaker 3: a big piece of it. Right, It's a mindset shift
• 33:35
  Speaker 3: to looking for opportunity in all situations and not being
• 33:40
  Speaker 3: afraid to say when you hear somebody talking about real
• 33:43
  Speaker 3: estate or talk about anything. It doesn't even have to
• 33:46
  Speaker 3: be real estate. It could be, Hey, you know, my
• 33:48
  Speaker 3: landscaper is doing a terrible job. I'm looking for a
• 33:50
  Speaker 3: new landscaper. Oh hey, I've got a great list of vendors.
• 33:54
  Speaker 3: I can send you two or three referrals for some
• 33:56
  Speaker 3: people that you should talk to about your landscaping. Right,
• 33:59
  Speaker 3: you just provided some value to somebody, and we call
• 34:02
  Speaker 3: it proof over promise. You're providing value to people. Ultimately,
• 34:06
  Speaker 3: that's gonna come back to you. So don't get out
• 34:10
  Speaker 3: there and be you know, one of the things I've
• 34:13
  Speaker 3: heard people joke about in the past. It sounds kind
• 34:15
  Speaker 3: of corny, but don't be a secret agent. Right, you're
• 34:19
  Speaker 3: a real estate agent, and be proud of what you do.
• 34:21
  Speaker 3: Be proud of your industry, be proud of your business.
• 34:24
  Speaker 3: And get out there and tell people about it, and
• 34:26
  Speaker 3: don't be afraid to just put that out there and
• 34:31
  Speaker 3: talk to people.
• 34:33
  Speaker 2: Yeah, I think I think you're right about that.
• 34:36
  Speaker 1: Personally, I have always tried my best to put myself
• 34:42
  Speaker 1: in positions where I'm not necessarily comfortable, and it helped
• 34:46
  Speaker 1: me develop confidence that even if I'm in a situation
• 34:49
  Speaker 1: where I'm not necessarily comfortable or the most knowledgeable or
• 34:53
  Speaker 1: educated about what it is, I've trained myself to ask
• 34:57
  Speaker 1: questions and double down on those questions rather than pretending
• 35:01
  Speaker 1: like I'm the expert when I know I'm not, and
• 35:04
  Speaker 1: not to overspeak, you know, like like don't say something
• 35:07
  Speaker 1: that if you're not one hundred percent confident, but just
• 35:10
  Speaker 1: use the control in your mind of your language too,
• 35:14
  Speaker 1: you know, ask relevant things and to keep the conversation
• 35:16
  Speaker 1: on things you do know, and then if you don't
• 35:18
  Speaker 1: know it, go go find out, you know, like, like
• 35:21
  Speaker 1: go figure out the next time that conversation comes up.
• 35:23
  Speaker 2: You now know that's right.
• 35:25
  Speaker 1: And maybe that's just you know, something that I've done personally,
• 35:28
  Speaker 1: but I know that if a lot of people took that,
• 35:31
  Speaker 1: they wouldn't overspeak, and then you know, shoot themselves on
• 35:33
  Speaker 1: the foot they wouldn't sound silly about, you know, a
• 35:37
  Speaker 1: detail in the construction side of things that they didn't
• 35:41
  Speaker 1: really know what they were talking about. But the you know,
• 35:43
  Speaker 1: the prospects have gone online and they've already read about it,
• 35:48
  Speaker 1: and I think a lot of that.
• 35:48
  Speaker 2: Comes from the mindset too.
• 35:51
  Speaker 1: But at Amherst Madison, we have a culture that's it
• 35:56
  Speaker 1: really stood out to me, and going into the training programs,
• 35:59
  Speaker 1: meeting the people who create you know you and the
• 36:02
  Speaker 1: others who created this brokerage and are part of it,
• 36:05
  Speaker 1: it's maybe realized that sports and the competitive environment that
• 36:09
  Speaker 1: I'm in today, they cross over a lot, which is
• 36:11
  Speaker 1: why I'm referencing sports and culture so much. And when
• 36:16
  Speaker 1: it comes to teams winning, a lot of that comes
• 36:18
  Speaker 1: from the locker room effect.
• 36:21
  Speaker 2: Yeah, I don't know if you've probably heard of that before.
• 36:23
  Speaker 1: But it essentially just means the internal culture of that
• 36:26
  Speaker 1: organization determines, you know, if they're going to win based
• 36:29
  Speaker 1: on collective, synergistic mindset and how they treat each other
• 36:33
  Speaker 1: and themselves, and a strong culture will create accountability, collaboration,
• 36:37
  Speaker 1: and high standards. A lot of brokerages I've even interviewed
• 36:41
  Speaker 1: with from Texas to Colorado to hear they talk about culture,
• 36:45
  Speaker 1: but then you look into it and it doesn't really
• 36:47
  Speaker 1: seem like they're meaning what they're saying. How would you
• 36:51
  Speaker 1: define the culture at our brokerage Amherst Madison, Because it's
• 36:55
  Speaker 1: really stood out to me. You know, it's it's something
• 36:59
  Speaker 1: I want you to expend on and the importance of
• 37:01
  Speaker 1: the environment, but also what kind of culture you as
• 37:04
  Speaker 1: a leadership council have created here.
• 37:07
  Speaker 3: Yeah, it's It's actually one of the reasons one of
• 37:10
  Speaker 3: the things that really drew me to this brokerage when
• 37:13
  Speaker 3: I got the opportunity to meet Nick and talk to
• 37:16
  Speaker 3: him about what he was looking to fill the role
• 37:19
  Speaker 3: that I took two and a half years ago. This
• 37:23
  Speaker 3: industry is very competitive, and agents are very competitive, and
• 37:27
  Speaker 3: a lot of times they come from a mindset of
• 37:30
  Speaker 3: scarcity as opposed to abundance. Right, we talk about that
• 37:33
  Speaker 3: a lot here. We try to go go from a
• 37:36
  Speaker 3: place of abundance and not scarcity. And what that means
• 37:40
  Speaker 3: is that, you know, culture is a funny word and
• 37:42
  Speaker 3: everybody says, oh, well, our culture is this or all
• 37:44
  Speaker 3: our culture is that. I think what ours boils down to.
• 37:48
  Speaker 3: And I've said it before and I know I've heard
• 37:50
  Speaker 3: Nick say it before, is it's really collaboration our agents.
• 37:56
  Speaker 3: I've been around a lot of real estate people, and
• 37:58
  Speaker 3: I have never been in an environment we're more top producers,
• 38:02
  Speaker 3: and I'm talking about agents that are making hundreds of thousands,
• 38:05
  Speaker 3: if not millions of dollars a year selling real estate,
• 38:08
  Speaker 3: are more willing and open and available to help brand
• 38:12
  Speaker 3: new agents or anybody anybody for that matter. But you
• 38:16
  Speaker 3: can go knock on the door of the top producers
• 38:19
  Speaker 3: here in this building and say, hey, you know, can
• 38:21
  Speaker 3: I sit down and pick your brain for a little bit,
• 38:23
  Speaker 3: or you got any open houses that I could sit
• 38:25
  Speaker 3: for you, or could I take you to coffee or
• 38:27
  Speaker 3: whatever it is? They are going to be willing to
• 38:30
  Speaker 3: help you. And and when people have success under this
• 38:35
  Speaker 3: roof here in this building, everybody's excited for him. And
• 38:39
  Speaker 3: you know, we we try to celebrate our agents in
• 38:42
  Speaker 3: that way. And it comes from the top. It comes
• 38:45
  Speaker 3: from Knick's background, of course, with his sports background playing
• 38:48
  Speaker 3: football at Boise State, and Matt Bauscher, who's the number
• 38:51
  Speaker 3: one agent in the state of Idaho, definitely, you know,
• 38:54
  Speaker 3: has a sports background playing at Boise State and playing
• 38:57
  Speaker 3: professionally in Europe, and it's just that mindset of we
• 39:01
  Speaker 3: are we are a team. Even though your individual agents
• 39:04
  Speaker 3: and your success is dependent upon what you buy and
• 39:07
  Speaker 3: you know what you close with transactions, we are still
• 39:11
  Speaker 3: a team and we like to support each other and
• 39:14
  Speaker 3: help each other. I get a lot of agents that
• 39:16
  Speaker 3: will come into the brokerage and they'll ask me about teams.
• 39:18
  Speaker 3: What does it take to join a team or do
• 39:20
  Speaker 3: you guys have teams? I really think I want to
• 39:22
  Speaker 3: be on a team, and I like to tell them
• 39:25
  Speaker 3: I think of the brokerage itself as your team. I
• 39:29
  Speaker 3: talked to an agent the other day, a new agent,
• 39:32
  Speaker 3: and was very focused on teams, and I says, why
• 39:34
  Speaker 3: do you want to be on a team, Well, because
• 39:36
  Speaker 3: the culture. There's going to be people that are going
• 39:38
  Speaker 3: to hold me accountable and people that I can talk to,
• 39:40
  Speaker 3: and we're gonna have meetings together every week, and they've
• 39:42
  Speaker 3: got you know, one on one training and I can
• 39:44
  Speaker 3: do their open houses. It says, you can get everything
• 39:47
  Speaker 3: that you're wanting from a team by being a solo
• 39:50
  Speaker 3: agent with our brokerage, and they're not going to take
• 39:52
  Speaker 3: half your commission, right, So it's just you know, you
• 39:57
  Speaker 3: talk about that locker room effect, which is so important
• 40:00
  Speaker 3: because also the other side of that coin is that
• 40:03
  Speaker 3: one bad apple or one bad person, one one bad player,
• 40:07
  Speaker 3: one bad agent or whatever it is, can really put
• 40:11
  Speaker 3: a bad taste into into that environment, and it can
• 40:15
  Speaker 3: create problems with the entire team. Right. I coached teams
• 40:19
  Speaker 3: where you would have have one or two guys and
• 40:22
  Speaker 3: they were very talented teams, but you could have one
• 40:24
  Speaker 3: or two guys that weren't just happy and they would
• 40:27
  Speaker 3: poison other players, right, And it translated to very talented
• 40:32
  Speaker 3: group of individuals who didn't have success that they should
• 40:36
  Speaker 3: have had because not everybody was on the same page.
• 40:40
  Speaker 3: And then just the opposite, you have some of the
• 40:42
  Speaker 3: most some of them maybe not as talented group, but
• 40:46
  Speaker 3: everybody's on the same page and everybody knows their role
• 40:48
  Speaker 3: and they're working together and they have high success. It's
• 40:51
  Speaker 3: the same thing in this industry, right. Know what your
• 40:54
  Speaker 3: strengths and weaknesses are, and if you're if you're great
• 40:56
  Speaker 3: in front of people and you can network and you
• 40:58
  Speaker 3: can have great conversations and build rapport, but you're not
• 41:01
  Speaker 3: good at paperwork. H are a transaction coordinator to do
• 41:04
  Speaker 3: all your paperwork, right, Yeah, me too. So I mean
• 41:09
  Speaker 3: it's the culture of collaboration and support to me is
• 41:13
  Speaker 3: number one. But at the same time, we're not going
• 41:17
  Speaker 3: to do it for you. The agent still has to
• 41:19
  Speaker 3: go out and do the work and we're there to
• 41:22
  Speaker 3: support and guide them.
• 41:24
  Speaker 1: Yeah, one hundred percent agree with that. And I've in
• 41:28
  Speaker 1: my career, I've had the opportunity to run sales teams,
• 41:32
  Speaker 1: mainly in technology software sales. I'm looking in the future
• 41:37
  Speaker 1: to eventually use those skill sets that I've created to
• 41:42
  Speaker 1: come into real estate too, for the similar purposes. But
• 41:45
  Speaker 1: I've had situations where I've had people that should have
• 41:49
  Speaker 1: been let go months prior. And you know, at this time,
• 41:54
  Speaker 1: I was a director of sales or inside sales manager.
• 41:56
  Speaker 1: I wasn't the VP of sales yet, so I didn't
• 41:59
  Speaker 1: have that decision making power. But I saw it coming
• 42:02
  Speaker 1: because you know, if you're intuitive at all and you're
• 42:04
  Speaker 1: a people person, you communicate your leader a lot of
• 42:06
  Speaker 1: times you can pick up on some of who those
• 42:08
  Speaker 1: bad apples are going to be, or who those bad
• 42:10
  Speaker 1: actors are going to be, and what it's going to
• 42:12
  Speaker 1: become of it. I had people that I wish I
• 42:15
  Speaker 1: could have gotten approval to let go of months prior.
• 42:18
  Speaker 1: That ended up leaving with two or three of my
• 42:19
  Speaker 1: team members and they went to our competitor m H
• 42:23
  Speaker 1: and so I one hundred percent agree with You know,
• 42:25
  Speaker 1: you can have one or two people who win the
• 42:27
  Speaker 1: entire thing for everyone, or you can have one or
• 42:29
  Speaker 1: two people bring everyone up. And that's it's all focused
• 42:32
  Speaker 1: around mindset too. It's it's you know, what is your approach,
• 42:36
  Speaker 1: what is your intention? What are you here for? And
• 42:38
  Speaker 1: are you disciplined enough to do the things you need
• 42:40
  Speaker 1: to do to handle that responsibility? And that that kind
• 42:43
  Speaker 1: of leads me to our next point of you know,
• 42:47
  Speaker 1: handling pressure, making tough calls. And from sports, you know
• 42:53
  Speaker 1: there's buzzer beater shots, you know, there's depascitor, you shoot it.
• 42:57
  Speaker 2: It is the game. You know you might win or
• 42:58
  Speaker 2: you might lose.
• 42:59
  Speaker 1: But when you're a referee, you have to make decisions
• 43:02
  Speaker 1: quickly while everyone else is watching. You know, maybe not
• 43:06
  Speaker 1: everyone agrees with the call. It requires a lot of
• 43:09
  Speaker 1: confidence and composure under pressure. I want to discuss what
• 43:13
  Speaker 1: it looks like to have that level of confidence and
• 43:16
  Speaker 1: composure under pressure in real estate because a lot of
• 43:19
  Speaker 1: times things can get really intense, really quickly. Like you mentioned,
• 43:23
  Speaker 1: Nick said, you know, your job is to keep us
• 43:25
  Speaker 1: out of court.
• 43:26
  Speaker 2: But to keep us from getting sued.
• 43:29
  Speaker 1: Have you seen you know a lot of different conflicts
• 43:32
  Speaker 1: in real estate too, and how do you handle those
• 43:35
  Speaker 1: high pressure situations?
• 43:36
  Speaker 3: Yeah, you know, first of all, I think it's very
• 43:40
  Speaker 3: important anytime there's a situation that is stressful, or or
• 43:47
  Speaker 3: you know there's there's hundreds of thousands or millions of
• 43:49
  Speaker 3: dollars on the line for a decision, for a party,
• 43:52
  Speaker 3: for a transaction, whatever it is, is to try to
• 43:56
  Speaker 3: take first of all, as an agent and you're dealing
• 44:00
  Speaker 3: with people who are doing a transaction, it's very emotional
• 44:05
  Speaker 3: for them. There's a lot of money involved. So you
• 44:07
  Speaker 3: as an agent, you need to be that intermediary and
• 44:10
  Speaker 3: you need to try to take the emotion out of
• 44:13
  Speaker 3: it as much as possible. Right, you need to work
• 44:16
  Speaker 3: with the facts. And you had mentioned officiating, which you know,
• 44:19
  Speaker 3: I coached for so many years and I've I've been
• 44:21
  Speaker 3: officiating high school basketball now a lot for the last
• 44:25
  Speaker 3: three years. That do about sixty or seventy high school
• 44:27
  Speaker 3: games during the season, and it's funny, I think as
• 44:32
  Speaker 3: an official, it's very similar to being an agent in
• 44:37
  Speaker 3: the middle of a transaction, because no matter what call
• 44:40
  Speaker 3: I make on the basketball court, half the people are
• 44:43
  Speaker 3: going to be pissed at me. The other half are
• 44:44
  Speaker 3: going to be happy. Right. It's kind of the same
• 44:46
  Speaker 3: thing in a transaction. Right, one side's going to be happy,
• 44:49
  Speaker 3: the other side's going to be mad, and I try
• 44:52
  Speaker 3: to really understand where both sides are coming from. Right,
• 44:57
  Speaker 3: And in real estate, you have to just stick to
• 45:00
  Speaker 3: the facts. One of the things we always say in
• 45:03
  Speaker 3: a transaction, if you have a situation, very high stress,
• 45:07
  Speaker 3: whatever it is, it's like, all right, what does the
• 45:09
  Speaker 3: contract say? That's the bottom line. We always have to
• 45:13
  Speaker 3: go back to what does the contract say, which which
• 45:16
  Speaker 3: is why I'm so I really am intent and focused
• 45:22
  Speaker 3: on letting our agents know when you were writing a
• 45:24
  Speaker 3: contract and or you're doing a counter offer, or you're
• 45:27
  Speaker 3: filling out an R ten for repairs or whatever it is,
• 45:31
  Speaker 3: be as detailed and as specific as possible. You know,
• 45:34
  Speaker 3: when I've got a coach hollering at me on the
• 45:36
  Speaker 3: sideline from a from a call that I made, I
• 45:38
  Speaker 3: try to keep the level, the tone down, the level down,
• 45:42
  Speaker 3: not be confrontational, and you try to answer their questions
• 45:45
  Speaker 3: based on what the rule book says. Right, coach, he
• 45:50
  Speaker 3: didn't have legal guarding position, not I just knocked him off.
• 45:53
  Speaker 3: He knocked him off on his butt. You have to
• 45:56
  Speaker 3: speak the language that is legal so that they understand
• 46:01
  Speaker 3: and try to take the emotion out of it. Same
• 46:03
  Speaker 3: thing with real estate. Right, what does the contract say?
• 46:06
  Speaker 3: This is what the contract says. How do we interpret
• 46:08
  Speaker 3: that then into the situation so it gets it gets pretty,
• 46:13
  Speaker 3: can get pretty difficult sometimes, and and a lot of
• 46:16
  Speaker 3: money is moved around and people get really emotional, and
• 46:20
  Speaker 3: I get it, I've been there. But bottom line is,
• 46:24
  Speaker 3: you know, you have to make the right decision based
• 46:28
  Speaker 3: on the legal aspects of the situation. And what you
• 46:33
  Speaker 3: don't want to do is to beat around the bush
• 46:35
  Speaker 3: and drag things out. If you know what needs to
• 46:38
  Speaker 3: be done, get it done. You know the old saying,
• 46:40
  Speaker 3: rip the band aid off, right, just get it over with.
• 46:43
  Speaker 3: Usually what will happen is the pain will not be
• 46:46
  Speaker 3: as bad as you expected. Right. If you have something
• 46:49
  Speaker 3: negative to tell a client, you know, whatever that may be,
• 46:54
  Speaker 3: don't don't wait, you know, don't try to put it
• 46:57
  Speaker 3: off onto somebody else. Don't don't wait. Till next week.
• 47:00
  Speaker 3: Just get it over with and put it out there,
• 47:02
  Speaker 3: and usually there's going to be a solution. You'd be
• 47:04
  Speaker 3: surprised at how many times I get a call from
• 47:07
  Speaker 3: an agent, and an experienced agent, Okay, they call me.
• 47:12
  Speaker 3: They have a situation and they're a little stressed out
• 47:14
  Speaker 3: and they don't know what to do. It's very rare
• 47:17
  Speaker 3: that they call me and I give them the answer.
• 47:21
  Speaker 3: Usually we just we talked through the scenario. I'm really
• 47:24
  Speaker 3: calm about it, and say, okay, well you know this
• 47:27
  Speaker 3: is what you're telling me, what about this? What about that?
• 47:30
  Speaker 3: And usually they end up coming to the answer themselves.
• 47:34
  Speaker 3: They just needed somebody to talk things through with. And
• 47:37
  Speaker 3: one of the things that I will do is a
• 47:40
  Speaker 3: lot of times when I'm having a conversation with an
• 47:42
  Speaker 3: agent is i will tell them all right, I'm thinking
• 47:44
  Speaker 3: out loud here, and I'll just start brainstorming options or
• 47:48
  Speaker 3: different things, and a lot of times something will just
• 47:51
  Speaker 3: click and we'll both kind of look at each other
• 47:53
  Speaker 3: and go, Okay, I never thought of that. That's the solution.
• 47:57
  Speaker 3: So anytime you have hard decisions to make, very important
• 48:00
  Speaker 3: to first of all, know that you don't know everything.
• 48:03
  Speaker 3: I've been in this industry for thirty three years. I
• 48:05
  Speaker 3: still learn things every single day. And if I if
• 48:10
  Speaker 3: somebody comes to me with a question or a situation
• 48:12
  Speaker 3: or a problem, sometimes I'll go, you know what, I
• 48:15
  Speaker 3: don't know. I'm not going to give an answer or
• 48:18
  Speaker 3: make something up. I'm going to say, that's a great question.
• 48:21
  Speaker 3: I had something recently. I don't remember exactly what it was,
• 48:24
  Speaker 3: but I remember saying, that's the first time I've ever
• 48:27
  Speaker 3: had a situation like that come up. And I've been
• 48:29
  Speaker 3: doing this a long time, so let's figure out how
• 48:32
  Speaker 3: to solve that problem. And you know, not everybody's happy
• 48:36
  Speaker 3: with the outcomes at the end of the day, but
• 48:38
  Speaker 3: that's that's kind of the mentality. So be as calm
• 48:41
  Speaker 3: as you can, try to take the emotions out of it.
• 48:44
  Speaker 3: Look at the contracts, make the right decision, the ethical decision,
• 48:50
  Speaker 3: and sometimes when you make those decisions, it's not always
• 48:54
  Speaker 3: in the best interest of for you or your agent
• 48:56
  Speaker 3: or your brokerage, but it's the right decision, and I
• 48:59
  Speaker 3: think that's it's almost more important than anything else.
• 49:03
  Speaker 1: Yeah, Yeah, that was a great answer for how to
• 49:06
  Speaker 1: handle conflict management, you know, in a transaction for example.
• 49:11
  Speaker 2: And then just knowing to do the right thing.
• 49:13
  Speaker 3: Yeah, you know it will.
• 49:16
  Speaker 1: Doing the right thing more often than not, will create
• 49:21
  Speaker 1: a ripple effect through. Some people believe in karma. Some
• 49:24
  Speaker 1: politeople believe in you reap what you sew. Some people
• 49:27
  Speaker 1: believe that if you do good things and put positive
• 49:29
  Speaker 1: energy out there, it's going to come back. And I'm
• 49:32
  Speaker 1: a big believer of that. Is if you're just becoming
• 49:35
  Speaker 1: the person that you need to be to do the
• 49:37
  Speaker 1: right thing in every instance, with ethics and integrity, that
• 49:41
  Speaker 1: will that will bounce back, you know, somewhere off the universe,
• 49:45
  Speaker 1: and it's come back and bless you.
• 49:46
  Speaker 3: Yeah.
• 49:46
  Speaker 1: And I want to look at the future of high
• 49:50
  Speaker 1: performance agents, you know, looking forward just a little bit.
• 49:54
  Speaker 1: Real estate industry is consistently evolving with technology, new market tools,
• 50:00
  Speaker 1: new business models, and AI entering the space. But at
• 50:04
  Speaker 1: the end of the day, people they want to work
• 50:07
  Speaker 1: with people they like and trust. So no matter what
• 50:10
  Speaker 1: happens on the technology side or on the you know,
• 50:13
  Speaker 1: the laws, if anything changes, it's really people working with
• 50:16
  Speaker 1: other people. And looking ahead a couple of years and
• 50:19
  Speaker 1: you know, maybe five or ten years, what do you
• 50:22
  Speaker 1: think will separate those agents that thrive from the ones
• 50:26
  Speaker 1: that are struggling to keep up.
• 50:28
  Speaker 3: Yeah, it's you know, there's always and it's like this
• 50:33
  Speaker 3: in a lot of industries. Right as technology advances and everything,
• 50:36
  Speaker 3: Oh boy, they're going to eliminate those jobs, going to
• 50:38
  Speaker 3: eliminate that job. You know, the most recent thing we
• 50:41
  Speaker 3: had when we had the NAR you know, commissioned settlement
• 50:44
  Speaker 3: thing that happened, Well, real estate agents aren't going to
• 50:47
  Speaker 3: be needed anymore. Buyers agents aren't going to get paid commissions.
• 50:50
  Speaker 3: And you know, honestly, not much has changed from from
• 50:53
  Speaker 3: pre settlement to post settlement. But that that's a whole
• 50:55
  Speaker 3: nother story. But going forward, you hit it on ahead
• 51:00
  Speaker 3: to be honest with you, and it's this is still
• 51:03
  Speaker 3: a person to person, a face to face business, right,
• 51:07
  Speaker 3: And no, no AI bot is going to be able
• 51:12
  Speaker 3: to negotiate, you know, with another AI bot for two
• 51:16
  Speaker 3: people who are emotional human beings. Right, you need to
• 51:22
  Speaker 3: be able to communicate with people on a human level
• 51:26
  Speaker 3: in this business. Technology and AI and everything else that
• 51:30
  Speaker 3: we use is amazing. But what I try to get
• 51:34
  Speaker 3: people to do is don't use it as a crutch.
• 51:36
  Speaker 3: Use it to use it to use it to help
• 51:39
  Speaker 3: you with your scheduling to help save you time, to
• 51:42
  Speaker 3: help you know, schedule social media posts or or send
• 51:46
  Speaker 3: out emails or whatever it is. But if nothing is
• 51:49
  Speaker 3: ever going to replace the face to face in this business.
• 51:54
  Speaker 3: You know, there's a stat a nar statistic, and this
• 51:58
  Speaker 3: is probably a few years old, but I'm going to
• 52:00
  Speaker 3: assume it's probably pretty similar. You know, people who do
• 52:03
  Speaker 3: for sell by owners, Right, people say I'm going to
• 52:05
  Speaker 3: sell the house myself. The last time I saw the statistic,
• 52:09
  Speaker 3: it was like eighty five ninety percent of for sell
• 52:11
  Speaker 3: by owners end up listing with an agent. Right. Why
• 52:16
  Speaker 3: is that? Well, because it's not as easy as they
• 52:19
  Speaker 3: as they thought it was going to be, right, And
• 52:22
  Speaker 3: you know, we don't need to get into all the
• 52:24
  Speaker 3: reasons why that is. That's a whole other conversation. But
• 52:28
  Speaker 3: real estate agents and good real estate agents are always
• 52:31
  Speaker 3: going to be valuable. They're always going to save people money,
• 52:35
  Speaker 3: they're always going to be able to market properties and
• 52:38
  Speaker 3: negotiate better deals, and all of that comes down to
• 52:43
  Speaker 3: the face to face. So even with everything that we're
• 52:45
  Speaker 3: that we're doing moving forward, it's the agents that use
• 52:49
  Speaker 3: technology in the right way but don't lose the face
• 52:55
  Speaker 3: to face piece of it where people trust them. I
• 52:58
  Speaker 3: need to look somebody in the eye to trust them.
• 53:01
  Speaker 3: It's not being on the phone, so it's not even
• 53:03
  Speaker 3: really being on a zoom meeting or something like that.
• 53:06
  Speaker 3: It's face to face. I trust you. I know you're
• 53:08
  Speaker 3: going to do what's best for me. And so I
• 53:11
  Speaker 3: think it's the people again, like I said, using technology
• 53:15
  Speaker 3: to make their lives easier in this business, but not
• 53:19
  Speaker 3: losing the face to face personal touch.
• 53:22
  Speaker 1: Yeah, yeah, one hundred percent agree with that. And earlier
• 53:25
  Speaker 1: in this conversation we briefly mentioned Matt Boucher, who is
• 53:30
  Speaker 1: the top performing agent not just at our brokerage, but
• 53:33
  Speaker 1: you know, not just in the state of Idaho, but nationwide.
• 53:36
  Speaker 1: He's on that list of top performers. I know he's
• 53:40
  Speaker 1: in the top one hundred, but you know, to see
• 53:43
  Speaker 1: someone in a state like Idaho, which is tiny compared
• 53:48
  Speaker 1: to Texas, for example, or Florida, California, some of these
• 53:52
  Speaker 1: really large population states, to see him succeeding in this
• 53:56
  Speaker 1: way in such a small populated state. And he came
• 53:59
  Speaker 1: out into our launch class and he spoke to us
• 54:02
  Speaker 1: last summer, and I could just tell immediately from the
• 54:04
  Speaker 1: first few sentences. He said, he's got a champion mindset,
• 54:08
  Speaker 1: and he was a champion in basketball.
• 54:10
  Speaker 2: He was a professional player in Europe.
• 54:12
  Speaker 1: You know, he's got the story that where he learned
• 54:15
  Speaker 1: the discipline from and he just applied that into a
• 54:18
  Speaker 1: new vehicle of real estate. And he told us that
• 54:21
  Speaker 1: it is a people business. He said his number one
• 54:24
  Speaker 1: way of getting new business and new clients is word
• 54:27
  Speaker 1: of mouth referrals. Word of mouth referrals. It's not spending
• 54:31
  Speaker 1: a million dollars on ads, it's not hiring a sales
• 54:34
  Speaker 1: team of forty to fifty people to go out knockdoors.
• 54:37
  Speaker 1: It was just doing your job to the best of
• 54:39
  Speaker 1: your ability in a professional capacity and.
• 54:41
  Speaker 2: Then asking for business.
• 54:43
  Speaker 1: Right, Hey, if I did a great job with you,
• 54:45
  Speaker 1: will you recommend someone that you know, like and trust
• 54:48
  Speaker 1: to me. And he came in and he spoke with
• 54:51
  Speaker 1: us about some of the non negotiables he has in
• 54:54
  Speaker 1: his life, and some of those surprised me, Like, I
• 54:58
  Speaker 1: think there was a really I don't know if he
• 54:59
  Speaker 1: said this, if it was a rumor. If someone on
• 55:02
  Speaker 1: his real estate team misses an event of their child,
• 55:05
  Speaker 1: like a dance recital or a baseball basketball game, they're
• 55:09
  Speaker 1: off the team. Do you know if that's true.
• 55:13
  Speaker 3: I don't know if yet. I know he has said that.
• 55:15
  Speaker 3: He basically I know what he has said, and I've
• 55:17
  Speaker 3: heard him say it was that every one of his agents,
• 55:21
  Speaker 3: that is their number one focus, their families, their kids,
• 55:24
  Speaker 3: sporting events, their recitals, whatever it is, they do not
• 55:27
  Speaker 3: miss those. Whether he would kick them off with the
• 55:29
  Speaker 3: team or not, I don't know, but I'm not gonna.
• 55:32
  Speaker 3: I'm not gonna kind of go that route. But yes,
• 55:35
  Speaker 3: that is one of his number one things. He is
• 55:39
  Speaker 3: very much a family man. Right. The biggest thing with Matt,
• 55:43
  Speaker 3: what I've seen from Matt is there are literally no excuses.
• 55:48
  Speaker 3: He does not make excuses for anything. If somebody says,
• 55:52
  Speaker 3: well what about this scenario, or I don't know a
• 55:53
  Speaker 3: lot of people, or this is my struggle, or this
• 55:57
  Speaker 3: is the negative you know thing that I have that's
• 55:59
  Speaker 3: gonna hold me back, He's got an answer for it
• 56:01
  Speaker 3: every single time. Right, no excuses. I mean, you're talking
• 56:05
  Speaker 3: about a kid from from Caldwell, Idaho who had to
• 56:11
  Speaker 3: walk on to Boise State, grind his way into into
• 56:15
  Speaker 3: making the team, to being a team captain, and ends
• 56:17
  Speaker 3: up playing professional basketball for I don't know, five or
• 56:19
  Speaker 3: six years in Europe. You know this little you know,
• 56:23
  Speaker 3: shooting guard from from Caldwell, Idaho. He did that because
• 56:26
  Speaker 3: he wasn't going to take no for an answer. And
• 56:28
  Speaker 3: he does his business the same way, right, and he
• 56:31
  Speaker 3: is he is a machine. His team is a machine.
• 56:34
  Speaker 3: But it's because people trust him and they will follow
• 56:37
  Speaker 3: him anywhere, you know. And just having him in this
• 56:40
  Speaker 3: building and the willingness that he has to come into
• 56:43
  Speaker 3: a launch class right full of new agents, where I say, Matt,
• 56:47
  Speaker 3: I would like thirty minutes of your time to come
• 56:48
  Speaker 3: talk to my class and then sit in that class
• 56:51
  Speaker 3: for an hour and a half and answer questions. That's
• 56:54
  Speaker 3: not normal for people in his position. And again that
• 56:58
  Speaker 3: just comes from the top, and hopefully that rubs off
• 57:01
  Speaker 3: on our agents and they see, okay, well you know, yeah,
• 57:04
  Speaker 3: well maybe he had this or maybe he had that.
• 57:06
  Speaker 3: But what I can tell you is that nobody's gonna
• 57:09
  Speaker 3: work harder than that guy, and there's no excuses. And
• 57:13
  Speaker 3: so when agents make excuses, that's all they are. It's
• 57:16
  Speaker 3: just like athletes, you make excuses. Nobody cares. Nobody cares.
• 57:21
  Speaker 3: There's a saying too that says it was a college
• 57:24
  Speaker 3: football coach I saw doing a talk to his team,
• 57:28
  Speaker 3: and he was basically saying, winning does not care. Right,
• 57:33
  Speaker 3: Winning doesn't care if he had a bad day. Winning
• 57:35
  Speaker 3: doesn't care if he sprained your ankle. Winning doesn't care
• 57:37
  Speaker 3: if your girlfriend's mad at you. Winning doesn't care. If
• 57:41
  Speaker 3: you want to win, you have to ignore everything else,
• 57:45
  Speaker 3: no excuses, and make it happen. And whether that's in sports,
• 57:49
  Speaker 3: or in sales, or in real estate or any other
• 57:51
  Speaker 3: type of business, you just got to say I am
• 57:54
  Speaker 3: gonna win today. I'm gonna pick up the phone. I'm
• 57:56
  Speaker 3: gonna call people. Every know from people who I call.
• 58:00
  Speaker 3: That's just one step next, that's one step to the next. Yes, right,
• 58:04
  Speaker 3: And it's a mentality that you have to have. And yeah,
• 58:07
  Speaker 3: whether you know, whether we like it or not, people
• 58:10
  Speaker 3: with sports backgrounds do very good in sales because of
• 58:14
  Speaker 3: that that mentality, that meritocracy mentality of you know what,
• 58:18
  Speaker 3: if you're not good enough, you're you're going to be
• 58:21
  Speaker 3: out of business. Right, We're not getting as sales people.
• 58:24
  Speaker 3: You know, they don't get a paycheck unless they win,
• 58:27
  Speaker 3: unless they close that transaction. And you know, you have
• 58:32
  Speaker 3: to you have to have a different kind of mentality
• 58:34
  Speaker 3: to be in this business, you know, you really do.
• 58:37
  Speaker 3: You gotta have a thick skin. You got to be
• 58:39
  Speaker 3: willing to work, You got to be willing to fail.
• 58:43
  Speaker 3: And but the highs can be very high. So hopefully
• 58:46
  Speaker 3: the lows aren't aren't aren't low very often there will
• 58:48
  Speaker 3: be lows, but the more work you put in the
• 58:51
  Speaker 3: hives will win out in the long run. If you
• 58:53
  Speaker 3: if you, if you do the.
• 58:54
  Speaker 1: Work, and you know, having the right mindset, surrounding yourself
• 58:59
  Speaker 1: with with the right mindset. And that's one of the
• 59:02
  Speaker 1: other reasons I joined the brokerage is within the first
• 59:04
  Speaker 1: couple conversations I picked up on that is that I
• 59:07
  Speaker 1: want to surround myself with people with a mindset that's polished, competitive,
• 59:12
  Speaker 1: you know, very solutions and positive thinking rather than negative
• 59:17
  Speaker 1: and excuse thinking. And that's what Amherst Madison brings. So
• 59:21
  Speaker 1: anyone who's watching this considering brokerages or real estate, I
• 59:24
  Speaker 1: would say check them out. One hundred percent worth the
• 59:27
  Speaker 1: time I've spent, and I'm excited to continue building my
• 59:29
  Speaker 1: businesses there.
• 59:31
  Speaker 2: And Mike, this has been a great conversation.
• 59:33
  Speaker 1: I think one of the biggest takeaways here is that
• 59:36
  Speaker 1: success in real estate really does mirror success in sports.
• 59:40
  Speaker 1: It requires discipline, consistency, accountability, willingness to continually improve. And
• 59:46
  Speaker 1: from anyone that's listening to this podcast day that's considering
• 59:49
  Speaker 1: building a career in real estate, there's a lot of
• 59:51
  Speaker 1: wisdom and approaching business with an athlete's mindset. And maybe
• 59:55
  Speaker 1: you have played sports, maybe you haven't. Either way, it
• 59:57
  Speaker 1: doesn't matter. You know, you just have to figure out
• 1:00:00
  Speaker 1: what are the important priorities, and showing up is like
• 1:00:04
  Speaker 1: half of the battle.
• 1:00:06
  Speaker 2: It really is like answering the phone.
• 1:00:08
  Speaker 1: Yes, that's that's something that I'm really good at too,
• 1:00:11
  Speaker 1: and I know you are because we've talked a lot.
• 1:00:13
  Speaker 1: But I just wanted to say thank you for your
• 1:00:14
  Speaker 1: time today coming on and sharing your perspective. And to
• 1:00:18
  Speaker 1: anyone listening, if you've enjoyed this episode, make sure and
• 1:00:21
  Speaker 1: you subscribe to Callous Mindset.
• 1:00:23
  Speaker 2: We're on every platform. We're having more.
• 1:00:25
  Speaker 1: Conversations like this with business leaders, people that are higher performers,
• 1:00:30
  Speaker 1: you know, building their careers, and just want to say
• 1:00:32
  Speaker 1: thanks again and we'll see you next episode.