1 00:00:00,870 --> 00:00:03,840 Seven figure success starts when you start thinking like a CEO. 2 00:00:04,050 --> 00:00:06,090 Welcome to the John Kitchens Coach Podcast. 3 00:00:06,090 --> 00:00:08,370 Experience is your host, John Kitchens. 4 00:00:08,940 --> 00:00:11,340 Get ready to think bigger and transform your business into 5 00:00:11,340 --> 00:00:13,020 a path to lasting freedom. 6 00:00:18,510 --> 00:00:18,780 What's up? 7 00:00:20,340 --> 00:00:20,700 Hey, how are you? 8 00:00:21,945 --> 00:00:22,485 I'm good. 9 00:00:22,825 --> 00:00:23,245 I'm good. 10 00:00:24,314 --> 00:00:25,755 It's great catching up with you. 11 00:00:26,174 --> 00:00:27,195 I, uh, it was funny. 12 00:00:27,195 --> 00:00:31,604 We were, uh, before we hit live here, we were talking about your hometown, uh, 13 00:00:31,665 --> 00:00:35,025 which I got to experience the last two summers, which is pretty freaking cool. 14 00:00:35,685 --> 00:00:39,285 Um, you know, the last year was really cool, just kind of in the, 15 00:00:39,285 --> 00:00:40,810 in that summer, uh, obviously. 16 00:00:41,665 --> 00:00:44,035 What was going on leading up to election year? 17 00:00:44,035 --> 00:00:47,334 So you had a, you had a little, little bit of, uh, you know, American 18 00:00:47,334 --> 00:00:49,285 Pride being around the 4th of July. 19 00:00:49,375 --> 00:00:51,114 It was, it, it was really awesome. 20 00:00:51,114 --> 00:00:53,785 But, uh, being able to go back there again this year, but kind 21 00:00:53,785 --> 00:00:57,114 of have my bearings now, knowing where everything's at and being able 22 00:00:57,114 --> 00:00:58,405 to be a little more comfortable. 23 00:00:58,795 --> 00:01:00,955 Um, it's, it's really cool. 24 00:01:01,010 --> 00:01:02,995 I, I, I will say that's pretty cool. 25 00:01:03,205 --> 00:01:03,504 It's. 26 00:01:11,020 --> 00:01:14,940 A lot has changed since we've, uh, since we talked last. 27 00:01:15,440 --> 00:01:18,335 Um, so yeah, fill me in, man. 28 00:01:18,335 --> 00:01:19,175 What the heck is going on? 29 00:01:19,175 --> 00:01:20,405 Yeah, so a lot has changed. 30 00:01:20,615 --> 00:01:21,665 So where do I even start? 31 00:01:21,695 --> 00:01:26,435 Um, well you live in Arizona, but you run your business in, in Jersey still. 32 00:01:26,435 --> 00:01:28,205 So like, let's talk about that. 33 00:01:28,295 --> 00:01:28,610 Okay. 34 00:01:28,610 --> 00:01:30,215 So I do live in Arizona now. 35 00:01:30,305 --> 00:01:32,645 I'm from New Jersey, which we just talking about. 36 00:01:32,645 --> 00:01:33,545 Wildwood, New Jersey. 37 00:01:33,755 --> 00:01:36,575 I grew up at the Jersey Shore, second home market. 38 00:01:36,965 --> 00:01:40,835 Couldn't wait to get out of there when I finished high school because although 39 00:01:40,895 --> 00:01:45,125 it's really fun in the summer, it, in the winter, there's just nothing. 40 00:01:45,125 --> 00:01:47,375 Everybody leaves, neighbors are gone. 41 00:01:47,375 --> 00:01:48,395 They're a resort town. 42 00:01:48,815 --> 00:01:52,175 And if you're listening to this and you know me at all, like slow pace 43 00:01:52,175 --> 00:01:55,440 does not work, doesn't work for you, it doesn't work for me at all. 44 00:01:55,955 --> 00:01:58,235 So I just really hated it, always growing up. 45 00:01:58,325 --> 00:02:01,265 And so, um, it's funny, I always say I, we got a little seasonal 46 00:02:01,265 --> 00:02:03,245 depression too because I love sun. 47 00:02:03,395 --> 00:02:04,415 I wanna be outdoors. 48 00:02:05,170 --> 00:02:07,360 That brings me to where I live on the sunniest, live in 49 00:02:07,360 --> 00:02:08,680 the sunniest, warmest place. 50 00:02:08,685 --> 00:02:11,470 So when you moved outta Wildwood, so before you moved to, to Arizona, 51 00:02:11,470 --> 00:02:12,790 so where, where were you at? 52 00:02:12,790 --> 00:02:14,320 Where was the primary market? 53 00:02:14,680 --> 00:02:18,820 So my primary market was actually like Camden and Burlington Counties. 54 00:02:18,970 --> 00:02:24,010 So I, when I left, I graduated high school in 2001, aging myself. 55 00:02:24,010 --> 00:02:24,250 Right? 56 00:02:24,280 --> 00:02:27,490 So when I left there, then I went and moved up to Philadelphia. 57 00:02:27,910 --> 00:02:27,940 Okay. 58 00:02:28,120 --> 00:02:30,010 I went to the college at Weidner. 59 00:02:30,010 --> 00:02:30,880 I lived with my aunt. 60 00:02:31,225 --> 00:02:33,655 And I met my husband there, Brian. 61 00:02:33,985 --> 00:02:38,275 So Brian is from Washington Township, which is Glou County, which is about 62 00:02:38,275 --> 00:02:39,475 an hour and a half from the shore. 63 00:02:39,835 --> 00:02:44,600 That's the, that's the, the primary that's Youre so home like we were, so, I was 64 00:02:45,115 --> 00:02:46,555 in, I was about an hour, hour and a half. 65 00:02:46,975 --> 00:02:48,055 Come outta Philly, across the bridge. 66 00:02:48,055 --> 00:02:50,005 Now you're in Jersey, so that's right in there. 67 00:02:50,095 --> 00:02:50,305 Okay. 68 00:02:50,305 --> 00:02:50,485 Yeah. 69 00:02:50,485 --> 00:02:54,625 So I, my primary real estate market was new, was in like, Camden, 70 00:02:54,805 --> 00:02:56,095 Burlington County, New Jersey. 71 00:02:56,095 --> 00:02:58,195 It, and so we lived in Marton. 72 00:02:59,174 --> 00:03:02,084 So I didn't really have roots there either, right? 73 00:03:02,084 --> 00:03:05,834 So my roots, I mean, I'm from Pennsylvania. 74 00:03:05,834 --> 00:03:07,575 My parents moved down to the shore. 75 00:03:07,575 --> 00:03:10,185 Like I really didn't have anywhere where it's not like there's 76 00:03:10,185 --> 00:03:13,394 nowhere where I was gonna have coffee with my family every day. 77 00:03:13,755 --> 00:03:16,394 Well, I guess if I went back to Iowa, I would would, but, um, 78 00:03:16,394 --> 00:03:17,535 our primary market was Marton. 79 00:03:18,255 --> 00:03:20,445 We built that for nine years. 80 00:03:21,160 --> 00:03:22,240 In three counties. 81 00:03:22,300 --> 00:03:25,060 So Gloucester, Camden, and Burlington County. 82 00:03:25,060 --> 00:03:28,060 I grew all three of those counties 'cause I built my business through prospecting. 83 00:03:28,120 --> 00:03:28,240 Yeah. 84 00:03:28,300 --> 00:03:29,920 So it was FSBOs and expired. 85 00:03:30,040 --> 00:03:32,740 So when you're FSBO and expired, you kind of go where the business is. 86 00:03:32,740 --> 00:03:32,830 Mm-hmm. 87 00:03:33,070 --> 00:03:38,170 So it was about an hour radius that I worked and, um, we built our team there 88 00:03:38,170 --> 00:03:41,260 and we're really systematized, which, you know, we coached together for a long time. 89 00:03:41,260 --> 00:03:46,480 Like we're very high on systems, accountability on processes, so. 90 00:03:47,610 --> 00:03:49,530 You know, a lot happened. 91 00:03:49,530 --> 00:03:52,440 I don't even kind of know where to start, but how we ended up in Arizona 92 00:03:52,620 --> 00:03:54,300 was our, our team was doing well. 93 00:03:54,300 --> 00:03:56,010 We were kind of at a crossroads. 94 00:03:56,250 --> 00:03:57,600 We were making some changes and. 95 00:03:58,515 --> 00:04:01,575 Brian, who is my husband, my director of ops, he has his 96 00:04:01,875 --> 00:04:03,885 master's in accounting and finance. 97 00:04:03,885 --> 00:04:07,665 He wasn't in the corporate world, but I was selling 75 houses a year, 98 00:04:07,665 --> 00:04:09,045 and everything was always on fire. 99 00:04:09,795 --> 00:04:14,205 So he pretty much came over to fix it and, and I tell that story a 100 00:04:14,205 --> 00:04:17,505 lot where it was like, in our life, babe, like, you know how you just. 101 00:04:17,930 --> 00:04:20,180 I have an idea and then I don't even know how it happens. 102 00:04:20,180 --> 00:04:21,019 And then it just happens. 103 00:04:21,019 --> 00:04:22,640 Like, can you call me that in my business? 104 00:04:22,640 --> 00:04:23,330 And that's what he does. 105 00:04:23,390 --> 00:04:27,890 So he pretty much is the integrator I know is what you are, the piece. 106 00:04:28,295 --> 00:04:31,875 And we talked about it and we tried to figure it and stitch it together. 107 00:04:32,295 --> 00:04:35,810 You know, what, what we have, we need to go find and, you know, 108 00:04:35,810 --> 00:04:40,430 what's wild And, and see in a lot of husband, wife, you know, 109 00:04:40,430 --> 00:04:42,795 significant other type situations and. 110 00:04:43,815 --> 00:04:46,724 Just looking at being able to bring that component in, right? 111 00:04:46,724 --> 00:04:50,205 Like I have, um, a team we're working out with out of Johnson 112 00:04:50,205 --> 00:04:57,315 City and he was head of company, head of sales, driving everything. 113 00:04:57,315 --> 00:05:00,525 The face, it's still the name of the company, but we were like, just 114 00:05:00,525 --> 00:05:02,775 because you're head of company doesn't mean you should be head of company. 115 00:05:03,164 --> 00:05:06,914 And, and, and taking into consideration what is the dang goal. 116 00:05:07,375 --> 00:05:08,305 What are we trying to do? 117 00:05:08,515 --> 00:05:09,925 What are we trying to accomplish? 118 00:05:10,315 --> 00:05:13,495 And what, what we found is that his fiance been with him and been 119 00:05:13,495 --> 00:05:14,695 in the business for eight years. 120 00:05:15,534 --> 00:05:20,784 We're like, she's built to run this company and allow you to 121 00:05:20,784 --> 00:05:24,025 just focus on stacking cash and finding investment opportunities. 122 00:05:24,445 --> 00:05:25,880 And it was just like. 123 00:05:26,405 --> 00:05:30,125 It's right underneath what's the, you know, coach Bird always says, right. 124 00:05:30,125 --> 00:05:31,655 You can't see the picture inside of the frame. 125 00:05:32,285 --> 00:05:36,770 So being able to, you know, step out of that and having that perspective, and 126 00:05:36,770 --> 00:05:38,765 that didn't happen overnight, right? 127 00:05:38,765 --> 00:05:41,825 That was like me going four assistance in one year and like trying to 128 00:05:41,825 --> 00:05:43,145 be the integrator that I wasn't. 129 00:05:43,235 --> 00:05:43,325 Right. 130 00:05:43,475 --> 00:05:43,805 Right. 131 00:05:44,075 --> 00:05:45,125 And you had 'em right there. 132 00:05:45,125 --> 00:05:47,795 And so it's like how we create this situation to where it, it 133 00:05:47,795 --> 00:05:49,898 makes sense to make that move. 134 00:05:49,903 --> 00:05:50,010 Yeah. 135 00:05:50,075 --> 00:05:54,755 And so, so we had, so he's process oriented and he understands that so well. 136 00:05:54,755 --> 00:05:57,515 And so he kind of came in and put a process around it. 137 00:05:57,515 --> 00:06:01,115 We were able to build and I could just do what I do, which is sell 138 00:06:01,115 --> 00:06:02,525 and inspire and, and speak, connect. 139 00:06:08,310 --> 00:06:09,539 The market changed. 140 00:06:09,900 --> 00:06:11,039 We were growing really fast. 141 00:06:11,099 --> 00:06:12,570 We grew everything really fast. 142 00:06:12,599 --> 00:06:15,360 'cause that's my personality together. 143 00:06:15,360 --> 00:06:18,270 We're growing it, we're building a team, we're growing our systems really fast. 144 00:06:18,270 --> 00:06:20,010 We grew our expenses really fast. 145 00:06:20,010 --> 00:06:24,210 Everything's kind of just moving faster than it should have in the market changed. 146 00:06:24,719 --> 00:06:27,240 And so the market changed and we're like, we gotta figure this out. 147 00:06:27,240 --> 00:06:28,380 Like what makes sense? 148 00:06:28,380 --> 00:06:28,735 We have to. 149 00:06:29,895 --> 00:06:32,835 A little bit because we all have to do that when there's changes in the market. 150 00:06:33,255 --> 00:06:35,805 And I think we would all love to work a 2021 market forever. 151 00:06:35,805 --> 00:06:36,164 Sure. 152 00:06:36,195 --> 00:06:36,435 It was easy. 153 00:06:36,495 --> 00:06:36,794 Right. 154 00:06:36,794 --> 00:06:38,205 That was a really fun market. 155 00:06:38,300 --> 00:06:39,000 It was blowing and going. 156 00:06:39,180 --> 00:06:39,520 It was fast. 157 00:06:39,620 --> 00:06:40,365 It was your speed. 158 00:06:40,370 --> 00:06:40,960 It was moving fast. 159 00:06:40,960 --> 00:06:41,505 It was my speed. 160 00:06:41,805 --> 00:06:42,164 Like yeah. 161 00:06:42,164 --> 00:06:45,405 You didn't even have time to like get to know your clients before you sold 162 00:06:45,405 --> 00:06:46,695 their house and they were on their way. 163 00:06:46,695 --> 00:06:48,854 Like I, it was just so fast, you know? 164 00:06:48,854 --> 00:06:49,844 It was so fun. 165 00:06:50,385 --> 00:06:54,044 So we're pivoting, we're still hiring agents and, and agents aren't feeling as 166 00:06:54,044 --> 00:06:55,815 excited anymore either because back then. 167 00:06:56,909 --> 00:06:58,109 I mean, you could be a part-time. 168 00:06:58,289 --> 00:07:00,630 I had a part-time agent selling houses a year. 169 00:07:00,630 --> 00:07:00,690 Yeah. 170 00:07:00,929 --> 00:07:04,364 Because we knew how to feed the beast and bring the leads in and then we 171 00:07:04,369 --> 00:07:05,429 were just falling outta the sky. 172 00:07:05,429 --> 00:07:05,669 Right. 173 00:07:05,729 --> 00:07:07,590 So, anyway, Brian and I were pivoting. 174 00:07:07,590 --> 00:07:08,760 We were looking at our business. 175 00:07:08,880 --> 00:07:11,940 We do this weekly where we have weekly just operator, you know, we have 176 00:07:11,940 --> 00:07:14,909 our, our level 10 meeting percent, and that's what we were doing. 177 00:07:14,969 --> 00:07:15,150 Right. 178 00:07:15,150 --> 00:07:15,900 EOS model. 179 00:07:15,900 --> 00:07:16,799 We still do that. 180 00:07:17,145 --> 00:07:20,984 And I just asked a question and it was really random, and it was, if we 181 00:07:20,984 --> 00:07:23,865 could do this, if we were gonna do this all over, if we burned it all down to 182 00:07:23,865 --> 00:07:26,534 the ground and we're gonna build it over, I built it through prospecting. 183 00:07:26,565 --> 00:07:27,765 Would we do it here? 184 00:07:28,844 --> 00:07:30,435 And he was like, F no. 185 00:07:30,435 --> 00:07:31,094 Why would we do it here? 186 00:07:31,094 --> 00:07:33,195 It was like the hundredth day of rain in a row. 187 00:07:33,195 --> 00:07:33,195 Yeah. 188 00:07:34,130 --> 00:07:38,239 And um, like, well, let's not, like do we have to? 189 00:07:38,659 --> 00:07:39,830 Let's go somewhere else. 190 00:07:39,830 --> 00:07:40,429 Let's just do it. 191 00:07:40,429 --> 00:07:41,780 Let's just, let's just go. 192 00:07:41,784 --> 00:07:43,760 And it was just such the right timing. 193 00:07:44,330 --> 00:07:45,619 That was one conversation. 194 00:07:45,619 --> 00:07:49,700 And there's a couple times in my life where I can say one conversation a lot 195 00:07:49,700 --> 00:07:53,359 of times between Brian and I, the first one in Jamaica, when I was like, Hey, you 196 00:07:53,359 --> 00:07:56,030 know how I said let's go to Jamaica, and then you figured it all out and I didn't 197 00:07:56,030 --> 00:07:57,109 even know what airline we were flying. 198 00:07:57,469 --> 00:07:58,820 Can you come do that in our business? 199 00:07:59,520 --> 00:08:02,580 That was like, we were in Jamaica, laying on the beach one day and Monday of the 200 00:08:02,580 --> 00:08:05,610 next week, Brian put his, put his note in. 201 00:08:05,610 --> 00:08:09,690 So let me, lemme ask you, let me ask you about that because I, I love, um, 202 00:08:09,690 --> 00:08:14,010 understanding, you know, how people go about making decisions, right? 203 00:08:14,010 --> 00:08:16,140 So what was the, the process to make the decision? 204 00:08:16,140 --> 00:08:20,430 But also, you know, you, you and I are a lot alike when it comes to control, right? 205 00:08:20,430 --> 00:08:24,414 Like, you know, I. I've had to learn throughout the years to 206 00:08:24,414 --> 00:08:25,794 start to let go what matters? 207 00:08:25,810 --> 00:08:27,745 What can you, what, what can you hang onto? 208 00:08:27,745 --> 00:08:30,804 What can't you hang onto from a control aspect? 209 00:08:30,804 --> 00:08:36,534 So for, for you really at that point, maybe you found a place finally, you 210 00:08:36,534 --> 00:08:40,615 just surrendered, but trying to control so much and making that decision. 211 00:08:40,704 --> 00:08:43,164 Do you, do, have you reflected, have you thought about kind of 212 00:08:43,255 --> 00:08:44,935 that process for you at that time? 213 00:08:45,834 --> 00:08:47,755 So the thought process of making the decision? 214 00:08:47,755 --> 00:08:48,625 I think that, that I. 215 00:08:51,589 --> 00:08:55,189 In a spot where I wasn't feeling like myself, like I was feeling 216 00:08:55,189 --> 00:08:56,630 like a little burned out. 217 00:08:56,630 --> 00:09:01,850 And in some ways I was even like, is this, is this what I'm meant to be doing? 218 00:09:01,910 --> 00:09:02,000 Right. 219 00:09:02,000 --> 00:09:02,930 Like even pray on it. 220 00:09:02,930 --> 00:09:03,650 Like, is this what I'm meant? 221 00:09:03,650 --> 00:09:05,480 Is this, this doesn't feel like I'm meant to be. 222 00:09:05,480 --> 00:09:06,290 This doesn't feel right. 223 00:09:06,290 --> 00:09:07,250 I didn't know what it was. 224 00:09:08,060 --> 00:09:10,699 Did you ever have that feeling like just in your stomach where 225 00:09:10,699 --> 00:09:12,290 you're like, something is off. 226 00:09:12,845 --> 00:09:14,135 And it's up to me to change it. 227 00:09:15,155 --> 00:09:16,805 And I didn't know exactly what it was. 228 00:09:16,865 --> 00:09:17,825 I mean, is it location? 229 00:09:17,825 --> 00:09:21,155 I don't know if it was a hundred percent just location, but I think I was making 230 00:09:21,155 --> 00:09:23,645 some big changes over those couple years. 231 00:09:23,645 --> 00:09:23,855 Right? 232 00:09:23,855 --> 00:09:26,826 Like I moved brokerages, I made up, I did a partnership like I was. 233 00:09:27,449 --> 00:09:32,280 Trying to find alignment and the right, the right place, right. 234 00:09:32,280 --> 00:09:36,150 So I think when I make a decision, I, a lot of it, I am a gut thinker. 235 00:09:36,209 --> 00:09:38,189 Like I feel, I'm really feeling basic. 236 00:09:38,189 --> 00:09:41,730 I could feel that it was off and I could feel that I wasn't myself, right? 237 00:09:41,939 --> 00:09:46,260 Where I'm like, I'm not my hungry go after itself. 238 00:09:46,260 --> 00:09:47,699 Like, I'm like living under. 239 00:09:48,215 --> 00:09:50,165 This pressure, it just didn't feel like me. 240 00:09:50,165 --> 00:09:52,025 So I think that's where it was. 241 00:09:52,535 --> 00:09:55,324 And then it was like, well, what if we could just do 242 00:09:55,324 --> 00:09:56,585 something else somewhere else? 243 00:09:56,585 --> 00:09:57,814 Like we're not stuck here. 244 00:09:57,814 --> 00:09:59,165 We don't have to be here. 245 00:09:59,465 --> 00:10:00,755 There's nothing holding us here. 246 00:10:00,755 --> 00:10:02,225 And that's kind of what it was. 247 00:10:02,225 --> 00:10:06,305 And then Brian, the amazing thing about Brian is Juan, he's my absolute 248 00:10:06,305 --> 00:10:10,055 biggest supporter and cheerleader, and he also feels when I'm off, whereas 249 00:10:10,055 --> 00:10:12,936 Brian's more of a stable guy, like he's always kind of fine and good. 250 00:10:13,665 --> 00:10:15,075 He's, he's amazing. 251 00:10:15,075 --> 00:10:18,165 He's my favorite person, but like he can feel when I'm off too. 252 00:10:18,165 --> 00:10:22,095 And also he's never like against my crazy ideas. 253 00:10:22,275 --> 00:10:25,185 There's never something that I say where he's like, you're just such, I mean, he 254 00:10:25,185 --> 00:10:29,775 does say that sometimes, but usually he's not like, you're an absolute like maniac. 255 00:10:29,775 --> 00:10:30,675 No, we're not doing that. 256 00:10:31,189 --> 00:10:32,630 He was like, what would that look like? 257 00:10:32,720 --> 00:10:34,550 Yeah, that's good questions, but what would that look like? 258 00:10:34,760 --> 00:10:36,495 So I think that's what we started to think about. 259 00:10:36,564 --> 00:10:37,490 Well, where would we go? 260 00:10:38,090 --> 00:10:39,500 Like we didn't have a decision on where we were going. 261 00:10:39,500 --> 00:10:40,850 I'm like, we don't, this sucks. 262 00:10:40,850 --> 00:10:41,840 Like, why is it still raining? 263 00:10:42,140 --> 00:10:42,650 I'm cold. 264 00:10:42,650 --> 00:10:43,460 I hate being cold. 265 00:10:43,460 --> 00:10:45,650 Why do we have to wait till we're tired to not be cold? 266 00:10:45,680 --> 00:10:45,860 Yeah. 267 00:10:46,250 --> 00:10:52,790 Like, so we just started talking about where, and, and um, we came across Arizona 268 00:10:52,790 --> 00:10:54,410 because it's sunny 300 days a year. 269 00:10:54,560 --> 00:10:55,699 I know a lot of people here. 270 00:10:55,699 --> 00:10:56,600 I'm a partner with place. 271 00:10:56,600 --> 00:10:57,890 There's a lot of place people here. 272 00:10:58,275 --> 00:11:02,655 I also, one interesting thing about why here made sense was the time zone. 273 00:11:03,885 --> 00:11:09,645 So like I can work the East coast, I'm an early bird, so is he like, we're up. 274 00:11:09,735 --> 00:11:13,665 Like I don't care if I'm on the phone at 5:00 AM so we can actually work those 275 00:11:13,665 --> 00:11:17,235 early mornings and then if we wanna build it in Arizona, we still have, I mean. 276 00:11:17,865 --> 00:11:20,625 By 9:00 AM I could have already gotten three, four hours of work in. 277 00:11:20,625 --> 00:11:20,745 Yeah. 278 00:11:21,615 --> 00:11:21,824 Wow. 279 00:11:22,094 --> 00:11:23,714 You know, by noon I could be gone with Jersey. 280 00:11:23,714 --> 00:11:27,194 So that was another, a decision factor where Florida would've worked because 281 00:11:27,194 --> 00:11:28,425 we'd still be on East Coast same time. 282 00:11:29,175 --> 00:11:33,915 What is, so yeah, it was, it's um, you know, Kevin, um, has 283 00:11:33,915 --> 00:11:36,854 obviously, you know, his market's been, you know, Northern Colorado. 284 00:11:37,155 --> 00:11:38,324 You know, for, for years. 285 00:11:38,324 --> 00:11:40,995 And then they just obviously become an empty nester. 286 00:11:40,995 --> 00:11:46,995 So they bought, you know, had a, had a new place built in Sarasota, and, and that 287 00:11:46,995 --> 00:11:49,155 was the original thought process, right? 288 00:11:49,485 --> 00:11:50,865 Like, you know, be in Sarasota. 289 00:11:50,865 --> 00:11:55,094 But once he, once he got there, he is like, I just wanna build Colorado 290 00:11:55,214 --> 00:11:56,625 and then enjoy my piece here. 291 00:11:57,375 --> 00:11:59,985 And I'm like, that's, yeah, that's an aha, right? 292 00:11:59,985 --> 00:12:01,875 It's like one of those things you think what you want it to be 293 00:12:01,875 --> 00:12:03,375 until you actually get into it. 294 00:12:04,050 --> 00:12:07,695 And, and so, you know, you just, you never know until you try it. 295 00:12:07,695 --> 00:12:09,345 So exact same thought process. 296 00:12:09,345 --> 00:12:12,765 So coming here, I'm like, can we keep Jersey going? 297 00:12:13,035 --> 00:12:15,135 Do I, I have to find a leader in Jersey, right? 298 00:12:15,135 --> 00:12:18,135 This is not, I'm not gonna be able to run this myself remotely. 299 00:12:18,885 --> 00:12:20,205 That was myth number one. 300 00:12:20,325 --> 00:12:24,045 'cause I can, but in initially, I was like, I'm not gonna be able to recruit. 301 00:12:24,045 --> 00:12:25,245 How am I gonna recruit remotely? 302 00:12:25,245 --> 00:12:26,745 How am I gonna lead my team remotely? 303 00:12:26,745 --> 00:12:27,705 I'm not gonna be able to do that. 304 00:12:28,095 --> 00:12:31,005 That was myth number one, which I'm already busting that, not that I 305 00:12:31,005 --> 00:12:35,265 won't need leaders eventually, but I also thought my physical presence was 306 00:12:35,265 --> 00:12:36,705 more important than it actually is. 307 00:12:36,795 --> 00:12:37,935 So unpack that a little bit. 308 00:12:37,935 --> 00:12:40,095 So, you know, call the myth, you can't do that. 309 00:12:40,185 --> 00:12:41,295 What, what have you found? 310 00:12:41,835 --> 00:12:45,885 I've found that my physical presence isn't necessary, just 311 00:12:45,885 --> 00:12:48,045 like you and I aren't physically present with each other right now. 312 00:12:48,045 --> 00:12:50,835 I mean, I've been with cloud-based brokerages for over five years. 313 00:12:51,825 --> 00:12:54,075 I'm with a cloud-based partnership within place. 314 00:12:54,075 --> 00:12:54,555 Like I don't. 315 00:12:55,949 --> 00:12:57,990 No, I don't think the physical presence matters. 316 00:12:57,990 --> 00:13:03,060 And in fact, the systems and the leadership and the marketing, all 317 00:13:03,060 --> 00:13:05,699 of that matters and agents don't wanna come to the office anymore. 318 00:13:05,970 --> 00:13:08,430 Like a lot of people are gonna argue with me about that. 319 00:13:08,430 --> 00:13:12,000 And there are still old school people that are like proximity in person matters. 320 00:13:12,780 --> 00:13:13,079 You know what? 321 00:13:13,079 --> 00:13:15,600 It doesn't make sense for some of the agents on my team. 322 00:13:15,600 --> 00:13:20,819 I told you I build it across three counties for them to drive 40 minutes to 323 00:13:20,819 --> 00:13:22,620 be in the office when they can do that. 324 00:13:23,295 --> 00:13:26,564 From their home office or a Starbucks and then they can go on an appointment. 325 00:13:26,564 --> 00:13:27,195 It doesn't make sense. 326 00:13:27,195 --> 00:13:30,795 So it was actually having the office was limiting sometimes 'cause it was 327 00:13:30,795 --> 00:13:32,295 annoying for agents to have to come in. 328 00:13:32,295 --> 00:13:33,645 And then I was annoyed they weren't coming in. 329 00:13:33,645 --> 00:13:36,885 And I'm spending six grand on office rent for this beautiful office 330 00:13:36,885 --> 00:13:39,045 that I have staged beautifully. 331 00:13:39,045 --> 00:13:42,360 And it's amazing and nobody wants to come and I'm like. 332 00:13:44,175 --> 00:13:48,260 Wait a minute, but they're like, why do I have to force them to come Uhhuh? 333 00:13:48,340 --> 00:13:48,945 Like, she's crushing it. 334 00:13:48,945 --> 00:13:52,995 Why am I like fighting with her to drive 40 minutes to like, do this here? 335 00:13:53,205 --> 00:13:57,615 So that was one thing that I thought I needed was the, the physical presence. 336 00:13:57,615 --> 00:13:59,385 And I don't, I just need to be present. 337 00:13:59,865 --> 00:14:01,605 What do, what is, is that what they want? 338 00:14:01,605 --> 00:14:04,125 They just want your, they want, they want you to be present. 339 00:14:04,245 --> 00:14:07,125 Uh, you know, the biggest thing that I saw, and I think it was, it 340 00:14:07,125 --> 00:14:08,685 was, it might be the same thing. 341 00:14:09,045 --> 00:14:11,415 If they knew you were always in the office, they knew they could 342 00:14:11,415 --> 00:14:17,115 get presence and time with you, um, by, by coming into the office. 343 00:14:17,115 --> 00:14:22,755 But if you're not there and you can give them more focused attention this way 344 00:14:23,115 --> 00:14:24,675 than you can by being in the office. 345 00:14:24,705 --> 00:14:30,495 'cause I, I remember like my days in the office, especially 346 00:14:30,495 --> 00:14:31,455 when I started coaching. 347 00:14:32,355 --> 00:14:34,665 And like had to shut the door. 348 00:14:34,665 --> 00:14:37,334 Like when they would come in, I couldn't look at 'em. 349 00:14:37,334 --> 00:14:39,584 I had to, you know, try to stay engaged. 350 00:14:40,064 --> 00:14:43,425 And I, I, I think you're a hundred percent spot on. 351 00:14:43,425 --> 00:14:45,375 They just want, they, they, I know what they want. 352 00:14:45,375 --> 00:14:46,755 They want your time and attention. 353 00:14:47,324 --> 00:14:50,775 And if you could give it to 'em virtually, be more present virtually than you 354 00:14:50,775 --> 00:14:52,694 can actually in person, that's a win. 355 00:14:53,084 --> 00:14:54,314 It's more purposeful. 356 00:14:54,495 --> 00:14:57,225 It's less God minutes, it's less bs. 357 00:14:57,225 --> 00:15:00,105 Like it's, and which is good for me anyway, because I'm honest, honestly. 358 00:15:01,380 --> 00:15:02,250 I don't show up. 359 00:15:02,250 --> 00:15:04,800 Well, if you interrupt me, I don't like to be interrupted. 360 00:15:04,800 --> 00:15:08,370 Like I'm, I, I need to, I can't think, like, I'm not even gonna 361 00:15:08,370 --> 00:15:10,829 give you good advice when you try and get me when I'm not present 362 00:15:11,100 --> 00:15:12,569 and I'm focused on something else. 363 00:15:12,569 --> 00:15:15,660 So it's actually really helped my mindset and I think it's made me a 364 00:15:15,660 --> 00:15:19,079 better leader because now I know that when I'm talking to someone on my team, 365 00:15:19,079 --> 00:15:23,220 if Mandy needs me, she's got me and I'm present and it's purposeful, and I can 366 00:15:23,220 --> 00:15:24,840 tell her like, Hey, I have 10 minutes. 367 00:15:25,170 --> 00:15:27,390 Is this longer than a 10 minute conversation? 368 00:15:28,275 --> 00:15:28,574 Right. 369 00:15:28,574 --> 00:15:30,795 And if not, then great. 370 00:15:30,795 --> 00:15:31,635 Let's just tackle it. 371 00:15:32,175 --> 00:15:32,354 Yeah. 372 00:15:32,444 --> 00:15:34,665 And if it is great, I'm gonna give you a call when I'm driving and 373 00:15:34,665 --> 00:15:37,214 then you can have me and I'm free and we can chitchat a little bit. 374 00:15:37,214 --> 00:15:41,114 And, and so it's made it a lot more purposeful and a lot more present. 375 00:15:41,114 --> 00:15:42,135 And I think it's better. 376 00:15:43,125 --> 00:15:47,234 So I don't need to physically be there and, and I still have really 377 00:15:47,234 --> 00:15:50,415 great relationships with my agents, so that was definitely a big. 378 00:15:51,255 --> 00:15:52,155 A big aha. 379 00:15:52,155 --> 00:15:56,505 I would say for me that, and I'm building it, I've grown, I mean, I, I hired nine 380 00:15:56,505 --> 00:15:59,565 agents to my team in quarter two kitty. 381 00:15:59,565 --> 00:16:01,695 So, and they don't all make it. 382 00:16:01,695 --> 00:16:03,885 That didn't change doesn't change if I'm physically there and it 383 00:16:03,885 --> 00:16:07,245 doesn't change if I'm no, if I'm not there physically, right? 384 00:16:07,245 --> 00:16:12,705 Like, you can't, not everyone's going to wanna do the work and not achieve there. 385 00:16:12,885 --> 00:16:14,865 But my standards are actually more clear. 386 00:16:15,075 --> 00:16:16,095 Everything's more organized. 387 00:16:16,710 --> 00:16:17,040 Yeah. 388 00:16:17,250 --> 00:16:20,550 What, and is that being in that virtual environment kind of forced 389 00:16:20,550 --> 00:16:24,600 you to get clear on, on the do's and don'ts and, and the standards. 390 00:16:24,600 --> 00:16:27,180 What, what you allow, what you, what you tolerate, and what you 391 00:16:27,180 --> 00:16:30,720 allow, you know, you know, people to do and the way the boundaries 392 00:16:30,720 --> 00:16:31,710 and the way they get to treat you. 393 00:16:32,100 --> 00:16:35,670 I think that when you're virtual, you are forced to be more organized, which 394 00:16:35,670 --> 00:16:37,530 is what we are and what we want anyway. 395 00:16:37,530 --> 00:16:42,420 So like in a virtual world, like with us in exp, like everything, 396 00:16:42,420 --> 00:16:44,280 I can't just walk into. 397 00:16:45,165 --> 00:16:47,655 The accounting office and hand a check in, right? 398 00:16:47,655 --> 00:16:50,175 Like you can't do that like you could do at a small mom and pop. 399 00:16:50,175 --> 00:16:50,265 Sure. 400 00:16:50,355 --> 00:16:52,785 Here, because we're big and we're virtual, it has to be really 401 00:16:52,785 --> 00:16:53,835 systematized and organized. 402 00:16:53,835 --> 00:16:54,945 So I think yes it does. 403 00:16:55,545 --> 00:16:56,055 It does. 404 00:16:56,085 --> 00:17:00,345 Even though we were that way, our standards are, are set easier too. 405 00:17:00,375 --> 00:17:04,694 'cause they can't just walk into my office or walk into Brian's office and, um. 406 00:17:05,069 --> 00:17:06,540 Interrupt you the God minutes interrupt. 407 00:17:07,079 --> 00:17:07,260 Interrupt. 408 00:17:08,099 --> 00:17:14,160 But also I think for, for me, it also helps create a culture of resourcefulness. 409 00:17:14,220 --> 00:17:17,700 And that's really what we want from our people is we want them to be resourceful. 410 00:17:17,819 --> 00:17:22,349 And you know, one of the things that I've, you know, pushed everybody through kt, 411 00:17:22,349 --> 00:17:23,879 this was homework day one, they had to do. 412 00:17:24,194 --> 00:17:28,454 But this is what I make my team do on a, on a pretty much regular basis. 413 00:17:28,454 --> 00:17:30,284 Is, is the 1 3 1, right? 414 00:17:30,284 --> 00:17:32,145 What is your one, what is our big one challenge? 415 00:17:32,145 --> 00:17:32,985 One big constraint. 416 00:17:32,985 --> 00:17:34,365 What are three possible solutions? 417 00:17:34,365 --> 00:17:37,125 What's the one that gives us the highest probability of accomplishing 418 00:17:37,125 --> 00:17:41,326 the, you know, removing the one thing, the one obstacle, and, and when you, 419 00:17:41,590 --> 00:17:44,129 you know, there resourcefulness. 420 00:17:45,330 --> 00:17:47,669 AI that like, it's not even Google that anymore. 421 00:17:47,669 --> 00:17:49,530 It's like, I don't know, ai it and Right. 422 00:17:49,530 --> 00:17:52,830 And I know I ask my chat, bt like, just get on there. 423 00:17:52,830 --> 00:17:53,219 I don't know. 424 00:17:53,225 --> 00:17:54,300 Yeah, go if I have to. 425 00:17:54,300 --> 00:17:55,709 So I used to always say, but you're right. 426 00:17:55,709 --> 00:17:56,699 Now we can say ai. 427 00:17:56,879 --> 00:18:00,060 I used to say, if I have to Google it, you can Google it. 428 00:18:00,060 --> 00:18:02,490 So a lot of times agents will ask me questions and I would just 429 00:18:02,490 --> 00:18:04,350 send 'em the search bar, right? 430 00:18:04,350 --> 00:18:05,429 Like, here's the search bar. 431 00:18:05,429 --> 00:18:06,179 You go do that. 432 00:18:06,179 --> 00:18:07,889 That's what I would do in this instance. 433 00:18:07,889 --> 00:18:09,840 Or if we have it on video already. 434 00:18:10,245 --> 00:18:10,514 Yeah. 435 00:18:10,605 --> 00:18:13,935 Or if I told you already, or if it's in your onboarding checklist, like we 436 00:18:13,935 --> 00:18:17,145 do really want them to be resourceful because I'm not really, I'm not looking 437 00:18:17,145 --> 00:18:19,845 for people who are dependent, for people who can't do it on their own. 438 00:18:20,205 --> 00:18:20,445 Right. 439 00:18:20,445 --> 00:18:22,245 I want people who can do it on their own. 440 00:18:22,245 --> 00:18:23,100 They just need direction. 441 00:18:23,100 --> 00:18:24,165 But that I can enhance them. 442 00:18:24,165 --> 00:18:24,225 Yeah. 443 00:18:24,225 --> 00:18:27,284 And I can help them do it better, bigger, faster together. 444 00:18:27,465 --> 00:18:31,575 Not who is just like, we don't want victim people who can't 445 00:18:31,575 --> 00:18:32,925 do it, who can't handle it. 446 00:18:32,925 --> 00:18:33,975 I want great people. 447 00:18:33,975 --> 00:18:35,325 So, and that's what I attract. 448 00:18:35,685 --> 00:18:36,675 And the ones that. 449 00:18:37,919 --> 00:18:42,000 Aren't resourceful, most likely aren't really gonna make it with me. 450 00:18:42,000 --> 00:18:42,990 And that's okay too. 451 00:18:42,990 --> 00:18:44,220 Like we all have to find our people. 452 00:18:44,220 --> 00:18:44,605 So that's kind of. 453 00:18:45,510 --> 00:18:49,530 I love that when, when you guys finally made the move and what I mean, was it 454 00:18:49,560 --> 00:18:53,700 just, I mean, we just, we cut ties, we made the, we sold the house, we moved. 455 00:18:53,700 --> 00:18:57,090 Or was it still like hanging on to the Jersey Monkey bar while we grabbed 456 00:18:57,090 --> 00:19:00,840 the, the Arizona bar, or did we just both hands go, go into Arizona? 457 00:19:00,900 --> 00:19:02,340 So that's not the way I do anything. 458 00:19:02,340 --> 00:19:02,550 Right. 459 00:19:02,550 --> 00:19:05,700 With, with like, when I left teaching, I left teaching, right. 460 00:19:05,700 --> 00:19:06,420 I quit teaching. 461 00:19:06,420 --> 00:19:08,670 I didn't say, oh, I'm gonna try real estate in the summer. 462 00:19:08,730 --> 00:19:12,090 It's like, I'm gonna go all in and after a year, if I can't figure this out, I'm 463 00:19:12,090 --> 00:19:14,910 gonna have to go back into the classroom, which I knew I was never doing again. 464 00:19:14,940 --> 00:19:18,030 Yeah, when Brian decided to leave his corporate position, burn the boats and 465 00:19:18,030 --> 00:19:21,930 our coo, like he burn the boats job. 466 00:19:22,020 --> 00:19:22,380 Listen. 467 00:19:22,440 --> 00:19:22,590 Yeah. 468 00:19:22,710 --> 00:19:25,620 We know that at any time we control our own destiny. 469 00:19:25,650 --> 00:19:27,780 I can go get another job, he can go get another. 470 00:19:27,780 --> 00:19:29,700 If that was it, we could go back to New Jersey. 471 00:19:29,760 --> 00:19:31,020 New Jersey's not going anywhere. 472 00:19:31,020 --> 00:19:32,100 There's always gonna be a house. 473 00:19:32,520 --> 00:19:34,380 So we burn the boats. 474 00:19:34,380 --> 00:19:35,430 We're like, no, we're leaving. 475 00:19:35,790 --> 00:19:39,360 And what we had decided though, John, when we left, was we 476 00:19:39,360 --> 00:19:40,410 weren't going back to New Jersey. 477 00:19:41,054 --> 00:19:44,774 If we hated Arizona, which I didn't think we would after our research and 478 00:19:44,774 --> 00:19:49,034 all the thoughts, thought process we had and, and where we wanted to be, we 479 00:19:49,034 --> 00:19:50,445 knew that we would go somewhere else. 480 00:19:50,445 --> 00:19:53,564 But we, we had just made the decision that we weren't going to go to New Jersey. 481 00:19:53,564 --> 00:19:56,774 I don't want my kids, and for all of you people that know me and love me 482 00:19:56,774 --> 00:20:00,254 and your Jersey people, I love New Jersey, but there were, it wasn't in 483 00:20:00,254 --> 00:20:02,294 alignment with what I want for my life. 484 00:20:02,294 --> 00:20:04,965 I want warmth and I don't really wanna pay those taxes either. 485 00:20:05,504 --> 00:20:05,835 Right. 486 00:20:05,835 --> 00:20:09,615 So we had made the decision that we were leaving Jersey, so we burned it. 487 00:20:10,274 --> 00:20:11,024 I love that. 488 00:20:11,504 --> 00:20:11,565 Yeah. 489 00:20:11,565 --> 00:20:14,805 So we, we, we go, we, you know, no, no looking back. 490 00:20:14,805 --> 00:20:19,185 Only plan A, no, plan B. And, uh, you know, I mean, that takes a, 491 00:20:19,335 --> 00:20:20,655 I mean, that's commitment, right? 492 00:20:20,655 --> 00:20:21,915 That's a level of commitment. 493 00:20:21,915 --> 00:20:23,325 That's, that's not interested. 494 00:20:23,445 --> 00:20:24,225 Hey, we're not interested. 495 00:20:24,405 --> 00:20:24,945 We're committed. 496 00:20:24,975 --> 00:20:25,995 We're, we're, we're moving. 497 00:20:25,995 --> 00:20:28,754 We're all in, we're moving, we're moving to Arizona, we're gonna make this work. 498 00:20:29,294 --> 00:20:32,805 Um, when, when you guys got there, did, when did it click? 499 00:20:32,805 --> 00:20:33,975 You're like, man, this is it. 500 00:20:33,975 --> 00:20:34,725 This is gonna work. 501 00:20:35,085 --> 00:20:35,955 So we. 502 00:20:37,275 --> 00:20:39,795 Like, when did it, well, okay, so, so we're in Arizona. 503 00:20:39,795 --> 00:20:43,515 We're still operating, we're still operating, uh, uh, you know, in two 504 00:20:43,515 --> 00:20:46,665 different time, you know, two time zones over in, in a jersey market. 505 00:20:46,665 --> 00:20:49,965 We're living in Arizona at, was there a moment where you and Brian linked 506 00:20:49,965 --> 00:20:51,255 each other goes, this is gonna work. 507 00:20:52,320 --> 00:20:54,540 I think now we really know that, but I think there was a 508 00:20:54,540 --> 00:20:56,220 lot of changes we had to make. 509 00:20:56,220 --> 00:20:57,780 So, you know what? 510 00:20:57,780 --> 00:21:00,870 You wanna see the holes in your business move 2,500 miles away. 511 00:21:01,170 --> 00:21:01,320 Yeah. 512 00:21:01,560 --> 00:21:01,950 Right. 513 00:21:01,950 --> 00:21:03,330 So that's what we did. 514 00:21:03,630 --> 00:21:06,930 We're like, oh my goodness, like this doesn't work. 515 00:21:06,930 --> 00:21:08,520 Or this person in this seat. 516 00:21:09,795 --> 00:21:13,035 This isn't working, and, and it was working when I was next to them, but 517 00:21:13,035 --> 00:21:15,345 it's not working now and I can't fix it. 518 00:21:15,375 --> 00:21:16,155 Like I can't. 519 00:21:16,215 --> 00:21:16,275 Yeah. 520 00:21:16,455 --> 00:21:19,845 So there was all these holes that we kind of had to patch and fix 521 00:21:19,845 --> 00:21:21,855 and, and continue burning down. 522 00:21:21,855 --> 00:21:24,430 So yeah, that was it. 523 00:21:24,615 --> 00:21:29,205 It took a couple months, so we moved here in July of last year. 524 00:21:29,325 --> 00:21:30,165 By fall. 525 00:21:30,735 --> 00:21:34,965 We were like, all right, like I. Things are gonna have to change. 526 00:21:34,965 --> 00:21:36,885 And when I came here, I didn't know what it was gonna be like. 527 00:21:36,885 --> 00:21:39,720 I knew that whatever, Brian, Brian and I can do whatever we want. 528 00:21:39,720 --> 00:21:40,120 Mm-hmm. 529 00:21:40,205 --> 00:21:43,005 I believe that like in my heart, like him and I can do whatever we want. 530 00:21:43,005 --> 00:21:45,255 If we decided to stop selling real estate and sell solar 531 00:21:45,255 --> 00:21:46,635 tomorrow, we'd make it successful. 532 00:21:47,040 --> 00:21:47,910 We're not gonna do that by now. 533 00:21:47,910 --> 00:21:48,330 Yeah. 534 00:21:48,330 --> 00:21:50,760 You, you, you're just, you, I mean, you're hardwired because you look 535 00:21:50,760 --> 00:21:51,900 how you got into the business. 536 00:21:51,900 --> 00:21:52,110 Right. 537 00:21:52,110 --> 00:21:55,770 I always, I always go, you know, there's certain skill sets and certain 538 00:21:55,770 --> 00:21:57,660 capabilities that will travel, right? 539 00:21:57,660 --> 00:22:00,450 Like, like you look at, at Tina and Kevin's story, right? 540 00:22:00,450 --> 00:22:03,750 Where they moved outta Michigan into the Carolinas, they had this skillset. 541 00:22:04,560 --> 00:22:08,760 Of what you had, which was reaching out to, to, to cold 542 00:22:08,760 --> 00:22:10,440 people and having a conversation. 543 00:22:10,500 --> 00:22:10,860 Right. 544 00:22:10,890 --> 00:22:12,390 Not afraid to get on the phone. 545 00:22:12,390 --> 00:22:13,380 You know what to say. 546 00:22:13,380 --> 00:22:15,120 You're, you're, you're relentless. 547 00:22:15,480 --> 00:22:17,820 You know, they're not gonna, you know, people are telling you to f 548 00:22:17,820 --> 00:22:19,290 off, it's not gonna upset your day. 549 00:22:19,320 --> 00:22:22,740 Like, you have that skillset, that skillset will travel. 550 00:22:23,280 --> 00:22:27,660 And, and so, you know, for you guys being able to have that was, you know, 551 00:22:27,750 --> 00:22:31,320 to me that was the capability that you could always fall back on no matter what. 552 00:22:31,459 --> 00:22:34,610 What it is we're doing, we have a, a particular skill set that will travel. 553 00:22:34,669 --> 00:22:36,379 I can always personally sell. 554 00:22:36,470 --> 00:22:37,909 It doesn't matter what market you put me in, right? 555 00:22:37,909 --> 00:22:40,340 'cause that that skillset does transfer. 556 00:22:40,340 --> 00:22:44,750 And really what that skillset is, is I'm a great listener and people 557 00:22:44,750 --> 00:22:47,540 will tell me their problems and then I can help with solutions. 558 00:22:47,540 --> 00:22:50,480 And if that solution means selling their house, buying a house, or whatever 559 00:22:50,480 --> 00:22:53,480 it is that I'm trying to help them solve, I'm gonna be able to get to 560 00:22:53,480 --> 00:22:54,800 the heart of that and figure it out. 561 00:22:54,800 --> 00:22:55,550 And they'll trust me. 562 00:22:55,550 --> 00:22:55,850 Why? 563 00:22:55,850 --> 00:22:58,189 'cause I wanna help 'em truly like I truly do. 564 00:22:58,189 --> 00:22:59,959 So usually they don't tell me to f off. 565 00:23:00,389 --> 00:23:00,690 Right. 566 00:23:00,780 --> 00:23:01,620 They usually don't. 567 00:23:01,620 --> 00:23:03,389 They may be in the beginning, but now it's rare. 568 00:23:03,389 --> 00:23:07,710 Even a fisbo won't say that to me because of my approach, but my approach is really 569 00:23:07,710 --> 00:23:09,420 a collaborative and and helpful approach. 570 00:23:09,420 --> 00:23:11,790 So I knew that we could move here and we could make it work. 571 00:23:12,030 --> 00:23:15,690 What I was surprised about, which is kind of what you mentioned with Kevin, right? 572 00:23:15,690 --> 00:23:17,760 So is it Kevin, right? 573 00:23:17,764 --> 00:23:17,835 Yeah. 574 00:23:17,835 --> 00:23:18,035 Yeah. 575 00:23:18,180 --> 00:23:18,600 Shoemaker. 576 00:23:18,600 --> 00:23:18,899 Yeah. 577 00:23:19,004 --> 00:23:19,355 Shema. 578 00:23:19,360 --> 00:23:19,889 Yeah, that's what I thought. 579 00:23:20,280 --> 00:23:20,700 So. 580 00:23:21,615 --> 00:23:24,615 I realized I thought that I was going to have Jersey sustain. 581 00:23:24,645 --> 00:23:26,685 I'm like, there's too strong of a database. 582 00:23:26,685 --> 00:23:29,625 I built too strong of a business there, my reputation, my mark, 583 00:23:29,625 --> 00:23:31,215 my my brand, all of that. 584 00:23:31,215 --> 00:23:32,205 I'm not gonna burn that down. 585 00:23:32,205 --> 00:23:33,855 That doesn't make any sense for me to do that. 586 00:23:34,455 --> 00:23:35,415 I'll be able to keep that. 587 00:23:35,415 --> 00:23:38,415 I'll find somebody who wants to take it and then I'll build it in Arizona, and 588 00:23:38,415 --> 00:23:40,754 Arizona will become my primary market. 589 00:23:41,415 --> 00:23:42,615 That was original thought. 590 00:23:43,245 --> 00:23:44,475 So I came to Arizona. 591 00:23:44,475 --> 00:23:46,095 I got my broker's license. 592 00:23:46,545 --> 00:23:47,145 Um. 593 00:23:47,564 --> 00:23:49,245 I hired a couple agents to my team. 594 00:23:49,245 --> 00:23:50,745 We went and got a small office. 595 00:23:50,745 --> 00:23:55,605 I took a few FSBOs, uh, expired listings, and then I realized 596 00:23:55,605 --> 00:23:56,745 something similar to Kevin. 597 00:23:57,495 --> 00:24:01,635 I love running it remote, like it's so fun and Jersey is crushing. 598 00:24:01,725 --> 00:24:04,814 So like that was a, that was the second myth that I'm like, 599 00:24:04,814 --> 00:24:06,284 I've gotta build it where I am. 600 00:24:06,585 --> 00:24:07,004 Yeah. 601 00:24:07,095 --> 00:24:08,655 And I need Kevin, Kevin realized that too. 602 00:24:08,655 --> 00:24:09,345 It's funny. 603 00:24:09,345 --> 00:24:10,995 I've got a, just you would love her. 604 00:24:11,145 --> 00:24:16,064 Um, Stacy in, uh, she's in Columbus and, and, uh. 605 00:24:16,514 --> 00:24:23,534 So they spend several months of every year in the Caribbean, um, 606 00:24:23,564 --> 00:24:25,034 they have their little go-to spot. 607 00:24:25,034 --> 00:24:26,655 They have their little, little, little getaway. 608 00:24:26,715 --> 00:24:29,504 And most of the time they'll, they'll just disappear and nobody 609 00:24:29,504 --> 00:24:31,064 will, nobody will know, right? 610 00:24:31,064 --> 00:24:32,595 They don't want clients to know, they don't wanna see that 611 00:24:32,595 --> 00:24:33,495 they're traveling and everything. 612 00:24:34,004 --> 00:24:37,905 And, um, and so the question that we always go through is, 613 00:24:37,935 --> 00:24:39,465 what can't I do from here? 614 00:24:39,584 --> 00:24:39,915 Right? 615 00:24:39,915 --> 00:24:42,314 Like, it's not, it's not all the things that we, Hey, we gotta do all this. 616 00:24:42,314 --> 00:24:42,554 We just. 617 00:24:43,560 --> 00:24:45,210 No, really what I, what can I not do? 618 00:24:45,240 --> 00:24:46,500 Okay, well, we, we can't do that. 619 00:24:46,500 --> 00:24:46,650 Okay. 620 00:24:46,650 --> 00:24:47,490 We gotta have some help here. 621 00:24:47,520 --> 00:24:48,210 We can't do that. 622 00:24:48,210 --> 00:24:49,020 We gotta have some help here. 623 00:24:49,350 --> 00:24:54,030 So like, like for you, virtually running, you know, from afar, 624 00:24:54,285 --> 00:24:55,650 what have, what have you learned? 625 00:24:55,650 --> 00:24:58,530 Like you have to have this, this, and this place. 626 00:24:58,530 --> 00:25:00,900 These, like, what are the top three things that you have to have in place 627 00:25:00,900 --> 00:25:04,530 to be able to, to run, continue to run and, and grow your business remotely? 628 00:25:04,950 --> 00:25:08,880 I have to have great people that are hungry and wanna and, and want listings 629 00:25:08,880 --> 00:25:13,440 and trust me in my brand because I. Although I'll still sell a little bit 630 00:25:13,440 --> 00:25:16,500 in New Jersey when it's convenient and every time I go there I take a listing 631 00:25:16,500 --> 00:25:18,180 because I wanna pay for my whole trip. 632 00:25:18,629 --> 00:25:24,210 But like I need people who are willing to, that wanna work, that wanna sell, 633 00:25:24,210 --> 00:25:26,100 that will follow the process and trust me. 634 00:25:26,520 --> 00:25:29,970 And I'm lucky to have those people and I can continue to find those people. 635 00:25:29,970 --> 00:25:30,870 So that's important. 636 00:25:31,350 --> 00:25:35,490 Couple little really annoying things I've had to figure out are like signs. 637 00:25:36,195 --> 00:25:36,825 Oh my God. 638 00:25:36,885 --> 00:25:39,945 Actually the biggest nightmare of my life and Brian's life is like 639 00:25:39,945 --> 00:25:41,385 figuring out signs in lock boxes. 640 00:25:41,535 --> 00:25:42,105 Where are they? 641 00:25:42,105 --> 00:25:42,705 Who has them? 642 00:25:42,705 --> 00:25:43,665 Do we have enough? 643 00:25:43,725 --> 00:25:44,655 We need more. 644 00:25:45,045 --> 00:25:46,545 Who has what in their garage? 645 00:25:46,545 --> 00:25:49,395 Like that's probably the biggest process. 646 00:25:49,395 --> 00:25:51,645 That's annoying and it's such a stupid one, but it is. 647 00:25:52,095 --> 00:25:54,795 It's like who's picking that sign up If I take a listing. 648 00:25:55,425 --> 00:25:55,485 Yeah. 649 00:25:55,485 --> 00:25:58,305 That's probably something like, again, I can't physically be there. 650 00:25:58,305 --> 00:26:00,255 Little things that you don't think about until you're like, oh shit, 651 00:26:00,255 --> 00:26:01,365 we can't go around and get that. 652 00:26:01,365 --> 00:26:02,235 Who can go get that horse? 653 00:26:02,235 --> 00:26:02,295 No. 654 00:26:02,295 --> 00:26:03,170 Like who's our runner now? 655 00:26:03,170 --> 00:26:04,155 Like, I don't even know. 656 00:26:04,155 --> 00:26:04,215 Yeah. 657 00:26:04,215 --> 00:26:05,535 So like that has been like. 658 00:26:06,149 --> 00:26:07,470 But we had to get a process around that. 659 00:26:07,470 --> 00:26:11,159 You have to have a process around every single thing because when you don't have 660 00:26:11,159 --> 00:26:14,370 an office anymore, like we used to have an office, we had a big closet full of 661 00:26:14,370 --> 00:26:16,500 signs, full of lock boxes full of writers. 662 00:26:17,100 --> 00:26:19,200 When that was low, we ordered more. 663 00:26:20,280 --> 00:26:24,300 Now you have to figure that out, like presentations, getting all those things 664 00:26:24,300 --> 00:26:27,090 done so when you don't have an office and you're not physically there, it's 665 00:26:27,090 --> 00:26:31,950 figuring those processes out, which we have now pretty much figured out. 666 00:26:31,950 --> 00:26:33,210 But that was the biggest nightmare. 667 00:26:33,600 --> 00:26:38,010 Yeah, I would say, um, and then I can't physically be there to sell, which I 668 00:26:38,010 --> 00:26:39,900 tell my agents is such a value to them. 669 00:26:40,710 --> 00:26:43,890 And if you show, and so I'm really honest, like there's no 670 00:26:43,890 --> 00:26:45,630 participation trophies on our team. 671 00:26:45,780 --> 00:26:49,950 Like it's the ones that do the work show up consistently. 672 00:26:49,950 --> 00:26:51,600 Like just because you're on the team doesn't mean you 673 00:26:51,600 --> 00:26:53,520 get, it's not equal, right? 674 00:26:53,520 --> 00:26:55,530 Those who show up and do the work and. 675 00:26:55,949 --> 00:26:56,310 Follow the process. 676 00:26:56,310 --> 00:26:57,106 Well, it's, it's fair. 677 00:26:57,110 --> 00:26:57,510 It's fair. 678 00:26:57,510 --> 00:27:00,209 And, and I think we have to remember if fair is not equal, it's earned. 679 00:27:00,209 --> 00:27:02,610 Earned Exactly right. 680 00:27:02,610 --> 00:27:04,860 A fair compensation for what you do. 681 00:27:05,189 --> 00:27:05,520 Right. 682 00:27:05,524 --> 00:27:06,719 And, and, and how you earn it. 683 00:27:06,810 --> 00:27:07,169 Yeah. 684 00:27:07,169 --> 00:27:07,560 I love that. 685 00:27:07,560 --> 00:27:09,000 And so there's a lot more to earn now too. 686 00:27:09,030 --> 00:27:12,659 'cause it, a listing that I would've taken is now not mine 687 00:27:12,659 --> 00:27:13,770 to take, I won't take it now. 688 00:27:13,770 --> 00:27:14,820 Now you take it. 689 00:27:14,820 --> 00:27:17,820 Now you have opportunities that I personally would've done before. 690 00:27:18,180 --> 00:27:21,900 And I was doing that before as well when I was physically there, but now 691 00:27:21,900 --> 00:27:25,740 it's way more so it's, it's really an opportunity for my agents to grow. 692 00:27:26,130 --> 00:27:30,600 I've also created a little mentorship like process where my top agents, if 693 00:27:30,600 --> 00:27:35,940 I bring a new agent on, they name them as sponsor with exp and with place, 694 00:27:35,940 --> 00:27:37,290 there's a sponsorship thing as well. 695 00:27:37,290 --> 00:27:42,360 So it's a way to, it's like a body system, right? 696 00:27:42,360 --> 00:27:42,361 Yeah. 697 00:27:43,050 --> 00:27:45,090 You know, Mary and Mandy are my two top agents. 698 00:27:45,090 --> 00:27:45,360 Guys. 699 00:27:45,360 --> 00:27:47,730 I'm gonna bring this new agent, I'm gonna have them name you. 700 00:27:47,760 --> 00:27:50,070 Your only job is be their friend. 701 00:27:50,520 --> 00:27:52,530 Make sure they come on our, come on our calls. 702 00:27:52,740 --> 00:27:55,440 If you guys are going to the mortgage company to do some video content, 703 00:27:55,440 --> 00:27:58,470 like invite them along with you, check in, let them shadow you. 704 00:27:58,800 --> 00:28:02,400 All I really want them to do is they're busy agents from shadow you. 705 00:28:02,400 --> 00:28:03,480 You're putting an offer in blind. 706 00:28:03,480 --> 00:28:03,900 Copy them. 707 00:28:04,020 --> 00:28:04,920 Let them see how you do it. 708 00:28:05,310 --> 00:28:06,600 You're doing an open house. 709 00:28:06,600 --> 00:28:07,320 Ask 'em to come. 710 00:28:07,500 --> 00:28:09,180 So that's kind of really where. 711 00:28:10,304 --> 00:28:11,534 That's another thing we had to figure out. 712 00:28:11,534 --> 00:28:14,264 'cause I thought I needed a director of sales and I tried that. 713 00:28:14,264 --> 00:28:17,175 But the problem is it's really hard to move and then put someone 714 00:28:17,175 --> 00:28:18,855 else in charge, in place of you. 715 00:28:19,980 --> 00:28:24,105 It, it just didn't, it, it wasn't the right timing and that didn't work. 716 00:28:24,105 --> 00:28:26,595 So, um, that buddy system is working. 717 00:28:27,105 --> 00:28:28,185 Yeah, I love that. 718 00:28:28,455 --> 00:28:28,695 Yeah. 719 00:28:28,695 --> 00:28:32,925 And it's, you know, what is the biggest threat from being virtual? 720 00:28:33,375 --> 00:28:34,215 Is it the people? 721 00:28:35,264 --> 00:28:36,960 Well, you know what, they're always gonna, I mean. 722 00:28:39,345 --> 00:28:40,514 I don't know what the biggest threat is. 723 00:28:40,514 --> 00:28:43,365 I don't know that the threats really change because your people can 724 00:28:43,365 --> 00:28:47,205 always leave you, you always have to be increasing your value and you 725 00:28:47,205 --> 00:28:50,445 always have to be putting them first. 726 00:28:50,475 --> 00:28:52,245 You, you're always gonna have turnover. 727 00:28:52,245 --> 00:28:53,925 So the biggest threat, 728 00:28:57,105 --> 00:28:57,735 I don't know. 729 00:28:57,794 --> 00:28:59,415 You know, I, I don't even know if I can answer that. 730 00:28:59,745 --> 00:29:00,230 Yeah, yeah. 731 00:29:00,345 --> 00:29:01,815 I can't personally pick it up. 732 00:29:01,815 --> 00:29:04,695 I can't personally, if we're having a bad month, go take five listings. 733 00:29:04,695 --> 00:29:07,004 Like I could then I could do it here, but I don't want to. 734 00:29:07,439 --> 00:29:07,740 Right. 735 00:29:07,800 --> 00:29:10,080 So I guess that's part partly. 736 00:29:11,040 --> 00:29:14,939 Is it how important, you know, looking at, I, I think the models 737 00:29:14,939 --> 00:29:15,960 are a little bit different, right? 738 00:29:15,960 --> 00:29:18,929 So it just really kind of depend on, on, on what the model is. 739 00:29:18,929 --> 00:29:22,770 I mean, you know, thinking about like, like Stacy and Pam and the 740 00:29:22,770 --> 00:29:27,179 other agents that have successfully exited their market in building an 741 00:29:27,179 --> 00:29:30,000 incredible market, um, you know. 742 00:29:30,335 --> 00:29:32,585 Lifestyle from, from afar. 743 00:29:33,155 --> 00:29:36,935 Um, you know, the, you know, they, they have really good boots on 744 00:29:36,935 --> 00:29:41,855 ground type people for them, uh, that are more of a hourly kind of wage 745 00:29:41,885 --> 00:29:44,315 earner instead of upside potential. 746 00:29:45,095 --> 00:29:48,545 Is it, is it key to have a couple go-to that are kind of on the 747 00:29:48,545 --> 00:29:52,385 payroll, as you would say, um, to be able to be a good resource there? 748 00:29:52,390 --> 00:29:57,035 We use all va, all virtual assistant, so I don't have anybody boots on the ground. 749 00:29:57,035 --> 00:29:58,775 And I think that's our superpower too. 750 00:29:59,190 --> 00:30:02,220 Because it is, everything is processed and systematized. 751 00:30:02,220 --> 00:30:06,570 And so if I can tell you the truth about like our, our transaction coordination 752 00:30:06,570 --> 00:30:11,820 process now has never been better because it's virtual assistant and they're so 753 00:30:11,820 --> 00:30:16,470 process oriented that they hold the agents accountable to the process. 754 00:30:16,530 --> 00:30:20,790 And if the process isn't followed, there's no, Hey, can you just 755 00:30:20,790 --> 00:30:21,600 do this for me real quick? 756 00:30:21,600 --> 00:30:23,640 I'm running late till it's showing it's not how it works. 757 00:30:23,640 --> 00:30:24,960 You will follow the process. 758 00:30:25,500 --> 00:30:26,130 And so. 759 00:30:27,900 --> 00:30:31,440 I mean, I know that most of the largest teams have directors of sales, but I think 760 00:30:31,440 --> 00:30:33,270 I'm almost kind of bucking that system. 761 00:30:33,270 --> 00:30:34,440 Like I don't think we need it. 762 00:30:34,440 --> 00:30:37,590 I think eventually I'm gonna need to cut step out of it a little bit more. 763 00:30:37,590 --> 00:30:38,790 I am really involved. 764 00:30:39,480 --> 00:30:41,100 I don't know that that person needs to be physical. 765 00:30:41,760 --> 00:30:43,740 Yeah, that person might need to just be virtual as well. 766 00:30:43,740 --> 00:30:48,870 I kind of like it that way, and it empowers the agents to be more 767 00:30:48,870 --> 00:30:51,810 self-sufficient, but at the same time, listen, I'm not gonna sugarcoat this. 768 00:30:51,810 --> 00:30:53,040 We offer a ton of leads. 769 00:30:53,310 --> 00:30:56,610 And a ton of opportunities and a large database and great marketing in 770 00:30:56,610 --> 00:30:59,670 every system you could ever imagine that you couldn't do on your own. 771 00:31:00,000 --> 00:31:02,399 Yeah, I was about to say, what's the value proposition that, you know, to 772 00:31:02,399 --> 00:31:04,440 keep an agent plugged in and engaged? 773 00:31:05,399 --> 00:31:14,100 Um, I think it's really always like leadership leads and learning, right? 774 00:31:14,100 --> 00:31:15,720 So like, I kind of look at it that way. 775 00:31:15,720 --> 00:31:18,120 So it's like the, the leadership there, I'm gonna lead you. 776 00:31:18,120 --> 00:31:19,080 I'll show you how to do it. 777 00:31:19,080 --> 00:31:20,639 It's how I did it, like. 778 00:31:21,240 --> 00:31:22,050 How hard would it be? 779 00:31:22,050 --> 00:31:24,390 How hard would it be if you didn't have the leads? 780 00:31:24,420 --> 00:31:24,690 Right? 781 00:31:24,690 --> 00:31:29,640 Because I see so many agents that say they want to, you know, build a, build a team, 782 00:31:29,640 --> 00:31:33,030 build, build something, and I'm like, okay, well what's the value proposition? 783 00:31:33,030 --> 00:31:35,880 Well, it's the coaching and the support is the training. 784 00:31:35,880 --> 00:31:38,550 And it's like, okay, well I can give 'em some leadership and some guidance. 785 00:31:39,225 --> 00:31:41,865 Okay, but so what does the split structure have to look like? 786 00:31:41,865 --> 00:31:44,655 What, what, what, what are they willing to pay for for that? 787 00:31:45,225 --> 00:31:47,715 And I, it's, it's hard, right? 788 00:31:47,715 --> 00:31:49,065 It's real, real hard. 789 00:31:49,065 --> 00:31:52,155 I mean, we learned that lesson with, with our very dear friend, you 790 00:31:52,155 --> 00:31:56,505 know, gene, and, you know, you know, gene was on that model no leads. 791 00:31:56,955 --> 00:32:00,885 And when the market shifted and market got real hard, those people, like, they 792 00:32:00,885 --> 00:32:02,775 just, they kind of, they kind of dry up. 793 00:32:02,775 --> 00:32:05,930 So how, I mean, how critical is it if you are trying to build. 794 00:32:06,659 --> 00:32:09,270 Some type of of team structure organization. 795 00:32:09,360 --> 00:32:10,860 Is it to provide opportunities? 796 00:32:11,429 --> 00:32:15,540 I think listen, we can, we can say all we want people join you. 797 00:32:15,540 --> 00:32:18,000 They join your value, your coaching. 798 00:32:18,659 --> 00:32:22,050 At the end of the day, we're all looking for leverage and leads are leverage. 799 00:32:22,050 --> 00:32:22,139 Mm-hmm. 800 00:32:22,469 --> 00:32:22,709 Right. 801 00:32:22,709 --> 00:32:24,060 They're leverage for agents. 802 00:32:24,060 --> 00:32:24,240 Right. 803 00:32:24,240 --> 00:32:27,929 You, you still have to lead generate, you're still gonna do the open houses and 804 00:32:27,929 --> 00:32:32,040 if you can do, we actually have a lead gen wheel that we show that it's like if you 805 00:32:32,040 --> 00:32:35,280 can do open houses, you can reach out to your sphere and you can use, and you can. 806 00:32:36,000 --> 00:32:39,990 Prospect, we're gonna give you, if you can get half of the business 807 00:32:39,990 --> 00:32:42,240 on this side of the sphere, and we can give you the other half. 808 00:32:42,630 --> 00:32:46,830 Now, what I've found is we're really giving them 75% from our team 809 00:32:46,830 --> 00:32:49,440 generated, but their leverage for me. 810 00:32:49,440 --> 00:32:52,950 So we can sit here all day and say they join my coaching. 811 00:32:52,950 --> 00:32:56,400 And if your value proposition as a leader is big enough that people will 812 00:32:56,400 --> 00:32:59,880 join you for that, they're not gonna, they're gonna pay you what that's worth. 813 00:33:00,300 --> 00:33:00,570 Right? 814 00:33:01,020 --> 00:33:01,950 And so. 815 00:33:02,955 --> 00:33:06,015 My agents make a little more and they bring the lead in on their own than 816 00:33:06,015 --> 00:33:07,875 they do if I give it to them directly. 817 00:33:08,565 --> 00:33:11,805 They need leads, they need opportunities, and I don't think 818 00:33:11,805 --> 00:33:12,820 we can pretend that that's not. 819 00:33:13,650 --> 00:33:14,640 But that's not the truth. 820 00:33:15,300 --> 00:33:17,340 And I think I, I would agree you, I mean, you, you know me, man. 821 00:33:17,340 --> 00:33:20,490 I, you know, I, I I defaulted into this industry, right. 822 00:33:20,490 --> 00:33:24,690 You know, taking a, taking a position as before it was an integrator. 823 00:33:24,690 --> 00:33:26,280 I mean, that's the position I, I took. 824 00:33:26,280 --> 00:33:29,641 'cause I already walked into a successful organization by standards and. 825 00:33:30,180 --> 00:33:33,300 2004. It was one of the top organizations on the planet. 826 00:33:33,810 --> 00:33:36,600 And you know, just the amount of market share that we were able to 827 00:33:36,600 --> 00:33:38,190 obtain in, in transaction count. 828 00:33:38,550 --> 00:33:39,900 But it was, it was a shit show. 829 00:33:40,380 --> 00:33:40,890 Right. 830 00:33:40,950 --> 00:33:46,350 And being able to, you know, uh, put, you know, put the, put the train on 831 00:33:46,350 --> 00:33:50,070 the tracks and keep the guardrails up i's like, I able to put the bumpers up. 832 00:33:50,070 --> 00:33:52,740 I mean, that's, that's the best way to describe what the kinder 833 00:33:52,740 --> 00:33:54,000 organization was before me. 834 00:33:54,000 --> 00:33:54,870 It was, it was like. 835 00:33:55,635 --> 00:33:58,814 Um, you know, a 5-year-old bowling without, without the bumpers. 836 00:33:59,294 --> 00:34:02,175 And, and so being able to put the, the bumper rails up. 837 00:34:02,774 --> 00:34:06,105 But we had leads, like we dominated with leads. 838 00:34:06,105 --> 00:34:08,924 Like nobody generated more leads than we did. 839 00:34:08,924 --> 00:34:12,284 So, like, I, like day one, I understood the importance of 840 00:34:12,284 --> 00:34:14,025 leads and what agents value. 841 00:34:14,594 --> 00:34:18,014 And you know, I hear, you know, hey, they, they value support. 842 00:34:18,014 --> 00:34:19,065 They value training. 843 00:34:19,065 --> 00:34:20,205 They value leadership. 844 00:34:20,715 --> 00:34:22,875 I think they value opportunity more than anything. 845 00:34:23,460 --> 00:34:25,350 You know, I think it's the whole package, right? 846 00:34:25,350 --> 00:34:26,730 At the end of the day, it's the whole package. 847 00:34:26,730 --> 00:34:31,920 So there has to be, I don't think if your value proposition is only leads, if your 848 00:34:31,920 --> 00:34:36,060 value proposition is only leads and there are teams that way, you're gonna see a lot 849 00:34:36,060 --> 00:34:38,130 of turnover, turnover, turnover, turnover. 850 00:34:38,130 --> 00:34:39,540 Because they're not with you for you. 851 00:34:39,540 --> 00:34:42,510 They're with you for leads, and when they can figure out how to generate their own. 852 00:34:43,605 --> 00:34:45,344 Or they find another opportunity. 853 00:34:45,344 --> 00:34:46,905 They have no loyalty, right? 854 00:34:46,905 --> 00:34:48,315 They're just gonna move somewhere else. 855 00:34:48,315 --> 00:34:50,745 Because if they join you for leads, they'll leave you for more leads or more 856 00:34:50,750 --> 00:34:51,659 money Doesn't have, there has to be more. 857 00:34:51,824 --> 00:34:54,735 I, I love you, I love your three-pronged, three three-pronged approach. 858 00:34:54,735 --> 00:34:55,155 Right? 859 00:34:55,245 --> 00:34:57,105 You know, it's, it's about what? 860 00:34:57,105 --> 00:34:57,495 What'd you say? 861 00:34:57,495 --> 00:34:59,925 Leadership listings learning, right? 862 00:34:59,925 --> 00:35:00,405 You gotta teach 'em. 863 00:35:00,765 --> 00:35:01,275 You gotta lead 'em. 864 00:35:01,545 --> 00:35:03,525 You gotta teach 'em, and you gotta give 'em opportunity. 865 00:35:03,900 --> 00:35:04,200 Yeah. 866 00:35:04,200 --> 00:35:07,560 And I think that if you do that and then there has to be, there has to be a growth. 867 00:35:07,560 --> 00:35:09,029 So that's where the opportunities come in. 868 00:35:09,029 --> 00:35:09,840 It's not just leads. 869 00:35:09,840 --> 00:35:11,850 It's what, how can you become a mentor? 870 00:35:11,850 --> 00:35:14,610 How can I show you how to, that's opportunity, right? 871 00:35:14,610 --> 00:35:15,660 It's opportunity to grow. 872 00:35:15,660 --> 00:35:16,890 It's opportunity to give back. 873 00:35:16,890 --> 00:35:17,520 I love that. 874 00:35:17,520 --> 00:35:17,790 Right. 875 00:35:17,790 --> 00:35:19,590 You know, the best that I've, that I've seen. 876 00:35:20,190 --> 00:35:24,180 Create a culture of, of leadership and winning and 877 00:35:24,180 --> 00:35:25,920 accountability is, is Sloan right? 878 00:35:25,920 --> 00:35:28,350 And I've told you this, like, I, I mean, I shared it with you. 879 00:35:28,350 --> 00:35:29,400 We were working together. 880 00:35:29,970 --> 00:35:33,180 I remember to this day and, and him and I talk about it all the time, 881 00:35:33,180 --> 00:35:36,900 you know, you, you, you have those moments where it's like, wow, right. 882 00:35:36,900 --> 00:35:40,500 And I got to see it play out and where his organization is today compared 883 00:35:40,530 --> 00:35:45,090 at that time, at the end of 20 when he said, you know, the daily wins. 884 00:35:45,305 --> 00:35:48,725 And I'm like, dude, the down the, the ripple effect of that decision 885 00:35:48,725 --> 00:35:53,945 because it forces you to, you know, get focused and commit and then be 886 00:35:53,945 --> 00:35:56,705 accountable and win and cultivates. 887 00:35:56,705 --> 00:35:59,555 Leadership cultivates accountability, right? 888 00:35:59,555 --> 00:36:01,745 I think is, is also the big component there. 889 00:36:02,045 --> 00:36:05,735 But that's like you, you have a standard, I have to hold you accountable. 890 00:36:05,735 --> 00:36:07,775 If you want these, if you want these leads and these 891 00:36:07,775 --> 00:36:08,800 opportunities, you gotta perform. 892 00:36:09,765 --> 00:36:10,005 Right. 893 00:36:10,005 --> 00:36:11,565 You have to, and you have to follow the process. 894 00:36:11,565 --> 00:36:14,565 And the thing is, is that it's, I don't have, like, you have to sell 895 00:36:14,565 --> 00:36:18,345 two houses a month on my team, or you've got a prospect from nine to 11. 896 00:36:18,345 --> 00:36:21,225 I've tried all the models, by the way, and you've gotta find 897 00:36:21,225 --> 00:36:22,425 the one that feels good for you. 898 00:36:22,425 --> 00:36:24,585 'cause I remember in the beginning your style career, it was, 899 00:36:24,585 --> 00:36:25,695 you don't get to be creative. 900 00:36:25,725 --> 00:36:27,135 This is the model, follow it. 901 00:36:27,735 --> 00:36:29,955 And so I'm like, okay, that's what I have to do. 902 00:36:29,955 --> 00:36:33,945 And so I tried and tried and tried and it wasn't, it didn't feel right to me. 903 00:36:33,945 --> 00:36:35,085 So now I'm like. 904 00:36:35,595 --> 00:36:38,355 Who the hell created the model and why did they get to tell me what to do? 905 00:36:38,535 --> 00:36:39,705 Like, right. 906 00:36:39,705 --> 00:36:42,705 Like, I don't know why I was, you know, I was so gullible. 907 00:36:42,705 --> 00:36:43,905 I felt like I had to do it that way. 908 00:36:43,905 --> 00:36:47,775 So now it's like, listen, you pick your, if you wanna sell, as long 909 00:36:47,775 --> 00:36:49,634 as you're good for my culture, if you wanna sell 10 houses this 910 00:36:49,634 --> 00:36:50,835 year, let's get a plan around that. 911 00:36:51,525 --> 00:36:51,975 Right? 912 00:36:52,215 --> 00:36:53,055 And you can do that. 913 00:36:53,055 --> 00:36:55,905 If you wanna sell 40, you absolutely can. 914 00:36:55,905 --> 00:36:57,134 Let's get a plan around that. 915 00:36:57,134 --> 00:36:58,725 Your plans are gonna look very different. 916 00:36:58,905 --> 00:36:58,995 Sure. 917 00:36:59,025 --> 00:37:02,055 But when you're not showing up, either one of you like, expect me to reach out 918 00:37:02,055 --> 00:37:03,495 and be like, Hey, I thought the goal was. 919 00:37:04,410 --> 00:37:05,695 You know, I wanted to, that was 40 credit. 920 00:37:06,295 --> 00:37:08,550 I wanted to buy the house and this, these were what the things you 921 00:37:08,550 --> 00:37:09,930 told me to do, did that change? 922 00:37:10,170 --> 00:37:13,290 How, I love that you said that because when, when somebody says 923 00:37:13,290 --> 00:37:15,720 that they wanna sell X number of houses, I'm like, how come? 924 00:37:16,410 --> 00:37:19,380 Like, why w what, what is this for? 925 00:37:19,380 --> 00:37:19,800 Right. 926 00:37:20,040 --> 00:37:24,000 Th this is only a vehicle to achieve bigger goals and, and freedom. 927 00:37:24,900 --> 00:37:25,500 How come? 928 00:37:25,830 --> 00:37:28,440 Like, and, and so what will that do for your life? 929 00:37:28,440 --> 00:37:28,590 So good. 930 00:37:29,220 --> 00:37:29,400 Yeah. 931 00:37:29,400 --> 00:37:30,750 What, what's that gonna do for your life? 932 00:37:30,750 --> 00:37:32,730 And then, and if you don't do that. 933 00:37:33,210 --> 00:37:34,230 What's your life gonna look like? 934 00:37:34,230 --> 00:37:36,840 And we see the same thing with sellers, the same thing with buyers. 935 00:37:36,870 --> 00:37:40,710 It's what's the motivation and what's the plan B? 936 00:37:41,310 --> 00:37:41,910 Right? 937 00:37:42,000 --> 00:37:45,060 What's So if I know those two things, if I know you're motivated to sell 938 00:37:45,060 --> 00:37:50,100 your house because you wanna transfer to Florida because you wanna be in 939 00:37:50,100 --> 00:37:53,370 the warm weather, well, if I know that that's the importance and you wanna do 940 00:37:53,370 --> 00:37:57,300 it by September, well what's the plan if we're, if we're listed to listed 941 00:37:57,300 --> 00:37:58,920 at 600,000 and we're not selling. 942 00:37:59,325 --> 00:37:59,984 What's your plan B? 943 00:37:59,984 --> 00:38:01,065 Are you gonna stay there? 944 00:38:01,365 --> 00:38:01,634 Right. 945 00:38:01,634 --> 00:38:02,775 Are you gonna rent it out? 946 00:38:02,895 --> 00:38:02,984 Mm-hmm. 947 00:38:03,345 --> 00:38:04,634 Are you, what's your plan B? 948 00:38:04,665 --> 00:38:04,935 Okay. 949 00:38:04,935 --> 00:38:06,075 The plan is still go to Florida. 950 00:38:06,075 --> 00:38:08,625 All right, well this isn't working, so we gotta figure out a new process. 951 00:38:08,625 --> 00:38:08,714 Right. 952 00:38:08,714 --> 00:38:09,975 And it's the same thing with the agents. 953 00:38:09,975 --> 00:38:11,205 So what is the goal? 954 00:38:11,625 --> 00:38:15,734 And if we don't hit it that way, what's our, what's, what's our life look like? 955 00:38:15,765 --> 00:38:15,825 Yeah. 956 00:38:16,710 --> 00:38:16,950 Yeah. 957 00:38:16,950 --> 00:38:17,700 What does that look like? 958 00:38:17,700 --> 00:38:18,930 So you just have to do it with your eyes open. 959 00:38:19,290 --> 00:38:21,600 You decide not to show up, you decide not to follow the process. 960 00:38:21,600 --> 00:38:23,640 Well, you're probably gonna go back to working at Target if that's 961 00:38:23,640 --> 00:38:24,480 where you were before, right? 962 00:38:24,690 --> 00:38:26,339 And, and it's all about right. 963 00:38:26,339 --> 00:38:30,120 So I, I loved connecting the dots with, you know, I introduced 964 00:38:30,120 --> 00:38:31,200 you to the four C's, right? 965 00:38:31,200 --> 00:38:33,720 It's commitment, you know, courage, capabilities. 966 00:38:33,720 --> 00:38:39,265 You know, confidence, the four Cs to, to confidence and the, when I, when I hear 967 00:38:39,265 --> 00:38:42,595 you talking about that, right, it's like, you know, it's like we always say like, 968 00:38:42,595 --> 00:38:45,925 who do you have to become in order to, to achieve the goals that you wanna achieve? 969 00:38:45,925 --> 00:38:46,885 And you have to remember. 970 00:38:47,685 --> 00:38:52,035 Your, your, your goals are also in alignment to your capabilities. 971 00:38:52,095 --> 00:38:55,845 So if, if you're not resourceful enough or you're, you're not enough 972 00:38:55,845 --> 00:38:59,115 skilled in, in a certain aspect of the key skills that we all must 973 00:38:59,115 --> 00:39:02,415 possess to achieve certain outcomes, then it's never gonna happen, right? 974 00:39:02,415 --> 00:39:06,225 So you gotta make sure that your, your goals and your capabilities are, are in 975 00:39:06,225 --> 00:39:09,615 alignment, or you're continuing to grow the capabilities to achieve your goals. 976 00:39:10,005 --> 00:39:11,085 Um, it's, it's. 977 00:39:11,310 --> 00:39:12,270 It's really fascinating. 978 00:39:12,330 --> 00:39:14,640 So, and I think the capabilities part is really important. 979 00:39:14,640 --> 00:39:18,060 I think we forget about that too, is that not everybody's made to do this. 980 00:39:18,270 --> 00:39:18,569 Correct. 981 00:39:18,569 --> 00:39:20,100 And that's okay. 982 00:39:20,370 --> 00:39:23,850 Like, I have that conversation with people, like, some people like figure out, 983 00:39:23,850 --> 00:39:26,250 like I'm a big personality profile person. 984 00:39:26,250 --> 00:39:28,950 Like I know all of my profiles, they're all on chat, pt, I don't know if you 985 00:39:28,950 --> 00:39:32,910 put them in there yet, but like, chat, BT knows me better than my husband, but 986 00:39:32,910 --> 00:39:37,410 like it, like know what your strengths are and what you should be doing. 987 00:39:37,440 --> 00:39:39,299 I know that I should not be. 988 00:39:39,900 --> 00:39:42,270 Like managing the CM in the day-to-day. 989 00:39:42,360 --> 00:39:42,600 Yeah. 990 00:39:42,870 --> 00:39:45,210 In fact, if you go in and ask Chad GPT, I did it once. 991 00:39:45,210 --> 00:39:46,260 I'm like, should I be an accountant? 992 00:39:46,410 --> 00:39:47,220 He's like, absolutely. 993 00:39:47,220 --> 00:39:49,800 You should be in a, because Chatt PT is still very positive. 994 00:39:49,800 --> 00:39:50,610 You should be an accountant. 995 00:39:50,820 --> 00:39:50,880 Yeah. 996 00:39:50,880 --> 00:39:51,690 It's a confirmation bias. 997 00:39:52,080 --> 00:39:52,380 Yeah. 998 00:39:52,470 --> 00:39:53,880 And that's the greatest idea. 999 00:39:54,955 --> 00:39:57,720 Then you should be an accountant, but you really shouldn't do anything with numbers. 1000 00:39:58,560 --> 00:39:59,520 I'm like, okay, great. 1001 00:39:59,520 --> 00:40:01,290 So like, you should do what you should do. 1002 00:40:01,290 --> 00:40:08,910 And so capability is a big part and you also can't, you can't teach somebody. 1003 00:40:09,465 --> 00:40:09,884 Like 1004 00:40:12,375 --> 00:40:15,195 the natural ability to connect and to sell. 1005 00:40:15,555 --> 00:40:17,595 Now you can get better the more you try. 1006 00:40:17,595 --> 00:40:20,565 The reps will come in, but you're always gonna be outside of your comfort zone. 1007 00:40:20,565 --> 00:40:22,455 So go find your comfort zone and go excel there. 1008 00:40:22,455 --> 00:40:28,440 Like be in your in, in your, what's the word I'm looking for? 1009 00:40:28,440 --> 00:40:29,410 Just be in your zone. 1010 00:40:29,430 --> 00:40:30,009 Be in zone. 1011 00:40:30,430 --> 00:40:33,825 Be in your zone, in your zone 80% of the time, and just figure out what that is. 1012 00:40:33,825 --> 00:40:34,770 Don't try and be someone you're not. 1013 00:40:35,415 --> 00:40:35,895 Right. 1014 00:40:36,104 --> 00:40:36,345 Yeah. 1015 00:40:36,345 --> 00:40:37,725 Like Brian hates selling. 1016 00:40:37,725 --> 00:40:38,294 He tried it. 1017 00:40:38,294 --> 00:40:38,805 He did it. 1018 00:40:38,805 --> 00:40:39,705 That's what his director of ops does. 1019 00:40:39,705 --> 00:40:40,395 He's outta that line. 1020 00:40:40,575 --> 00:40:40,935 Yeah. 1021 00:40:40,935 --> 00:40:41,160 I don't wanna do that. 1022 00:40:41,165 --> 00:40:41,714 Doesn't need be in there. 1023 00:40:41,774 --> 00:40:42,464 He doesn't need be in there. 1024 00:40:42,765 --> 00:40:42,854 Yeah. 1025 00:40:42,854 --> 00:40:46,334 And, and it, it gets back into, you know, what does, what does Martel talk about? 1026 00:40:46,334 --> 00:40:47,625 It's the productivity quadrant. 1027 00:40:47,685 --> 00:40:48,015 Right? 1028 00:40:48,015 --> 00:40:52,334 Do, do what gives you energy that you're the best at to move the business forward. 1029 00:40:52,395 --> 00:40:53,625 It's gonna make you the most amount of money. 1030 00:40:53,625 --> 00:40:55,334 Do the thing that makes you the most amount of money. 1031 00:40:55,334 --> 00:40:55,879 That gives you energy. 1032 00:40:56,350 --> 00:40:57,790 Not robs you of it, it's super key. 1033 00:40:57,790 --> 00:40:59,410 So, and that's what agents do. 1034 00:40:59,410 --> 00:41:01,480 So when we pay, we take a lot of that off their plate. 1035 00:41:01,480 --> 00:41:04,660 So if we take off all the backend stuff, I'm like, all I really want you 1036 00:41:04,660 --> 00:41:06,310 to do is what you should be good at. 1037 00:41:06,310 --> 00:41:11,830 If you wanna be an agent, which is find people, connect with them and 1038 00:41:12,040 --> 00:41:15,490 service 'em, and then we're going to take on all that backend stuff. 1039 00:41:15,490 --> 00:41:17,770 And you're gonna love your life and you're gonna live a great life and 1040 00:41:17,770 --> 00:41:19,150 you're gonna have a high dollar per hour. 1041 00:41:19,635 --> 00:41:23,385 Um, no, I love, I love that. 1042 00:41:23,445 --> 00:41:28,755 And, you know, 1, 1, 1 thing that I, I, I'm curious about, because you know, 1043 00:41:28,755 --> 00:41:30,615 me, I, I'm, I'm a big vision guy, right? 1044 00:41:30,615 --> 00:41:32,985 Without, without a vision, the village will perish. 1045 00:41:32,985 --> 00:41:36,555 You've gotta create a massive enough vision that the people want to come and 1046 00:41:36,555 --> 00:41:39,945 be a part because they believe they can accomplish their goals and their dreams 1047 00:41:39,945 --> 00:41:43,395 by being a part of the vision and, and what you're trying to accomplish. 1048 00:41:43,395 --> 00:41:48,855 And when you have a vision, then you look for what are all the ways to get there. 1049 00:41:49,215 --> 00:41:56,175 Right, and, and so like even for us, when we were making the move over to, we ended 1050 00:41:56,175 --> 00:42:02,235 up making the move over to exp in in 2017, but going into, coming out of 2015, 1051 00:42:02,235 --> 00:42:06,045 going into 2016, we were like, okay, the. 1052 00:42:06,450 --> 00:42:12,060 Traditional way, the way that we built Lawton is not the way we can build Texas. 1053 00:42:12,090 --> 00:42:14,820 So what, what do people want? 1054 00:42:14,820 --> 00:42:18,600 What is, what is our value proposition and how can we get a bigger piece of the pie? 1055 00:42:18,600 --> 00:42:20,670 And that's where we latched on to partner. 1056 00:42:21,120 --> 00:42:24,120 And we were partnering with agents and market service areas. 1057 00:42:24,120 --> 00:42:27,600 Our, our value promise was four new listings per, per month 1058 00:42:27,600 --> 00:42:29,190 in your market service area. 1059 00:42:29,550 --> 00:42:30,840 And then, you know all the ways. 1060 00:42:31,320 --> 00:42:32,640 But we had a goal, right? 1061 00:42:32,640 --> 00:42:35,070 We had, we had a big, big, hairy, audacious goal. 1062 00:42:35,070 --> 00:42:40,055 We had a. You know, thing that we're like, damn, okay, well we can get 22. 1063 00:42:40,085 --> 00:42:41,645 Let's restructure DFW. 1064 00:42:41,645 --> 00:42:42,935 Maybe we can get 24. 1065 00:42:42,935 --> 00:42:44,945 We can get 26 in DFW. 1066 00:42:44,945 --> 00:42:46,745 Then we're gonna have to go into other markets. 1067 00:42:47,375 --> 00:42:49,085 And our, and our goal was 2000. 1068 00:42:49,384 --> 00:42:49,835 Right? 1069 00:42:50,435 --> 00:42:52,505 And when Al, you know, had. 1070 00:42:53,024 --> 00:42:57,404 The Christmas in, in July with his top two agents leaving him and, you know, 1071 00:42:57,435 --> 00:42:59,625 600,000 in GCI going out the door. 1072 00:42:59,625 --> 00:43:01,845 He had to figure out what the hell am I gonna do? 1073 00:43:01,845 --> 00:43:03,345 Because he was out of production, right? 1074 00:43:03,345 --> 00:43:06,194 He had the call center, he was calling for che, he was doing, you know, 1075 00:43:06,194 --> 00:43:07,455 all the stuff with the call center. 1076 00:43:08,055 --> 00:43:10,424 And he had to go, he, he was gonna have to go back into 1077 00:43:10,424 --> 00:43:11,895 production to save the STA group. 1078 00:43:11,984 --> 00:43:13,095 And that's when, you know. 1079 00:43:14,055 --> 00:43:19,035 He was now open and Cliff got him with, you know, the partner with me video. 1080 00:43:19,035 --> 00:43:25,485 But I remember early on in, in 2016 seeing the model and I watched maybe 1081 00:43:25,485 --> 00:43:26,925 10 minutes of it, 12 minutes of it. 1082 00:43:27,015 --> 00:43:29,985 Um, because I was so latched on to what it is that we're doing. 1083 00:43:30,705 --> 00:43:33,735 But we know better just through all the mental models and the thinking 1084 00:43:33,735 --> 00:43:35,745 and it's like, what are all the ways? 1085 00:43:36,315 --> 00:43:37,485 Is this the best way? 1086 00:43:37,890 --> 00:43:41,070 The goal is still the goal, is that the best way to get there? 1087 00:43:41,070 --> 00:43:45,870 And then that let us go in of our ego of, of prideful, of what we were building. 1088 00:43:45,870 --> 00:43:48,330 An independent model that was partnering with agents. 1089 00:43:48,360 --> 00:43:51,509 Um, we had just partnered with, with Tracy and Jason in Atlanta. 1090 00:43:51,509 --> 00:43:55,320 And like, it was just everything that was, was going in that, and we just blew it up. 1091 00:43:55,799 --> 00:44:01,529 Like we blew it all up because we found a better way to get us to the goal. 1092 00:44:01,890 --> 00:44:04,230 And so, so for you just. 1093 00:44:05,040 --> 00:44:11,610 KW exp Real back to K, back to exp, um, you know, partnering with place, 1094 00:44:11,610 --> 00:44:16,230 like for you, what, what is, what is that filter that you and Brian are 1095 00:44:16,230 --> 00:44:19,890 running through to make sure that you've got the best support, best platform 1096 00:44:19,890 --> 00:44:21,330 for you guys to achieve your goals? 1097 00:44:22,020 --> 00:44:26,520 You know, it's really hard 'cause I think you, you mature a lot along 1098 00:44:26,520 --> 00:44:29,220 the way and with each decision, um. 1099 00:44:29,670 --> 00:44:32,759 You do what you do, what you think is best until you know 1100 00:44:32,759 --> 00:44:33,720 better, and then you do better. 1101 00:44:33,720 --> 00:44:34,080 Right? 1102 00:44:34,080 --> 00:44:36,000 It's my, one of my favorite quotes from Maya Angelou. 1103 00:44:36,420 --> 00:44:38,130 And so I think about that a lot. 1104 00:44:38,130 --> 00:44:41,850 So when I left kw, I love kw. 1105 00:44:41,850 --> 00:44:42,480 I was happy there. 1106 00:44:42,480 --> 00:44:45,299 I felt like I had hit a ceiling and I knew that there was more 1107 00:44:45,299 --> 00:44:46,380 and there was a better way. 1108 00:44:46,380 --> 00:44:48,150 And it's still a great company and people are still there 1109 00:44:48,150 --> 00:44:49,230 now, and that needs for them. 1110 00:44:49,230 --> 00:44:51,270 But for me, I was like, there's, there's something better. 1111 00:44:51,270 --> 00:44:52,860 There's something bigger, there's something newer that 1112 00:44:52,860 --> 00:44:54,570 I should, should latch onto. 1113 00:44:55,380 --> 00:44:57,955 And so I did all the research I could do and I'm like, I think this is it. 1114 00:44:59,055 --> 00:45:02,475 And at the same time, I didn't totally understand what I was building. 1115 00:45:02,475 --> 00:45:04,125 I was still heavily in production. 1116 00:45:04,125 --> 00:45:05,415 I still wanted to build a team. 1117 00:45:05,415 --> 00:45:08,295 And I remember talking to Jay early on too, where he was like 1118 00:45:08,295 --> 00:45:10,995 talking to me about recruiting and building a downline and all of that. 1119 00:45:10,995 --> 00:45:13,935 I'm like, listen, I just wanna sell, like, just show me how 1120 00:45:13,935 --> 00:45:15,315 to sell 500 houses a year. 1121 00:45:15,884 --> 00:45:19,245 And, um, I didn't really understand what I was trying to build. 1122 00:45:19,245 --> 00:45:23,085 And even still, I think it gets blurry sometimes, but then 1123 00:45:25,575 --> 00:45:27,915 when things don't feel right, I tend to. 1124 00:45:29,790 --> 00:45:30,750 Know that I need to change. 1125 00:45:30,750 --> 00:45:33,450 So like when I moved, then I thought, okay, that was great, 1126 00:45:33,450 --> 00:45:34,440 until it wasn't anymore. 1127 00:45:34,440 --> 00:45:35,400 I made a change. 1128 00:45:36,150 --> 00:45:37,920 That wasn't the right decision I made. 1129 00:45:37,920 --> 00:45:40,259 I think that when the market changed, and I'm gonna be really 1130 00:45:40,259 --> 00:45:42,210 vulnerable on this podcast, I will be. 1131 00:45:42,210 --> 00:45:44,250 I the market changed. 1132 00:45:44,520 --> 00:45:47,970 I had built something really big for the sake of being big because 1133 00:45:47,970 --> 00:45:50,880 I thought I needed to sell 500 homes a year or whatever it was. 1134 00:45:50,880 --> 00:45:55,020 There wasn't really a good staple reason around it, except for. 1135 00:45:56,130 --> 00:45:58,710 How do I help more people become more visible, speak to more people? 1136 00:45:58,710 --> 00:46:00,870 Like I knew I wanted to be in my strength zone, but I didn't 1137 00:46:00,870 --> 00:46:03,480 really have a good reason. 1138 00:46:04,020 --> 00:46:08,520 And so then when it all changed, I was just kind of like. 1139 00:46:08,880 --> 00:46:10,620 Oh, I did this all wrong, like burn it. 1140 00:46:10,620 --> 00:46:11,465 And sometimes I can be like that. 1141 00:46:11,465 --> 00:46:12,450 I'm like, just burn it down. 1142 00:46:12,450 --> 00:46:13,319 Like this was wrong. 1143 00:46:13,319 --> 00:46:13,860 Forget it. 1144 00:46:13,860 --> 00:46:15,960 Like don't even, I don't need the studs. 1145 00:46:15,960 --> 00:46:17,009 Burn it all down. 1146 00:46:17,160 --> 00:46:18,120 We'll start all over. 1147 00:46:18,750 --> 00:46:25,980 Um, now I think after doing that, leaving X exp, which I loved X exp, I really did. 1148 00:46:25,980 --> 00:46:30,060 I, there were some challenges, and I don't wanna talk about brokerages 1149 00:46:30,060 --> 00:46:33,509 too much, but there were some challenges there that exp fixed. 1150 00:46:33,840 --> 00:46:37,500 So I actually am really in alignment with exp for that reason, because they saw it. 1151 00:46:38,025 --> 00:46:38,295 Yeah. 1152 00:46:38,415 --> 00:46:38,865 Right. 1153 00:46:38,865 --> 00:46:40,215 They changed leadership. 1154 00:46:40,485 --> 00:46:41,865 They changed the structure a little bit. 1155 00:46:41,865 --> 00:46:43,905 'cause they're like, wait, we built this, it's great. 1156 00:46:43,905 --> 00:46:44,445 It's big. 1157 00:46:44,445 --> 00:46:47,476 But now the size that it is, we've gotta sustainability make changes. 1158 00:46:47,476 --> 00:46:47,477 Yep. 1159 00:46:47,565 --> 00:46:52,575 And they lost me for a reason that they hadn't fixed yet. 1160 00:46:52,730 --> 00:46:56,445 And they fixed it and they, and I'm like, now it really is the best. 1161 00:46:57,075 --> 00:46:58,430 Yeah, right now it really is. 1162 00:46:58,725 --> 00:47:01,155 You go, you go back to a, a couple things there, right? 1163 00:47:01,155 --> 00:47:05,475 And it, you know, we talk about vision and, and part of that, that vision 1164 00:47:05,475 --> 00:47:07,425 is also values, which are standards. 1165 00:47:07,965 --> 00:47:12,735 And the one that really got me right, that, that still has 1166 00:47:12,735 --> 00:47:14,955 me with exp is sustainability. 1167 00:47:15,555 --> 00:47:16,215 And. 1168 00:47:16,815 --> 00:47:21,165 When you make decisions through decision making filters, which are core 1169 00:47:21,165 --> 00:47:26,174 values, are decision making filters and everything runs through agent first. 1170 00:47:26,174 --> 00:47:30,765 Everything runs through, you know, being agile, but also sustainable. 1171 00:47:31,095 --> 00:47:35,865 Like, we're not making this unless it's sustainable for the long haul. 1172 00:47:35,924 --> 00:47:39,944 Like, you know, first to market, you know, market. 1173 00:47:39,944 --> 00:47:43,515 We created this space, we created, you know, the, the virtual. 1174 00:47:43,750 --> 00:47:45,490 You know, place, we dominate it. 1175 00:47:45,490 --> 00:47:47,800 We do need a real, we do need the lpt. 1176 00:47:47,800 --> 00:47:50,770 They, because listen, exp wouldn't have changed if, if, 1177 00:47:50,770 --> 00:47:52,630 if real didn't come along right? 1178 00:47:52,630 --> 00:47:55,480 Exp wouldn't have changed if LPT didn't come along, like they 1179 00:47:55,480 --> 00:47:56,680 wouldn't make the adjustments. 1180 00:47:56,680 --> 00:48:00,730 You need the competition to, to, to make sure that you're still pressure testing 1181 00:48:00,730 --> 00:48:02,530 and making it the best that it can be. 1182 00:48:03,130 --> 00:48:06,340 And, and so for me it's always about sustainability. 1183 00:48:06,340 --> 00:48:09,700 Like if you're going to do this for the long haul, unless 1184 00:48:09,700 --> 00:48:10,810 you're building the cell. 1185 00:48:10,880 --> 00:48:13,400 Which exp was never designed build to sell. 1186 00:48:13,400 --> 00:48:15,260 It was designed to build for forever. 1187 00:48:15,830 --> 00:48:19,100 And you gotta have the values in, in, in place for that to be true. 1188 00:48:19,460 --> 00:48:21,260 And a big part of it is culture, right? 1189 00:48:21,260 --> 00:48:21,320 Yeah. 1190 00:48:21,320 --> 00:48:23,540 So culture is really super important to me. 1191 00:48:23,540 --> 00:48:25,850 It's probably one of the most important things to me, is culture 1192 00:48:25,850 --> 00:48:27,740 and alignment and, and people. 1193 00:48:27,950 --> 00:48:30,170 And so if that feels off. 1194 00:48:31,439 --> 00:48:32,310 That will off. 1195 00:48:32,310 --> 00:48:36,270 It would be hard for me to stay anywhere or do anything if I don't 1196 00:48:36,270 --> 00:48:38,069 fully believe in it with my whole self. 1197 00:48:38,069 --> 00:48:39,004 Like I have to fully believe, I love that. 1198 00:48:39,009 --> 00:48:39,959 Believe in what we're building. 1199 00:48:40,200 --> 00:48:40,379 Yeah. 1200 00:48:40,470 --> 00:48:42,209 And so I stopped for, for a minute. 1201 00:48:42,209 --> 00:48:44,100 I wasn't really believing in what we were building 'cause it 1202 00:48:44,100 --> 00:48:45,839 felt very competitive inside. 1203 00:48:46,080 --> 00:48:46,770 So let's just be real. 1204 00:48:46,770 --> 00:48:49,290 I felt really competitive inside X exp. I'm like, I feel 1205 00:48:49,290 --> 00:48:51,450 like it doesn't feel good. 1206 00:48:51,479 --> 00:48:53,189 This feels gross to me some way. 1207 00:48:53,189 --> 00:48:53,819 In some ways, yeah. 1208 00:48:53,850 --> 00:48:57,930 And although I loved all you guys, it just didn't feel like what I wanted to build. 1209 00:48:57,930 --> 00:48:59,339 I wasn't bleeding in it anymore. 1210 00:49:00,285 --> 00:49:03,464 And so I went somewhere else that had kind of tried to solve that problem. 1211 00:49:03,495 --> 00:49:06,254 'cause I wasn't the only one who was feeling that, except when 1212 00:49:06,254 --> 00:49:07,245 they tried to solve the problem. 1213 00:49:07,245 --> 00:49:09,975 They tried to solve it so much that it took all the culture away. 1214 00:49:10,395 --> 00:49:10,634 Yeah. 1215 00:49:10,815 --> 00:49:13,125 And then I felt like I didn't really have a lot of culture. 1216 00:49:13,154 --> 00:49:14,504 And then exp is like, wait a minute. 1217 00:49:16,004 --> 00:49:17,865 We did kind of feel like a bunch of different sports teams 1218 00:49:17,865 --> 00:49:18,855 competing against each other. 1219 00:49:18,855 --> 00:49:19,845 How do we fix that? 1220 00:49:20,174 --> 00:49:20,355 Yeah. 1221 00:49:20,714 --> 00:49:21,345 And so they did. 1222 00:49:21,345 --> 00:49:22,575 And now it doesn't feel that way anymore. 1223 00:49:22,605 --> 00:49:24,615 It doesn't, it feels like we can all just collaborate. 1224 00:49:24,615 --> 00:49:25,634 We can all connect with each other. 1225 00:49:25,634 --> 00:49:28,665 And that was a big part and, and seeing that. 1226 00:49:28,890 --> 00:49:28,980 Yes. 1227 00:49:29,250 --> 00:49:32,545 When was so impressive from the inside, seeing it, right, being able to, to be 1228 00:49:32,545 --> 00:49:33,870 a part of it from the inside, seeing it, instead of just being like, Hey, 1229 00:49:33,870 --> 00:49:36,870 we're number one, we're the best, and letting the ego continue on that path. 1230 00:49:37,049 --> 00:49:40,500 They were like, wait a minute, this other company is getting some traction. 1231 00:49:40,500 --> 00:49:41,520 What are they doing? 1232 00:49:41,609 --> 00:49:43,500 How are they taking some of our best people? 1233 00:49:43,980 --> 00:49:44,279 Yeah. 1234 00:49:44,580 --> 00:49:46,440 And so E saw that and fixed it. 1235 00:49:46,440 --> 00:49:48,629 And that makes me think, this is my home. 1236 00:49:48,629 --> 00:49:50,580 Like this is where, this is where I should be. 1237 00:49:50,700 --> 00:49:54,270 I was happiest here and, and now they've made it better. 1238 00:49:54,270 --> 00:49:56,670 And I also have the trust that if there's something broken 1239 00:49:56,670 --> 00:49:57,629 again, they're gonna fix it. 1240 00:49:57,629 --> 00:49:57,870 Mm-hmm. 1241 00:49:58,259 --> 00:49:58,710 A hundred percent. 1242 00:49:58,800 --> 00:50:01,470 A hundred percent and it's just a matter of time, right? 1243 00:50:01,470 --> 00:50:02,490 It's just growing pains. 1244 00:50:02,490 --> 00:50:05,610 There's stuff on the, on the roadmap, and I promise you, if it's an, 1245 00:50:05,610 --> 00:50:08,250 if it's an issue you're having, I promise you, if it's an issue that 1246 00:50:08,250 --> 00:50:12,570 others are having, and I promise you that it's, it's making noise. 1247 00:50:13,065 --> 00:50:15,420 And, and I think this is also important, right? 1248 00:50:15,420 --> 00:50:20,760 When you, when you understand leadership and leadership's, um, intent, right? 1249 00:50:20,760 --> 00:50:23,160 It's kind of commander's intent with the military, what's the leader? 1250 00:50:23,190 --> 00:50:24,870 What's leaders and leadership intent? 1251 00:50:25,560 --> 00:50:31,590 And understanding a guy like Leo who is built for, um, 1252 00:50:31,620 --> 00:50:33,360 he's a wartime general, right? 1253 00:50:33,390 --> 00:50:36,090 I'm not saying Glen's not, but Glen's more of a peacetime general 1254 00:50:36,570 --> 00:50:39,210 and just incredible, right. 1255 00:50:39,210 --> 00:50:41,340 You know, really founder really being able to see around 1256 00:50:41,340 --> 00:50:42,690 corner, see him to the future. 1257 00:50:43,110 --> 00:50:47,880 But when you, when you bring a guy in like Leo, and you understand Leo hates noise. 1258 00:50:49,455 --> 00:50:50,384 Hates noise. 1259 00:50:50,415 --> 00:50:52,305 He will make noise go away. 1260 00:50:52,995 --> 00:50:56,205 And I promise you, if there's an issue that's causing noise in your 1261 00:50:56,205 --> 00:50:59,805 life with with the situation, I promise you others are having it. 1262 00:51:00,194 --> 00:51:03,674 And I promise you it's just a period of time before that noise goes away. 1263 00:51:03,794 --> 00:51:07,995 And that's just getting you What's funny, I actually talked to Leo prior to our call 1264 00:51:07,995 --> 00:51:10,694 about something that was a little noisy. 1265 00:51:10,694 --> 00:51:16,185 So I actually had a little challenge and like the CEO of our company called me. 1266 00:51:16,260 --> 00:51:16,320 Yeah. 1267 00:51:16,620 --> 00:51:18,990 Actually right now I have Amy Weaver calling me. 1268 00:51:18,990 --> 00:51:19,050 Yeah. 1269 00:51:19,050 --> 00:51:21,180 Who is another big, like, she's calling my phone right now. 1270 00:51:21,180 --> 00:51:22,770 Like they, this is the leadership we have. 1271 00:51:22,890 --> 00:51:23,220 Yeah. 1272 00:51:23,400 --> 00:51:24,465 Like that's pretty, that's impressive. 1273 00:51:24,990 --> 00:51:26,220 Impressive and amazing. 1274 00:51:26,220 --> 00:51:28,890 And I'm not anybody special. 1275 00:51:28,980 --> 00:51:29,670 I'm special. 1276 00:51:29,670 --> 00:51:30,540 I'm, we're all special. 1277 00:51:30,540 --> 00:51:32,190 But I don't mean they would do that for anybody. 1278 00:51:32,195 --> 00:51:33,720 Anybody in the entire company. 1279 00:51:33,840 --> 00:51:37,770 Anybody who having an issue or who has someone they're bringing over or has 1280 00:51:37,770 --> 00:51:38,995 something going on, they would do that. 1281 00:51:38,995 --> 00:51:40,800 And so anybody that. 1282 00:51:41,625 --> 00:51:43,845 Speaks volumes because they care. 1283 00:51:43,875 --> 00:51:45,465 I think they truly do actually. 1284 00:51:45,525 --> 00:51:46,485 They actually care. 1285 00:51:46,485 --> 00:51:46,930 They do care. 1286 00:51:46,930 --> 00:51:47,450 And that's a big part. 1287 00:51:47,505 --> 00:51:49,515 And that's something that you have to be figure out how to 1288 00:51:49,515 --> 00:51:51,855 show in a remote way, right? 1289 00:51:52,035 --> 00:51:52,125 Mm-hmm. 1290 00:51:52,365 --> 00:51:54,405 Because we're, we are a cloud-based brokerage. 1291 00:51:54,525 --> 00:51:54,615 Mm-hmm. 1292 00:51:54,945 --> 00:51:57,105 How can we have such strong culture in a cloud-based brokerage 1293 00:51:57,315 --> 00:52:00,850 places also a cloud-based technology company, like mm-hmm. 1294 00:52:00,975 --> 00:52:02,865 We have so much culture, we all love each other. 1295 00:52:03,465 --> 00:52:03,795 Yeah. 1296 00:52:04,095 --> 00:52:04,995 It's not proximity. 1297 00:52:04,995 --> 00:52:05,835 You don't have to be physically. 1298 00:52:06,240 --> 00:52:08,130 That's what I got to learn so much. 1299 00:52:08,130 --> 00:52:11,640 And if I can get any message, like your physical proximity, like if you have to be 1300 00:52:11,640 --> 00:52:14,250 there in person, you are a control freak. 1301 00:52:14,250 --> 00:52:15,210 You don't need to be there in person. 1302 00:52:15,215 --> 00:52:15,355 Yeah. 1303 00:52:15,355 --> 00:52:16,110 Like you just, yeah. 1304 00:52:16,560 --> 00:52:17,700 Like I love it. 1305 00:52:17,730 --> 00:52:19,560 Um, so I'm pretty excited about all of it. 1306 00:52:20,010 --> 00:52:20,760 As you should be. 1307 00:52:21,210 --> 00:52:21,840 As you should be. 1308 00:52:21,840 --> 00:52:21,900 Yeah. 1309 00:52:22,290 --> 00:52:22,915 So it's cool. 1310 00:52:24,060 --> 00:52:24,990 I appreciate you. 1311 00:52:25,020 --> 00:52:27,630 Thank you for carving out the time jumping in here. 1312 00:52:27,660 --> 00:52:32,190 Uh, it's, uh, always great connecting with you and, uh, you 1313 00:52:32,190 --> 00:52:36,060 know, just excited that you guys are back and, uh, excited that, uh. 1314 00:52:36,525 --> 00:52:40,065 You and you and Brian are, and, and you know what's, even, what's even cooler 1315 00:52:40,065 --> 00:52:43,755 is, you know, the life that you're able to create and design, you know, for 1316 00:52:43,755 --> 00:52:46,785 your family, for the kiddos and the experiences that they're able to have. 1317 00:52:46,785 --> 00:52:48,435 And it's, uh, it's awesome. 1318 00:52:48,645 --> 00:52:49,095 Absolutely. 1319 00:52:49,095 --> 00:52:51,315 And so the one thing I'm gonna tell you, one last thing about Arizona, 1320 00:52:51,315 --> 00:52:52,485 and I'm gonna show you my outside. 1321 00:52:52,755 --> 00:52:55,155 So I did not wanna live in the brown and the dirt. 1322 00:52:55,155 --> 00:52:57,825 And that's the one thing I'm like, I don't know that I can go from the garden 1323 00:52:57,825 --> 00:53:00,405 state to like living in sand and cactuses. 1324 00:53:00,405 --> 00:53:01,695 Like I just die. 1325 00:53:01,695 --> 00:53:05,265 I still can't say that, but we found a spot in Arizona like, look 1326 00:53:05,265 --> 00:53:06,645 like I don't, I live like that. 1327 00:53:06,645 --> 00:53:07,335 Can you see that? 1328 00:53:07,635 --> 00:53:08,145 Yeah. 1329 00:53:08,145 --> 00:53:08,655 I love it. 1330 00:53:08,655 --> 00:53:10,110 I would say, are you in Florida? 1331 00:53:10,420 --> 00:53:11,910 Like, alright, where is the breath water? 1332 00:53:12,075 --> 00:53:13,845 I want the, I want the 300 days of sun. 1333 00:53:13,845 --> 00:53:14,175 That's what I say. 1334 00:53:14,475 --> 00:53:17,955 Are you in Florida looking at, I can't look at like a concrete wall. 1335 00:53:18,195 --> 00:53:18,495 Yeah. 1336 00:53:19,770 --> 00:53:21,000 You just design it, right? 1337 00:53:21,000 --> 00:53:21,810 Like I knew that. 1338 00:53:21,810 --> 00:53:22,380 I knew that. 1339 00:53:22,380 --> 00:53:23,730 I wouldn't feel happy doing that. 1340 00:53:23,730 --> 00:53:24,690 I was also afraid of snakes. 1341 00:53:24,690 --> 00:53:25,710 There's not snakes in the water. 1342 00:53:25,710 --> 00:53:26,580 So anyway. 1343 00:53:27,285 --> 00:53:28,605 It's, it's really, really fun. 1344 00:53:28,605 --> 00:53:31,185 And if this is ever not the right fit, we can change. 1345 00:53:31,635 --> 00:53:34,065 Have you gone through the vivid vision exercise yet? 1346 00:53:34,275 --> 00:53:35,115 So, no. 1347 00:53:35,130 --> 00:53:38,505 It, it, it's, it's pretty much like the perfect day scenario, but you do 1348 00:53:38,505 --> 00:53:42,495 it for your business and what, you know, just close your eyes and just, 1349 00:53:42,555 --> 00:53:45,975 just vision vividly every detail. 1350 00:53:46,005 --> 00:53:46,185 Right. 1351 00:53:46,185 --> 00:53:48,135 And you've done it, you've done a lot of that. 1352 00:53:48,135 --> 00:53:48,495 Right? 1353 00:53:48,525 --> 00:53:50,145 It's like you like what you just talked about. 1354 00:53:50,385 --> 00:53:51,885 Hey, we can live and work from here. 1355 00:53:52,050 --> 00:53:54,390 Here, here's, here's hard nose, right? 1356 00:53:54,570 --> 00:53:55,590 I can't look at concrete. 1357 00:53:55,740 --> 00:53:56,760 I can't look at dirt. 1358 00:53:56,910 --> 00:53:58,260 I can't be around snakes. 1359 00:53:58,320 --> 00:54:00,000 I can't live around the, the cactus. 1360 00:54:00,300 --> 00:54:01,020 Like, no. 1361 00:54:01,020 --> 00:54:01,920 Non-negotiable. 1362 00:54:02,040 --> 00:54:02,550 Vividly. 1363 00:54:02,550 --> 00:54:03,810 But, but vividly. 1364 00:54:03,810 --> 00:54:04,680 What do you see? 1365 00:54:04,770 --> 00:54:05,130 Right? 1366 00:54:05,130 --> 00:54:09,960 And you probably, a lot of it has come to, come to be just from what you vision 1367 00:54:10,560 --> 00:54:12,420 and it's, it's just like perfect day. 1368 00:54:12,420 --> 00:54:13,470 The perfect day exercise. 1369 00:54:13,470 --> 00:54:17,250 But for, for your business, vi vivid the vivid vision exercise. 1370 00:54:17,460 --> 00:54:20,310 Ah, I'm gonna, is it like a. Yeah. 1371 00:54:20,490 --> 00:54:22,050 Thing like, do I Google it or chat you? 1372 00:54:22,200 --> 00:54:23,340 You can, you can. 1373 00:54:23,340 --> 00:54:27,779 There is, uh, there's a book around it, um, that, that talks about it, 1374 00:54:27,779 --> 00:54:29,430 it doesn't give you the how to, it's.