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Seven figure success starts when
you start thinking like a CEO.

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Welcome to the John
Kitchens Coach podcast.

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Experience this your host John Kitchens.

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Get ready to think bigger and
transform your business into

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a path to lasting freedom.

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What is happening?

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Everybody, man.

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Thank you guys.

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Tuning into another episode of
Expert Mentors Live, and we've

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got Mr. Jim Pruitt in the house.

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What's happening, brother?

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Hey, how you doing today, John?

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Thanks for having me on.

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I appreciate it.

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Uh, so yeah, just, uh, just kind
of catching up in the real estate

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world here and, uh, we'll, we'll
kind of kick it off here and just

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kind of tell you what's on my mind.

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So,

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ah, but, uh, I, I, I

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cannot wait.

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Well,

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cannot, I, I'm

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kind of a basic person, so I, I, I'm
talk all about the basics, but I was

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thinking last night, uh, you know,
why is it that 87% of new agents.

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Fell within the first five years of
getting into real estate business.

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And so I, I think about that a lot when
I'm training agents or doing whatever.

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And so I, I really think it boils
down to kind of just the real basics.

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And so what I wanted to talk about today
is just kind of the basics of real estate.

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We see so many shiny objects out there.

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You know, we get phone calls all
the time of people wanna drag us

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this direction, Hey, we've got
this thing that we can do for you.

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It's gonna make you, make you successful.

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And really most of those
things just spend your money.

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There's not a lot of, yeah, not a lot of,
uh, substance or a lot of those things.

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So, you know, as real estate agents
we're kind of gullible in that way,

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you know, so we think that, Hey, if
there's an easier route, let's do it.

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And I think it just
boils down to the basics.

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So, um, you know, just starting
kind of my thought process.

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A lot of agents have been, uh,
started in another business where

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they were an employee, and I think
the first shift is a mindset.

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So it's really a mindset change of coming
from an employer employee relationship to

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be in being the CEO of your own company.

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So I think we, we talk about, you
know, that mindset is huge and uh, a

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person just has to really say, Hey.

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I now I'm the CEO, what
does a CEO of a company do?

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And when I started out, I actually took
little yellow posting notes and stuck

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them on our whiteboard and said, okay, now
I'm, I'm the CEO, I'm in charge of hiring

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and firing, so I'm the human resources.

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I gotta pay the bills.

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So I'm the accounting department.

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And so that started kind of part of
our systems is where we, uh, made, and

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we're gonna talk about some systems,
but we made kind of our, our, our CEO

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chart of, of everybody in the company.

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And where I could then move that job.

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Okay.

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I want, I don't wanna pay bills anymore.

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We've grown.

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Now I can assign that to an
employee, uh, human resources.

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So, well, you know, one person in our
organization may, may have four or five

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or six sticky notes, but, uh, that's
kind of that, that mentality of how we're

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gonna grow our business in the future.

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But, uh, so I think basically
getting set up correctly in the very

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beginning and, you know, getting your
accountants, getting your, your, your.

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You know, checking with your, your, um,
financial advisor, your, your, your, you

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know, all those pop folks, your attorney,
make sure you get your corporation set up.

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Uh, and there's really just a lot
of getting that, those steps set up

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before you even think about selling
real estate in the very beginning.

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Um, and one of the things I kind of
like to, to tell people is I bet you

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the co, the, the CEO of Coca-Cola, he
probably doesn't have a Gmail account.

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Okay.

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When I, when I get emails
from another agent,

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I know where you're going with this.

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Me too.

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I'm gonna say I agree with you.

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Go ahead.

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Yeah.

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That has, you know, so and so at Gmail
or God forbid, a OL, you know, whatever.

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But, um.

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I think one of the first things
an agent should do is get their

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own URL, and it's not hard to do.

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I mean, it's very inexpensive, so
get your URL so it, it lends some

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professionalism right up front.

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When I get emails from those agents,
it's just like, okay, I don't how

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long, you know, so I have to go
start searching on the internet

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to, to try to find those agents.

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First of all, so the next step is there
are tons and tons and tons of free

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websites that will advertise you Zillow
realtor.com, and how many times somebody

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sends me an email with a Gmail account.

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Yeah.

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Go out

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and try to find 'em on the
internet and you have to have a

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search warrant to even find them.

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Yeah.

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You know?

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Um, and so I think that basic, just
getting taken advantage of all of these

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free websites that, that, and if you just
punch in a, a address on a listing and see

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all the websites that shows up on and go
build a profile and it's all free Zillow.

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You can, you can send Zillow a.
A, uh, a Excel spreadsheet of your

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cells, and they'll load 'em up for
you so you don't even have to load

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'em up, you know, all your past cells
if you don't have 'em loaded up.

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But, uh, you know, that's the

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biggest thing, right?

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Like, I mean, even, you know, and,
and I always tell people, you know,

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if you can get your name, get your
name, and like, like, you know.

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Get your kids' names.

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Right.

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Right.

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'cause then you'd be able to have it.

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Like I have, you know,
I first thing, right?

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I bought, I bought, you know,
domains for all of my kids, right.

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First and last name.

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And so yeah, being able to, to
have that, I mean, it, it's, it's

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something that's really simple, but
it, it makes a big impact, right?

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When you see something coming across
from a professional standpoint, you

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see an, at Gmail, uh, you know, like
you said, you know, at aol, at Yahoo.

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So it's, it's, it's really,
you know, important.

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To, you know, the little details,
um, that you don't think.

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Matters, but it does matter.

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Right?

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Right.

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And then of course, the most important
ones, having a Google profile.

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And then as we, we, you know,
everybody has a Google profile, now

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we're talking about AI and how do we
get profiles in AI and how do we get

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artificial intelligence to recommend us?

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So I, I went in just the other
day and I've got about a 10 page.

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I went into chat, GPT, and I said,
how do I, how do I arrange this?

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So I show up in everybody's.

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AI searches that I'm the
agent today should call.

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And there's ways to do that
and I'm investigating that now.

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So that's what we're looking at.

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But, uh, and I think using one,
one important issue to talk about

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is making sure you use the same
picture across all of your different

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uniform

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consistency.

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You wanna be, you know, the same
picture so they don't look at

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you in six different places and
think you're six different people.

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That's the same.

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So consistency throughout,
throughout all of that.

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Yeah.

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Bios, everything.

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Consistency really, really matters.

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Jim, real quick.

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I gotta, I gotta, I would
love your, your take on this.

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So we know that that failure
rate, right, we're talking 87%.

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Mm-hmm.

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Do we know the failure
and success rate of.

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On a team or trying to
tackle this on your own.

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Yeah.

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I, I don't know those percentages,
but I encourage everybody when I

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talk to 'em, if they're getting into
the real estate business that you,

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you will, you know, it's stacked.

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The cards are stacked against you.

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Yeah.

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You need to join a team and, and I've had
success with a couple folks on my team

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of, uh, Austin, when he joined me six
or seven years ago, he actually started

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the front desk answering the telephone.

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Filling out listing contracts before
and, and, and before he went full time.

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And Ellen, uh, the latest one that joined
the team, she was, uh, set, she was my

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receptionist and listing coordinator.

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Yeah.

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So she had probably written.

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I don't know, a few hundred
purchase agreements, you know?

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Yeah.

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Before she even took her course.

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So I've had some success even training
from the very beginning of getting

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that, that, that, uh, experience
from answering a phone to talking

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to the people, to filling out the
purchase agreements from one side.

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'cause it's, you know, you, you,
you fill out a purchase agreement

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and the first thing you do is you.

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Just put these numbers basically in
here and let me review it, and then

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it's why am I putting these numbers?

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Or why am I putting this in certain
blanks on the purchase agreement?

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So it's from filling it out to
understanding why you're filling it out.

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Yeah, and I think that
that's a good experience.

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So I don't know what the percentage is on
the failure rate, but I'm gonna say it is.

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Substantially higher for a single
agent failure rate than it is

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an agent that joins a team.

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And so I, I recommend anybody I talk
to, uh, wherever it's at in the United

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States or wherever, uh, join a team first.

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Yes.

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I, your chances of success
are so much greater.

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Yeah.

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You, you and I are in
the same camp on that.

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And I think too, uh, I
loved what you said, right.

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You know, a lot of people kind
of, kind of get in second, third

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career, um, you know, they've been.

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You know, corporate world, employee, most
of you know, maybe most of their life.

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And so that's, the odds are even
stacked even more against you, right?

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So you and I are all about probability.

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So how do I increase the odds in my
favor, right, for probability, for

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things to be, you know, more successful?

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And I love that.

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You know, get on, get on a team
that dramatically will improve,

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improve your odds of success.

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Um, I think too, you know, if you, if
you are definitely of, um, an employee,

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you know, career background instead
of, uh, you know, a, a hunter gatherer

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type of career, sales career, 10 99
career before getting in, you know, you,

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you just gotta kind of, kind of weigh
those, weigh those things out because.

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You know, when you're or if, if, if
you've never owned a business before.

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Right?

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Right.

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So, you know, you're, you're wearing all
of the hats, the sales, the marketing,

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you know, uh, the, the janitor, the,
you know, the, you know, signing the

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paperwork, you know, balancing the
check, checkbook, just, just all of

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the things that you have to take into
consideration, getting into real estate.

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You're still spinning
all of those plates, so.

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Getting on a team is gonna give
you that leverage to where you can

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just hone the skills to be a, be a
professional, but also, you know,

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the sales and marketing skills.

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Right.

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Exactly.

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And then of course, uh, you,
you, you're a big, you're a

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big proponent of this is, uh.

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Creating your business plan and
setting your goals, you know?

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Yeah.

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Uh, where are you gonna be, you
know, one year from now, five

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years from now, 10 years from now?

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So your one year should be more targeted.

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Your five years is probably gonna
have a wider variance for, you know,

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and your 10 years is even gonna
have a, a wider variance at the end.

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And it's always gonna be honing in.

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You know, it, your 10 years gonna look
more like a zigzag line where your one

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year should be more straight, you know?

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Uh, and so knowing what your, what
your goals are, and of course, you

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and I've talked a lot of times about
my goal sheet, and we have goals,

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and I know exactly where I'm at.

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Uh, with my goals at, at any time where,
where we have, uh, I've, I've created an

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Excel spreadsheet that I can tell you,
um, how many weeks are left of the year,

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what percentage of the year is over,
uh, where I'm at, uh, on reaching my

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goal, not only on our dollar, uh, sales
volume, on the number of transactions,

231
00:10:08,290 --> 00:10:10,930
dollar volume is more important than,
than the number of transactions.

232
00:10:11,610 --> 00:10:15,000
What our average sale is and trying
to raise our average sale so we,

233
00:10:15,000 --> 00:10:18,690
you know, we can close more, um, you
know, get gross commission income.

234
00:10:18,690 --> 00:10:23,430
So, uh, I think that, that having
those goals and setting those goals and

235
00:10:23,430 --> 00:10:26,280
then reviewing those goals frequently.

236
00:10:26,640 --> 00:10:29,250
Uh, and, and putting
those down in writing.

237
00:10:29,250 --> 00:10:32,520
If, you know, if you don't put
it out in the, in the, in the

238
00:10:32,520 --> 00:10:33,840
universe, it's not gonna happen.

239
00:10:33,840 --> 00:10:36,450
So I'm a big believer you put it
out there, you work toward it.

240
00:10:36,480 --> 00:10:37,650
It's going to, it's gonna happen.

241
00:10:37,650 --> 00:10:41,010
And knowing where those goals are
at, I think is, is very important.

242
00:10:41,070 --> 00:10:41,730
Yeah, yeah.

243
00:10:41,880 --> 00:10:44,385
To, to, to being successful
in, in real estate.

244
00:10:44,935 --> 00:10:48,265
Yeah, you gotta have, you know,
kind of the guardrails in what we're

245
00:10:48,265 --> 00:10:51,325
working towards and, and, you know,
where we're at, what improvements,

246
00:10:51,325 --> 00:10:53,935
what, what, what adjustments, what
things we need to have in place.

247
00:10:53,995 --> 00:10:55,555
Um, 100%.

248
00:10:55,615 --> 00:10:56,965
You gotta have, gotta have the plan.

249
00:10:57,235 --> 00:11:00,175
And I think the part that goes
along with that for me is that, that

250
00:11:00,175 --> 00:11:03,265
it, it, it, I went to a, I don't
know, it was a training somewhere.

251
00:11:03,595 --> 00:11:05,785
What it was that the guy
was, I thought he was.

252
00:11:06,180 --> 00:11:09,780
Kind of arrogant when he said it, and I
thought, you can't do that in real estate.

253
00:11:09,870 --> 00:11:13,380
I thought that, you know, he said,
if you have open 24 hours on your

254
00:11:13,380 --> 00:11:15,390
social media, change it right now.

255
00:11:16,050 --> 00:11:19,410
You are giving people permission to
contact you anytime of the day or night.

256
00:11:19,620 --> 00:11:20,610
You have no life.

257
00:11:20,880 --> 00:11:25,050
Uh, the book you recommended 168
hours, you know, 168 hours in a week.

258
00:11:25,050 --> 00:11:25,800
What are you gonna do?

259
00:11:25,830 --> 00:11:28,200
How are you gonna divide up
that 168 hours in a week?

260
00:11:28,290 --> 00:11:31,170
Yeah, you're gonna sleep 60 to 70
hours and you have a hundred hours

261
00:11:31,170 --> 00:11:33,690
left for your job and your family.

262
00:11:33,690 --> 00:11:34,950
And how are you gonna divide those out?

263
00:11:35,160 --> 00:11:38,460
When I change my schedule from
nine to five on my social media

264
00:11:38,520 --> 00:11:39,660
and I try to live by that.

265
00:11:39,660 --> 00:11:41,490
Now of course there's
times I have to do things.

266
00:11:41,720 --> 00:11:42,890
You know, after hours and so forth.

267
00:11:42,950 --> 00:11:43,040
Sure.

268
00:11:43,730 --> 00:11:49,310
But it absolutely opens up more
time for your family, your,

269
00:11:49,370 --> 00:11:52,819
your, your, your enjoyment of
your life and what you wanna do.

270
00:11:53,150 --> 00:11:57,080
And so I think that balance that
most people in the beginning.

271
00:11:58,080 --> 00:11:59,850
Don't get that balance.

272
00:11:59,940 --> 00:12:04,410
And I think you have to strategically
plan for that balance in your life,

273
00:12:04,740 --> 00:12:10,530
uh, and, and so that, that you don't
burn out, that you show up every day.

274
00:12:10,770 --> 00:12:13,440
The most important I got when I first
got in real estate, I asked the,

275
00:12:13,440 --> 00:12:17,040
the attorney that closed most of our
loans, Hey, gimme one helpful hint

276
00:12:17,100 --> 00:12:18,570
that I should do in real estate.

277
00:12:18,570 --> 00:12:20,235
He said, show up every
day and do something.

278
00:12:21,235 --> 00:12:26,150
It wasn't, it wasn't hard, but
I, you know, here most, most

279
00:12:26,150 --> 00:12:29,900
people that fail, they don't
treat it like a, like a company.

280
00:12:29,900 --> 00:12:29,960
Yeah.

281
00:12:30,050 --> 00:12:32,030
They treat it like a part-time job.

282
00:12:32,210 --> 00:12:33,350
So they just wait.

283
00:12:33,410 --> 00:12:36,200
They sit back and wait for,
for things to come to them.

284
00:12:36,560 --> 00:12:38,870
And you have to get out in front of that.

285
00:12:38,870 --> 00:12:41,300
And you, you have to, you know,
uh, I read a book early on.

286
00:12:41,300 --> 00:12:43,490
It said Contacts Sprout contracts.

287
00:12:43,550 --> 00:12:43,820
Yeah.

288
00:12:43,820 --> 00:12:45,590
I wrote that down that
you told me that one time.

289
00:12:45,590 --> 00:12:47,535
And I was like, man,
that is, that is spot on.

290
00:12:48,194 --> 00:12:52,064
It's you, you've got
to make those contacts.

291
00:12:52,305 --> 00:12:55,155
And however those contacts are where,
you know, a lot of people can do it.

292
00:12:55,155 --> 00:12:58,125
Social media, some people can
pick up the phone and cold call.

293
00:12:58,155 --> 00:12:58,905
That's not me.

294
00:12:59,204 --> 00:13:02,805
Uh, I wanna put myself out there and
let people know that I'm available, that

295
00:13:02,805 --> 00:13:04,545
I'm professional, that I'm trustworthy.

296
00:13:04,995 --> 00:13:06,555
Um, I gotta review this week.

297
00:13:06,555 --> 00:13:08,385
That said, I was very
professional and down home.

298
00:13:08,949 --> 00:13:13,360
So, uh, I guess that that is how, kind of
easy to get along with, but professional

299
00:13:13,360 --> 00:13:15,100
enough that they, that they, uh, noticed.

300
00:13:15,250 --> 00:13:15,340
Yeah.

301
00:13:15,490 --> 00:13:21,250
But, uh, so I think that that,
uh, you know, that that is, is

302
00:13:21,340 --> 00:13:22,270
that's pretty spot on.

303
00:13:22,275 --> 00:13:22,475
Yeah.

304
00:13:22,480 --> 00:13:24,275
That's, uh, that, that's,
that's, that's spot on.

305
00:13:24,579 --> 00:13:25,090
That's really good.

306
00:13:25,090 --> 00:13:25,275
Kind of, we

307
00:13:25,390 --> 00:13:27,430
kind of hokey whatever, you
know, you can call it whatever.

308
00:13:27,459 --> 00:13:28,840
I, I, uh,

309
00:13:29,530 --> 00:13:30,880
earth Good, good, good people.

310
00:13:30,880 --> 00:13:33,970
That's, that's, uh, that, that's kind
of where I think of, I think of that.

311
00:13:33,970 --> 00:13:34,750
Well, the gentleman here

312
00:13:34,750 --> 00:13:38,260
in town that he and his partners, they
took an old 1887 building and, uh.

313
00:13:38,325 --> 00:13:40,515
Converted it to a, uh, hotel.

314
00:13:40,575 --> 00:13:45,765
Um, they've got a. Uh, courtyard by
Marriott flag, but, uh, he, I'm on a

315
00:13:45,765 --> 00:13:49,065
riverfront development committee here, so
I'm involved in the, in the riverfront.

316
00:13:49,125 --> 00:13:51,855
And he asked me, he said, Jim, I
want you to write a letter, uh,

317
00:13:51,885 --> 00:13:54,645
from the riverfront and if you would
just use your generalisms in it.

318
00:13:54,645 --> 00:13:58,695
So I guess that that was a compliment in
a, in a backhanded kind of way, I guess.

319
00:13:58,695 --> 00:14:02,655
But, uh, so anyway, I, I think that,
uh, yeah, that, that's, um, where

320
00:14:02,655 --> 00:14:06,675
it's at, but, um, and I think that
kind of the next step, I think after

321
00:14:06,675 --> 00:14:08,475
you've, you, you know, some of that is.

322
00:14:09,285 --> 00:14:12,675
I think real estate boils down to two
things, relationships and systems.

323
00:14:13,035 --> 00:14:13,125
Mm-hmm.

324
00:14:13,515 --> 00:14:16,425
Those are the, the two things that,
that you can forget everything else.

325
00:14:16,785 --> 00:14:18,435
And, um, people try to make it real hard.

326
00:14:18,735 --> 00:14:19,665
Uh, relationships.

327
00:14:19,665 --> 00:14:21,285
You gotta build and maintain
those relationships.

328
00:14:21,285 --> 00:14:23,355
You gotta get those contacts
so you can get the business.

329
00:14:23,505 --> 00:14:27,255
Um, and, and whether that
relationships build your, your sphere

330
00:14:27,255 --> 00:14:30,435
of influence and your sphere of
influence, as everybody knows is,

331
00:14:30,765 --> 00:14:32,755
you know, that 25 or 50 people that.

332
00:14:33,795 --> 00:14:37,275
If you are doing nothing, you
can call them and just have

333
00:14:37,275 --> 00:14:38,505
a conversation with them.

334
00:14:38,805 --> 00:14:40,214
That's easy to talk to.

335
00:14:40,245 --> 00:14:42,015
Hey Joe, what are you doing?

336
00:14:42,074 --> 00:14:44,204
Hey, I'm kind of slow in
real estate right now.

337
00:14:44,594 --> 00:14:46,485
Have you heard anybody thinking
about buying or selling?

338
00:14:46,635 --> 00:14:47,505
Hey, appreciate it.

339
00:14:47,535 --> 00:14:48,464
Hey, run into you.

340
00:14:48,555 --> 00:14:52,094
Buy your beer or something, whatever, you
know, so that, build that at SEO, but.

341
00:14:52,579 --> 00:14:55,535
So you building and maintaining
those relationships and even

342
00:14:55,535 --> 00:14:56,974
after those, after the sale.

343
00:14:57,005 --> 00:15:00,785
I have a VIP group, uh, for
all my past clients and I do

344
00:15:00,814 --> 00:15:02,224
about six giveaways a year.

345
00:15:02,285 --> 00:15:05,735
And that's just another way to, to
kind of foster those relationships so

346
00:15:05,735 --> 00:15:07,594
I don't just sell 'em and forget 'em.

347
00:15:07,895 --> 00:15:12,574
Uh, and you know, we kind of just update
stuff on that VIP group from time to time.

348
00:15:13,380 --> 00:15:18,240
But then the, uh, the systems, uh, and
I'm a huge, I'm a huge systems guy.

349
00:15:18,240 --> 00:15:21,120
I mean, if, if A happens, B
happens, B happens, C happens.

350
00:15:21,120 --> 00:15:25,800
So we have checklists even down to
the order of the papers in the folder

351
00:15:25,830 --> 00:15:27,450
when we go on a listing appointment.

352
00:15:27,720 --> 00:15:28,345
Uh, I know.

353
00:15:29,055 --> 00:15:33,345
That somebody can make my listing
folder and when I open it up, I know

354
00:15:33,345 --> 00:15:34,815
what order the paper are gonna be in.

355
00:15:34,815 --> 00:15:35,745
I know what's in there.

356
00:15:35,745 --> 00:15:36,765
I know what it is.

357
00:15:36,765 --> 00:15:40,335
So, um, and, and the
systems, and I read the book.

358
00:15:40,635 --> 00:15:43,965
The E-Myth revisited one of
the first books I read when

359
00:15:43,965 --> 00:15:45,195
I got my real estate license.

360
00:15:45,585 --> 00:15:49,095
Uh, and it's why most small businesses
fell and what to do about it.

361
00:15:49,515 --> 00:15:51,675
And so those, those, um.

362
00:15:52,030 --> 00:15:54,444
Systems, it talks a lot
about systems of Mrs.

363
00:15:54,444 --> 00:15:56,439
Smith baking cherry pies,
and she was really good.

364
00:15:56,439 --> 00:15:58,930
And then her family life fell apart
and then she went home to take care

365
00:15:58,930 --> 00:16:01,270
of the family and hired somebody
and the pies weren't the same.

366
00:16:01,270 --> 00:16:06,459
So it's really explains how, why systems
are important and, and your systems.

367
00:16:06,790 --> 00:16:10,449
It's a living, breathing
document that is ever expanding.

368
00:16:10,540 --> 00:16:12,939
It's you, you'll never be
done with your systems.

369
00:16:12,939 --> 00:16:15,069
It changes from day to day.

370
00:16:15,730 --> 00:16:19,390
Uh, sometimes, uh, legal
things make your system change.

371
00:16:19,540 --> 00:16:21,635
There can be all kinds of reason
that your systems change, but.

372
00:16:22,305 --> 00:16:27,135
Just, um, start with your systems
and you are always refining,

373
00:16:27,285 --> 00:16:28,665
uh, refining your systems.

374
00:16:28,665 --> 00:16:32,505
So, you know what I, when I'm talking
about systems, um, you know, it's for

375
00:16:32,505 --> 00:16:35,055
predictable and repeatable results.

376
00:16:35,175 --> 00:16:35,235
Yeah.

377
00:16:35,295 --> 00:16:39,135
So, you know, when we have a closing,
we push a button, it sends letters

378
00:16:39,135 --> 00:16:40,815
out, it sends a request out for this.

379
00:16:40,815 --> 00:16:44,775
It does, uh, you know, all these,
you know, with CRMs that they're

380
00:16:44,775 --> 00:16:48,975
pretty easy to do now, uh, when I
first started in real estate in 1992.

381
00:16:50,370 --> 00:16:51,210
We didn't have computers.

382
00:16:51,210 --> 00:16:52,260
We didn't have cell phones.

383
00:16:52,290 --> 00:16:54,360
And I've even written
offers with carbon paper.

384
00:16:54,660 --> 00:16:57,930
So I've got my very first book that I did.

385
00:16:58,290 --> 00:17:03,720
I called it the Plan, get With
the Plan, and it had buyer letters

386
00:17:04,140 --> 00:17:08,069
and it had seller letters that
we typed on a typewriter and we.

387
00:17:08,415 --> 00:17:11,265
I folded 'em up and put 'em in
an envelope and licked a stamp.

388
00:17:11,265 --> 00:17:12,945
I put a stamp on 'em and sent 'em out.

389
00:17:13,095 --> 00:17:16,275
But it was like, that was the very
first system that I ever created.

390
00:17:16,605 --> 00:17:16,755
Yeah.

391
00:17:16,755 --> 00:17:16,845
And

392
00:17:17,145 --> 00:17:20,205
I've still got the, I've still got the
three ring binder with the samples in it.

393
00:17:20,235 --> 00:17:24,645
I even printed postcards back at that
time that, that follow up postcards.

394
00:17:24,645 --> 00:17:28,995
And it was for every, every kind of, I
had three or four reasons that I would

395
00:17:28,995 --> 00:17:30,795
send these postcards out in a series.

396
00:17:30,795 --> 00:17:32,295
So that was the very first.

397
00:17:32,295 --> 00:17:35,355
And then of course we know computers
and all that made it a whole lot easier.

398
00:17:35,355 --> 00:17:36,895
But, uh, yeah, this, uh.

399
00:17:37,899 --> 00:17:39,254
I, I, I, I love that.

400
00:17:39,260 --> 00:17:44,024
And, and, um, you know, definitely
proponent of, of systems and, you know,

401
00:17:44,024 --> 00:17:46,334
what is the system to create systems.

402
00:17:46,395 --> 00:17:49,814
And so being able to, to have that
framework, but I couldn't agree

403
00:17:49,814 --> 00:17:51,435
with you more Emmy, revisit it.

404
00:17:51,435 --> 00:17:54,945
And then, you know, chapter one
of C check checklist, manifesto.

405
00:17:54,975 --> 00:17:57,495
You don't need to read the whole
book, just, just the first chapter

406
00:17:57,915 --> 00:17:59,294
gives you an understanding of.

407
00:17:59,360 --> 00:18:02,780
Why checklists are so important,
but the E myth revisit, it will get

408
00:18:02,780 --> 00:18:04,250
your head around systems thinking.

409
00:18:04,250 --> 00:18:06,709
And then obviously you can go
deeper down the rabbit hole.

410
00:18:06,949 --> 00:18:08,330
But you talked about relationships.

411
00:18:08,899 --> 00:18:13,639
What is kind of, kind of the go-to like,
like for, for you, if you were say, Hey,

412
00:18:13,639 --> 00:18:17,090
you know, you need to dive into this,
you need to, you know, read through this,

413
00:18:17,540 --> 00:18:21,169
um, or always have this in the back of
your mind when it comes to, you know,

414
00:18:21,379 --> 00:18:25,310
focusing in on, you know, building,
having world class relationships.

415
00:18:25,939 --> 00:18:26,300
Yep.

416
00:18:26,300 --> 00:18:26,780
So.

417
00:18:27,080 --> 00:18:28,879
I'm, I'm a people person.

418
00:18:29,000 --> 00:18:33,350
I like to, I like to, I mean, press the
flesh, you know, I like to shake hands.

419
00:18:33,350 --> 00:18:37,459
I'm, you know, I see people, I, I,
I'm, I try to approach 'em and I try to

420
00:18:37,459 --> 00:18:42,979
build those relationships with, um, you
know, maybe a little bit more in depth.

421
00:18:43,399 --> 00:18:44,720
Uh, with the people.

422
00:18:44,990 --> 00:18:49,639
Uh, I'll give you an example that, um,
I walked in a little bar that we had

423
00:18:49,639 --> 00:18:54,500
here in town and, and, uh, as, as I'd
go down the bar, I'd, you know, I'd

424
00:18:54,500 --> 00:18:57,110
talk to everybody, smack everybody on
the back, Hey, how you doing today?

425
00:18:57,590 --> 00:19:01,040
And, uh, there's a guy named Corey
that was in there, and I didn't

426
00:19:01,040 --> 00:19:04,370
know Corey very well, but got to
know him real well years later.

427
00:19:04,370 --> 00:19:08,300
And he said, Jim, he said, I
used to think you were such and

428
00:19:08,300 --> 00:19:09,680
such when you walked in the bar.

429
00:19:09,740 --> 00:19:11,180
You know, you, you talked to everybody.

430
00:19:11,180 --> 00:19:11,659
He said.

431
00:19:12,600 --> 00:19:16,080
Then I got to know you and I
realized that's just who you are.

432
00:19:16,170 --> 00:19:21,240
And so there's, there's kind of,
sometimes you can be too open and feel

433
00:19:21,240 --> 00:19:23,070
it, you know, with, with, with people.

434
00:19:23,220 --> 00:19:24,840
But that's just who I am.

435
00:19:24,840 --> 00:19:26,730
And that's, you gotta be
who you are in real estate.

436
00:19:26,730 --> 00:19:31,470
So I think those, those
relationships, um, it's, it's.

437
00:19:32,475 --> 00:19:33,855
Paying attention to the people.

438
00:19:34,034 --> 00:19:34,935
Listening to them.

439
00:19:35,355 --> 00:19:39,435
Talking to them and letting them
answer and making them feel like

440
00:19:39,495 --> 00:19:40,845
that you care about that person.

441
00:19:40,995 --> 00:19:41,205
Yeah.

442
00:19:41,385 --> 00:19:41,625
Okay.

443
00:19:41,955 --> 00:19:44,925
Making them feel special
in that moment, I guess.

444
00:19:44,955 --> 00:19:49,995
Um, and so those, those relationships
that, that, you know, we build and some of

445
00:19:49,995 --> 00:19:52,845
them are more in passing, uh, but I think.

446
00:19:53,230 --> 00:19:56,560
Uh, you know, those are kind of
go in with that SOI or those,

447
00:19:56,560 --> 00:19:57,940
my sphere of influence people.

448
00:19:57,940 --> 00:19:58,000
Yeah.

449
00:19:58,690 --> 00:20:03,280
And so, uh, you know, and then there's
relationships that I have on social media.

450
00:20:03,370 --> 00:20:07,180
Um, so, you know, we do a lot of ads
on social media, and I think through

451
00:20:07,180 --> 00:20:11,110
the first six months of this year,
we, we, with our, with advertising

452
00:20:11,110 --> 00:20:12,610
our, our properties for sale.

453
00:20:12,975 --> 00:20:16,665
And then just ads that we have,
uh, for top of mind awareness for

454
00:20:16,665 --> 00:20:21,225
me, we had 306,000 impressions on
the first six months of this year.

455
00:20:21,254 --> 00:20:21,315
Yeah.

456
00:20:21,315 --> 00:20:23,805
So we probably spent 12,
1500 bucks doing that.

457
00:20:24,075 --> 00:20:28,665
Uh, but we do a lot of just social
media, just so kind of top of mind

458
00:20:28,935 --> 00:20:33,195
that those, those are sort of, you
know, second tier relationships.

459
00:20:33,195 --> 00:20:38,715
It's just like, you know, people that you,
that you know of but don't really know.

460
00:20:38,715 --> 00:20:41,024
And then there's people
that just see you online.

461
00:20:41,275 --> 00:20:44,965
You know, it's not a, what
version of am am I to you?

462
00:20:44,965 --> 00:20:46,885
What version am I to that person?

463
00:20:46,915 --> 00:20:50,995
I'm a different version of me to
my wife, you know, so that we have

464
00:20:51,025 --> 00:20:53,350
those relationships and there's
different versions of ourselves.

465
00:20:54,074 --> 00:20:55,485
During those relationships.

466
00:20:55,574 --> 00:20:59,745
So, uh, the people online see what other
people have said about me, you know, with

467
00:20:59,774 --> 00:21:01,574
reviews and that, that type of thing.

468
00:21:01,574 --> 00:21:04,725
So, um, but I, I just, you know,
I just think that you just have

469
00:21:04,725 --> 00:21:09,929
to constantly be, be making those
contacts so those relationships form.

470
00:21:10,565 --> 00:21:15,095
Do you, do you, so, you know, kind of
going back to, um, you know, hug your

471
00:21:15,095 --> 00:21:19,805
customer, Jack Mitchell, and, you know,
it's, that book really changed the way

472
00:21:19,895 --> 00:21:25,925
we, we looked at, um, our clients and
because it's, it's the, the mixture of

473
00:21:25,955 --> 00:21:27,995
professionally and personally relevant.

474
00:21:27,995 --> 00:21:30,004
So do you have like, um.

475
00:21:30,660 --> 00:21:35,220
I, I, you know, whatever you think of of
Clinton, he could always make you feel

476
00:21:35,250 --> 00:21:37,110
like you were the only person in the room.

477
00:21:37,140 --> 00:21:37,230
Mm-hmm.

478
00:21:37,560 --> 00:21:40,500
And he could recall things, but
he had a little system right.

479
00:21:40,500 --> 00:21:43,110
To where, you know, his assistant
or whatever would always be

480
00:21:43,110 --> 00:21:46,050
capturing little, little nuggets,
little items of, of relevance.

481
00:21:46,050 --> 00:21:50,580
I know kind of the cheat codes now with
the wearable AI to where you can just, you

482
00:21:50,580 --> 00:21:54,090
know, be present in the moment, but it's
gonna capture everything to where then you

483
00:21:54,090 --> 00:21:56,250
can kind of recall and start to collect.

484
00:21:56,285 --> 00:21:58,235
Personally relevant information.

485
00:21:58,625 --> 00:21:58,745
Mm-hmm.

486
00:21:59,075 --> 00:22:02,405
Um, do you have kind of a go-to system
or is it just you, you can just kind

487
00:22:02,405 --> 00:22:04,355
of remember things about people or?

488
00:22:04,715 --> 00:22:07,835
My mine's all visual and I don't
know why it is, but I can recall

489
00:22:07,835 --> 00:22:09,305
things and visually see that.

490
00:22:09,305 --> 00:22:13,145
And, and my recollection if
of, you know, I can remember

491
00:22:13,145 --> 00:22:14,525
occurrences, I can remember.

492
00:22:15,005 --> 00:22:16,710
Places, you know, that, that, yeah.

493
00:22:16,710 --> 00:22:19,805
That we've, where we've met,
where we've done things.

494
00:22:19,805 --> 00:22:22,115
So it's, it's a visual
recollection for me.

495
00:22:22,445 --> 00:22:25,025
And so it's sort of like, I got a scam.

496
00:22:25,025 --> 00:22:28,505
It's like, okay, we, I met that person
and we were there, and then that, then

497
00:22:28,505 --> 00:22:32,315
it all kind of comes back to me of
what was, you know, what we, what the

498
00:22:32,315 --> 00:22:36,545
conversation was, what took place on
that day or when we were in that space.

499
00:22:36,875 --> 00:22:37,835
Uh, and it was, uh.

500
00:22:38,635 --> 00:22:43,945
So I've always been a very visual
person in, in, in remembering things.

501
00:22:44,035 --> 00:22:48,235
Um, you know, so I, it, I have,
have a harder time with things that

502
00:22:48,295 --> 00:22:52,675
I don't see, things that I hear,
I don't recall as well as seeing.

503
00:22:52,675 --> 00:22:55,435
So I, if I'm in that
situation, then I can recall.

504
00:22:55,824 --> 00:22:57,955
You know, later on, oh yeah, we
were here and we were that, and

505
00:22:57,955 --> 00:22:59,030
this is what we did, and, you know.

506
00:22:59,030 --> 00:22:59,189
Yeah.

507
00:22:59,250 --> 00:23:03,084
So I think it's a, it's more of a visual
recollection for my, for me, instead

508
00:23:03,084 --> 00:23:04,824
of, uh, instead of a tape recorder.

509
00:23:04,824 --> 00:23:07,345
Mine's more like a video recorder
than a tape recorder, I guess.

510
00:23:07,465 --> 00:23:08,334
Yeah, that's good.

511
00:23:08,334 --> 00:23:08,845
That's good.

512
00:23:08,845 --> 00:23:09,084
Yeah.

513
00:23:09,084 --> 00:23:12,595
Everybody has that and I think being
able to tap into it and, and, you know,

514
00:23:12,595 --> 00:23:16,735
whatever, whatever that process is, to be
able to, to recall, I mean, I think can

515
00:23:16,735 --> 00:23:18,895
deepen, you know, the relationships which.

516
00:23:19,810 --> 00:23:24,070
It's all about how you make people feel
and, and then in return, the reciprocity,

517
00:23:24,129 --> 00:23:26,770
you know, kicks in, especially
in this game, in, in real estate.

518
00:23:26,770 --> 00:23:27,909
So it's fantastic.

519
00:23:27,909 --> 00:23:30,729
I mean, I, I, I love this because
this is fundamental, right?

520
00:23:30,729 --> 00:23:32,139
We talk about getting back to the basics.

521
00:23:32,139 --> 00:23:36,159
I mean, everything you're, you know, we,
we've un uncovered so far is exactly,

522
00:23:36,429 --> 00:23:38,020
you know, the foundation, right?

523
00:23:38,020 --> 00:23:39,250
What are, what are you rooted in?

524
00:23:39,250 --> 00:23:42,040
What's the foundation
instead of, like you said.

525
00:23:42,600 --> 00:23:46,230
Um, you know, chasing the next
shiny object, you know, perso,

526
00:23:46,235 --> 00:23:49,169
perso has, you know, the, the
concept of half-built bridges,

527
00:23:49,175 --> 00:23:49,524
right?

528
00:23:49,590 --> 00:23:53,159
And, you know, real estate agents are
notorious at building half-built bridges.

529
00:23:53,460 --> 00:23:55,409
It's, it is like, you know,
being here in Pittsburgh, it's

530
00:23:55,409 --> 00:23:59,399
essentially like seeing all of the
bridges and they're all half built.

531
00:23:59,399 --> 00:24:02,520
That reminds me of a, of a real estate
agent's, most real estate agents'

532
00:24:02,520 --> 00:24:06,240
careers, and I just, I love that
concept that he, he came up with,

533
00:24:06,245 --> 00:24:07,620
with, with the half belt bridges,

534
00:24:08,129 --> 00:24:08,430
right?

535
00:24:08,774 --> 00:24:09,105
Right.

536
00:24:09,675 --> 00:24:11,415
Well, and and I think that
goes right along with that.

537
00:24:11,415 --> 00:24:13,695
You gotta be who you are
too to everybody, you know.

538
00:24:14,024 --> 00:24:14,385
Yeah.

539
00:24:14,385 --> 00:24:18,915
If, if you can't impersonate somebody
else that's, that's successful,

540
00:24:18,915 --> 00:24:22,125
I mean, you, you can copy off of
them and do the things that made

541
00:24:22,125 --> 00:24:23,870
them successful, but you can never.

542
00:24:24,320 --> 00:24:27,439
Talk like them or answer
like them or, or whatever.

543
00:24:27,439 --> 00:24:32,419
You can use a lot of the, the, the skills,
but you have to be you and you know, yeah.

544
00:24:32,514 --> 00:24:36,800
It, it, you know, and, and part of,
part of my, my market allows me to, but

545
00:24:36,800 --> 00:24:38,090
I wear blue jeans to work every day.

546
00:24:38,120 --> 00:24:42,290
I mean, you know, uh, I'm just,
or just try to be approachable.

547
00:24:42,560 --> 00:24:48,139
Uh, and so, uh, I am kind of who I am,
you know, and, and it took me a long

548
00:24:48,139 --> 00:24:50,780
time to, you know, it's like, well, I
want to emulate that person, or I wanna

549
00:24:50,780 --> 00:24:53,959
be, you know, that, and it's, it's,
people will do business with it 'cause

550
00:24:53,959 --> 00:24:55,235
they know you, like you and trust you.

551
00:24:55,235 --> 00:24:56,060
Yeah, that's right.

552
00:24:56,064 --> 00:24:58,310
And, and so just be who you are.

553
00:24:58,790 --> 00:25:03,980
And the other flip side of that is once
you know who you are, is know your value.

554
00:25:04,040 --> 00:25:08,149
Yeah, your presence should add
value to any transaction, right?

555
00:25:08,240 --> 00:25:08,300
Yeah.

556
00:25:08,305 --> 00:25:12,980
Just your presence and knowing,
knowing your value in that transaction.

557
00:25:13,100 --> 00:25:19,550
Um, and I think that the hardest
thing for new agents is expressing

558
00:25:19,550 --> 00:25:23,810
their value and saying what needs
to be said at the right time.

559
00:25:24,139 --> 00:25:28,760
So it's difficult to say
uncomfortable things.

560
00:25:29,265 --> 00:25:33,465
To people we don't know well, and
a lot of times we're in a situation

561
00:25:33,465 --> 00:25:36,975
we may have just met a seller
and we're in a, in a interview.

562
00:25:37,545 --> 00:25:41,955
Uh, but saying those uncomfortable
things that need to be said

563
00:25:41,955 --> 00:25:43,335
is what they're paying us for.

564
00:25:43,740 --> 00:25:46,740
Okay, we're, they're not paying
us to be a tape recorder.

565
00:25:46,740 --> 00:25:50,250
We've all seen those tape recorder agents
where you could set a tape recorder down

566
00:25:50,250 --> 00:25:55,230
at the listing presentation and whatever
the seller says, the, that tape recorder

567
00:25:55,230 --> 00:26:00,000
runs back and puts that on the MLS instead
of saying, you know, Mr. And Mrs. Seller,

568
00:26:00,000 --> 00:26:03,450
here's the reason that we need to discuss
this, or whatever, whatever the topic is.

569
00:26:03,870 --> 00:26:10,260
Uh, and so, uh, you know, once you
know your value, uh, to the situation

570
00:26:10,650 --> 00:26:12,540
and can articulate your value.

571
00:26:13,125 --> 00:26:15,075
To someone, um.

572
00:26:15,660 --> 00:26:18,180
You're, you're going to
make more money in the end.

573
00:26:18,420 --> 00:26:18,480
Yeah.

574
00:26:18,480 --> 00:26:18,750
You know?

575
00:26:18,900 --> 00:26:19,650
Absolutely.

576
00:26:19,740 --> 00:26:24,270
Uh, and it's, and you know, I like
this job really well, but if I didn't

577
00:26:24,270 --> 00:26:28,800
get a paycheck, you know, at the end
of the transaction, you know, uh,

578
00:26:28,860 --> 00:26:30,150
I, we, we could do something else.

579
00:26:30,270 --> 00:26:31,290
We, we wouldn't be, you know.

580
00:26:32,990 --> 00:26:33,290
Do something

581
00:26:33,290 --> 00:26:33,620
else.

582
00:26:34,100 --> 00:26:34,459
Yeah.

583
00:26:34,465 --> 00:26:36,830
Profit's not a dirty word, you
know, so we can make a profit.

584
00:26:37,084 --> 00:26:40,760
I, I, I love, uh, I love that and
I'm glad you you brought that up.

585
00:26:40,790 --> 00:26:45,379
I, I forget it was, um, it might have
been Ryan Dice or somebody was like,

586
00:26:45,500 --> 00:26:46,699
I don't want to hear your goals.

587
00:26:46,699 --> 00:26:48,560
I wanna know what your
value proposition is.

588
00:26:49,225 --> 00:26:52,880
Like, your goals don't mean anything to
me if I don't know what your value is now.

589
00:26:52,945 --> 00:26:54,625
Now we know your value proposition.

590
00:26:54,625 --> 00:26:56,425
Now I can help you with your goals.

591
00:26:56,815 --> 00:26:56,905
Right.

592
00:26:56,905 --> 00:26:59,605
And I just loved how,
how, how he framed that.

593
00:26:59,665 --> 00:27:00,835
And I'm like, dang man.

594
00:27:00,835 --> 00:27:03,265
That, that is like, what
is the value promise?

595
00:27:03,265 --> 00:27:05,815
What's the value that you
bring to the marketplace?

596
00:27:06,355 --> 00:27:10,255
And you know, does that value
align to the starving market?

597
00:27:10,635 --> 00:27:12,285
What does that value align to?

598
00:27:12,285 --> 00:27:15,254
And you and I've talked about it
and it's the kind of the couple,

599
00:27:15,315 --> 00:27:19,065
you know, in the absence of value
is when people question price.

600
00:27:19,125 --> 00:27:23,145
And, and then again, value
unarticulated is value unappreciated.

601
00:27:23,265 --> 00:27:27,075
And so being able to, to know the
value that you bring to the market

602
00:27:27,075 --> 00:27:31,305
is super, super foundational,
basic, if you wanna call it.

603
00:27:31,305 --> 00:27:35,685
But it is like it is the thing that you're
constantly have to be thinking about.

604
00:27:36,254 --> 00:27:37,215
Right, right.

605
00:27:37,365 --> 00:27:39,284
Hey, quick pause before we keep going.

606
00:27:40,004 --> 00:27:42,824
This market is shifting fast,
and if you've been feeling the

607
00:27:42,824 --> 00:27:44,415
pressure, you're not alone.

608
00:27:45,074 --> 00:27:48,465
But here's the thing, it's not going
to slow down so you can catch up.

609
00:27:48,855 --> 00:27:52,274
I've opened a limited number of executive
one-on-one coaching spots this month for

610
00:27:52,274 --> 00:27:55,814
agents who are ready to stop spinning
their wheels and lead with clarity.

611
00:27:55,905 --> 00:28:00,945
If that's you, head to John Kitchens
coach and let's make it happen.

612
00:28:01,365 --> 00:28:02,115
Now, back to the episode.

613
00:28:04,545 --> 00:28:09,495
Yeah, it's, um, and, and being
able to articulate it in more

614
00:28:09,495 --> 00:28:12,015
than one way when people ask.

615
00:28:12,045 --> 00:28:15,255
'cause there pe everybody's gonna
be different and you know, it can't

616
00:28:15,255 --> 00:28:18,405
be a standard canned an answer,
a canned answer, but you can have

617
00:28:18,405 --> 00:28:20,320
several standard canned answers that.

618
00:28:20,785 --> 00:28:20,935
You.

619
00:28:20,935 --> 00:28:21,355
Okay.

620
00:28:21,775 --> 00:28:22,855
This is the situation.

621
00:28:22,885 --> 00:28:23,815
This one applies.

622
00:28:23,905 --> 00:28:24,295
You know?

623
00:28:24,565 --> 00:28:27,115
And I think just being
able to, to practice that.

624
00:28:27,145 --> 00:28:29,515
Um, I went to, just a quick story.

625
00:28:29,545 --> 00:28:32,005
I went to Frank College's drag
racing school on a motorcycle

626
00:28:32,005 --> 00:28:33,805
several years ago, and.

627
00:28:34,185 --> 00:28:37,875
You know, he told us to
practice it in perfect timing.

628
00:28:37,935 --> 00:28:41,145
Perfect practice makes perfect
bad practice makes bad.

629
00:28:41,145 --> 00:28:41,205
Yeah.

630
00:28:41,505 --> 00:28:46,515
So whoever you had to, you know,
they would start to buy for you.

631
00:28:46,515 --> 00:28:49,155
But you reach over with your right hand,
grab the clutch, reach down with your

632
00:28:49,155 --> 00:28:52,305
left hand, go put it in first gear, come
up through neutral, put it in a second

633
00:28:52,305 --> 00:28:55,545
ear, you know, wide open, throttle,
flick your wrist, do a burnout too.

634
00:28:55,635 --> 00:28:57,045
I mean, it's all of that stuff.

635
00:28:57,435 --> 00:29:00,285
And he told a story that there
was a guy that was terrible

636
00:29:00,975 --> 00:29:02,805
and he came back the next year.

637
00:29:03,330 --> 00:29:05,730
And he said, oh, you must
have bought a motorcycle.

638
00:29:05,730 --> 00:29:08,700
You've been, you've been, you
know, you've, you're, you're a

639
00:29:08,700 --> 00:29:10,920
thousand times better than you
were when you were here last year.

640
00:29:11,250 --> 00:29:15,510
He said, Nope, I've practiced this every
day sitting on my couch multiple times.

641
00:29:16,080 --> 00:29:18,960
Mm. And, you know,
that's when you know it.

642
00:29:18,960 --> 00:29:22,440
It's, it's, so, it sounds kind
of corny to stand in front of the

643
00:29:22,440 --> 00:29:23,879
mirror and practice some of your.

644
00:29:24,090 --> 00:29:29,220
Your conversations that you need to
say to a buyer or seller, but it's you,

645
00:29:29,220 --> 00:29:33,960
you need to, it's playing a movie in
your head and so you've got the movie,

646
00:29:34,500 --> 00:29:38,880
it's just stored somewhere and when
it comes, comes time for that movie.

647
00:29:38,910 --> 00:29:40,980
You just push play on that
movie and it comes out.

648
00:29:41,070 --> 00:29:45,270
You've practiced it enough times that
it's comes, it just, it just flows

649
00:29:45,270 --> 00:29:46,800
off the, your tongue and it just goes.

650
00:29:46,800 --> 00:29:49,440
So you've got, I wanna,
sometimes you don't wanna feel

651
00:29:49,440 --> 00:29:50,640
like you're watching yourself.

652
00:29:50,970 --> 00:29:51,210
Yes.

653
00:29:52,139 --> 00:29:56,399
I love that, Jim, because, you
know, for me, um, growing up,

654
00:29:56,399 --> 00:29:57,629
you know, playing golf, right?

655
00:29:57,629 --> 00:30:02,370
So like, I, I, I, I learned a lot
of things that can, can be of,

656
00:30:02,580 --> 00:30:04,980
of great, great value, but things
that can kind of hinder you.

657
00:30:04,980 --> 00:30:07,530
Like I have the ability to
just close things out, right?

658
00:30:07,530 --> 00:30:10,680
Because I grew up learning, you know,
let go of the last shot, move on.

659
00:30:10,710 --> 00:30:10,800
Mm-hmm.

660
00:30:11,040 --> 00:30:12,120
Be in the present the next thing.

661
00:30:12,120 --> 00:30:15,510
So like, I'll put things in a box and
I'm, I'm, I'm really good at that.

662
00:30:15,870 --> 00:30:20,460
And so, um, but I, I remember
hearing stories about, you know.

663
00:30:20,879 --> 00:30:25,680
Golfers that would, you know, elite
level golfers that would like, would

664
00:30:26,400 --> 00:30:31,139
went away to like to fight the war
and however many years they were away.

665
00:30:31,139 --> 00:30:33,065
But then they come back
and then they, they.

666
00:30:33,885 --> 00:30:34,935
Break par Right.

667
00:30:34,935 --> 00:30:35,205
Right.

668
00:30:35,205 --> 00:30:35,835
From coming out.

669
00:30:35,835 --> 00:30:38,115
And they're like, did you practice
while you were over there?

670
00:30:38,115 --> 00:30:38,865
And it's like, no.

671
00:30:38,895 --> 00:30:39,135
Yeah.

672
00:30:39,135 --> 00:30:40,065
Every day in my mind.

673
00:30:40,215 --> 00:30:40,274
Yeah.

674
00:30:40,304 --> 00:30:44,145
I, I, I, I visualized every
shot, every, every angle,

675
00:30:44,145 --> 00:30:46,034
every, every mark of the swing.

676
00:30:46,034 --> 00:30:48,855
Everything I could, I could
visualize it in my head.

677
00:30:48,885 --> 00:30:51,405
I was practicing every day, right?

678
00:30:51,465 --> 00:30:53,985
So I physically wasn't
hitting the golf ball.

679
00:30:54,270 --> 00:30:55,889
But every day I was practicing in my mind.

680
00:30:55,889 --> 00:30:59,010
And that always stuck with
me to, to your point, right?

681
00:30:59,010 --> 00:31:01,470
It's, it's always, you're
always practicing, you're

682
00:31:01,470 --> 00:31:03,030
always going through it, right?

683
00:31:03,060 --> 00:31:06,155
Um, to, to really
maintain that, that level.

684
00:31:08,429 --> 00:31:08,760
Yep.

685
00:31:09,449 --> 00:31:09,719
Yep.

686
00:31:10,230 --> 00:31:14,550
So, um, and, and that, and besides it was
just fun to go fast on a motorcycle too.

687
00:31:14,550 --> 00:31:15,254
So that was, well, of course

688
00:31:15,284 --> 00:31:15,695
that too.

689
00:31:16,834 --> 00:31:18,780
But, uh, I've always
liked speed and noise.

690
00:31:18,780 --> 00:31:20,010
I want to hear my gasoline burn.

691
00:31:20,010 --> 00:31:20,520
But anyway,

692
00:31:20,550 --> 00:31:20,820
yes.

693
00:31:21,030 --> 00:31:24,040
Uh, um, so I think a part
of that is, uh, you know.

694
00:31:24,794 --> 00:31:27,735
Working the difference between
working on your business and

695
00:31:27,735 --> 00:31:28,754
working in your business.

696
00:31:29,115 --> 00:31:31,064
So we get so bogged down.

697
00:31:31,064 --> 00:31:34,425
I think a lot of times just working
in our business that we don't

698
00:31:34,425 --> 00:31:35,774
have time to work on our business.

699
00:31:35,780 --> 00:31:35,850
Yeah.

700
00:31:35,855 --> 00:31:39,645
And so, and I think everybody understands
the difference, but you know, when you

701
00:31:39,645 --> 00:31:42,135
get a call and you go show property
and you write an offer and then

702
00:31:42,135 --> 00:31:45,105
you're, you know, you're, you're,
you're doing certain things and, and,

703
00:31:45,135 --> 00:31:46,784
and I'll kind of insert here that.

704
00:31:47,585 --> 00:31:51,665
If a person wants to make, you know,
$416,000 a year, you've gotta be worth

705
00:31:51,665 --> 00:31:53,705
$200 an hour for 40 hours a week.

706
00:31:54,004 --> 00:31:56,225
Uh, and that's $416,000 a year.

707
00:31:56,585 --> 00:32:02,195
Um, so you've got to work on the parts
of your business that make you money

708
00:32:02,254 --> 00:32:07,385
and hire out the things that are, are
less than $200 an hour, but working.

709
00:32:07,925 --> 00:32:12,155
You get so busy working on this deal
and then another deal comes and then

710
00:32:12,155 --> 00:32:13,685
you don't have any time to work.

711
00:32:14,430 --> 00:32:15,270
On your business.

712
00:32:15,270 --> 00:32:19,110
And that goes back to those goals and
plans and that, that sort of thing

713
00:32:19,110 --> 00:32:21,030
is you have to schedule that time.

714
00:32:21,030 --> 00:32:22,770
I'm a slave to my calendar, okay?

715
00:32:22,800 --> 00:32:24,360
You have to be a slave to your calendar.

716
00:32:24,780 --> 00:32:28,380
Uh, and, and, and both of my, my
listing coordinator and my transaction

717
00:32:28,380 --> 00:32:31,650
coordinator have access to my calendar,
and I do what my calendar says.

718
00:32:31,680 --> 00:32:32,970
So they put something on there.

719
00:32:33,180 --> 00:32:35,910
Uh, I, I, I look in the
morning, okay, what's my day?

720
00:32:35,910 --> 00:32:38,010
Or sometimes, you know, the
night before I look, okay,

721
00:32:38,010 --> 00:32:39,090
that's what I gotta do tomorrow.

722
00:32:39,090 --> 00:32:41,100
I get up in the morning, I
look at my schedule again.

723
00:32:41,170 --> 00:32:44,620
Kind of, kind of prepare myself
mentally for okay, that appointment,

724
00:32:44,920 --> 00:32:48,280
uh, that's that, okay, let's,
let's run through that in my head.

725
00:32:48,280 --> 00:32:49,510
How's that appointment gonna go?

726
00:32:49,840 --> 00:32:54,520
Uh, and then, you know, kind of through
the day, uh, uh, but scheduling all

727
00:32:54,520 --> 00:33:00,520
of those things, uh, is, is and, and
so you gotta schedule time to work.

728
00:33:01,020 --> 00:33:04,020
On your business to say, okay,
these are my goals, these

729
00:33:04,020 --> 00:33:05,010
are, where do we want to go?

730
00:33:05,010 --> 00:33:08,070
So I think, you know, you, you
have to decipher, uh, you know, di

731
00:33:08,100 --> 00:33:12,450
differentiate the, the time that
between working in and on your business.

732
00:33:12,780 --> 00:33:15,675
And I think a lot of times we
get, um, we get distracted by.

733
00:33:16,435 --> 00:33:18,355
Noise stuff that doesn't matter.

734
00:33:18,835 --> 00:33:23,515
Um, you know, if, if one of my, one of my
gals that are in here and we're working on

735
00:33:23,515 --> 00:33:27,115
something and they'll say, you know, if I,
I kind of get distracted on something, on

736
00:33:27,115 --> 00:33:31,015
a computer or somebody texts or something,
they just say, squirrel, get back to it.

737
00:33:31,045 --> 00:33:32,905
You're, you're not chasing
squirrels right now.

738
00:33:33,055 --> 00:33:33,565
You gotta stay.

739
00:33:33,565 --> 00:33:34,945
We gotta stay on this.

740
00:33:34,945 --> 00:33:39,355
So I think blocking out a lot of the
noise, a lot of times, um, you know, a lot

741
00:33:39,355 --> 00:33:41,365
of times you, you know, you have to know.

742
00:33:41,885 --> 00:33:45,725
Your business, and you have to know
your competition, but you don't have

743
00:33:45,725 --> 00:33:49,120
to be so engrossed in your competition
that you lose, you know, yeah.

744
00:33:49,125 --> 00:33:50,315
Your side of where you're at.

745
00:33:50,675 --> 00:33:50,945
Okay.

746
00:33:50,945 --> 00:33:53,975
I'm aware that what they're
doing and so forth, but, uh, a

747
00:33:53,975 --> 00:33:55,415
lot of that stuff is just noise.

748
00:33:55,415 --> 00:33:58,445
Blocking out that noise, like
we talked about, uh, is just.

749
00:33:59,070 --> 00:34:01,080
Turn that, turn that noise off.

750
00:34:01,530 --> 00:34:02,460
Put on blinders.

751
00:34:02,520 --> 00:34:07,080
What, however, what you wanna say it is
just focus on what's in front of you,

752
00:34:07,080 --> 00:34:10,679
what's important to you, what's important
to your business for you and your family,

753
00:34:10,770 --> 00:34:12,690
uh, and, and your, and your business.

754
00:34:12,690 --> 00:34:15,600
So, blocking out that noise,
I think is, is very important.

755
00:34:15,630 --> 00:34:17,310
'cause we, we, we, as realtors.

756
00:34:17,965 --> 00:34:20,185
We, we get distracted so easily.

757
00:34:20,275 --> 00:34:22,255
You know, I think that's
just, just part of it.

758
00:34:22,255 --> 00:34:27,535
And I think being able to block that out,
uh, is, uh, is really, uh, important.

759
00:34:28,075 --> 00:34:32,365
And then, uh, one of the notes I'd made
here was that, um, you know, when you work

760
00:34:32,365 --> 00:34:38,185
on your business, um, you need to be in
the right rooms with the right people.

761
00:34:38,575 --> 00:34:45,295
Uh, and so I can, I can pinpoint
back, uh, years ago that.

762
00:34:46,365 --> 00:34:50,115
I, you know, I was with a small
local company and then I had

763
00:34:50,115 --> 00:34:51,705
a re max office for 10 years.

764
00:34:53,310 --> 00:34:58,320
And some of the rooms I got into
at that point changed my life.

765
00:34:58,380 --> 00:35:03,840
And that continues to happen with the,
the, the acquaintances you make at a high

766
00:35:03,840 --> 00:35:06,900
level and the rooms that you can get into.

767
00:35:06,900 --> 00:35:10,080
And some of 'em are virtual rooms
or whatever, but you know, and, and

768
00:35:10,080 --> 00:35:13,800
the people you, you're able to meet
that's like, you know, everybody's,

769
00:35:13,890 --> 00:35:16,650
it's like, wow, that, that person,
so they're, they're, everybody's

770
00:35:16,650 --> 00:35:19,470
trying to pull everybody up, I
think, you know, in real estate.

771
00:35:19,470 --> 00:35:20,580
So trying to get into those.

772
00:35:21,075 --> 00:35:24,194
Same rooms with people that,
that are doing better than you.

773
00:35:24,345 --> 00:35:29,205
Um, so you can emulate them and
see what, you know, how are they

774
00:35:29,205 --> 00:35:30,225
doing that, what are they doing?

775
00:35:30,254 --> 00:35:34,544
What's, you know, and, uh, part of
that's the mindset part of it, you know?

776
00:35:34,544 --> 00:35:38,355
So I think, uh, really getting into some
of those right rooms is very important.

777
00:35:39,375 --> 00:35:40,964
So, so important, right?

778
00:35:40,964 --> 00:35:44,384
I mean, you can, you collapse
time and it's, it's the true

779
00:35:44,384 --> 00:35:46,575
essence of, of mastermind.

780
00:35:47,105 --> 00:35:50,105
I mean, I mean, geez, I mean,
it's one of the laws of success

781
00:35:50,105 --> 00:35:51,875
from Napoleon Hill, right?

782
00:35:51,875 --> 00:35:56,315
In the, in the Laws of Success story that
he, you know, series that he put together

783
00:35:56,315 --> 00:35:57,755
actually before Think and Grow Rich.

784
00:35:58,325 --> 00:36:00,245
And it was actually the,
the laws of success.

785
00:36:00,245 --> 00:36:03,725
That, that, and then the conversations
that form, you know, the book Think

786
00:36:03,725 --> 00:36:07,235
and Grow Rich, but one of the laws
of success is Mastermind, right?

787
00:36:07,235 --> 00:36:07,295
Yeah.

788
00:36:07,295 --> 00:36:11,675
You know, 2, 2, 2 minds create a
third, um, you know, three minds create

789
00:36:11,675 --> 00:36:13,505
a fourth and, and so on and so on.

790
00:36:14,135 --> 00:36:18,305
You can really just, you know, um,
you know, find different angles, find

791
00:36:18,305 --> 00:36:25,025
different little, um, even to your
point, right, to, to reframe, um,

792
00:36:25,085 --> 00:36:28,205
you know, just different, different
ways to articulate your value, right?

793
00:36:28,205 --> 00:36:31,385
Like, like you were saying, and,
and just, man, there's nothing more

794
00:36:31,385 --> 00:36:35,195
powerful than getting around a group
of like-minded individuals that are,

795
00:36:35,360 --> 00:36:38,465
that are just really pushing each other
to be the best versions of themselves.

796
00:36:38,975 --> 00:36:39,305
Right.

797
00:36:39,485 --> 00:36:40,085
Exactly.

798
00:36:40,955 --> 00:36:41,495
And then, um.

799
00:36:42,015 --> 00:36:48,134
One of the things that I think, um, that,
that, that my agents on my team, that some

800
00:36:48,134 --> 00:36:49,545
of 'em have started at the front desk.

801
00:36:49,545 --> 00:36:52,845
And like I said with Ellen a little
bit ago, she's probably written

802
00:36:53,115 --> 00:36:57,404
hundreds if not thousands of purchase
agreements before she got her license.

803
00:36:58,405 --> 00:37:03,265
I think that most agents don't
understand the purchase agreement.

804
00:37:03,265 --> 00:37:05,905
Now, if you screw up a listing contract
that's between you and your seller,

805
00:37:05,905 --> 00:37:08,215
you know, and that's on you, and you'll
pay for that, and that's whatever.

806
00:37:08,245 --> 00:37:08,455
Okay?

807
00:37:08,455 --> 00:37:10,375
But you, you know, the listing
contract, but the purchase

808
00:37:10,375 --> 00:37:12,895
agreement's between, you're not a
party to the purchase agreement.

809
00:37:12,895 --> 00:37:15,535
It's between a buyer and a seller, and
you're, you're writing that purchase

810
00:37:15,535 --> 00:37:16,735
agreement or you're receiving it.

811
00:37:17,995 --> 00:37:23,065
I suggest everyone read their state's
purchase agreement or the purchase

812
00:37:23,065 --> 00:37:24,925
agreement they use at least once a week.

813
00:37:25,890 --> 00:37:29,190
I read and read and read that
purchase agreement, have a better

814
00:37:29,190 --> 00:37:32,280
understanding of that purchase
agreement than I believe anybody in

815
00:37:32,280 --> 00:37:33,960
my market or anybody I deal with.

816
00:37:34,530 --> 00:37:37,620
I had a situation the other day with a,
with another agent, and I pointed to a

817
00:37:37,620 --> 00:37:38,910
certain part of the purchase agreement.

818
00:37:38,910 --> 00:37:41,010
I said, per this section
of the purchase agreement.

819
00:37:41,040 --> 00:37:44,580
And he's like, I've been in a business
for 15 years and I didn't understand that.

820
00:37:45,585 --> 00:37:49,065
It's like, read the purchase agreement,
you know, if you don't know it, highlight

821
00:37:49,065 --> 00:37:50,805
it, ask somebody a question, you know?

822
00:37:51,015 --> 00:37:52,665
So I think it's pretty, pretty basic.

823
00:37:53,025 --> 00:37:57,404
Um, you know, I mean, that's about as
basic as you can get is reading the

824
00:37:57,404 --> 00:38:00,464
purchase agreement and knowing what
the purchase agreement says so you

825
00:38:00,464 --> 00:38:02,475
can have a complete understanding.

826
00:38:02,924 --> 00:38:06,225
Uh, you know, one of the things we
do is a pre-listing, home inspection.

827
00:38:06,765 --> 00:38:07,995
Fortunately, in our state.

828
00:38:08,805 --> 00:38:11,565
Uh, the purchase agreement states
any property defect previously

829
00:38:11,565 --> 00:38:14,625
disclosed by a seller should not
be a basis to cancel the contract.

830
00:38:14,895 --> 00:38:14,984
Hmm.

831
00:38:14,984 --> 00:38:15,044
So

832
00:38:15,524 --> 00:38:19,274
right up front, we just, um, do the
pre-listing home inspection, attach

833
00:38:19,274 --> 00:38:22,365
the summary of the inspection if
we, we, sometimes we repair items.

834
00:38:22,665 --> 00:38:26,294
But, uh, we'll attach that summary
of the, uh, home inspection

835
00:38:26,625 --> 00:38:29,384
to the residential seller's
Disclosure is addendum number one.

836
00:38:30,050 --> 00:38:32,055
Now it's being signed by the buyer.

837
00:38:32,055 --> 00:38:35,505
When they write an offer, you know,
we know buyers buy on a motion.

838
00:38:35,805 --> 00:38:39,435
They're, you, it, it's easier to hit
'em right in a jaw at the time they're

839
00:38:39,435 --> 00:38:44,415
writing the offer with any negative
news than it is 10, 12, 14 days later,

840
00:38:44,505 --> 00:38:48,225
you know, after they've got an accepted
offer going back to work, uh, getting,

841
00:38:48,225 --> 00:38:51,030
uh, everything for their lender,
thinking about moving and so forth.

842
00:38:51,255 --> 00:38:54,435
You know, when they want $5,000
for $500 worth of repairs.

843
00:38:54,435 --> 00:38:57,735
That, that we headed off in
the very beginning just by, by.

844
00:38:57,735 --> 00:38:58,065
Um.

845
00:38:58,275 --> 00:39:02,055
Attaching that to the, that, uh,
to the, uh, seller's disclosure.

846
00:39:02,055 --> 00:39:05,865
So, um, you know, but I think the
purchase agreement, you just got,

847
00:39:05,865 --> 00:39:07,305
you have to know it and read it.

848
00:39:07,305 --> 00:39:07,455
Yeah.

849
00:39:07,755 --> 00:39:09,015
Reread it and read it again.

850
00:39:09,075 --> 00:39:15,705
So, um, but, uh, and, uh, we talked
about, uh, talked about some books

851
00:39:15,945 --> 00:39:18,915
earlier, the E myth, a couple of 'em, uh.

852
00:39:19,740 --> 00:39:20,580
Profit first.

853
00:39:21,030 --> 00:39:21,270
Yeah.

854
00:39:21,630 --> 00:39:23,760
Tells everybody how to get
their, their money in order.

855
00:39:24,000 --> 00:39:25,440
Uh, profit First book.

856
00:39:25,500 --> 00:39:26,850
I've got it right here in my drawer.

857
00:39:26,940 --> 00:39:28,260
I've gotta keep it around my drawer.

858
00:39:28,530 --> 00:39:29,760
Uh, refer back to that.

859
00:39:30,060 --> 00:39:33,720
You know, that's the first problem
that new agents get into is tax issues

860
00:39:33,720 --> 00:39:34,950
when they spend all the money and then.

861
00:39:35,010 --> 00:39:38,070
Uncle Sam comes calling and they don't
have the money to, to pay their taxes.

862
00:39:38,070 --> 00:39:40,530
So that profit first
really, really works well.

863
00:39:41,100 --> 00:39:42,270
Choose your enemies wisely.

864
00:39:42,360 --> 00:39:45,000
Um, on, on that was a book
that you, you recommended.

865
00:39:45,240 --> 00:39:46,470
You probably got it right there.

866
00:39:46,680 --> 00:39:47,585
I've got it right here in the door.

867
00:39:47,865 --> 00:39:48,745
I got it right here.

868
00:39:49,395 --> 00:39:49,945
Right here.

869
00:39:50,340 --> 00:39:50,580
Got it.

870
00:39:50,580 --> 00:39:51,690
All your marks up.

871
00:39:52,050 --> 00:39:53,280
Yeah, I got, got mine right.

872
00:39:53,340 --> 00:39:54,240
Got mine right here.

873
00:39:54,245 --> 00:39:57,300
And, and I could tell you I
didn't understand it until I read

874
00:39:57,300 --> 00:40:01,350
that book that, um, so I, um.

875
00:40:02,085 --> 00:40:05,685
I was working in a, in a manufacturing
firm as a, as a production control,

876
00:40:06,165 --> 00:40:08,805
and they took us to the cafeteria
one day and froze our wages.

877
00:40:09,015 --> 00:40:12,375
Um, I came back with my boss and
I said, well, that really, you

878
00:40:12,375 --> 00:40:13,575
know, that really bites, you know?

879
00:40:13,965 --> 00:40:15,435
He said, yeah, but what
you gonna do about it?

880
00:40:15,795 --> 00:40:18,345
I didn't realize that that was my enemy.

881
00:40:18,765 --> 00:40:18,855
Mm-hmm.

882
00:40:19,125 --> 00:40:19,785
Not him.

883
00:40:20,235 --> 00:40:22,395
That statement that my boss made.

884
00:40:22,395 --> 00:40:22,545
Yeah.

885
00:40:22,545 --> 00:40:23,355
What are you gonna do about it?

886
00:40:23,385 --> 00:40:25,095
When I was reading, choose
Your Enemies Wisely.

887
00:40:25,485 --> 00:40:26,655
I was like, huh.

888
00:40:27,509 --> 00:40:28,319
That was my enemy.

889
00:40:28,620 --> 00:40:28,980
Yeah.

890
00:40:29,189 --> 00:40:30,750
That's what motivated me.

891
00:40:30,935 --> 00:40:31,154
Yes.

892
00:40:31,160 --> 00:40:31,680
Yes.

893
00:40:31,685 --> 00:40:34,680
That, that saying right
there is what got me to go.

894
00:40:35,460 --> 00:40:36,330
What am I gonna do about it?

895
00:40:36,390 --> 00:40:37,529
I'll tell you what I'm gonna do about it.

896
00:40:37,620 --> 00:40:38,879
I'm gonna get my real estate license.

897
00:40:38,879 --> 00:40:43,350
I owned a, I owned a duplex at
that time, had bought a, you know,

898
00:40:43,350 --> 00:40:46,109
bought a piece of real estate and
I thought my brother-in-law was a

899
00:40:46,109 --> 00:40:47,430
commercial real estate appraiser.

900
00:40:47,520 --> 00:40:48,689
And, uh, I thought, well.

901
00:40:49,215 --> 00:40:49,875
What am I gonna do?

902
00:40:49,905 --> 00:40:53,325
So I went and got my real estate license
and, and, uh, five years in one day.

903
00:40:53,325 --> 00:40:56,445
So I was fully vested in my, uh,
retirement account at that company.

904
00:40:56,805 --> 00:41:00,795
I jumped out, jumped in with both
feet and, you know, uh, and jumped in.

905
00:41:00,795 --> 00:41:02,085
But that was really, really eyeopening.

906
00:41:02,085 --> 00:41:03,765
I love that story.

907
00:41:03,765 --> 00:41:07,125
See, when you're re that book
and you're, you're highlighting

908
00:41:07,125 --> 00:41:08,235
and your underlining, it's like,

909
00:41:08,985 --> 00:41:09,435
huh,

910
00:41:10,665 --> 00:41:12,045
I figured out what my enemy was.

911
00:41:12,045 --> 00:41:12,105
Yeah.

912
00:41:12,255 --> 00:41:13,845
What got me to where I am today?

913
00:41:14,924 --> 00:41:15,915
One step, one comment.

914
00:41:16,154 --> 00:41:23,444
It's so, it's so powerful and, um, I
mean, I love that and, you know, it's,

915
00:41:23,444 --> 00:41:25,725
it's one of those things too, right?

916
00:41:25,725 --> 00:41:28,305
It got you to make that jump
and get you where you're at.

917
00:41:28,334 --> 00:41:32,805
But now even kind of at the, you
know, kind of the season of your

918
00:41:32,834 --> 00:41:35,805
career, it's still important to have

919
00:41:36,225 --> 00:41:36,345
Yeah.

920
00:41:36,375 --> 00:41:36,495
You

921
00:41:36,495 --> 00:41:39,285
know, that enemy and I, and,
and I love that example because

922
00:41:39,495 --> 00:41:40,845
PBD talks about it in there.

923
00:41:40,845 --> 00:41:42,404
It's like, listen, it's
not always a person.

924
00:41:42,410 --> 00:41:42,629
Mm-hmm.

925
00:41:43,560 --> 00:41:47,580
But it's more of a, you know, that kind
of, that idea, that concept that, you

926
00:41:47,580 --> 00:41:51,900
know, um, and you can group a bunch
of people into there, but it's more

927
00:41:51,900 --> 00:41:53,460
powerful than when it's not a human.

928
00:41:53,460 --> 00:41:53,730
Right.

929
00:41:53,730 --> 00:41:53,740
Right.

930
00:41:53,740 --> 00:41:57,420
It's, it's more of a, a
concept That is so good.

931
00:41:57,600 --> 00:41:58,259
That is so good.

932
00:41:58,685 --> 00:41:58,985
Yep.

933
00:41:59,105 --> 00:42:03,425
So that's, uh, it's, it's, you
know, it's neat to identify it and

934
00:42:03,425 --> 00:42:05,735
go, okay, yeah, that's, that's,
you know, that was the point in my

935
00:42:05,735 --> 00:42:07,115
life that, that something changed.

936
00:42:07,115 --> 00:42:10,895
And so one of the, one of the other notes
I made, made here, and, and, and this is

937
00:42:10,895 --> 00:42:16,025
not original to me, but uh, uh, fear is
a negative emotion created by belief that

938
00:42:16,025 --> 00:42:17,320
something is gonna harm you in the future.

939
00:42:18,495 --> 00:42:18,825
Okay.

940
00:42:19,065 --> 00:42:21,225
And we're, we're frozen by fear a lot.

941
00:42:21,315 --> 00:42:21,404
Yeah.

942
00:42:21,705 --> 00:42:24,465
You know, and that's what we was
talking about, getting back to being

943
00:42:24,465 --> 00:42:28,545
able to say what needs to be said in
a listing presentation about a house,

944
00:42:28,605 --> 00:42:32,535
about whatever it is, and you know,
how is it gonna harm you, you know?

945
00:42:33,330 --> 00:42:35,520
They're not gonna eat you,
they're not gonna beat you up.

946
00:42:35,669 --> 00:42:39,810
You know, you may lose a listing by
telling the truth, and if you didn't get

947
00:42:39,810 --> 00:42:41,189
it, you probably didn't want it anyway.

948
00:42:41,490 --> 00:42:41,640
Yeah.

949
00:42:41,640 --> 00:42:41,669
Okay.

950
00:42:42,209 --> 00:42:47,819
If the people aren't gonna, aren't gonna
be receptive to, to, you know, the, um,

951
00:42:48,569 --> 00:42:56,640
to, to, to hear my experience, you know,
you're not paying me to sell your house.

952
00:42:56,640 --> 00:42:58,140
You're paying me for my experience.

953
00:42:58,140 --> 00:42:59,939
All the learning that I've
done to get me to this point.

954
00:43:00,540 --> 00:43:00,899
You know?

955
00:43:01,319 --> 00:43:01,379
Yeah.

956
00:43:01,379 --> 00:43:04,560
And so, yeah, it's, it really, you're
paying me to sell your house, but

957
00:43:04,560 --> 00:43:07,500
it's the experience that I gained
to get me to this point, to get me

958
00:43:07,500 --> 00:43:07,680
here.

959
00:43:07,680 --> 00:43:07,830
Yeah.

960
00:43:08,279 --> 00:43:11,549
Uh, and, and so, and that's where
knowing your worth at that point,

961
00:43:11,549 --> 00:43:12,569
getting back to knowing your worth.

962
00:43:12,569 --> 00:43:18,450
But I think a lot of people get frozen
in fear of like, oh, I can't say that.

963
00:43:18,569 --> 00:43:21,540
You know, they, they'll get mad
at me, or they're gonna, you know.

964
00:43:22,155 --> 00:43:23,175
So what, you know?

965
00:43:23,220 --> 00:43:23,510
Yeah.

966
00:43:23,510 --> 00:43:26,415
So what you, you've gotta, you've
gotta say it in a polite manner and

967
00:43:26,445 --> 00:43:29,685
you know, where it's, where, you know,
you can't, you can't just be gruff.

968
00:43:29,685 --> 00:43:32,835
But yeah, it's, um, it's, um,

969
00:43:35,085 --> 00:43:37,335
you know, Jim, the, the other,
the other thing, and you kind of

970
00:43:37,335 --> 00:43:39,075
alluded to it a little bit, and.

971
00:43:39,855 --> 00:43:44,820
You, you do this just about as
well as, as anybody I've ever

972
00:43:44,820 --> 00:43:49,710
seen, and it's, it's really being a
true ambassador for the community.

973
00:43:49,710 --> 00:43:53,640
You talked about, you know, kind of on
the Waterfront Development Committee.

974
00:43:53,640 --> 00:43:53,730
Yep.

975
00:43:53,730 --> 00:43:54,780
Just everything that you're a part of.

976
00:43:55,545 --> 00:43:57,525
I would love for you to, to unpack that.

977
00:43:57,555 --> 00:43:59,924
'cause I think that's one of the,
the biggest things that a lot of,

978
00:43:59,955 --> 00:44:05,265
a lot of agents miss is, you know,
'cause that unlocks a lot of doors.

979
00:44:05,325 --> 00:44:05,955
Um, yeah.

980
00:44:05,985 --> 00:44:09,435
You know, the more that you can
plug yourself in and, uh, I would

981
00:44:09,435 --> 00:44:11,654
love for you to kind of unpack
and share that and then like.

982
00:44:11,765 --> 00:44:15,665
Where to invest that time versus
man, that's kind of be more of

983
00:44:15,665 --> 00:44:17,645
a hobby, but this is where you
can really make a difference.

984
00:44:17,645 --> 00:44:17,734
Right.

985
00:44:17,734 --> 00:44:21,335
Or you know, gain more
influence or influence others.

986
00:44:21,575 --> 00:44:21,904
Right.

987
00:44:22,085 --> 00:44:24,125
Well, I'm very fortunate to
live in the town that I live in.

988
00:44:24,125 --> 00:44:26,464
Madison, Indiana is one of the
coolest towns that if you've

989
00:44:26,464 --> 00:44:28,625
never been here, it's one of the
coolest towns you've ever been to.

990
00:44:28,625 --> 00:44:31,295
I describe it as halfway
between Key West and Mayberry.

991
00:44:31,535 --> 00:44:35,705
And so for you young agents, Mayberry
was a fictitious town on TV with Andy

992
00:44:35,705 --> 00:44:38,194
Griffith, where everybody left their
doors unlocked and that sort of thing.

993
00:44:38,194 --> 00:44:40,714
So Madison's a town of 13,000 people.

994
00:44:40,714 --> 00:44:40,984
So.

995
00:44:41,550 --> 00:44:46,080
Uh, where, where you have the old, the old
section downtown, we have 133 blocks on

996
00:44:46,080 --> 00:44:47,910
the National Register of Historic Places.

997
00:44:48,750 --> 00:44:51,420
That is the largest contiguous
area in the United States.

998
00:44:51,450 --> 00:44:52,620
Then we have the hilltop area.

999
00:44:52,620 --> 00:44:55,770
We drew, we kind of grew to our
geographic geographical boundaries.

1000
00:44:56,010 --> 00:44:59,430
We're right on the Ohio River between
Louisville, Kentucky and Cincinnati, Ohio.

1001
00:44:59,820 --> 00:45:04,020
So, um, the, the up on the hilltops
400 foot bluff, that's where

1002
00:45:04,020 --> 00:45:07,020
the fast food restaurants, high
school and that sort of stuff.

1003
00:45:07,020 --> 00:45:09,300
So we have a really, just a
really cool downtown area.

1004
00:45:09,300 --> 00:45:09,480
So.

1005
00:45:10,095 --> 00:45:14,805
First, I'm very fortunate that, that I
get to live here, or I chose to live here.

1006
00:45:15,225 --> 00:45:18,225
Um, I, there was an old
man named Forry Douglas.

1007
00:45:18,255 --> 00:45:21,015
Uh, he owned a clothing store
here in town, drove a Cadillac.

1008
00:45:21,015 --> 00:45:23,385
He had a, he was a, he
was a cat about town.

1009
00:45:23,385 --> 00:45:26,055
Wore a little, uh, gold
chain on his vest and stuff.

1010
00:45:26,115 --> 00:45:28,785
So he was on the Riverfront
Development Committee.

1011
00:45:28,845 --> 00:45:33,255
And, uh, just when it first started, uh,
and asked me, he said, Hey, uh, would you

1012
00:45:33,255 --> 00:45:34,905
help me put some bricks in the riverfront?

1013
00:45:34,995 --> 00:45:35,595
So we went down.

1014
00:45:36,325 --> 00:45:39,444
And took bricks out of the Cadillac,
out of the trunk of his Cadillac, and

1015
00:45:39,444 --> 00:45:42,145
we had a brick pooler, and we took
some of the bricks out of the sidewalk

1016
00:45:42,145 --> 00:45:44,634
and then we put an engraved brick
that somebody could buy, you know,

1017
00:45:44,665 --> 00:45:48,325
have their name or their birthday or
whatever on it, and we pound 'em down

1018
00:45:48,325 --> 00:45:49,765
in there and got to talk with him.

1019
00:45:49,765 --> 00:45:51,685
I said, Hey, I wouldn't mind
being on this committee for you.

1020
00:45:51,685 --> 00:45:54,295
This is, this is kind of cool,
you know, on the riverfront.

1021
00:45:54,355 --> 00:45:55,734
He said, okay, I'll keep you in mind.

1022
00:45:56,575 --> 00:45:58,435
Well, he called me one Tuesday morning.

1023
00:45:58,495 --> 00:45:59,995
He said, we voted gin last night.

1024
00:46:00,025 --> 00:46:02,845
I said, voted me into what he said,
riverfront development committee.

1025
00:46:03,375 --> 00:46:04,635
That was nine years later.

1026
00:46:04,845 --> 00:46:07,065
So nine years took me to
get on that committee.

1027
00:46:07,425 --> 00:46:11,985
But, um, so I think that that,
that you have to be excited

1028
00:46:11,985 --> 00:46:13,720
about something that Yeah.

1029
00:46:13,755 --> 00:46:15,435
That you can talk to people about.

1030
00:46:15,645 --> 00:46:18,615
And fortunately for me, it,
it's, and I, I think that exp

1031
00:46:18,735 --> 00:46:19,905
hit the nail on the head when.

1032
00:46:20,070 --> 00:46:23,490
When they, they, they talk about
being involved in your community.

1033
00:46:23,490 --> 00:46:26,940
That's one of the, the, the
important things, uh, to, to exp.

1034
00:46:27,330 --> 00:46:31,860
Um, and, and so, um, you have
to find something that you love.

1035
00:46:31,920 --> 00:46:33,630
I'm a, I'm an avid boater.

1036
00:46:33,960 --> 00:46:35,520
Uh, we're on the river.

1037
00:46:35,520 --> 00:46:38,190
All we can, you know, all the
time we can get out there.

1038
00:46:38,370 --> 00:46:41,700
Um, so the Riverfront
Development Committee.

1039
00:46:42,315 --> 00:46:43,965
Suited my personality.

1040
00:46:43,965 --> 00:46:49,545
So we raised the money, uh, for projects
that we kind of designed a project.

1041
00:46:49,545 --> 00:46:50,415
We raised the money.

1042
00:46:51,225 --> 00:46:53,924
Uh, we started out brick
by brick, block by block.

1043
00:46:53,924 --> 00:46:57,194
And now our latest project
was about $4.2 million.

1044
00:46:57,194 --> 00:47:00,795
We're getting ready to start
phase three, uh, next, uh, next

1045
00:47:00,795 --> 00:47:02,415
July, right after the regatta.

1046
00:47:02,415 --> 00:47:06,944
But, um, so I think giving back to
your community is very important.

1047
00:47:07,275 --> 00:47:11,125
Um, you know, your community
supports you and so whether you know.

1048
00:47:12,180 --> 00:47:14,370
What I do is non-confrontational.

1049
00:47:15,000 --> 00:47:19,560
I couldn't, I know I, some agents
serve on like the, the, uh, the, uh,

1050
00:47:19,650 --> 00:47:22,799
city council or planning commission.

1051
00:47:23,040 --> 00:47:26,220
You couldn't pay me to be on
those because those, there's,

1052
00:47:26,279 --> 00:47:27,960
there's arguments all the time.

1053
00:47:28,290 --> 00:47:28,379
Yeah.

1054
00:47:28,379 --> 00:47:29,490
What I do is fun.

1055
00:47:29,609 --> 00:47:31,379
You know, we get to do the fun stuff.

1056
00:47:31,560 --> 00:47:35,609
We get to, to raise money, uh,
with different events that we have.

1057
00:47:36,060 --> 00:47:38,190
And, and so, um.

1058
00:47:38,485 --> 00:47:43,225
Just being able to, to, to
contribute to the beautification

1059
00:47:43,225 --> 00:47:45,295
of our riverfront to the town.

1060
00:47:45,565 --> 00:47:48,985
Uh, I, I think I've been the, the
chairman of that committee for, uh, I

1061
00:47:48,985 --> 00:47:54,295
think I've been on the committee for 26
years, been chairman for about 20 years.

1062
00:47:54,655 --> 00:47:58,825
Uh, so it, it started out very
small when we didn't hardly have

1063
00:47:58,855 --> 00:48:00,290
much money at all and, and now.

1064
00:48:00,900 --> 00:48:04,170
You know, we're, we're, we're, we're,
we don't have a lot of money, but we're

1065
00:48:04,170 --> 00:48:05,875
raising funds by different mm-hmm.

1066
00:48:05,955 --> 00:48:08,400
Different, uh, events
and, and different things.

1067
00:48:08,400 --> 00:48:12,030
And we're able to, uh, we've got,
um, community foundation, we have

1068
00:48:12,030 --> 00:48:15,270
two or three, uh, accounts set
up in the community foundation

1069
00:48:15,270 --> 00:48:16,800
where people could donate to that.

1070
00:48:17,070 --> 00:48:19,530
So, um, you know, it's a give back.

1071
00:48:19,560 --> 00:48:19,680
You know?

1072
00:48:19,860 --> 00:48:20,279
Yeah.

1073
00:48:20,520 --> 00:48:24,180
As, as you know, our buddy Andrew
says, you gotta make enough deposits

1074
00:48:24,180 --> 00:48:25,830
in other people's lives Right.

1075
00:48:25,950 --> 00:48:27,060
Before you make a withdrawal.

1076
00:48:27,060 --> 00:48:27,570
That's right.

1077
00:48:27,570 --> 00:48:30,720
And so this is just one of those
deposits that, that we make Yeah.

1078
00:48:30,720 --> 00:48:32,910
For the community and the city
and that, that sort of thing.

1079
00:48:32,910 --> 00:48:33,810
So I love it.

1080
00:48:34,200 --> 00:48:34,630
It's, it's a ball.

1081
00:48:35,355 --> 00:48:40,154
Yeah, we, you know, one of the best
strategic moves we ever made was

1082
00:48:40,185 --> 00:48:42,315
getting connected in with the Chamber.

1083
00:48:42,315 --> 00:48:45,315
And the reason we got connected in with
the, with the chamber is because that's

1084
00:48:45,315 --> 00:48:49,185
where the economic development committee
office was inside of the chamber.

1085
00:48:49,545 --> 00:48:54,075
So we walked by the economic development
Committee office every time we

1086
00:48:54,075 --> 00:48:58,125
walked into the chamber for whatever
committee that we were going to be on.

1087
00:48:59,420 --> 00:49:01,640
To your point, where does it suit well?

1088
00:49:01,730 --> 00:49:05,330
And some of the most important
relationships, strategic

1089
00:49:05,330 --> 00:49:10,130
relationships, were developed by
being on committees inside of there.

1090
00:49:10,400 --> 00:49:15,650
And I mean, it, it really forged
our relationship with our banker.

1091
00:49:15,650 --> 00:49:15,740
Right?

1092
00:49:16,310 --> 00:49:21,860
Um, he was actually chair of the,
of, of, of the chamber, um, one year.

1093
00:49:21,860 --> 00:49:25,220
And we really got wherever
he needed our help.

1094
00:49:25,220 --> 00:49:26,660
We, we were like, we'll be there.

1095
00:49:26,660 --> 00:49:28,610
We helped him, but it unlocked.

1096
00:49:29,055 --> 00:49:35,295
Such goodwill with him that our banking
capabilities, you know, skyrocketed just

1097
00:49:35,295 --> 00:49:39,165
because of our connection and being able
to connect with other small business

1098
00:49:39,165 --> 00:49:42,345
owners and you know, just some really, um.

1099
00:49:42,990 --> 00:49:47,250
B relationships inside of the community,
but none more important than being

1100
00:49:47,250 --> 00:49:50,640
able to stay in tune to the economic
development committee, knowing what's

1101
00:49:50,640 --> 00:49:52,110
coming, what are they trying to do?

1102
00:49:52,410 --> 00:49:55,950
That allowed us to be really strategic,
and it is, to your point, right?

1103
00:49:55,980 --> 00:49:59,850
We were adding value by keeping
everybody in tune what's really

1104
00:49:59,850 --> 00:50:02,070
happening in the real estate market.

1105
00:50:02,130 --> 00:50:05,190
And so we weren't just going
there to take, we were going there

1106
00:50:05,190 --> 00:50:09,000
to, to give not only time, but,
but information and resources.

1107
00:50:09,270 --> 00:50:11,610
So I've always loved that about you.

1108
00:50:12,420 --> 00:50:16,830
Um, how important and critical it is
getting connected inside of the committee

1109
00:50:16,830 --> 00:50:18,180
and, and, and inside the community.

1110
00:50:18,180 --> 00:50:20,850
But like you said, it, it
aligned to you perfectly.

1111
00:50:20,850 --> 00:50:23,460
It's a cool, cool thing
that you guys get to do.

1112
00:50:23,460 --> 00:50:24,765
So I think it's super important.

1113
00:50:25,634 --> 00:50:25,904
Yeah.

1114
00:50:25,995 --> 00:50:29,415
And there's, there's no no really
arguments, you know, with the

1115
00:50:29,415 --> 00:50:32,205
public, you know, so you're not
putting anything negative out.

1116
00:50:32,685 --> 00:50:32,865
Yeah.

1117
00:50:32,865 --> 00:50:36,225
It's all positive, you know, so,
uh, and, and being able to be the

1118
00:50:36,225 --> 00:50:39,250
chairman, you know, we get to, we get
to make announcements and stuff and,

1119
00:50:39,465 --> 00:50:44,025
and uh, you know, and it's usually
in the news and headlines and, and so

1120
00:50:44,025 --> 00:50:46,365
it's, it's, some of it's, you know.

1121
00:50:46,740 --> 00:50:52,350
Uh, for, for personal gain and, you
know, uh, but it's really for the

1122
00:50:52,350 --> 00:50:56,190
love of, of helping the town in the
riverfront and, you know, where, where

1123
00:50:56,190 --> 00:50:57,750
we spend a lot of time on the river.

1124
00:50:58,140 --> 00:50:59,460
Yeah, it is.

1125
00:50:59,460 --> 00:51:02,430
It's um, it's really,
really cool, you know.

1126
00:51:02,549 --> 00:51:05,759
Um, Jim, any, any other final
thoughts to kind of, kind of wrap

1127
00:51:05,759 --> 00:51:07,830
up to, to bring this all together?

1128
00:51:07,830 --> 00:51:10,440
I mean, I loved everything we,
we touched on, I mean, geez, I

1129
00:51:10,440 --> 00:51:13,920
got a page of notes and just a,
just a great refresher of Yeah.

1130
00:51:14,430 --> 00:51:18,029
Staying, staying grounded in, in
the fundamentals and in the basics.

1131
00:51:18,240 --> 00:51:18,600
Right.

1132
00:51:18,600 --> 00:51:20,640
Well, and I think this may have
been something you said one time,

1133
00:51:20,640 --> 00:51:23,730
the difference between amateurs
and professionals is that amateurs

1134
00:51:23,790 --> 00:51:25,020
will do it till they get it right.

1135
00:51:25,425 --> 00:51:27,735
Professionals will do it
till they can't get it wrong.

1136
00:51:28,065 --> 00:51:28,455
You know?

1137
00:51:28,455 --> 00:51:28,665
That's true.

1138
00:51:28,670 --> 00:51:33,465
So I think that that's, we, we've got to
just keep, keep practicing and, and making

1139
00:51:33,465 --> 00:51:37,605
sure that hey, we're the best, the best
real estate person we can be the best

1140
00:51:37,605 --> 00:51:39,045
person we can be in general, you know?

1141
00:51:39,315 --> 00:51:39,645
Yeah.

1142
00:51:39,825 --> 00:51:40,010
It is.

1143
00:51:40,935 --> 00:51:42,315
It's so, so good.

1144
00:51:42,404 --> 00:51:46,335
Um, and such a, such a great
reminder in, in a lot of the things,

1145
00:51:46,395 --> 00:51:48,495
um, that, that you really shared.

1146
00:51:48,495 --> 00:51:50,895
So spot on, Jim.

1147
00:51:50,895 --> 00:51:53,415
I appreciate you brother jumping
in here and, and, um, well

1148
00:51:53,415 --> 00:51:54,795
I appreciate, appreciate
your time today, John.

1149
00:51:54,795 --> 00:51:56,625
And nothing, nothing too earth shattering.

1150
00:51:56,625 --> 00:52:00,495
It's just, uh, you know, uh,
uh, you know, we try to think we

1151
00:52:00,495 --> 00:52:01,455
can have a whole bunch of stuff.

1152
00:52:01,455 --> 00:52:01,754
Really.

1153
00:52:01,754 --> 00:52:04,904
You need a, a pen or a piece of paper and
a telephone and you can be successful.

1154
00:52:05,115 --> 00:52:05,475
Yeah.

1155
00:52:05,475 --> 00:52:06,315
And it's, um.

1156
00:52:07,075 --> 00:52:09,654
You know, we need to be reminded
more than we need to be told.

1157
00:52:09,775 --> 00:52:12,325
And, you know, keep things
as simple as possible.

1158
00:52:12,325 --> 00:52:16,735
I was, I was on a webinar last night
and um, she kind of broke down, but

1159
00:52:16,735 --> 00:52:18,924
the last was simple and she goes, uh.

1160
00:52:19,335 --> 00:52:22,904
You know, it's, it's, um, so simple.

1161
00:52:22,904 --> 00:52:24,225
Your grandma can understand it.

1162
00:52:24,225 --> 00:52:24,315
Right.

1163
00:52:24,315 --> 00:52:25,610
And I was like, God, that's good.

1164
00:52:25,870 --> 00:52:26,290
That's

1165
00:52:26,290 --> 00:52:26,370
good.

1166
00:52:26,370 --> 00:52:26,569
Yep.

1167
00:52:27,075 --> 00:52:28,275
Keeping it, keeping it simple.

1168
00:52:28,725 --> 00:52:28,815
Yep.

1169
00:52:28,845 --> 00:52:29,415
Awesome, brother.

1170
00:52:29,415 --> 00:52:30,435
Well, I appreciate you, man.

1171
00:52:30,435 --> 00:52:35,205
You know, really, um, what the whole
Expert Mentor Series is, is all about is,

1172
00:52:35,295 --> 00:52:40,964
um, you know, individuals like you that
just pouring back in and, and, um, you

1173
00:52:40,964 --> 00:52:45,495
know, reminding us, uh, of the frameworks
and keeping us grounded on what we need to

1174
00:52:45,495 --> 00:52:47,235
do to be the best versions of ourselves.

1175
00:52:47,940 --> 00:52:48,450
Appreciate it.

1176
00:52:48,810 --> 00:52:49,110
Awesome.

1177
00:52:49,380 --> 00:52:49,890
We'll see you guys.

1178
00:52:50,100 --> 00:52:50,370
Thanks.

1179
00:52:50,370 --> 00:52:50,640
Thanks, John.

1180
00:52:52,170 --> 00:52:53,040
Thanks for tuning in.

1181
00:52:53,460 --> 00:52:57,420
If you're done guessing and ready to
lead like a real CEO with a custom

1182
00:52:57,420 --> 00:53:01,830
strategy, real accountability and
proven systems, check out my executive

1183
00:53:01,830 --> 00:53:04,560
one-on-one coaching@johnkitchens.coach.

1184
00:53:05,040 --> 00:53:07,650
Fill out the application and book
your one-on-one call with me.

1185
00:53:08,430 --> 00:53:10,500
Be sure to hit follow so
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1186
00:53:11,310 --> 00:53:12,150
Catch you on the next one.