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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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Today we are going to be diving
into a game changing conversation

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about identifying your roadblocks.

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And honing in on strategies that
lead to having clarity and success

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in your real estate business.

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Uh, if you ever felt like you're stuck
in the production mode and overwhelmed

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by systems or unsure how to scale your
business, this episode is for you.

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Our guest is an expert in breaking
down goals into actionable steps,

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helping agents transition from
being just another producer.

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To becoming the true
CEO of their business.

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So let's jump in.

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What are the biggest roadblocks holding
most agents back from real success?

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Now we have John Kitchens as our guest,
who is a top systems and processes

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coach, who helps real estate agents
turn their practice into a real business

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with over 20 years in the industry.

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Thousands of coaching sessions, John knows
how to break down goals into actionable

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steps that lead to real success.

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In this episode, we will talk about
how to identify the biggest roadblocks

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for you in your business, and develop
strategies that create clarity, that

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creates efficiency and long-term growth.

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John, welcome to the podcast finally.

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I'm glad to have you.

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Yeah, man.

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Uh, that's weird.

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Uh, we were kind of laughing
before we, we came on.

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I was like, man, I think I pushed
you off way too many times.

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I'm glad we're finally here.

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Awesome.

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We're gonna have to, we're gonna have
to get a lot more value for that.

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Okay.

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That's the punish.

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That's right.

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There you go.

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Can you, can you take us, take us to the
beginning of your real estate journey.

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What led you into the industry and
what were some of the early challenges

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that you faced in your business?

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Yeah.

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You know, I was just kind of
into the industry by default.

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Um, I've got connected with, um, with
Jay Kinder back in 2004 and just, just

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kind of really on a whim, um, the, the,
the crew that I was kind of working

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with were lifelong buddies, serial
entrepreneurs was, was working for them.

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And, you know, prior to 2004, we had, um.

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Been a part of multiple businesses
and we had gotten really good at being

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able to get 'em, get 'em to a point
to where we could kind of flip 'em.

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And so it was just a really cool
experience early on to be, you know, being

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able to, to work in a couple different
industries, but, uh, being able to get

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the businesses into a point and get
'em sold and, you know, we were, uh,

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and selling them.

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Yeah.

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So we were, you know,
looking for something to do.

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And so at the time, I mean, you know.

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Mid, mid 20-year-old.

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You know, guys, we thought it'd be a good
idea to own a bar and, um, you know, got

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into the bar business in, in 2004 and
my, uh, my daughter was born that year.

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My son had just turned two,
and my daughter was born.

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So two, two young, you
know, two young kids.

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Uh, and, you know, a young
family in the bar scene isn't,

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is not, that's not a good mix.

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And so, uh.

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My, uh, my first roommate out of, out of
college, uh, we actually played junior

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high and high school golf together.

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Uh, Mr. Michael Reese was the connector.

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Uh, he caught wind that I was, uh,
about to jump ship from the guys

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that I was, uh, you know, a part
of and working with, and he said.

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I got a guy, I got a guy that you need
to meet and he made the introduction to,

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to kinder in, um, uh, October of 2004.

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And so, you know, fast forward,
you know, 20 years later, multiple

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brokerages, uh, being a part of
in Lotton, Oklahoma, as well as

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Frisco, Texas, and getting into the.

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Coaching side of things back
in, uh, February of 2012.

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And so been a, been an interesting ride.

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Fun ride.

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You know, I think during, you know,
owning and operating the brokerages, I

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think overseeing over 4,300 transactions
and, you know, now in my, what, 12, 13th

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year of one-on-one coaching, uh, almost
17,000 one-on-one calls, and I think

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we're just a couple months away, we'll hit
the 10,000 hour of one-on-one coaching.

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So, you know.

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I, I, I like to share that because
just of the unique perspective of

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boots on ground owning and operating,
man, I get it in the trenches I get.

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You know, small town, you
know, Lotton, Oklahoma Market.

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I get the biggest, one of the biggest,
most complex, toughest markets on

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the planet in, in DFW as well as
coaching, you know, real estate

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agents all over North America.

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And now, you know, the beauty of exp
of working with, um, you know, in, with

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agents in different countries, being able
to, to see and understand that dynamic

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as well when it comes to, to housing in,
in other countries outside of the us.

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So it's been, uh, man, it's been a fun,
it's been a, been an interesting ride.

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Up to this point and really, uh,
really excited to see, you know, as

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things unfold, you know, this year and
into, into the future, um, especially

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running through, through this decade.

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What was 2004 like?

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Was it lot similar to what
we have going on right now?

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The market is inflated.

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Everything's expensive.

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There is some uncertainty, like what
were some of the challenges when

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you first got into the business?

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You know, some of

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the challenge, I mean, we, things were
good for us then, um, you know, being in

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a, we, you know, military market we're,
we're kind of insulated obviously being in

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right in the middle of the country, really
insulated from, from a lot of things.

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And even as we rode into, you
know, 2006, 2007, 2008 timeframe,

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when, you know, the rug was pulled
out from underneath all of us.

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What we found, and I think this is
where you come from, you know, a

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mindset perspective of, of, of an
abundance mindset, of, of understanding

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that we always have a move.

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There's always an opportunity.

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You just, you, you have to be
aware enough and, and be agile

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enough to, you know, see where.

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Where, where the puck is going
and where the opportunities are.

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You know, kinder went a different route.

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He, um, you know, he went all in on short
sales because that was the opportunity.

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And I think, you know, for him it
was really painful owning, you know,

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over two dozen, you know, rental
properties in that market that you

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were all of a sudden upside down on.

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And, and so just knowing, you
know, that game, I, I went.

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Where the other opportunity
was, and the other opportunity

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was, was in new construction.

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Wow.

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And so I really, you know, lassoed,
you know, my, um, you know, hitched my

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wagon to one builder and, you know, I
mean, I was at his beck and call, but

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it was one of the greatest experiences
for me to be able to, to, to kind of

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go through that time of you, you know,
you've got polar opposites, you've got

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people buying brand new construction
homes, and you got people that are.

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Underwater that are just having to,
you know, make negotiation, negotiate

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with the bank or having somebody in
their corner to negotiate with the

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banks to be able to get that done.

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So those are some of the,
you know, big struggles.

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And you know, for me, I walked
into a successful operation.

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I mean, you know, Kimer was already at
that time, um, you know, had a, had a

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ton of market share lot in Oklahoma.

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There, there's only about 3000
total transactions per year.

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Um, during, during that run.

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It was only about a hundred thousand,
um, you know, people within the, within

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the county, and I think it was 32,
30, 33, 34, um, thousand rooftops.

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I mean, it's, it's grown since then.

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But during that time, that's,
that's kind of what it was.

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But it's still about the
same amount of transactions.

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Well, when I came in in 2004.

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Closed out 340 transactions next year.

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We closed 430 transactions and then
the year after that we closed 5 21.

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Where I came in was on the
operation side of things.

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I didn't come in with boots on the
ground, right into the trenches

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on the sales side of things.

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So that's where, you know, having
that perspective of coming in.

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And I always like to say I walked
into a situation, it was like

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a a, um, go fast boat motor.

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On the back of a, on the back
of a rowboat is what it was.

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It was just all over the place.

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And, and just, you know, with me
coming in, putting systems, processes,

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guardrails, cadence, rhythm, calendars,
just all of the things to create

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structure really allowed us to make
that jump and make that jump again.

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When we did 5 21, we finished, um,
we finished number two in the world

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for Coldwell Banker that year.

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Yet we were number two in our market.

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So this is why I'm always
like pro competition.

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Like you've gotta have competition
and this is what I love about, you

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know, the other platform companies.

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That's what I love about Real, that's
what I love about all these other

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companies that are trying to, trying to
po position for number two in, in, you

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know, um, kind of the, the cloud back.

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Brokerage platform model
like exp needs competition.

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Yeah.

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And you know, I look at the changes that
even exp made over the last 2, 3, 4 years.

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If it wasn't for competition, they
would probably would've got stagnant.

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They wouldn't have done anything.

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They would've just been
like, Hey, we're good.

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Right?

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We got our own little
category, we're good over here.

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I love competition and I think that's.

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Fueled us so much is because we
got our, we got our lunch handed

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to us every, every dang year.

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We were like, what do we
do to beat these guys?

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And we never could.

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They were a top 10 re max team on the
planet that we went head to head with.

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We had 20% market share, yet we
got, we got throttled by their team.

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So it humbled us, but it also drove us.

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Yeah.

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Um, and that was really
instrumental for me in those

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first few years of having that.

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And, um, oh 7 0 8 was tough.

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I, I finally had to get into production.

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Yeah.

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And so I learned, okay.

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I'm just not sitting in the office
from an operational standpoint.

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I'm actually out in the I'm, I'm
out actually doing the thing.

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Yeah.

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And um, it was just a great experience,
especially for those first 5, 6, 7

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years of being in the industry is
to be able to have that perspective.

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It must be, must, must have been tough.

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Like a lot of people think growth
happens when everything's going good.

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Like, well, would you, would you
say like, if you take away all

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of that experience, oh, 7, 8, 9,
maybe I've been up to 11 right.

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You would be where you are today with
understanding, you would've experience

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No, we without no, no way.

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There's, there's no way.

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And we wouldn't be where we're at today
if it wasn't for Lotton, Oklahoma.

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Yeah.

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And, and the reason I say that is
because one thing that I've seen

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across, you know, the two decades of
being in this, in this industry is that

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you can get rewarded for bad behavior
and in high price point markets.

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You can get rewarded for bad behavior
because you can go cash a couple

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big commission checks and it could
offset some of your poor habits.

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Yeah, yeah.

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Well, when you're selling a
hundred thousand dollars houses

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in every Penny Matters, yeah.

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You start to understand how
important the details are.

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You start to understand customer
acquisition and you know, marketing.

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Just as well as anybody, so you
understand customer acquisition cost.

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You understand, you know, you know
the, the lifetime value of, of

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that endeavor, of that opportunity.

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You know what you're willing
to give and you can't give.

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You also understand the
profitability side of things.

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So it really shaped us in having to
be well-rounded, but it also forced us

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to get out and utilize our business.

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To uncover other opportunities.

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Yeah.

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Rentals, rehabs, developments,
new construction, ownership

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of other companies, other
venue affiliate relationships.

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And we had to do all of those
things sometimes to just put,

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you know, food on the table.

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And, you know, I I, I, I really
look at like, having that experience

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really laid the foundation for
what we were able to do, you know?

227
00:12:21,420 --> 00:12:26,910
Years to come after that with the coaching
organization with, with NAEA and, and

228
00:12:26,910 --> 00:12:30,300
then obviously stepping into exp in 2017.

229
00:12:30,660 --> 00:12:30,990
Yeah.

230
00:12:31,410 --> 00:12:35,490
And, and I think, uh, it's very important
to highlight this point here is that

231
00:12:36,240 --> 00:12:41,850
I think a lot of people forget or miss
the point, or they a lot of times even.

232
00:12:42,240 --> 00:12:44,550
Resent struggles in a business.

233
00:12:44,550 --> 00:12:44,969
Right?

234
00:12:45,390 --> 00:12:47,640
And they just wanna get
to becoming successful.

235
00:12:47,640 --> 00:12:48,510
We just can't wait.

236
00:12:48,510 --> 00:12:51,300
Like, we just can't wait to
make, make what we wanna make.

237
00:12:51,300 --> 00:12:51,600
Right.

238
00:12:51,600 --> 00:12:51,780
You know?

239
00:12:51,780 --> 00:12:55,709
It's gonna make my first million
dollars that they're not ready.

240
00:12:56,010 --> 00:12:56,370
Right?

241
00:12:56,370 --> 00:12:58,890
You wouldn't be a coach if you
didn't go through those struggles.

242
00:12:58,890 --> 00:13:02,790
You wouldn't be who you are today if
you didn't go through those struggles

243
00:13:03,030 --> 00:13:04,560
to have the skin in the game.

244
00:13:04,800 --> 00:13:07,469
Um, you know, I don't know
the results I had today.

245
00:13:07,469 --> 00:13:09,600
If I had them three years
ago, I would crush and burn.

246
00:13:09,645 --> 00:13:11,505
Yeah, right.

247
00:13:11,505 --> 00:13:13,635
Because I didn't become the character.

248
00:13:13,635 --> 00:13:13,725
Mm-hmm.

249
00:13:13,935 --> 00:13:17,265
I didn't have that under
experience under my belt.

250
00:13:17,444 --> 00:13:20,775
So I think it's very important
to highlight that the struggles

251
00:13:20,775 --> 00:13:22,635
we do face the failures.

252
00:13:22,635 --> 00:13:23,475
Forget about struggles.

253
00:13:23,475 --> 00:13:27,495
The failures we do face in
the path to success are what

254
00:13:27,495 --> 00:13:28,875
makes us successful, right?

255
00:13:28,875 --> 00:13:34,185
Are what gives us that character,
that resiliency that we require to

256
00:13:34,185 --> 00:13:36,045
actually hold success when we have it.

257
00:13:38,160 --> 00:13:39,240
It's so important.

258
00:13:39,240 --> 00:13:41,430
It's so important to
have, because you look at.

259
00:13:41,820 --> 00:13:46,050
I saying of, you know, you,
you know, skipping steps only

260
00:13:46,050 --> 00:13:47,910
presents the illusion of speed.

261
00:13:48,360 --> 00:13:50,550
And, and you think about
that in anything that we do.

262
00:13:50,550 --> 00:13:54,300
If you skip any of the steps,
one, you miss the lessons,

263
00:13:54,330 --> 00:13:55,410
like what you're talking about.

264
00:13:55,890 --> 00:14:00,000
But no matter what happens, you're gonna
have to learn those lessons at some point.

265
00:14:00,270 --> 00:14:00,840
Doesn't matter.

266
00:14:00,870 --> 00:14:03,240
Like, you can, you can
accelerate the collapse time.

267
00:14:05,580 --> 00:14:06,600
You're gonna, you know you're
gonna pay for it, probably

268
00:14:06,600 --> 00:14:07,650
you're gonna pay for it at some point.

269
00:14:07,670 --> 00:14:12,229
You have to learn those lessons and
just, just even in the process of

270
00:14:12,800 --> 00:14:14,750
working with buyers and sellers, right?

271
00:14:14,750 --> 00:14:19,219
It's like, listen, if you
skip through some stuff to

272
00:14:19,219 --> 00:14:21,530
get to, hey, it's a slam dunk.

273
00:14:21,560 --> 00:14:25,760
And I, I was, for me, this lesson
was working with my sister the first

274
00:14:25,760 --> 00:14:26,564
time that I worked with my sister.

275
00:14:27,825 --> 00:14:29,955
And it's my sister.

276
00:14:30,195 --> 00:14:32,025
She's gonna listen to her
big brother, whatever.

277
00:14:32,025 --> 00:14:34,455
I say, I've got my real estate license.

278
00:14:34,455 --> 00:14:38,595
I'm working for one of the top
companies, you know, on the planet.

279
00:14:39,585 --> 00:14:41,085
She's gonna just do what I say.

280
00:14:41,445 --> 00:14:41,925
Well.

281
00:14:42,450 --> 00:14:45,870
I didn't talk about really getting
crystal clear on her goals.

282
00:14:45,960 --> 00:14:50,100
I didn't articulate, you know, the market,
the market conditions, you know, kind

283
00:14:50,100 --> 00:14:51,570
of what to anticipate, what to expect.

284
00:14:51,990 --> 00:14:56,730
I didn't really explain to her our
process of how we go about, you know,

285
00:14:56,730 --> 00:15:00,150
everything that we do and why we do it,
how we position it, how we market it.

286
00:15:00,690 --> 00:15:05,280
Um, everything that we do,
just skipped all those steps.

287
00:15:05,865 --> 00:15:09,255
Well, I have to deal with her
because we're not getting traction.

288
00:15:09,765 --> 00:15:12,465
Um, it's not selling fast enough.

289
00:15:13,215 --> 00:15:17,955
It finally does sell, goes
under contract, and now I didn't

290
00:15:17,955 --> 00:15:20,085
articulate the closing process.

291
00:15:20,115 --> 00:15:23,355
So now she's all over, all over me.

292
00:15:23,355 --> 00:15:24,675
She's all over our team.

293
00:15:24,675 --> 00:15:26,085
She's all over our coordinators.

294
00:15:26,085 --> 00:15:28,365
The, the, the office wants to kill me.

295
00:15:28,365 --> 00:15:32,565
Like, like it's not a good
situation and it really hurt our,

296
00:15:32,565 --> 00:15:34,605
our relationship for a long time.

297
00:15:35,250 --> 00:15:39,689
Well, we amended that, you know,
time heals everything and it comes

298
00:15:39,689 --> 00:15:42,449
around again to sell this home.

299
00:15:43,079 --> 00:15:46,290
And I'm like, I'm gonna do
it the right way this time.

300
00:15:46,380 --> 00:15:46,890
And I did.

301
00:15:46,890 --> 00:15:49,229
I sat down with her, I took
her through the whole process.

302
00:15:49,229 --> 00:15:53,040
I took her through what we, what we have
A-C-H-S-A today within a EA that's made

303
00:15:53,040 --> 00:15:54,479
available to the Honey Badger Nation.

304
00:15:55,589 --> 00:15:57,689
And I took her through it textbook.

305
00:15:58,680 --> 00:16:00,479
It was the best experience.

306
00:16:01,005 --> 00:16:06,885
We had days on market, it almost within,
within her geographical area, her

307
00:16:06,885 --> 00:16:12,285
subdivision, her price point, almost to
the average to the day when we were seeing

308
00:16:12,285 --> 00:16:14,115
all types of similar prop property sell.

309
00:16:14,955 --> 00:16:16,605
The closing experience was on point.

310
00:16:16,815 --> 00:16:18,675
It was just, it was textbook,

311
00:16:18,975 --> 00:16:19,215
yeah,

312
00:16:19,395 --> 00:16:22,215
but it was textbook because
I had learned the lesson.

313
00:16:22,875 --> 00:16:23,145
And

314
00:16:23,145 --> 00:16:24,675
I did it right the second time.

315
00:16:24,824 --> 00:16:26,415
I didn't skip any steps.

316
00:16:27,045 --> 00:16:28,515
And it was, it was fantastic.

317
00:16:28,515 --> 00:16:32,324
And so that was, for me at that
point is like, got it, got it.

318
00:16:32,385 --> 00:16:35,324
You just, there's no shortcuts
in this and, and one, there's no

319
00:16:35,324 --> 00:16:37,665
shortcuts in life, but there's
no shortcuts in this game.

320
00:16:38,115 --> 00:16:41,415
And if you don't take the time
to articulate your system, your

321
00:16:41,415 --> 00:16:43,545
process, you're gonna pay for it.

322
00:16:43,574 --> 00:16:44,805
You're gonna pay for it at some point.

323
00:16:45,495 --> 00:16:49,724
Now, for you, for you, what was
it that got you out of production?

324
00:16:49,724 --> 00:16:51,165
Or what was the thing that.

325
00:16:51,660 --> 00:16:55,350
Get you where you are today, coaching
agents, having the organization.

326
00:16:55,350 --> 00:16:57,480
Like what, what, what, what was
the story behind that for you?

327
00:16:57,990 --> 00:17:01,920
Yeah, it, it definitely was the
transition of, uh, on the coaching

328
00:17:01,920 --> 00:17:07,410
side of things, we were able to, um,
install some things into the business.

329
00:17:07,410 --> 00:17:08,595
I think understanding,

330
00:17:10,800 --> 00:17:16,410
having proven systems that are not
hero, hero dependent, hero ball.

331
00:17:16,410 --> 00:17:17,250
So you think about.

332
00:17:17,895 --> 00:17:22,035
You know, prior to a lost a
lot of listing presentations.

333
00:17:22,035 --> 00:17:25,125
Where at, at the point you would walk
in and look at my accolades, look at my

334
00:17:25,125 --> 00:17:29,025
awards, look at, look at our, you know,
what, what we've earned, what we've

335
00:17:29,025 --> 00:17:31,335
done and like you should list with me.

336
00:17:31,335 --> 00:17:31,515
Right?

337
00:17:31,515 --> 00:17:33,525
It's no value driven back to the consumer.

338
00:17:34,215 --> 00:17:38,505
And so we had to create, um, a
proven process to be able to.

339
00:17:38,970 --> 00:17:42,960
That anybody could articulate and
deliver, and the consumer understood

340
00:17:42,960 --> 00:17:45,540
that it was the process that was
gonna help them achieve their goal.

341
00:17:45,540 --> 00:17:46,560
So we had to do that.

342
00:17:46,590 --> 00:17:51,090
The other thing is that we had to
understand the math and, you know, operate

343
00:17:51,090 --> 00:17:56,280
within kind of a salary cap formula that
you have, revenue you have to pay out,

344
00:17:56,340 --> 00:17:58,379
commission splits, broker fees, referrals.

345
00:17:59,399 --> 00:18:00,935
So how much money's
coming to your company?

346
00:18:02,219 --> 00:18:03,870
By the way, we need to have a profit.

347
00:18:04,169 --> 00:18:07,860
So I only have so many dollars
to put the best team on the

348
00:18:07,860 --> 00:18:09,360
field with salaries and expenses.

349
00:18:09,360 --> 00:18:14,580
Once we learned that dynamic of, of
how to make the math, math in a market

350
00:18:14,580 --> 00:18:20,669
that every penny mattered and have a
proven system, we were able to then

351
00:18:20,730 --> 00:18:25,590
excuse ourselves or escape having to,
to be in there with buyers and sellers.

352
00:18:26,310 --> 00:18:27,990
Um, you know, I still loved it.

353
00:18:28,050 --> 00:18:28,679
I would still.

354
00:18:29,385 --> 00:18:30,945
Work, the new construction angles.

355
00:18:30,945 --> 00:18:34,005
I would obviously our, our rehabs,
our properties and things like

356
00:18:34,005 --> 00:18:37,755
that because I, I, I mean, just
enjoyed it, enjoyed that part of it,

357
00:18:37,755 --> 00:18:40,035
but not going in cold to anybody.

358
00:18:40,035 --> 00:18:42,675
But, but, you know, by that point,
I mean, we had a marketing machine.

359
00:18:42,675 --> 00:18:45,645
I mean, you know, marketing, like I said,
just as well as anybody and, and being

360
00:18:45,645 --> 00:18:48,675
able, that's what you have to have to of
attraction, attraction based business.

361
00:18:49,185 --> 00:18:53,385
So we, we were able to put key people
in place and have, have the right, the

362
00:18:53,385 --> 00:18:57,255
right who's the right talent running
the organization to be able to step out.

363
00:18:57,255 --> 00:18:58,155
So I think leadership.

364
00:18:58,435 --> 00:19:01,314
You know, having, having an proven
system, a good business model,

365
00:19:01,554 --> 00:19:04,675
but great leadership and great
people to be able to escape.

366
00:19:05,335 --> 00:19:09,415
So I always joke, right, I was just
able to escape Lawton and got down to

367
00:19:09,445 --> 00:19:16,075
Texas, got into, uh, Frisco, uh, Frisco,
Texas, and, you know, working in there.

368
00:19:16,075 --> 00:19:18,475
But it was the coaching
side of things for me.

369
00:19:18,534 --> 00:19:22,764
And, you know, my dad, um, you
know, my dad's a hall of fame

370
00:19:22,885 --> 00:19:26,845
coach in the public school system
for over, over 40, over 40 years.

371
00:19:26,845 --> 00:19:27,895
So I grew up.

372
00:19:28,245 --> 00:19:28,965
Coach's kid.

373
00:19:28,965 --> 00:19:32,264
I grew up in the locker room, so
I, I was just hardwired, you know,

374
00:19:32,264 --> 00:19:35,445
from, from jump on on coaching.

375
00:19:36,705 --> 00:19:37,185
Yeah.

376
00:19:37,185 --> 00:19:41,715
I, I just though knew that there was
a better way on the coaching side

377
00:19:41,715 --> 00:19:45,645
of things than, uh, uh, getting into
the public school system as a coach.

378
00:19:45,645 --> 00:19:48,825
I saw my dad's, I saw my dad's paychecks,
and I was like, that's not for me.

379
00:19:49,365 --> 00:19:50,175
I, I, I want more.

380
00:19:50,175 --> 00:19:50,895
I want more.

381
00:19:50,950 --> 00:19:51,929
So I'm not getting

382
00:19:52,330 --> 00:19:53,330
feedback to babysit people.

383
00:19:53,330 --> 00:19:53,570
Right.

384
00:19:53,879 --> 00:19:54,370
Exactly.

385
00:19:54,615 --> 00:19:56,715
So I, uh, um.

386
00:19:57,795 --> 00:20:02,595
You know, the opportunity came about
when, um, the guys had the high level

387
00:20:02,625 --> 00:20:07,920
coaching program at NAEA, um, which
was NAEA mastermind at the time.

388
00:20:09,450 --> 00:20:12,660
You had to be doing a million in revenue
to even apply to get into that room.

389
00:20:12,660 --> 00:20:16,410
And you, you think back in those
days, you know, 20 10, 20 11, 20,

390
00:20:16,890 --> 00:20:20,910
you know, timeframe, it was all about
getting to seven figures in revenue.

391
00:20:21,030 --> 00:20:26,340
And, and then the next jump was to get
to, you know, a thousand transactions.

392
00:20:26,340 --> 00:20:26,580
Right.

393
00:20:26,580 --> 00:20:29,730
That was like milestone to be
able to, to get to that point.

394
00:20:30,600 --> 00:20:35,820
And so during that time of NAA Mastermind,
you had to be doing a million in revenue.

395
00:20:35,820 --> 00:20:37,770
So that's the clientele that.

396
00:20:38,145 --> 00:20:40,095
I was working with at the, at the point.

397
00:20:40,125 --> 00:20:40,335
And,

398
00:20:40,875 --> 00:20:45,705
um, and so for me it was, it was
definitely on the coaching side of things.

399
00:20:45,705 --> 00:20:45,765
Yeah.

400
00:20:46,035 --> 00:20:46,395
Um,

401
00:20:46,395 --> 00:20:51,135
as you know, the brokerage in
Texas, um, really vetting out

402
00:20:51,135 --> 00:20:54,315
certain ideas and certain things
that the direction we were going.

403
00:20:54,420 --> 00:20:54,710
Yeah.

404
00:20:55,815 --> 00:21:00,675
And then we were exposed to exp. Um,
we, we, we overlooked it a couple times

405
00:21:00,705 --> 00:21:05,715
just because we were so fixated that
we, we had our, our plan our way, but.

406
00:21:07,125 --> 00:21:13,365
I think, you know, the lesson is always,
you know, once you have a big vision and

407
00:21:13,425 --> 00:21:16,815
knowing kind of what that big, hairy,
audacious goal is, then you've gotta be

408
00:21:16,815 --> 00:21:21,225
able to, to have the flexibility to, you
know, is there a better way, is there

409
00:21:21,225 --> 00:21:22,755
a way that we could get there faster?

410
00:21:22,755 --> 00:21:26,505
And that's what we saw with exp to
be able to, to know that we could

411
00:21:26,505 --> 00:21:33,915
achieve our vision in a fraction of
time by aligning with this opportunity.

412
00:21:34,215 --> 00:21:34,305
Right.

413
00:21:34,305 --> 00:21:34,365
Yeah.

414
00:21:34,365 --> 00:21:35,230
And that's what we were able to do.

415
00:21:36,120 --> 00:21:39,780
So what do you, what do you feel
like is the mindset tip that, uh, is

416
00:21:39,780 --> 00:21:44,969
necessary or the agents that are not
have made that shift from transitioning,

417
00:21:44,969 --> 00:21:50,370
from just being a salesperson, uh, to
actually becoming a business owner?

418
00:21:50,370 --> 00:21:53,790
I would say this opportunity is
not available to any other sales

419
00:21:53,790 --> 00:21:55,949
industries, uh, car salesman.

420
00:21:55,949 --> 00:21:59,010
They can have their own
business furniture salesman.

421
00:21:59,010 --> 00:22:00,240
They can have their own business.

422
00:22:00,720 --> 00:22:06,030
But real estate PE agents can, so what
is the mind mindset shift require from

423
00:22:06,030 --> 00:22:09,810
going just to salesperson, paycheck to
paycheck, commission to commission deal to

424
00:22:09,810 --> 00:22:12,120
deal to truly becoming a business owner?

425
00:22:12,780 --> 00:22:13,200
Yeah.

426
00:22:13,200 --> 00:22:19,320
It, it, it is the shift that you, you want
to make and that you want to, to focus and

427
00:22:19,320 --> 00:22:21,930
lean in more on business side of things.

428
00:22:22,350 --> 00:22:22,530
Yeah.

429
00:22:22,650 --> 00:22:27,000
And I, it's that whole agent to
CEO mindset, and I think it's the,

430
00:22:27,060 --> 00:22:28,200
you know, the first, the first.

431
00:22:28,650 --> 00:22:33,000
Is understanding your mindset and how
you're thinking about it, and that you

432
00:22:33,000 --> 00:22:37,860
wanna move from not only just being
that agent out there just chasing

433
00:22:37,860 --> 00:22:42,180
transactions, but that you really want
to truly become that CEO, not only of

434
00:22:42,180 --> 00:22:46,200
your business, but the but first and
foremost, the CEO of your life, right?

435
00:22:46,200 --> 00:22:47,910
You really want to understand that.

436
00:22:48,990 --> 00:22:49,740
It's up to you.

437
00:22:49,830 --> 00:22:50,250
Right?

438
00:22:50,280 --> 00:22:52,590
And, and you gotta focus on
the things within your control.

439
00:22:52,590 --> 00:22:56,430
You don't wanna be dependent
upon anybody else or any other

440
00:22:56,430 --> 00:22:58,740
company for your success.

441
00:22:58,980 --> 00:22:59,220
Yeah.

442
00:22:59,490 --> 00:23:03,150
And once you can kind of mentally
make that shift, that like, got it.

443
00:23:03,300 --> 00:23:06,720
I'm head of company, I have the
responsibility, I'm responsible for my

444
00:23:06,720 --> 00:23:11,220
decisions, I'm responsible for, you know,
the things that are within my control.

445
00:23:11,220 --> 00:23:15,090
And I really wanna build a, a, a business.

446
00:23:15,090 --> 00:23:16,980
I wanna, I wanna turn it into a vehicle.

447
00:23:17,615 --> 00:23:19,985
That I could utilize that's
gonna move me to my freedom.

448
00:23:19,985 --> 00:23:20,045
Yeah.

449
00:23:20,075 --> 00:23:23,045
I think once you can start to get
clear and think about the future,

450
00:23:23,045 --> 00:23:29,495
and so I, I break down and push on
freedom is, to me is two things.

451
00:23:29,495 --> 00:23:35,465
It's, it's one is how much money
do I need coming in that I'm not

452
00:23:35,465 --> 00:23:39,275
trading time for dollars so that
I could live the life I want.

453
00:23:39,689 --> 00:23:42,300
Do what I want, with who I
want when, wherever I want.

454
00:23:42,510 --> 00:23:46,230
Um, you know, Tony, Tony Robbins,
absolute financial freedom number.

455
00:23:46,230 --> 00:23:47,310
What is that number?

456
00:23:47,639 --> 00:23:51,810
Because right now, you know, a lot
of us, if, if we don't, if we don't,

457
00:23:51,810 --> 00:23:52,949
we're like dancing bears, right?

458
00:23:52,949 --> 00:23:54,449
If we don't dance, we don't get paid.

459
00:23:54,870 --> 00:23:56,159
And so we've gotta be out there.

460
00:23:56,159 --> 00:23:57,389
We've gotta be doing these things.

461
00:23:57,659 --> 00:23:58,830
And so utilizing.

462
00:23:59,775 --> 00:24:02,535
Your real estate company as a vehicle.

463
00:24:02,775 --> 00:24:06,435
And like you said, there is no
other industry that's better

464
00:24:06,645 --> 00:24:09,405
to, to uncover opportunities.

465
00:24:09,645 --> 00:24:14,985
And that's my real belief with real estate
now and into the future for you, if, if

466
00:24:14,985 --> 00:24:18,915
you're in this and you're wanting to build
a real estate business, not just be an

467
00:24:18,915 --> 00:24:22,935
agent, a salesperson chasing transactions,
but if you really wanna build a business,

468
00:24:22,935 --> 00:24:26,715
you have to build your business as
as an opportunity generating machine.

469
00:24:27,090 --> 00:24:30,240
It generates opportunities
that you're able to either

470
00:24:30,300 --> 00:24:31,830
real estate or other business.

471
00:24:32,400 --> 00:24:32,640
Yeah.

472
00:24:32,940 --> 00:24:34,500
But what does my number need to be?

473
00:24:34,890 --> 00:24:40,440
The second thing is, am I, am I moving
and living closer to my perfect day?

474
00:24:40,620 --> 00:24:45,270
And if you've gone through the Perfect day
exercise, uh, Frank Kern talks about it.

475
00:24:45,420 --> 00:24:48,990
Um, and you can just jump on YouTube
and go, Frank Kern, perfect Day.

476
00:24:49,470 --> 00:24:51,210
He's got his whole, um.

477
00:24:51,659 --> 00:24:52,710
The whole presentation.

478
00:24:52,710 --> 00:24:55,020
This is back in the long
hair Frank Kern days.

479
00:24:56,280 --> 00:24:59,070
And, and so he, um, he breaks down.

480
00:24:59,639 --> 00:25:03,720
It's really about, um, core
identity, who you are at your core.

481
00:25:04,169 --> 00:25:04,320
Yeah.

482
00:25:04,350 --> 00:25:10,860
But he also has, um, he talks about if you
have to live Groundhog Day over and over.

483
00:25:11,699 --> 00:25:13,949
What would you, what would you
do from the moment you wake up?

484
00:25:13,949 --> 00:25:16,020
What are your all senses firing?

485
00:25:16,020 --> 00:25:17,550
You know, where are you at
when you look out the window?

486
00:25:17,550 --> 00:25:18,270
What do you see?

487
00:25:18,449 --> 00:25:21,750
What's going on to the last thought
you have when you fall asleep?

488
00:25:22,169 --> 00:25:25,439
And if everybody's honest with
themselves and does the exercise

489
00:25:25,439 --> 00:25:26,879
correctly, everybody works.

490
00:25:27,480 --> 00:25:30,600
Um, and typically it's two to
four hours that everybody works.

491
00:25:30,605 --> 00:25:34,770
But what it identifies is, and this is
ICP, this goes back to your ideal client

492
00:25:34,949 --> 00:25:37,169
and it's like, well, if I'm gonna work.

493
00:25:37,695 --> 00:25:40,545
Four hours Groundhog Day, then
I'm only gonna work with these

494
00:25:40,545 --> 00:25:43,785
type of people because these type
of people pay me the most amount

495
00:25:43,785 --> 00:25:45,615
of money I enjoy them the most.

496
00:25:45,945 --> 00:25:46,125
Yeah.

497
00:25:46,335 --> 00:25:48,825
Then the question becomes, well, why
aren't you working with those people now?

498
00:25:49,365 --> 00:25:52,155
And so it starts to, to to
guide you in a direction.

499
00:25:52,155 --> 00:25:55,245
And I think that's where a lot of,
a lot of real estate agents, um,

500
00:25:55,514 --> 00:25:56,835
are just like leaves in the wind.

501
00:25:56,895 --> 00:25:58,695
They just kind of blow with
where everything's going.

502
00:25:58,695 --> 00:26:00,345
They're not moving in
that known direction.

503
00:26:00,345 --> 00:26:03,070
Yeah, and I think that's the
first and foremost thing that

504
00:26:03,070 --> 00:26:04,300
you have to get real clear on.

505
00:26:04,360 --> 00:26:07,120
And then your real estate business
is just a vehicle to uncover

506
00:26:07,120 --> 00:26:11,050
opportunities, and there's no better,
there's no better business opportunity

507
00:26:11,050 --> 00:26:15,520
industry to uncover opportunities
to build wealth than real estate.

508
00:26:15,800 --> 00:26:17,419
Hey, quick break before we move on.

509
00:26:17,840 --> 00:26:21,050
If you've ever wished you could clone
yourself to handle all the behind

510
00:26:21,050 --> 00:26:24,139
the scenes stuff in your business,
I've got the next best thing.

511
00:26:24,770 --> 00:26:30,050
Coach kitchens.ai is your 24 7 AI
powered real estate business assistant.

512
00:26:30,649 --> 00:26:34,580
It's built for agents who wanna stop
guessing and start executing faster.

513
00:26:35,030 --> 00:26:40,310
Check it out@coachkitchens.ai and see how
I can plug right into your business today.

514
00:26:41,600 --> 00:26:42,915
Alright, back to the episode.

515
00:26:45,959 --> 00:26:46,350
For sure.

516
00:26:46,409 --> 00:26:51,149
And for me, the mindset shift is really
just pretty simple as far as when it

517
00:26:51,149 --> 00:26:55,860
has, when it's like, okay, how do I shift
from production to a business owner?

518
00:26:55,860 --> 00:27:01,020
Is that we are in the business
of making a lifestyle for

519
00:27:01,020 --> 00:27:02,790
ourselves and not making a living.

520
00:27:03,570 --> 00:27:03,929
Yeah.

521
00:27:04,110 --> 00:27:07,229
And you could just go from
that perspective that I'm here

522
00:27:07,229 --> 00:27:10,709
to make a living, to making a
lifestyle the way I wanna live.

523
00:27:11,879 --> 00:27:13,110
That's the ultimate goal.

524
00:27:13,110 --> 00:27:14,490
And not paying my bills.

525
00:27:14,760 --> 00:27:15,150
Right?

526
00:27:15,180 --> 00:27:15,330
Yeah.

527
00:27:15,660 --> 00:27:18,240
Uh, I think that's when people
can unlock like, you know what?

528
00:27:18,600 --> 00:27:22,260
I need to take control because if I
don't have control, I'm always under

529
00:27:22,260 --> 00:27:24,000
the bus and I'm not driving the bus.

530
00:27:24,000 --> 00:27:24,300
Right.

531
00:27:25,050 --> 00:27:25,945
I'm one bus.

532
00:27:26,460 --> 00:27:29,580
Now, what would you say common,
some common roadblocks that holds.

533
00:27:30,449 --> 00:27:34,050
Business owners, like people that
understand that this is a business,

534
00:27:34,050 --> 00:27:38,310
the team leaders, the brokers, uh,
what are some, what are some common

535
00:27:38,310 --> 00:27:43,350
roadblocks when it comes to scaling their
businesses or, uh, really get that, get

536
00:27:43,350 --> 00:27:45,239
to that freedom with their business?

537
00:27:45,750 --> 00:27:47,340
Yeah, I mean, number one is mindset.

538
00:27:47,340 --> 00:27:51,870
And I think kind of what is your
decision making process and how do

539
00:27:51,870 --> 00:27:55,530
you filter out, you know, the, the
constraints and the roadblocks and the

540
00:27:55,530 --> 00:27:57,719
challenges that we all face in growth.

541
00:27:57,719 --> 00:27:58,050
Right.

542
00:27:58,050 --> 00:27:59,189
E, every time, you know.

543
00:27:59,985 --> 00:28:00,975
Growth's not easy.

544
00:28:00,975 --> 00:28:03,375
There's, there's certain
things, there's lessons, right.

545
00:28:03,375 --> 00:28:06,044
That we have to learn and
there's, there's setbacks and

546
00:28:06,044 --> 00:28:07,784
just how to navigate those waters.

547
00:28:07,784 --> 00:28:09,764
It's first and foremost
the, the right mindset.

548
00:28:10,155 --> 00:28:10,395
Yeah.

549
00:28:10,544 --> 00:28:14,085
But I think it's operating in
a mindset of, of constraints.

550
00:28:14,115 --> 00:28:14,205
Mm-hmm.

551
00:28:14,445 --> 00:28:18,135
So one of the, the best lessons that
I, that I learned early on from one of

552
00:28:18,135 --> 00:28:22,125
our mentors of Vern Harnish, and it's
his number one book recommendation.

553
00:28:22,125 --> 00:28:23,955
It's called The Goal, by Eli Gold Rat.

554
00:28:24,270 --> 00:28:29,760
And the goal is really told in Fable
format and it's told in a manufacturing

555
00:28:29,760 --> 00:28:34,080
company, but it's also, you know,
parallels with the re his relationship

556
00:28:34,080 --> 00:28:36,540
with his wife and then parallels
to the relationship with his kids.

557
00:28:37,290 --> 00:28:40,290
And it really comes down to the
theory of constraints, right?

558
00:28:40,290 --> 00:28:43,290
That's what it operates in,
is, is, is operating in within

559
00:28:43,290 --> 00:28:44,310
the theory of constraints.

560
00:28:44,310 --> 00:28:47,490
And it's, that was one of the
biggest shifts for me is now,

561
00:28:47,520 --> 00:28:48,840
okay, well where is the constraint?

562
00:28:48,870 --> 00:28:49,950
Where is the bottleneck?

563
00:28:49,950 --> 00:28:51,450
Where is really.

564
00:28:52,245 --> 00:28:55,064
That we have to un, you know,
to, you know, move along.

565
00:28:55,245 --> 00:28:56,895
But there's always a, always a constraint.

566
00:28:57,735 --> 00:29:02,235
And for most understanding, what we
have to look at first and foremost is,

567
00:29:03,135 --> 00:29:09,014
okay, out of the top three, do we have a
strategy constraint, which is a game plan.

568
00:29:09,044 --> 00:29:11,235
Do we have a a, a constraint there?

569
00:29:11,235 --> 00:29:12,014
Do we have a problem there?

570
00:29:12,014 --> 00:29:15,735
Do we have how we execute problem
or do we have a talent problem?

571
00:29:16,185 --> 00:29:20,205
And what I've seen over
the last decade is.

572
00:29:21,120 --> 00:29:24,630
80 plus percent of people have
a talent problem they have.

573
00:29:24,690 --> 00:29:25,260
They have a who.

574
00:29:25,260 --> 00:29:26,880
They don't have the
right people around them.

575
00:29:26,880 --> 00:29:32,580
That's their biggest constraint,
and I think that initial shift that

576
00:29:32,640 --> 00:29:35,370
I wanna build a business that's
gonna serve me from now and into the

577
00:29:35,370 --> 00:29:39,300
future is that I can't do it alone.

578
00:29:39,810 --> 00:29:42,990
I think that's where you, you,
you have to just be like, got it.

579
00:29:43,050 --> 00:29:44,430
I can't do it on, I can't do it on my own.

580
00:29:44,460 --> 00:29:45,870
I have to, I, I need help.

581
00:29:46,320 --> 00:29:50,460
And so when you can overcome that
first constraint of getting the right

582
00:29:50,460 --> 00:29:53,610
people or knowing that you gotta get
the right people, and when you have the

583
00:29:53,610 --> 00:29:56,250
right people, they can help with the
better strategy and better execution.

584
00:29:56,370 --> 00:29:58,320
So that helps a lot of those constraints.

585
00:29:58,740 --> 00:30:02,280
But when you get down into the strategy
and the execution, it's like, okay.

586
00:30:03,120 --> 00:30:04,470
What do we, what do we focus on?

587
00:30:04,470 --> 00:30:05,190
What do we work on?

588
00:30:05,190 --> 00:30:05,250
Yeah.

589
00:30:05,940 --> 00:30:10,740
And this then comes into understanding
in your conveyor belt of your business.

590
00:30:10,770 --> 00:30:11,850
Raw material.

591
00:30:12,210 --> 00:30:12,300
Yeah.

592
00:30:12,330 --> 00:30:13,379
Closed transaction.

593
00:30:14,280 --> 00:30:16,590
And I would even push it
a little bit further that.

594
00:30:17,294 --> 00:30:20,955
It's not just a closed transaction,
it's like they're really not a client

595
00:30:20,955 --> 00:30:22,514
of yours until they send you a referral.

596
00:30:22,605 --> 00:30:25,725
So if you take with that, that mindset
that you extend the conveyor belt

597
00:30:25,725 --> 00:30:30,495
out a little bit further, so you, you
have this conveyor belt and now raw

598
00:30:30,495 --> 00:30:33,794
material is gonna be traffic, right?

599
00:30:33,794 --> 00:30:33,804
Yeah.

600
00:30:34,185 --> 00:30:37,004
Traffic demand a, a compelling offer.

601
00:30:37,425 --> 00:30:37,545
Yeah.

602
00:30:37,545 --> 00:30:37,845
Right.

603
00:30:37,875 --> 00:30:39,885
Do we have a traffic problem
or do we have an offer problem?

604
00:30:39,975 --> 00:30:42,555
And, and just being able to look on
the front end of that conveyor belt.

605
00:30:42,555 --> 00:30:45,945
Well, once you have traffic, then you
gotta convert the traffic, so then you

606
00:30:45,945 --> 00:30:47,775
move into the next piece of conversion.

607
00:30:48,315 --> 00:30:48,465
Yeah.

608
00:30:48,495 --> 00:30:53,115
And so in state it's, it's converting,
you know, a, a buyer or a seller inquiry.

609
00:30:53,685 --> 00:30:57,254
Into a conversation and then
a conversation of, Hey, we

610
00:30:57,254 --> 00:30:58,485
need to get face to face.

611
00:30:58,905 --> 00:31:02,564
And then when we're face to face,
I convert you to want to move

612
00:31:02,564 --> 00:31:04,365
forward and do business together.

613
00:31:05,175 --> 00:31:07,665
Yeah, and then once you, once you
once we're there, then the next

614
00:31:07,665 --> 00:31:10,575
piece of the conveyor belt, once
conversion, then becomes fulfillment.

615
00:31:11,145 --> 00:31:11,625
Right.

616
00:31:11,715 --> 00:31:15,135
So, you know, marketing is, you know,
making a promise, but being able to

617
00:31:15,135 --> 00:31:18,465
keep the promise, like I can deliver
on what I, what I'm selling you.

618
00:31:18,885 --> 00:31:21,254
So you have fulfillment and
then you have retention.

619
00:31:21,254 --> 00:31:21,315
Yeah.

620
00:31:21,705 --> 00:31:24,855
And so I think that's why in, in working
with buyers and sellers, I think you

621
00:31:24,855 --> 00:31:30,945
wanna extend the conveyor belt, not just
at the closing table, but I gotta do

622
00:31:31,004 --> 00:31:34,065
even more until you send me a referral.

623
00:31:34,455 --> 00:31:36,795
Then I got you, then I
got you in my raving fan.

624
00:31:36,795 --> 00:31:37,215
I got you.

625
00:31:37,215 --> 00:31:38,325
You know, on the customer journey.

626
00:31:38,325 --> 00:31:42,285
I got you Now as a promoter out
there in the streets singing

627
00:31:42,285 --> 00:31:43,785
praises and sending people our way.

628
00:31:44,325 --> 00:31:49,995
But it's operating within those theory
of constraints and, and the biggest thing

629
00:31:49,995 --> 00:31:52,695
that I see, I and I, this is the number
one question I always ask every, every

630
00:31:52,695 --> 00:31:56,774
stage, every room kind of walking into,
and I'm like, how many of you guys need

631
00:31:56,774 --> 00:31:59,145
more leads, need more opportunities?

632
00:32:00,855 --> 00:32:03,014
99% of the room raises their hand.

633
00:32:03,585 --> 00:32:06,735
Now, the next few are the people that
are like, dude, I got enough leads.

634
00:32:06,735 --> 00:32:08,325
I just need to know how
I need help converting.

635
00:32:08,865 --> 00:32:09,105
Right.

636
00:32:09,105 --> 00:32:10,365
I got a conversion problem.

637
00:32:10,875 --> 00:32:13,755
And so those are the top two
things, because most agents,

638
00:32:13,755 --> 00:32:14,925
they know how to fulfill.

639
00:32:14,925 --> 00:32:14,985
Yeah.

640
00:32:15,225 --> 00:32:17,925
And then if you can just shift their
mindset a little bit, like, Hey, you're

641
00:32:17,925 --> 00:32:19,455
not done until they send you a referral.

642
00:32:19,455 --> 00:32:20,055
They're like, oh, okay.

643
00:32:20,055 --> 00:32:21,135
I need a love on 'em a little bit more.

644
00:32:21,135 --> 00:32:21,195
Yeah.

645
00:32:22,305 --> 00:32:25,065
So the biggest two things is
traffic and then conversion.

646
00:32:25,575 --> 00:32:25,665
Mm-hmm.

647
00:32:26,445 --> 00:32:27,915
But it's always about traffic, man.

648
00:32:27,915 --> 00:32:29,055
It's always about demand.

649
00:32:29,055 --> 00:32:31,365
It's always about creating
opportunities because if you can.

650
00:32:32,340 --> 00:32:32,940
Do that.

651
00:32:33,810 --> 00:32:35,010
That fixes a lot of problems.

652
00:32:35,940 --> 00:32:39,300
It, it's funny the way you explain
the whole Convey Bill thing and it,

653
00:32:39,300 --> 00:32:43,680
it is very, I never used the word
conveyor bill, but I do explain like

654
00:32:43,680 --> 00:32:48,090
inside of the academy we, I teach it
very similarly like a production line.

655
00:32:48,150 --> 00:32:51,480
I'm, I'm in Michigan, so we are, we are
like all about cars, like we Perfect.

656
00:32:52,020 --> 00:32:52,440
Yeah.

657
00:32:53,190 --> 00:32:54,810
Um, little differently.

658
00:32:54,810 --> 00:32:56,070
I don't have four, four things.

659
00:32:56,070 --> 00:32:56,670
I have three.

660
00:32:56,760 --> 00:33:00,900
The way I look at it is attraction
problem, attraction system, convergence

661
00:33:00,900 --> 00:33:04,950
system and retention system and
retention starts from fulfillment.

662
00:33:05,505 --> 00:33:09,045
You gonna, someone you gotta
start from, like as soon as they

663
00:33:09,045 --> 00:33:12,255
become their client, you gotta act
like to keep them forever, right?

664
00:33:12,255 --> 00:33:12,315
Yeah.

665
00:33:12,885 --> 00:33:16,785
For me, retention starts even before
you even get to closing tables

666
00:33:16,785 --> 00:33:19,030
far, you know, you the right thing.

667
00:33:19,155 --> 00:33:20,625
You not even gonna keep them as a client.

668
00:33:20,625 --> 00:33:22,125
They're gonna leave you
to go somewhere else.

669
00:33:22,185 --> 00:33:22,545
Right?

670
00:33:22,545 --> 00:33:23,325
A hundred percent.

671
00:33:23,325 --> 00:33:26,445
So even, even that, but that's
amazing the way you broke that down.

672
00:33:26,535 --> 00:33:29,415
Now what would you say, what, what
are some of the biggest mistakes.

673
00:33:30,000 --> 00:33:34,710
Agents make when trying to build a real
estate team, like go from production

674
00:33:34,710 --> 00:33:39,060
to leveraging, and I don't really like
the word leverage, but let's just say

675
00:33:39,060 --> 00:33:43,620
leverage, um, leveraging people to
start building a business, I think.

676
00:33:43,620 --> 00:33:44,325
And they, how can they work?

677
00:33:45,240 --> 00:33:45,540
Yeah.

678
00:33:45,540 --> 00:33:46,800
I think they do it too quick.

679
00:33:46,800 --> 00:33:52,080
It's the old, you know, hiring, hiring out
of, out of pain instead of out of gain.

680
00:33:52,110 --> 00:33:54,315
Not being intentional, not
knowing what they're gonna do.

681
00:33:55,115 --> 00:33:55,955
I love, um.

682
00:33:57,735 --> 00:34:02,655
I love Dan Martel's book, the, um, buy
back, your buy back your time book.

683
00:34:02,685 --> 00:34:02,745
Yeah.

684
00:34:02,865 --> 00:34:06,855
Um, to where he really breaks down to
get into the productivity quadrant.

685
00:34:07,335 --> 00:34:12,735
Dan Sullivan has, has a similar, you
know, uh, understanding with, um, unique,

686
00:34:12,764 --> 00:34:19,005
unique ability and, uh, but understanding
that I'm trying to put myself.

687
00:34:19,710 --> 00:34:27,450
In a position to where I'm spending
70 to 80% of my working time doing

688
00:34:27,870 --> 00:34:29,225
what I'm the best in the world at.

689
00:34:29,970 --> 00:34:34,920
That, um, makes us the company
and myself the most amount of

690
00:34:34,920 --> 00:34:39,930
money, but also gives me energy,
doesn't rob me of energy, right?

691
00:34:39,930 --> 00:34:43,680
We, we've heard do the time audit,
but do the time and energy audit.

692
00:34:44,220 --> 00:34:48,660
And what Dan Sullivan talks about is
unique ability and excellent activities.

693
00:34:49,020 --> 00:34:52,680
The only difference is a unique
ability is something that gives you

694
00:34:52,680 --> 00:34:54,870
energy, the excellent activities.

695
00:34:55,605 --> 00:34:59,235
Or the exact same, but it doesn't
give you energy and it necessarily

696
00:34:59,235 --> 00:35:00,645
doesn't rob you of energy.

697
00:35:00,765 --> 00:35:06,075
So for example, um, you may be world
class on listing presentations.

698
00:35:06,780 --> 00:35:09,000
It just doesn't give you
any dang energy at all.

699
00:35:09,000 --> 00:35:09,240
Right?

700
00:35:09,240 --> 00:35:12,030
It doesn't really rob you of energy,
but it doesn't like excite you.

701
00:35:12,030 --> 00:35:14,100
You're not like even energized after it.

702
00:35:14,820 --> 00:35:20,280
And so, but, but you are a little more
energized having a conversation with

703
00:35:20,280 --> 00:35:24,540
an agent or a broker that you're trying
to recruit into your organization.

704
00:35:25,050 --> 00:35:25,380
Got it.

705
00:35:25,680 --> 00:35:28,860
We're still gonna put you face
to face because that's the most

706
00:35:28,860 --> 00:35:32,520
dollar productive activity, but
it's gonna be talking to agents.

707
00:35:33,240 --> 00:35:34,470
Instead of talking to sellers.

708
00:35:34,799 --> 00:35:34,980
Yeah.

709
00:35:34,980 --> 00:35:36,390
So that's kind of the distinction.

710
00:35:36,390 --> 00:35:37,560
That's a little bit of the difference.

711
00:35:38,040 --> 00:35:43,560
Um, and so it's, it's always about getting
the right, who's in the right order.

712
00:35:44,009 --> 00:35:44,160
Yeah.

713
00:35:44,190 --> 00:35:47,549
I think understanding too, you
only have so many dollars to put

714
00:35:47,549 --> 00:35:49,319
the best team on, on the field.

715
00:35:49,890 --> 00:35:56,400
Um, so I think the evolution is,
is now utilizing VAs all over,

716
00:35:56,430 --> 00:35:58,319
all over the world because.

717
00:35:59,685 --> 00:36:03,134
The beautiful thing that came from 2020
was it unlocked the global workforce.

718
00:36:03,140 --> 00:36:03,370
Yeah.

719
00:36:03,734 --> 00:36:03,825
Yeah.

720
00:36:03,825 --> 00:36:08,145
And so finding, you know what, what
it is that you're needing based

721
00:36:08,145 --> 00:36:11,295
upon your weaknesses, that you're
trying to find people to compliment

722
00:36:11,295 --> 00:36:15,705
you, you only have so many dollars
Leverage the global workforce.

723
00:36:16,065 --> 00:36:16,125
Yeah.

724
00:36:16,125 --> 00:36:19,634
And then now kind of the evolution
of kind of where we're at is you

725
00:36:19,634 --> 00:36:23,174
better be leveraging the heck
out of AI as much as you can.

726
00:36:23,580 --> 00:36:29,790
To help you, but also help the key people
that you have to, to collapse time.

727
00:36:30,060 --> 00:36:34,560
And so I think, you know, to your point
with, with leverage, it's knowing your

728
00:36:34,560 --> 00:36:40,350
worth and then starting to as soon as
you can, um, putting the right pieces,

729
00:36:40,350 --> 00:36:46,230
the right who's in place, um, a little
bit before you're comfortable with.

730
00:36:46,734 --> 00:36:52,015
I remember, you know, when kinder, when
kinder brought me back on in 2004, he,

731
00:36:52,315 --> 00:36:55,345
you know, he told me at the time, he
told me, you know, many years later, he

732
00:36:55,345 --> 00:36:56,424
is like, dude, I couldn't afford you.

733
00:36:57,685 --> 00:36:59,335
But he goes, I couldn't
afford not to have you.

734
00:36:59,845 --> 00:37:00,025
Wow.

735
00:37:00,210 --> 00:37:04,015
And, and I think that's the key
thing in understanding is that.

736
00:37:05,669 --> 00:37:10,319
You gotta make that just, you'll
never be ready, but right when you're

737
00:37:10,319 --> 00:37:13,560
about right, right there, when it's a
little uncomfortable, make the hire.

738
00:37:13,560 --> 00:37:17,100
Because if you get the good people
around you, they're gonna pull

739
00:37:17,100 --> 00:37:20,339
the things off of your plate
for you to reallocate your time.

740
00:37:20,430 --> 00:37:22,200
That's gonna help drive
the business forward.

741
00:37:22,200 --> 00:37:26,640
Remember, we want to be doing
things that we're the best at.

742
00:37:27,240 --> 00:37:31,350
That helps the company move forward,
helps your business move forward.

743
00:37:32,070 --> 00:37:33,840
And does not rob you of energy.

744
00:37:34,140 --> 00:37:35,490
That's what we're trying to get to.

745
00:37:35,490 --> 00:37:38,085
And then it's just building
the components around you Yeah.

746
00:37:38,190 --> 00:37:39,450
To allow you to get there.

747
00:37:40,770 --> 00:37:41,220
Awesome.

748
00:37:41,550 --> 00:37:42,000
Awesome.

749
00:37:42,390 --> 00:37:46,380
Now, you spoke about EXV and uh, we
just spoke about what brought you

750
00:37:46,380 --> 00:37:50,160
guys here, but what, what has been
the impact since you guys been here?

751
00:37:50,160 --> 00:37:51,990
How long has it been and
what has been the impact?

752
00:37:52,020 --> 00:37:54,630
I know, I know, but let's,
let's talk about it for our

753
00:37:55,255 --> 00:37:55,375
audience.

754
00:37:55,375 --> 00:37:55,655
Yeah.

755
00:37:56,385 --> 00:37:56,805
Man.

756
00:37:57,015 --> 00:38:02,025
Uh, we came over in 2017 and, uh, Al
I was, you know, I've been, I've, I've

757
00:38:02,025 --> 00:38:06,795
coached Al since 2011, so I've been co
uh, I've been coaching STAs since 2011.

758
00:38:07,125 --> 00:38:07,425
Wow.

759
00:38:07,665 --> 00:38:13,785
And, um, we got him outta production
and so he had escaped production and,

760
00:38:13,785 --> 00:38:18,315
you know, he had another endeavor
that he was doing and, um, his

761
00:38:18,315 --> 00:38:19,845
top two agents were leaving him.

762
00:38:20,685 --> 00:38:25,425
And so he was really staring right
back into the realization that he

763
00:38:25,425 --> 00:38:26,445
had to go back into production.

764
00:38:26,445 --> 00:38:27,585
He's like, I don't wanna do that.

765
00:38:28,545 --> 00:38:33,585
And so about that time, uh, cliff Freeman
sends him a little video and says, uh.

766
00:38:33,960 --> 00:38:35,069
Tell me if I'm crazy.

767
00:38:35,370 --> 00:38:39,750
And so he watched it and then he
called me and I watched it with him.

768
00:38:40,350 --> 00:38:42,299
And we talked for about,
about six more hours.

769
00:38:42,359 --> 00:38:46,080
And then he called Jay, talked
to Jay for, for about 12 hours.

770
00:38:46,484 --> 00:38:46,705
Wow.

771
00:38:46,799 --> 00:38:48,359
And, um, he's like, boys, I'm going.

772
00:38:48,480 --> 00:38:49,890
I was like, dude, you gotta make the jump.

773
00:38:49,890 --> 00:38:51,149
You gotta do it, you gotta do it.

774
00:38:51,149 --> 00:38:52,319
It solves all your problems.

775
00:38:52,319 --> 00:38:54,000
It makes, it makes the
most sense in the world.

776
00:38:54,779 --> 00:38:57,509
And so he went and, uh, you
know, we, we were right there,

777
00:38:57,540 --> 00:38:59,160
right behind him making the move.

778
00:38:59,160 --> 00:39:01,259
And, you know, we were, we were rocking.

779
00:39:01,319 --> 00:39:02,370
We had our own vision.

780
00:39:02,370 --> 00:39:02,759
We had our own.

781
00:39:03,395 --> 00:39:06,275
Um, what we were doing in Texas is
called partner, and we were partnering

782
00:39:06,275 --> 00:39:07,805
with agents in market service areas.

783
00:39:07,805 --> 00:39:10,925
Our, our promise was, you know,
four new listings a month in

784
00:39:10,925 --> 00:39:11,945
their market service area.

785
00:39:11,945 --> 00:39:13,655
We had a call center, lead generation.

786
00:39:13,655 --> 00:39:18,905
I mean, we were spending, you know, six
figures a month on salaries, expenses.

787
00:39:18,905 --> 00:39:20,405
I mean, it was, it was heavy.

788
00:39:21,335 --> 00:39:25,415
And we just saw an opportunity that
we could, we could, we could get

789
00:39:25,415 --> 00:39:28,925
rid of all of this and go there.

790
00:39:30,194 --> 00:39:34,725
And remember we made the decision because
we believed at the time our BHAG was

791
00:39:34,725 --> 00:39:37,904
2000 partners by like a 10 year mark.

792
00:39:38,535 --> 00:39:38,595
Yeah.

793
00:39:38,595 --> 00:39:39,705
And we're like, oh, wow.

794
00:39:40,305 --> 00:39:44,895
Could we get there faster to
partners than trying to do this?

795
00:39:45,105 --> 00:39:47,565
And of course we made the, we
made the jump came over and.

796
00:39:48,450 --> 00:39:52,589
Um, 2017 and, uh, of course
achieve the, achieve the BHAG,

797
00:39:52,589 --> 00:39:53,819
you know, 18 months later.

798
00:39:54,419 --> 00:39:58,109
Um, and what was gonna take us
seven or eight years took us 18

799
00:39:58,109 --> 00:39:59,850
months to be able to achieve.

800
00:40:00,390 --> 00:40:02,759
And I think that's just
a, an important lesson.

801
00:40:02,759 --> 00:40:04,560
You know, we didn't lose
sight of the vision.

802
00:40:04,560 --> 00:40:08,250
We just found a, a better path,
a better way to get there.

803
00:40:08,430 --> 00:40:09,535
And a better engine.

804
00:40:10,134 --> 00:40:10,814
A better engine.

805
00:40:10,890 --> 00:40:12,029
And you know what was really cool?

806
00:40:12,029 --> 00:40:16,200
So, um, 2017.

807
00:40:16,950 --> 00:40:19,529
We went to exp Con, and
it was in Fort Lauderdale.

808
00:40:20,730 --> 00:40:21,990
They were just celebrated.

809
00:40:21,990 --> 00:40:27,060
4,000 agents coming over, and there
were 400 people at this event.

810
00:40:29,040 --> 00:40:33,089
We had lunch, or excuse me, we had
breakfast with, um, at the time the

811
00:40:33,089 --> 00:40:35,819
president was Vicki, um, Bartholomew.

812
00:40:35,819 --> 00:40:38,430
She was the, she was the
president of EXP at the time.

813
00:40:39,465 --> 00:40:43,035
So you were not part of the XP yet, or
were you already part of the XP that time?

814
00:40:43,095 --> 00:40:43,875
We hadn't joined yet.

815
00:40:43,935 --> 00:40:46,395
We were just, we, we had
went Brent, Brent Gove.

816
00:40:46,515 --> 00:40:49,275
Um, Brent, Brent made
us, Brent made us come.

817
00:40:50,385 --> 00:40:56,990
And um, then we had lunch
with um, uh, Glenn and Jason.

818
00:40:58,365 --> 00:41:02,445
And so kinder and I are sitting directly
across, and this, I, I can't make this up.

819
00:41:02,475 --> 00:41:07,305
This is in the back room of the
downstairs in the Fort Lauderdale

820
00:41:07,305 --> 00:41:12,045
hotel that we were having exp Con, and
it was straight out of a a mob movie.

821
00:41:12,420 --> 00:41:16,380
And, and you know, you got the
kitchen banging over here and

822
00:41:16,380 --> 00:41:18,150
we're at this big long round table.

823
00:41:18,660 --> 00:41:20,610
We're sitting right across
from Jason and Glen.

824
00:41:20,940 --> 00:41:24,150
You got gov, you've got
Sta, you've got Ash.

825
00:41:24,150 --> 00:41:27,570
You just, just, there's So Ryan,
really, there's just all these people.

826
00:41:27,570 --> 00:41:31,860
Alex was, Pak was there just all of us
around the table and we got to listen

827
00:41:31,860 --> 00:41:36,690
to Glen talk about the vision that he
had and remember him saying, you know.

828
00:41:37,410 --> 00:41:40,290
Selling real estate is
just gonna be like what?

829
00:41:40,529 --> 00:41:43,170
Selling, what Amazon, you know,
selling books is to Amazon.

830
00:41:43,200 --> 00:41:44,549
That's just kind of what this is gonna be.

831
00:41:44,549 --> 00:41:45,450
It's gonna be continuation.

832
00:41:45,450 --> 00:41:49,830
We're gonna have this, this, this, this,
and this was in September of, of 2017.

833
00:41:51,299 --> 00:41:51,990
And

834
00:41:54,299 --> 00:42:01,920
fast forward, I remember sitting in
shareholders in, in Orlando in 2018.

835
00:42:04,335 --> 00:42:09,345
Tex and Kinder going, this
MOFO is executing exactly on

836
00:42:09,345 --> 00:42:10,935
what he said he was gonna do.

837
00:42:10,964 --> 00:42:15,555
The vision of exp faster and better
than anybody I've ever seen, any

838
00:42:15,555 --> 00:42:17,055
organizations we've ever been a part of.

839
00:42:17,055 --> 00:42:19,365
And, and keep in mind, I mean
NAEA that year, we did 10

840
00:42:19,365 --> 00:42:20,415
million in revenue that year.

841
00:42:20,415 --> 00:42:21,495
Mm-hmm.

842
00:42:21,830 --> 00:42:22,049
Wow.

843
00:42:22,154 --> 00:42:23,504
We were $10 million company.

844
00:42:24,015 --> 00:42:24,165
Yeah.

845
00:42:24,165 --> 00:42:24,850
We shut down.

846
00:42:26,415 --> 00:42:29,174
We believed in the vision and we saw
that we could achieve our dreams being a

847
00:42:29,174 --> 00:42:36,225
part of the vision of exp, of what Glen
talked about, and that's why I, I cannot

848
00:42:36,225 --> 00:42:40,455
stress enough that if you're building a
company or an organization, you have to

849
00:42:40,455 --> 00:42:43,634
make sure your vision is so big that the
people come on board believe they can

850
00:42:43,634 --> 00:42:45,105
achieve their dreams being a part of it.

851
00:42:45,705 --> 00:42:48,734
We believe that we could achieve our
dreams by being a part of the vision

852
00:42:48,884 --> 00:42:55,515
that Glenn had laid out with exp.
Um, and that's the deciding factor.

853
00:42:55,725 --> 00:43:00,525
Vision is so, so important
because, um, without, without a

854
00:43:00,525 --> 00:43:01,995
vision, the village will perish.

855
00:43:02,384 --> 00:43:05,895
And it's, it's important that you
have the vision for your life.

856
00:43:06,195 --> 00:43:09,225
And, and sometimes, you
know, it's, it's okay that.

857
00:43:10,470 --> 00:43:14,549
You're not the one driving the
vision and it's okay that you can

858
00:43:14,549 --> 00:43:16,890
be a part of somebody's vision.

859
00:43:16,980 --> 00:43:19,770
Just as long as there's, the vision
is big enough for you to achieve what

860
00:43:19,770 --> 00:43:20,790
it is that you're wanting to achieve.

861
00:43:21,325 --> 00:43:23,640
As long as I get to my vision,
I don't care who's driving.

862
00:43:23,850 --> 00:43:25,000
Like that's right.

863
00:43:26,795 --> 00:43:29,940
There are out there team leaders
out there, brokers out there, oh, I

864
00:43:29,940 --> 00:43:31,920
already know exp someone pitched me.

865
00:43:32,190 --> 00:43:34,380
You know, what are they missing out on?

866
00:43:34,380 --> 00:43:38,520
Or, you know, what should they, why should
they pay attention now more than ever?

867
00:43:40,005 --> 00:43:41,685
I mean, you know, the beautiful thing.

868
00:43:41,775 --> 00:43:45,945
It, it, it's a, it's a platform that
allows you to design and build the

869
00:43:45,945 --> 00:43:53,415
business that, that you want to build,
um, with the, the most amount of support.

870
00:43:54,170 --> 00:43:55,725
I, I was talking with somebody last night.

871
00:43:57,240 --> 00:44:02,970
EXPs done an incredible job to support
the individual agents at a, at a really,

872
00:44:02,970 --> 00:44:06,960
really high level, and they're starting
to do really, really well to support

873
00:44:07,020 --> 00:44:08,790
the bigger teams and team team leads.

874
00:44:10,800 --> 00:44:15,300
It's a buffet, and I think the beautiful
thing about exp is that you can go

875
00:44:15,300 --> 00:44:19,260
get whatever you need and whatever
you want given the season of where

876
00:44:19,260 --> 00:44:22,590
you're at in your career, wherever
the season you're at in your business.

877
00:44:23,145 --> 00:44:24,285
There's no other place that does that.

878
00:44:24,765 --> 00:44:24,915
Yeah.

879
00:44:24,915 --> 00:44:29,325
I mean, it provides multiple
revenue streams, but to me it

880
00:44:29,325 --> 00:44:33,015
also gives you the foundation and
flexibility to do whatever you want.

881
00:44:33,015 --> 00:44:33,255
Right?

882
00:44:33,255 --> 00:44:37,335
You look at like, um, these,
these, these other agents and these

883
00:44:37,335 --> 00:44:41,025
businesses that are at exp, but
they're also partners with place.

884
00:44:41,235 --> 00:44:42,165
Like yeah.

885
00:44:42,195 --> 00:44:46,215
Where else can you go and, and still
mathematically make sense to do things.

886
00:44:46,590 --> 00:44:49,770
To where you can bolt on different
types of structures and different,

887
00:44:49,770 --> 00:44:54,750
different type of models, then you can
at exp, I've got a lot of great agents.

888
00:44:54,930 --> 00:44:58,830
A lot of great friends that are
at some of the other cloud-based.

889
00:44:58,830 --> 00:45:00,480
I mean, cloud-based is, is the direction.

890
00:45:00,480 --> 00:45:03,540
I think the other legacy companies
will sunset at some point or

891
00:45:03,540 --> 00:45:07,799
it'll be interesting to see kind
of acquisitions or plays or moves

892
00:45:07,799 --> 00:45:09,960
with, with them into the future.

893
00:45:10,500 --> 00:45:12,180
But it's already happening, happening

894
00:45:12,180 --> 00:45:13,440
within themselves, right?

895
00:45:13,444 --> 00:45:16,950
Like they're like, we're not gonna
flip to cloud base and, and fold.

896
00:45:17,129 --> 00:45:18,120
We're just gonna buy each other.

897
00:45:18,299 --> 00:45:18,930
Let's buy each other.

898
00:45:18,930 --> 00:45:19,470
I think so.

899
00:45:19,845 --> 00:45:20,985
Yeah, it'll be really interesting.

900
00:45:20,985 --> 00:45:22,155
I think there'll be a lot of sun setting.

901
00:45:22,155 --> 00:45:24,915
I think you've got a lot of agents
that will just ride off into the

902
00:45:24,915 --> 00:45:28,125
sunset under those, and you'll start
to see 'em kind of, kind of fade.

903
00:45:28,605 --> 00:45:32,865
Um, but no matter what, man, it's
just, like I said earlier, I mean,

904
00:45:32,865 --> 00:45:35,175
we, we need healthy competition.

905
00:45:35,175 --> 00:45:38,535
We need these other companies
to be successful, to push us, to

906
00:45:38,535 --> 00:45:40,185
continue to evolve and be the best.

907
00:45:40,650 --> 00:45:44,955
And, and they've just done such an
incredible job with the flexibility

908
00:45:44,955 --> 00:45:47,355
and, and, uh, default back to this.

909
00:45:48,600 --> 00:45:51,180
One of the things that kind of
took away from that conversation

910
00:45:51,180 --> 00:45:54,930
in Fort Lauderdale that I started
to see in, in Orlando the following

911
00:45:54,930 --> 00:45:58,560
year, core values are everything.

912
00:45:59,040 --> 00:46:01,980
I mean, when you, when you break
apart, what, what is a vision?

913
00:46:01,980 --> 00:46:06,300
A vision is, you know, starts
with what you value, um, what

914
00:46:06,305 --> 00:46:07,500
are your shoulds and should nots.

915
00:46:08,400 --> 00:46:12,060
And a couple of the things that I saw
obviously was the agile core value with

916
00:46:12,060 --> 00:46:14,100
exp, but the other one that, that really.

917
00:46:14,535 --> 00:46:20,535
Resonated with me was, was sustainability
and when I started to see proof of them

918
00:46:20,535 --> 00:46:26,715
making decisions that were sustainable to
the organization in the health long term.

919
00:46:27,075 --> 00:46:30,555
Yeah, because you're either starting
a business for forever or you're

920
00:46:30,555 --> 00:46:32,025
starting a business to build and sell.

921
00:46:32,760 --> 00:46:33,630
Yeah, there you go.

922
00:46:33,720 --> 00:46:38,520
This, this business be like, oh, I'm gonna
be in the business forever no matter what.

923
00:46:39,180 --> 00:46:40,200
So exp is,

924
00:46:41,250 --> 00:46:42,510
they ain't going nowhere, right?

925
00:46:42,510 --> 00:46:42,570
Yeah.

926
00:46:42,570 --> 00:46:44,520
That's not, that's not
why they're being built.

927
00:46:44,520 --> 00:46:45,810
That's not the decisions they make.

928
00:46:45,810 --> 00:46:49,560
They're not trying to get as, as, as
big a value so that they can sell.

929
00:46:49,620 --> 00:46:52,320
It's this is it sustainability.

930
00:46:53,100 --> 00:46:55,710
And when you started seeing
proof in the decisions that were

931
00:46:55,710 --> 00:46:57,600
long-term sustainable decisions.

932
00:46:59,100 --> 00:46:59,850
You know?

933
00:47:00,060 --> 00:47:00,210
Yeah.

934
00:47:00,210 --> 00:47:02,910
I'm, I'm so, so, so
big on the core values.

935
00:47:02,910 --> 00:47:05,610
So what I always tell people is
like, listen, you know, what's

936
00:47:05,610 --> 00:47:06,990
the vision of that organization?

937
00:47:06,990 --> 00:47:08,040
What are their core values?

938
00:47:08,100 --> 00:47:09,630
Do you align or do you not align?

939
00:47:09,630 --> 00:47:11,340
If you, if you don't
align, don't stay there.

940
00:47:11,340 --> 00:47:11,400
Yeah.

941
00:47:11,460 --> 00:47:14,010
If you do align, stay there, and
you believe in the leadership, you

942
00:47:14,010 --> 00:47:16,950
believe in the vision, then you're
in a good spot no matter what.

943
00:47:16,950 --> 00:47:19,830
Even if it's a legacy company,
you believe in the vision,

944
00:47:19,830 --> 00:47:21,300
you align to the core values.

945
00:47:21,300 --> 00:47:22,590
It's, it's taking where you wanna

946
00:47:22,590 --> 00:47:22,950
go.

947
00:47:23,340 --> 00:47:25,140
You're, you're achieving
your dreams within that.

948
00:47:25,665 --> 00:47:26,834
Stay, stay put.

949
00:47:26,895 --> 00:47:34,515
But if you're looking for a way, um,
that allows you to collaborate with

950
00:47:34,754 --> 00:47:39,104
the best of the best, um, I don't,
I don't, it's, it's tough to say

951
00:47:39,104 --> 00:47:41,265
that there's a, a better spot than.

952
00:47:41,880 --> 00:47:42,750
We're at right now.

953
00:47:42,990 --> 00:47:43,319
Awesome.

954
00:47:43,529 --> 00:47:45,509
And, and, and I know we are
running out of time here.

955
00:47:45,509 --> 00:47:49,049
I'm not sure what's your hard
stop at, but, um, no model's.

956
00:47:49,049 --> 00:47:49,500
Perfect.

957
00:47:49,680 --> 00:47:50,940
Let's not pretend like we are

958
00:47:50,940 --> 00:47:51,060
right?

959
00:47:51,060 --> 00:47:51,120
No.

960
00:47:51,480 --> 00:47:54,600
And, and even if we have to just
have this conversation between me

961
00:47:54,600 --> 00:47:56,279
and you and off the record, right.

962
00:47:56,279 --> 00:47:58,740
We'll just keep it in inside
of our podcast, right.

963
00:47:58,980 --> 00:48:03,029
What are some challenges agents should be
aware of when adapting to this structure?

964
00:48:03,029 --> 00:48:05,370
Or I guess like what
can EXP get better at?

965
00:48:06,810 --> 00:48:07,200
Yeah.

966
00:48:07,200 --> 00:48:10,020
Well, from an agent perspective, um.

967
00:48:13,154 --> 00:48:20,595
If, if you are, if you struggle with, you
know, self-discipline, self-motivation

968
00:48:21,075 --> 00:48:22,995
can be a little bit of a struggle, right?

969
00:48:23,265 --> 00:48:27,044
Um, I always tell agents like, listen,
if you're really serious about this

970
00:48:27,044 --> 00:48:29,115
and serious about this as a career.

971
00:48:30,090 --> 00:48:31,230
You've gotta get on a team.

972
00:48:31,260 --> 00:48:34,170
If you're doing less than two
deals a month on average, I mean,

973
00:48:34,170 --> 00:48:38,100
if you're doing 15 to 20 deals and
you're trying to break through, go

974
00:48:38,100 --> 00:48:39,900
collapse time, go get on a great team.

975
00:48:40,050 --> 00:48:40,890
What's their vision?

976
00:48:40,890 --> 00:48:42,030
What are their core values?

977
00:48:42,030 --> 00:48:43,590
What, you know, where's the alignment?

978
00:48:43,590 --> 00:48:44,910
How do they help me, support me?

979
00:48:45,210 --> 00:48:46,260
How do they do those things?

980
00:48:46,530 --> 00:48:50,880
Go get on a team because it, it
relieves a lot of pressure off of you.

981
00:48:51,390 --> 00:48:54,870
And it's funny, I was running through
this with a, a couple different scenarios,

982
00:48:56,340 --> 00:48:57,900
understand customer acquisition cost.

983
00:48:58,500 --> 00:49:00,900
And, and so I was running
through this, uh, with, with

984
00:49:01,380 --> 00:49:02,820
longtime clients and friends.

985
00:49:03,930 --> 00:49:08,310
Average transaction 67 50 customer
acquisition cost is a, is is 1150.

986
00:49:08,430 --> 00:49:11,610
Well, on a 50 50 split, the agents put
more money in their pocket than the

987
00:49:11,610 --> 00:49:14,760
team lead is on a 50 50 split because
of the customer acquisition cost.

988
00:49:14,760 --> 00:49:15,510
Mm-hmm.

989
00:49:15,511 --> 00:49:15,521
Yeah.

990
00:49:15,605 --> 00:49:18,870
And, and so get on a
great, get on a great team.

991
00:49:19,020 --> 00:49:22,560
Um, if, if you struggle with
self-discipline and self start.

992
00:49:23,100 --> 00:49:23,820
That's key.

993
00:49:24,360 --> 00:49:26,100
Get on, get on that and, and, and do that.

994
00:49:26,100 --> 00:49:29,550
So, um, I think that's where.

995
00:49:30,225 --> 00:49:35,475
Being able to, to combine and,
um, you know, get into a healthy

996
00:49:35,475 --> 00:49:39,315
environment to allow you to be, uh,
the most productive as possible.

997
00:49:39,315 --> 00:49:42,405
That's, that's where agents need
to lean in on, you know, and I,

998
00:49:42,405 --> 00:49:45,195
and as far as where, where can
the, the company get better?

999
00:49:45,195 --> 00:49:48,735
I mean, I think they're, they're
open to, to the feedback, to being

1000
00:49:48,735 --> 00:49:50,265
in a, in a feedback rich environ.

1001
00:49:50,895 --> 00:49:54,435
Um, I know they make deci a lot
of decisions based upon the net

1002
00:49:54,435 --> 00:49:58,305
promoter score of listening to what
boots on the ground is actually

1003
00:49:58,335 --> 00:50:02,595
giving and making adjustments that
is sustainable for the long term.

1004
00:50:02,925 --> 00:50:02,985
Yeah.

1005
00:50:03,045 --> 00:50:07,275
So I think, you know, you as an agent,
um, just know that you have a voice

1006
00:50:07,335 --> 00:50:13,095
and being able to give that feedback,
um, utilize it, utilize, utilize your

1007
00:50:13,095 --> 00:50:15,285
voice, I think is is super important.

1008
00:50:15,944 --> 00:50:16,365
Awesome.

1009
00:50:16,484 --> 00:50:16,785
Awesome.

1010
00:50:16,785 --> 00:50:18,524
And where do you see the last question?

1011
00:50:18,555 --> 00:50:19,095
Okay, brown.

1012
00:50:19,365 --> 00:50:22,125
Where do you see the real estate
industry is moving towards?

1013
00:50:22,154 --> 00:50:26,564
Where is this heading and how are, how,
how should agents prepare to build the

1014
00:50:26,564 --> 00:50:28,484
business that lasts into the future?

1015
00:50:29,265 --> 00:50:29,774
Yeah.

1016
00:50:30,044 --> 00:50:37,515
Um, I think the knowledge based, you
know, agent, the agent that is, um,

1017
00:50:37,964 --> 00:50:40,095
you know, providing valuable content.

1018
00:50:40,890 --> 00:50:44,280
Stages that are thriving right
now have a consistent, valuable

1019
00:50:44,280 --> 00:50:45,570
presence on social media.

1020
00:50:46,890 --> 00:50:50,879
Because social right now, that's
just making everything else easier.

1021
00:50:51,240 --> 00:50:54,690
But I think you've gotta be able
to position yourself as, as an

1022
00:50:54,690 --> 00:50:56,220
authority, as a true expert.

1023
00:50:56,549 --> 00:51:00,600
I think you've gotta be educating,
educating, educating, because that's what

1024
00:51:00,600 --> 00:51:02,160
buyers and sellers are gonna want to know.

1025
00:51:02,460 --> 00:51:06,839
I think you've gotta operate from the
framework of what value am I providing

1026
00:51:06,930 --> 00:51:09,390
that the consumer can't get on their own.

1027
00:51:09,390 --> 00:51:09,450
Hmm.

1028
00:51:10,140 --> 00:51:12,870
Um, I think the shift that
we'll start to see with ai.

1029
00:51:13,140 --> 00:51:17,819
Is, uh, you know, we're, we're
trying to be like, oh, how can we

1030
00:51:17,850 --> 00:51:20,250
be more efficient utilizing ai?

1031
00:51:20,700 --> 00:51:23,580
Well, we also have to think that
the consumer's going to evolve and

1032
00:51:23,580 --> 00:51:27,095
how are they going to be, yeah.

1033
00:51:28,020 --> 00:51:33,629
What's their behavior going to be like
utilizing AI to buy and sell their homes?

1034
00:51:33,779 --> 00:51:34,049
Hmm.

1035
00:51:34,080 --> 00:51:37,319
That's where you've gotta put your
shoes in the, in, in, you gotta

1036
00:51:37,319 --> 00:51:39,990
put yourself in the shoes of the
consumer and how do they behave?

1037
00:51:40,410 --> 00:51:43,560
And you've gotta be adjusting your,
your business, your strategies, your

1038
00:51:43,560 --> 00:51:48,240
marketing in alignment to the human
behavior, and, and you just, you

1039
00:51:48,240 --> 00:51:49,980
gotta match and build your model.

1040
00:51:49,980 --> 00:51:50,730
I think that's why.

1041
00:51:51,120 --> 00:51:55,110
Adopt being, being flexible, being
agile, whatever it is, we always just

1042
00:51:55,110 --> 00:51:58,500
say, be like Gumby for those that
are old enough to know what Gumby is.

1043
00:51:58,740 --> 00:52:00,365
So be be like Gumby, be flexible.

1044
00:52:01,020 --> 00:52:05,460
Um, I think reread, if you haven't
read Who Moved My Cheese, go, go

1045
00:52:05,460 --> 00:52:07,950
reread and reread Who Moved My Cheese.

1046
00:52:07,950 --> 00:52:11,850
I think you're gonna have to understand
the flexibility, being agile, but always

1047
00:52:11,850 --> 00:52:15,930
putting yourself in, in, in the shoes of
the consumer and how are they behaving and

1048
00:52:15,930 --> 00:52:19,740
how is AI gonna change their behavior in
the home buying and home selling process.

1049
00:52:20,280 --> 00:52:22,320
That's, that's where
we've gotta be positioned.

1050
00:52:22,350 --> 00:52:23,880
That's where we've gotta
get ourselves out to.

1051
00:52:24,210 --> 00:52:24,690
Um.

1052
00:52:25,214 --> 00:52:29,055
If we really wanna put ourselves in a
position to thrive beyond the next four

1053
00:52:29,055 --> 00:52:31,125
or five years, um, within this industry.

1054
00:52:32,384 --> 00:52:32,895
Awesome.

1055
00:52:32,955 --> 00:52:33,375
Thank you.

1056
00:52:33,375 --> 00:52:34,275
Thanks for that advice.

1057
00:52:34,305 --> 00:52:36,825
Thanks for all the value you have
brought to this conversation.

1058
00:52:36,825 --> 00:52:38,535
John, it's been a pleasure.

1059
00:52:38,924 --> 00:52:43,125
Uh, those of you who are on social
platforms on YouTube, follow John.

1060
00:52:43,129 --> 00:52:43,390
He is.

1061
00:52:43,450 --> 00:52:44,230
He is always active.

1062
00:52:44,230 --> 00:52:48,404
It's a lot of value to provide and if
you, if you, if you have found value

1063
00:52:48,404 --> 00:52:50,870
from this conversation, definitely
reach out to him if you need something.

1064
00:52:51,240 --> 00:52:51,299
Uh,

1065
00:52:52,020 --> 00:52:52,200
this

1066
00:52:52,200 --> 00:52:55,529
has been an incredible conversation
about breaking through your

1067
00:52:55,529 --> 00:52:59,609
business roadblocks and building a
future proof real estate business.

1068
00:52:59,609 --> 00:53:03,419
And now for our audience, if you are
struggling with consistency, you're

1069
00:53:03,419 --> 00:53:07,680
struggling with mindset or just trying
to generate more opportunities without

1070
00:53:07,979 --> 00:53:11,850
the traditional ways that cold calling
or spending money on ads, even,

1071
00:53:12,450 --> 00:53:14,100
uh, we have got something for you.

1072
00:53:14,100 --> 00:53:17,370
We are doing a five day
brand challenge using ai.

1073
00:53:18,285 --> 00:53:23,805
To design your, uh, magnetic brand to
help you attract leads effortlessly

1074
00:53:23,805 --> 00:53:28,154
with, uh, magnetic marketing
strategies that actually work so

1075
00:53:28,154 --> 00:53:31,634
you can stop chasing business and
start having business come to you.

1076
00:53:32,145 --> 00:53:36,075
Uh, if you're ready to create a brand
that generates opportunities, reach out.

1077
00:53:36,105 --> 00:53:39,640
I'm gonna put a link down on this video
for you to register for that challenge.

1078
00:53:40,845 --> 00:53:43,035
Let's build a business
that thrives in any market.

1079
00:53:43,065 --> 00:53:47,445
Now more than ever, you need to pivot
and you need to start leveraging

1080
00:53:47,445 --> 00:53:48,765
strategies that work for today.

1081
00:53:49,005 --> 00:53:49,605
Thank you, John.

1082
00:53:49,605 --> 00:53:50,020
Thanks for everything.

1083
00:53:50,020 --> 00:53:50,460
Awesome, man.

1084
00:53:50,595 --> 00:53:50,865
Thank you.

1085
00:53:51,135 --> 00:53:51,855
Appreciate you brother.

1086
00:53:52,335 --> 00:53:52,940
Alright, we'll see you.

1087
00:53:52,940 --> 00:53:52,960
See you.

1088
00:53:55,215 --> 00:53:56,085
Thanks for tuning in.

1089
00:53:56,475 --> 00:54:00,465
If you're done guessing and ready to
lead like a real CEO with a custom

1090
00:54:00,465 --> 00:54:04,875
strategy, real accountability and
proven systems, check out my executive

1091
00:54:04,875 --> 00:54:07,635
one-on-one coaching@johnkitchens.coach.

1092
00:54:08,025 --> 00:54:10,695
Fill out the application and book
your one-on-one call with me.

1093
00:54:11,445 --> 00:54:13,515
Be sure to hit follow so
you never miss an episode.

1094
00:54:14,355 --> 00:54:15,195
Catch you on the next one.