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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
experience as your host, John Kitchens.

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Get ready to think bigger and
transform your business into

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a path to lasting freedom.

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What is happening?

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How are you doing, sir? Good, man.

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Good to see you.

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Life.

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Life has, uh, life has
accelerated for you.

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Just a, just a little bit.

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Yes.

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It's a little bit different than, uh,
previous, uh, chats we've had for sure.

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Yes, yes.

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Uh, you know, you go from building
a house to, uh, you know, now,

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now adding two car seats, so Yes.

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Yeah.

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Life, life does accelerate.

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It's, it's wild.

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Right?

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We, uh.

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Was always told, right.

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You know, where you're young.

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And sometimes the days would seem like
they go on forever and, you know, the

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old, the old wise folks would, uh, you
know, chime in and be like, listen,

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it just, it only goes faster and.

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You know, I, I feel it.

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Like sometimes I'll look, I'll just
even like look at the clock and it

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feels like the minutes are going faster
and I'm like, what is happening here?

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So, yeah.

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Well, funny.

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Well, look, you gotta remember, I'm still
in that phase right now where it feels

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like it's not moving and I keep telling
myself, we will be out of this phase soon.

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Right?

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A newborn at home, you feel like it's
kind like, man, it's been a, a year now.

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You know?

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Yeah, yeah.

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But again, it's, it's, it's a fun stage.

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You just gotta go through it.

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Uh, the tough, yeah.

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To get to the fun, exciting ones.

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So, yeah, I, you know, I missed a lot
just because I, you know, my youngest

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one, I think I was, I was 25, 26, 27
when I had the two under two as well.

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Yeah.

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And, and so, you know, there's,
there's certain things in

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there that I look back now.

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And it's just like, dang, you know?

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Yeah.

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You can't get those times back.

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And that's what I always, always push
and, and tell, tell, you know, folks,

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especially with, with new kiddos, and
I'm like, man, just enjoy it as, as much

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as you possibly can because you, it, you
will blink and it, it's, it's, it's over.

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Yeah.

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Um, and you, you know, it's the.

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Crawling into bed with you to, you know,
you know, they get to a certain point

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then, you know, they're off and they're
living their own lives and, and so, you

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know, like my, you know, my oldest is in
Germany about to, you know, get Oh wow.

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Get res stationed back to South Korea.

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I talk to 'em once or twice a month.

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Yep.

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Um, and so, you know, it's just when
they get to that, to that certain

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point, so I just, I can't stress
it enough to, you know, slow down

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and enjoy it as much as you can.

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Well, I mean, that's something
we definitely, we, we've prided

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ourselves on, on doing that.

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Right.

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Um, you know, and I'm sure we'll get
into it with some of the things we've,

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of course adjusted and changed in the
business side of things to, to make

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sure that, 'cause I saw that, I saw
a lot of, you know, other people very

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similar to you as, you know, wasn't,
I don't say wasn't there as much, but,

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you know, that was one thing I just, I
didn't, didn't I of enjoy those moments?

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It does go by quick and you see, you
know, I'm an observer of other people

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around me, and you're like, man,
let me be a little bit different.

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Mm-hmm.

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And be present and, and enjoy that
early, those early stages of life.

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Yeah.

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Yeah, it is.

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And, and, um, you know, I mean
that's the whole, you know,

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wisdom side of things too, right?

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Is just being able to observe
and, and, you know, either follow

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the path or, or course correct.

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From, from that, from that path.

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So it's, it's really good.

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Um, how's, how's the golf game?

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I, I don't know.

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I saw somebody, I was actually at the
grocery store the other day and I ran

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into an old buddy and he said, he is
like, you still playing a lot of golf?

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I'm like, uh, I think I, I have
played two rounds of golf since

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last August in a year, so, yeah.

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Yeah, it's same thing.

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It's temporary as well.

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I was like, it ain't going nowhere.

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It, it's, no, it's wild.

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As, as long as, you know, you,
you and I have been playing.

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I mean, it's, it's really one
of those things that like, I, I.

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I never really understood.

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And you, you, we've, we've heard the
stories to where, uh, you know, examples

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of, you know, great golfers and you, you
look back in, you know, during World War

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II and, and back through history where
they would, they would, they would go

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for, for years, but mentally they kept.

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All the moves and playing everything
out in their head, and they

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would be able to come right back
and almost pick right back up.

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Yeah.

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Um, without seemingly, you know,
obviously a little bit of feel and a

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little bit of stuff has to come back
in, in time, but the overall full

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swing and the mechanics of it, just
because you've gotten so many reps Yeah.

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Um, you know, for you thinking about that.

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'cause, uh, this, I, I love
this conversation when it

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comes to visualization because.

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Us growing up playing golf, that was
kind of the, the first thing, right.

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You know, it's like, you know, Jack
Nicholas and then obviously Tiger the same

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way is like, you never, you never hit a
shot until you can see it in your mind.

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Yeah, and I think, I think for
me, and, and I'd love to hear your

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take on it, so for me, you know.

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First picking up a club when I was
seven and like being taught that.

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Right.

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You know, pick your line, pick your
target, set your feet, set your

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target, but see it in your mind.

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So I didn't know any different.

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So that was everything that I always
did, even going through school.

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Um, you know, being able to, to go
into jobs and especially like early

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on was like working construction.

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Doing construction.

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Like I could see.

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Like a finished product
come, come to life.

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Yeah.

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So like for you, how has that
played, played a role in, you

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know, for you with, obviously with
the golf side of things, but also

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carrying it over into the business?

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Yeah, I mean I think it, it
goes back to, you know, the

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visionary, um, role of things.

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And I, and, and I agree with you
'cause it's funny, you know, bringing

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golf into it real quick was that was.

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You know, again, haven't played a
whole lot, but played for the first

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time in little Charity terminal
with some buddies, and it was one

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of those things where like, guys, I
ain't touched a club in nine months.

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It's gonna be ugly.

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Right.

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When we got done, it was like,
man, I felt like I played five

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days a week for the last year.

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Like it was still, you know, to
step back into it where, you know,

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it wasn't pretty, but at the same
time, you're right where I was.

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It's just muscle memory
of being able to do it.

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Well, I have done it so many times.

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Um, but also too, like you said, you're
stepping up to it and you're visualizing,

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Hey, I've, I've done this shot.

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Thousands of times.

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Right.

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It's just remembering it and
bringing those muscles back

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into kind of the swing process.

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But yeah, I mean, from business, I've
always been one of those people as well.

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I've always said, like I, I like to
step back and I can picture things.

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Mm-hmm.

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Right.

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Even for clients and things like that,
like going to empty houses and always

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joke like, some people go into empty
houses, man, they can, they step into

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an empty room, they cannot envision.

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Where would the bed even,
or whatever that is, right.

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Um, to where I can look at and
just visualize a finished product.

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Um, I never really thought about it, how
it tied in from where that could have

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been from golf and going through that.

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I won't say training and coaching growing
up, but I, I've always been that way as

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well where I've been able to envision
that, you know, 2, 3, 4 steps ahead.

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And I think that's helped me a
lot on a lot of things as well.

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Yeah.

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Wife would say that I, you
know, I'm always thinking.

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You know, you just slow down and
be in the moment for a second.

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I'm like, well, that's
just, boy, my brain works.

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I'm always three, four
steps thinking what's next?

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What's next?

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Or whatever.

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It's, yeah.

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Yeah.

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Even, you know, on the golf side of things
is we try to be as present with the shot,

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but we're thinking about, you know, where,
where, where the pin location is, where

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we need to come off the tee to put, give
us our, you know, the highest probability

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to put the ball in the best position.

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And, and I remember having a,
a coach early on that we was.

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I mean, that's how he broke
down par fives for us too.

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Right?

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It's like, listen, like you can't,
you gotta gain every par five.

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You have to gain a shot.

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And so, you know, you gotta set up
your t shot to set up your second

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shot to ensure that you're putting
yourself in a, in the best probability

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to pick up that, that four worst case.

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Five.

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But to your point, right?

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It's, it's strategically
thinking a couple, a couple

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shots ahead and, you know.

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Bringing that back into, into the
business side of things as well is, is

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being able to see that and navigate,
especially as we navigate through

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seasons of, of the business and, you
know, one heck of an interesting season,

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you know, we're all in right now.

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Yeah.

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You know, how are, how are you
looking at things to, to, to kind

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of navigate And, um, I would also
love, you know, when you get down to.

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Just, uh, you, you don't have an
excessive amount of time anymore, right?

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You've got the two kiddos, you've
got the business, you've got, you

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know, you know, family obligations,
you've got husband obligations.

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Um, and so you, you start to cut
out what's, what's not necessary.

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So like, like for you, how are you kind
of seeing and visualizing and navigating

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the moves ahead on the business, but
but also with a limited amount of time?

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Where are you putting your time and
energy to make sure that the, that

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business is still moving forward?

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Yeah, I mean, just rewinding a little
bit again, I mean, coming from the

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changes that we've done over, you
know, the last couple years going

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into being a father and going into
having our first son Carter, you know,

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going from running a team, running the
business, you know, independent firm

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and things like that, and then just.

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Again, it's funny, I've never really
thought about this until you just went

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through that last little piece, but you
know, that was what we sort of me, and

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when I say we, we, me and Jenny, we kind
of sat down and said, Hey, what does, now

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that we're right before we had Carter,
and once we had Carter, it was like, what?

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What do we ideally want our next.

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Two years, three years, four years,
five years to look like, right?

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Yeah.

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You know, we had different visions of
each other, you know, things like that.

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And of course my brain is all over the
place at the time of, man, how can I

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manage all of what I have right now?

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But also going back to being present,
being the father and, and the husband.

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I wanna be over the next, you know,
future basically going forward, you know?

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And I think we really stepped
back and we've dissected.

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What does our day-to-day life look like?

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What are the hours we have available?

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What's necessary, what's not necessary.

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And we made that shift to, you know,
once we, a couple months after having

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Carter, we made this decision to, Hey,
I'm gonna step back from running a team.

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And we had the conversation with
individual agents and just said, look, you

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00:10:22,814 --> 00:10:24,525
know, I'm gonna, we're gonna pull back.

229
00:10:24,765 --> 00:10:29,295
And most of the team went elsewhere, um,
through guidance and things like that.

230
00:10:29,355 --> 00:10:34,995
Um, but it was a smart move 'cause it
allowed me to step into, back into, hey.

231
00:10:35,540 --> 00:10:36,949
Brian's business.

232
00:10:36,954 --> 00:10:39,469
You, you know, coming back into being
a solo agent, if you wanna call it.

233
00:10:39,920 --> 00:10:42,650
Um, still the CEO of my
own personal business.

234
00:10:42,650 --> 00:10:42,739
Sure.

235
00:10:42,770 --> 00:10:48,560
But I'm also very present at home
from the morning routines to the

236
00:10:48,650 --> 00:10:50,209
evening routines and things like that.

237
00:10:50,599 --> 00:10:52,609
I wanted to be there to be
able to help to where it's, you

238
00:10:52,609 --> 00:10:54,560
know, it's not all on Jenny.

239
00:10:54,890 --> 00:10:55,280
Um.

240
00:10:55,860 --> 00:10:58,230
And it's transition to that and, and
I think it's one of those things where

241
00:10:58,230 --> 00:11:01,830
we envision in that way, you know, if
it was gonna work out, but here we are.

242
00:11:01,830 --> 00:11:03,480
And it was scary when
we made those changes.

243
00:11:03,480 --> 00:11:08,460
But it's one of those things that I think
it was by far the best decision we made.

244
00:11:09,555 --> 00:11:15,075
Talk, talk me through, because I think
this is, um, an important get for, for

245
00:11:15,075 --> 00:11:21,255
a lot of folks and how do you kind of go
about navigating, 'cause how many agents

246
00:11:21,285 --> 00:11:26,145
did you, did you guys have before kind
of stepping back into just, just you.

247
00:11:27,135 --> 00:11:30,525
Total, including myself
and Jenny and and staff.

248
00:11:30,525 --> 00:11:31,785
We had nine.

249
00:11:32,175 --> 00:11:32,564
Okay.

250
00:11:32,564 --> 00:11:38,535
So talk me through how you go about
making that and unpacking that and

251
00:11:38,715 --> 00:11:41,445
disassembling it the right way.

252
00:11:41,535 --> 00:11:44,490
Like kind of kind of how you went
through that, that whole process.

253
00:11:44,730 --> 00:11:45,290
'cause I think it's, is.

254
00:11:45,650 --> 00:11:48,319
This is really important for
people to understand that.

255
00:11:48,740 --> 00:11:50,990
'cause most never think that,
man, the best move is to,

256
00:11:50,990 --> 00:11:52,730
is to unravel all of this.

257
00:11:52,730 --> 00:11:52,790
Yeah.

258
00:11:53,300 --> 00:11:56,480
Um, and so for, yeah, kind of,
kind of talk us through that.

259
00:11:56,480 --> 00:11:59,120
I think this is, um,
it's really interesting.

260
00:12:00,210 --> 00:12:01,350
Yeah, it's one of those things too.

261
00:12:01,350 --> 00:12:04,470
I mean, as time's going on, you know,
I, I've always questioned, you know,

262
00:12:04,470 --> 00:12:07,110
I'm always just who I am, but I'm
questioned did I do it the right way?

263
00:12:07,110 --> 00:12:08,520
Did I make the right decision?

264
00:12:08,670 --> 00:12:09,480
And things like that.

265
00:12:09,480 --> 00:12:12,420
Even though I knew looking at
my life today, I know I did.

266
00:12:12,480 --> 00:12:12,780
Right.

267
00:12:12,780 --> 00:12:14,190
But it was like, could
I done it different?

268
00:12:14,190 --> 00:12:19,050
So when you say like, how it unraveled
and I feel like it happened for, for

269
00:12:19,110 --> 00:12:22,620
the people that were involved, I'm sure
they felt like it happened like that.

270
00:12:22,715 --> 00:12:23,135
Mm-hmm.

271
00:12:23,235 --> 00:12:25,655
But I, again, I think it was one
of those internally things from.

272
00:12:26,580 --> 00:12:30,150
Myself and Jenny that we had been,
you know, on our thought process for

273
00:12:30,300 --> 00:12:34,890
months leading up to it, as far as like,
man, do we want to continue or we're

274
00:12:34,890 --> 00:12:36,300
gonna be able to continue doing this.

275
00:12:36,360 --> 00:12:36,660
Right?

276
00:12:37,020 --> 00:12:39,840
And then I think once you know, the
moment you hold your first son and you

277
00:12:39,840 --> 00:12:41,790
go through that process and you get
'em home and you're doing all those

278
00:12:41,790 --> 00:12:46,410
things, and then I always tell people
like the first month of being home, you

279
00:12:46,410 --> 00:12:48,870
know, I really stepped out the business
and when it, and that was playing

280
00:12:48,870 --> 00:12:50,130
the team, do that for those things.

281
00:12:50,130 --> 00:12:51,720
But once I stepped back in, it was like.

282
00:12:52,515 --> 00:12:54,584
I just, there was just that
feeling like, I can't do this.

283
00:12:54,584 --> 00:12:58,485
I can't continue to be at the level
I wanna be at while also being

284
00:12:58,485 --> 00:12:59,985
this next person I wanna become.

285
00:13:00,255 --> 00:13:00,344
Mm-hmm.

286
00:13:00,584 --> 00:13:03,314
Um, so again, I think I had that
conversation with people and I

287
00:13:03,314 --> 00:13:06,824
think the agents and, and the
people involved, they understood it.

288
00:13:06,829 --> 00:13:07,250
Mm-hmm.

289
00:13:07,449 --> 00:13:11,055
I still questioned if it was, if it
was presented the right way for myself.

290
00:13:11,415 --> 00:13:11,954
Um, sure.

291
00:13:12,165 --> 00:13:14,084
But at the same time, it, it
was, it was one of those things

292
00:13:14,084 --> 00:13:15,974
where it was a decision that
had to be made in the moment.

293
00:13:16,454 --> 00:13:16,905
Um.

294
00:13:17,625 --> 00:13:20,745
And it did, and I think I just got, it
was a phone call that had individually

295
00:13:20,745 --> 00:13:24,405
and you know, in person stuff like that
with the, with the individual agents.

296
00:13:25,125 --> 00:13:29,444
And, um, I don't know, like you said,
I don't think I un unpacking it.

297
00:13:29,955 --> 00:13:32,115
I think it was one of those things
where it was sometimes you gotta

298
00:13:32,115 --> 00:13:36,435
step back and make the decision
that's best for you and your family.

299
00:13:36,525 --> 00:13:36,765
Right?

300
00:13:37,305 --> 00:13:37,365
Yeah.

301
00:13:37,365 --> 00:13:38,985
And I always tell people, the last two
years I feel like I've been focused

302
00:13:38,985 --> 00:13:42,885
on, I caught it, you know, inside all
four walls prior to number one, where

303
00:13:42,885 --> 00:13:44,925
in the past it was always, you know.

304
00:13:45,585 --> 00:13:47,055
Hey, let's, let's build the team.

305
00:13:47,055 --> 00:13:49,515
Let's get to here, let's focus on
their success and things like that.

306
00:13:49,515 --> 00:13:53,715
And then it's, you know, it starts
impacting inside your four walls

307
00:13:53,715 --> 00:13:54,735
and, and everything like that.

308
00:13:54,825 --> 00:13:58,215
So, no, I love it, if that makes sense.

309
00:13:58,215 --> 00:13:58,515
Yeah.

310
00:13:58,570 --> 00:13:58,790
And.

311
00:14:00,225 --> 00:14:04,605
You know, my thought as, as you're
kind of talking through there, I

312
00:14:04,605 --> 00:14:09,135
mean, how much, how much of it did
you like, man, this, this feels right?

313
00:14:09,135 --> 00:14:12,285
Or was it just a lot of, man, I
just gotta have, I, I gotta have

314
00:14:12,285 --> 00:14:13,965
faith in this, in this process?

315
00:14:14,505 --> 00:14:16,725
It was both, I mean, to be honest
with you really was, it was both.

316
00:14:16,725 --> 00:14:19,995
I mean, I, I remember moments
early on, 'cause again, I mean,

317
00:14:19,995 --> 00:14:21,645
we're, you know, we're during.

318
00:14:22,320 --> 00:14:24,570
When we made this decision,
we're literally in the dead heat

319
00:14:24,570 --> 00:14:26,790
of the first couple months of
having our first boy, right?

320
00:14:26,850 --> 00:14:26,910
Yeah.

321
00:14:26,910 --> 00:14:29,340
So it's like you're going through
that, never had a kid before.

322
00:14:29,340 --> 00:14:31,800
You're going through that whole
transition of just like, how

323
00:14:31,800 --> 00:14:33,300
do we survive life right now?

324
00:14:33,390 --> 00:14:34,290
Are we doing that right?

325
00:14:34,350 --> 00:14:34,920
Things right.

326
00:14:34,920 --> 00:14:37,380
Then also trying to run a business.

327
00:14:37,470 --> 00:14:41,430
Um, and again, like my coming from
again, the team leader aspect and

328
00:14:41,430 --> 00:14:44,820
the, and the company side where
I'm by far the rain, you know, the

329
00:14:44,820 --> 00:14:45,930
rainmaker, whatever you wanna call it.

330
00:14:45,930 --> 00:14:49,830
Like, I still had my business that I
had to produce and then also trying

331
00:14:49,830 --> 00:14:51,450
to, you know, bring it in to where.

332
00:14:52,395 --> 00:14:54,944
Make sure I'm there for the agents
and things like that, but also

333
00:14:54,944 --> 00:14:58,995
again, new baby at home, being
present for those moments as well.

334
00:14:58,995 --> 00:15:00,314
So, I mean, again, I think it was.

335
00:15:03,345 --> 00:15:05,940
I, I think it was, I had moments
in the beginning where it was

336
00:15:05,940 --> 00:15:07,080
like, is this the right decision?

337
00:15:07,080 --> 00:15:08,760
But I knew that it was right.

338
00:15:08,765 --> 00:15:08,785
Mm-hmm.

339
00:15:08,865 --> 00:15:12,360
My gut told me that it was, and I told
people, like, I remember once I had all

340
00:15:12,360 --> 00:15:14,100
the conversations, I met with people.

341
00:15:14,790 --> 00:15:16,860
It was one of those things where it was
just like, you know, they call it the

342
00:15:16,860 --> 00:15:17,940
weight off your shoulder type thing.

343
00:15:17,940 --> 00:15:18,465
It was like, man, all right.

344
00:15:18,995 --> 00:15:19,505
I did it.

345
00:15:19,595 --> 00:15:20,375
I feel better.

346
00:15:20,435 --> 00:15:23,195
It was a, it was a tough going
into the whole situation.

347
00:15:23,195 --> 00:15:25,115
Once we had made the decision,
this is what we're gonna do, I

348
00:15:25,115 --> 00:15:26,885
dreaded having those conversations.

349
00:15:26,975 --> 00:15:27,185
Sure.

350
00:15:27,185 --> 00:15:28,595
Just 'cause I didn't
know how it was gonna go.

351
00:15:29,225 --> 00:15:31,805
Um, but once it was done is one of
the things like, all right, cool.

352
00:15:31,955 --> 00:15:32,195
Right.

353
00:15:32,195 --> 00:15:33,035
I made the decision.

354
00:15:33,095 --> 00:15:34,985
We've had these conversations, let's go.

355
00:15:35,105 --> 00:15:35,285
Right.

356
00:15:35,285 --> 00:15:35,710
Let's move on.

357
00:15:35,710 --> 00:15:35,910
Mm-hmm.

358
00:15:36,065 --> 00:15:40,325
Um, and then from that moment it was on,
again, my brain internally was right.

359
00:15:40,325 --> 00:15:41,735
We're in a season of life right now.

360
00:15:42,275 --> 00:15:44,825
Where is what's, what's the
next couple moves look like?

361
00:15:44,825 --> 00:15:47,615
What's the next again, two years,
five years, 10 years Look like.

362
00:15:48,165 --> 00:15:52,275
I took some time to where that
first year of, I, I mean, I

363
00:15:52,275 --> 00:15:53,685
stepped, I stood back a lot.

364
00:15:53,685 --> 00:15:53,954
Right.

365
00:15:53,954 --> 00:15:56,295
But it's also, you know,
talking about the, the, the

366
00:15:56,295 --> 00:15:57,165
real estate world and economy.

367
00:15:57,974 --> 00:16:01,395
I also made those changes going
into what I didn't know was a very

368
00:16:01,395 --> 00:16:03,074
tough real estate market Yeah.

369
00:16:03,074 --> 00:16:03,795
In the world.

370
00:16:03,885 --> 00:16:06,255
Um, so it, but it, it worked out right?

371
00:16:06,255 --> 00:16:09,344
I was still able to, I was still
able to maintain my business,

372
00:16:10,185 --> 00:16:13,094
um, from a production level and
profitability and things like that.

373
00:16:13,604 --> 00:16:16,724
Um, and it just, again, it
was piecing together as like,

374
00:16:16,724 --> 00:16:17,865
what is Brian's next move?

375
00:16:17,865 --> 00:16:21,074
Or going back to being a sole
agent, piecing those, you know,

376
00:16:21,165 --> 00:16:24,135
those next moves as far as, you
know, what systems do I need?

377
00:16:24,870 --> 00:16:27,780
What is my, you know, am I gonna
have people around me in the future?

378
00:16:27,780 --> 00:16:28,860
What do those things look like?

379
00:16:29,400 --> 00:16:29,730
Yeah.

380
00:16:30,090 --> 00:16:33,900
So how, you know, when you guys step back
and, and make this decision, I mean, how

381
00:16:33,900 --> 00:16:37,950
long are you giving yourself some grace
before you maybe, you know, step back

382
00:16:37,950 --> 00:16:39,930
in and reevaluate kind of the next move?

383
00:16:40,890 --> 00:16:44,310
Yeah, I mean, where I'm at right
now, I think we've already had that.

384
00:16:44,520 --> 00:16:48,480
I mean, I think I've made a decision
over the last, you know, once we got

385
00:16:48,480 --> 00:16:50,190
through that one year mark with Carter.

386
00:16:50,940 --> 00:16:54,030
You know, uh, we had been talking
about it, but it, and when I made the

387
00:16:54,030 --> 00:16:56,280
move, let me just again, back up again.

388
00:16:56,280 --> 00:16:58,290
I was independent brokerage,
Coco realtor group.

389
00:16:58,290 --> 00:16:59,790
We ran the, you know, ran it that way.

390
00:17:00,390 --> 00:17:07,440
Um, and then last June, I guess seven,
eight months into this change or whatnot.

391
00:17:08,055 --> 00:17:10,815
We partnered and, and I
decided to not be in Vietnam.

392
00:17:10,815 --> 00:17:11,025
One.

393
00:17:11,025 --> 00:17:13,815
We partnered with Coldwell Banker
Advantage in my local town, right?

394
00:17:14,145 --> 00:17:19,515
Um, but that was with the decision
of, again, do I see myself becoming

395
00:17:19,575 --> 00:17:24,045
the independent brokerage owner,
being a broker in charge, having those

396
00:17:24,045 --> 00:17:25,485
responsibilities and things like that.

397
00:17:25,545 --> 00:17:31,095
Or do I want to partner where it's
solo agent Brian, building a business

398
00:17:31,095 --> 00:17:35,115
over again that's profitable, that
allows me to be present at home.

399
00:17:35,490 --> 00:17:37,980
Doing the things I wanna do, but
also make, you know, enjoying

400
00:17:37,980 --> 00:17:38,670
the life that I wanna have.

401
00:17:38,670 --> 00:17:42,090
And I think that's been the focus
that I've, the path of focus

402
00:17:42,090 --> 00:17:43,950
I wanna be on going forward.

403
00:17:44,670 --> 00:17:45,000
Yeah.

404
00:17:45,390 --> 00:17:46,025
I mean, which was big for me.

405
00:17:46,290 --> 00:17:47,160
Which was big for me.

406
00:17:47,160 --> 00:17:50,520
And I, and I'll say that too, 'cause I
always tell people, and you know this, I

407
00:17:50,520 --> 00:17:53,520
mean, you talked about these things in the
past, I mean, comparison is a thi of joy.

408
00:17:53,525 --> 00:17:53,825
Mm-hmm.

409
00:17:53,940 --> 00:17:57,090
For so long I envisioned, or I
saw other people around me, the

410
00:17:57,090 --> 00:17:58,320
other mentors and stuff like that.

411
00:17:58,325 --> 00:17:59,790
And I was like, man, I want
the business or whatever.

412
00:17:59,790 --> 00:18:02,970
It's, and I felt like I was chasing
those things, but I was never

413
00:18:02,970 --> 00:18:04,620
like, you know, it was never.

414
00:18:05,205 --> 00:18:09,254
Satisfying when I got to certain levels,
and I think now where I look back of like,

415
00:18:09,254 --> 00:18:15,105
I'm now, I feel like I'm in incre actually
creating the life that I want, right?

416
00:18:15,105 --> 00:18:17,625
As far as like what I, you
know, I, I struggle with the

417
00:18:17,625 --> 00:18:18,915
division for so long, right?

418
00:18:18,915 --> 00:18:19,995
Do I want to have a big team?

419
00:18:19,995 --> 00:18:20,865
I wanna have a small team.

420
00:18:20,865 --> 00:18:23,055
Do I want be this type of agent?

421
00:18:23,055 --> 00:18:24,195
Do I wanna be that type of agent?

422
00:18:24,225 --> 00:18:28,185
Things like that to where I think
now, allowing myself to step back

423
00:18:28,185 --> 00:18:31,965
from the, the business side of
things over the last couple years

424
00:18:31,965 --> 00:18:33,495
and come back to being a family man.

425
00:18:34,185 --> 00:18:37,335
Being present at home and just being
a sole agent's allowed me to really

426
00:18:37,335 --> 00:18:41,145
focus in on what is the true vision.

427
00:18:41,504 --> 00:18:41,804
Right.

428
00:18:42,824 --> 00:18:46,064
How did you, so I, I think this is where
a lot of people struggle with, right?

429
00:18:46,064 --> 00:18:47,745
Being able to make that decision.

430
00:18:47,835 --> 00:18:52,155
Was there some, some filters or
some, some like hard non-negotiables

431
00:18:52,215 --> 00:18:55,335
to, to help navigate and, and
make tough, tough decisions like

432
00:18:55,335 --> 00:18:56,804
that for, for you and the family?

433
00:19:00,074 --> 00:19:01,455
I would say, yeah, to an extent.

434
00:19:01,544 --> 00:19:04,274
I mean, number one, for
myself, putting the ego aside,

435
00:19:04,784 --> 00:19:06,135
that was a big thing, right?

436
00:19:06,195 --> 00:19:09,764
And that was, you know, we've, Jenny
always told me I was, I was stupid for

437
00:19:09,764 --> 00:19:11,205
having this, you know, negative self-talk.

438
00:19:11,235 --> 00:19:11,865
Self-talk.

439
00:19:11,865 --> 00:19:13,695
But it was one of those things like,
man, what are people gonna think?

440
00:19:13,875 --> 00:19:17,024
You know, are people gonna think I did
this because of, you know, we've blah,

441
00:19:17,024 --> 00:19:18,195
blah, blah, whatever it is, right?

442
00:19:18,195 --> 00:19:20,385
Or, you know, we had corporate
realty group and it was my

443
00:19:20,385 --> 00:19:22,004
name and things like that.

444
00:19:22,740 --> 00:19:26,429
Now I'm shutting all that down to become,
to become Brian with Coldwell Banker.

445
00:19:26,850 --> 00:19:27,780
All these different things.

446
00:19:27,780 --> 00:19:27,960
Right?

447
00:19:27,960 --> 00:19:31,649
So it was, it was getting, removing the
ego side of things of Brian and just

448
00:19:31,649 --> 00:19:36,060
saying, Hey, remember what's the, focusing
on the vision, focusing on the end goal

449
00:19:36,060 --> 00:19:38,370
of creating a life that I want have.

450
00:19:38,965 --> 00:19:40,314
And being present at home.

451
00:19:40,314 --> 00:19:43,225
So, I mean, I think that would be,
that was one of the bigger things of

452
00:19:43,225 --> 00:19:46,044
just like understanding like, hey,
there's a reason that we're doing this.

453
00:19:46,044 --> 00:19:46,284
Right.

454
00:19:46,284 --> 00:19:48,504
It's not about, yeah,
it's not about money.

455
00:19:48,564 --> 00:19:49,615
I mean, it is of course.

456
00:19:49,615 --> 00:19:51,054
I mean, you gotta make money,
you gotta, you know, you gotta

457
00:19:51,054 --> 00:19:52,105
create the life you wanna have.

458
00:19:52,105 --> 00:19:55,350
But, um, it's actually
opened up more doors.

459
00:19:56,020 --> 00:19:59,710
On that side of things financially,
um, by making some of those changes.

460
00:19:59,710 --> 00:20:04,090
But again, I think it's just, it's
removing the ego, stepping back of, you

461
00:20:04,090 --> 00:20:06,580
know, comparison to the, the thief of joy.

462
00:20:06,639 --> 00:20:10,360
Stop comparing myself to all these people
that I think I wanted to be and stuff

463
00:20:10,360 --> 00:20:12,520
like that, because they all have problems.

464
00:20:13,389 --> 00:20:13,661
You know, that.

465
00:20:13,661 --> 00:20:13,662
Mm-hmm.

466
00:20:13,663 --> 00:20:16,000
You know, once you get closer to
some of those circles, you start

467
00:20:16,000 --> 00:20:18,100
to realize, you think that man,
their, their life's perfect.

468
00:20:18,100 --> 00:20:19,660
They got all these, you
know, they got everything.

469
00:20:19,810 --> 00:20:20,170
Yeah.

470
00:20:20,260 --> 00:20:21,220
They don't, you know.

471
00:20:21,950 --> 00:20:26,990
Um, again, so I think it was, I think
just stepping back, going back into the

472
00:20:27,080 --> 00:20:30,800
envisioning things, I think just step,
I stood, stood back and just kind of

473
00:20:30,800 --> 00:20:33,950
thought again, like, am I on the path
that I wanna, is this really my path?

474
00:20:34,010 --> 00:20:34,970
Is this really my vision?

475
00:20:34,970 --> 00:20:35,450
I wanna have?

476
00:20:35,450 --> 00:20:37,760
As far as where we were, like
building a team and stuff like that.

477
00:20:38,475 --> 00:20:41,840
And I, and I, and again, I think to
this day I would say, no, I enjoyed it.

478
00:20:41,840 --> 00:20:44,600
I've missed some of those things, but
at the same time, happiness and things

479
00:20:44,600 --> 00:20:47,300
like that today versus then tenfold.

480
00:20:47,725 --> 00:20:48,015
Yeah.

481
00:20:48,710 --> 00:20:49,070
Yeah.

482
00:20:49,070 --> 00:20:51,590
So, I mean, what, what does.

483
00:20:52,004 --> 00:20:53,295
Real estate look like now.

484
00:20:53,325 --> 00:20:57,585
I mean, what's the kind of the day to
day, what's working, where's the focus,

485
00:20:57,615 --> 00:21:01,665
like for you and how do you go about, you
know, like I said, making those decisions?

486
00:21:01,665 --> 00:21:03,585
'cause you only have so much time.

487
00:21:03,915 --> 00:21:04,005
Yeah.

488
00:21:04,215 --> 00:21:07,335
And, and really, you know, the things
that you're, you're focused on.

489
00:21:07,335 --> 00:21:08,655
That's, that's actually working.

490
00:21:09,430 --> 00:21:09,670
Yeah.

491
00:21:09,700 --> 00:21:13,450
To be honest with you, from that side
of things, it hasn't changed, right?

492
00:21:13,450 --> 00:21:15,820
So I've always been, you know,
I came into real estate from,

493
00:21:15,879 --> 00:21:16,690
you know, the corporate world.

494
00:21:16,690 --> 00:21:17,110
Banking.

495
00:21:17,170 --> 00:21:19,870
I always came in from a structure
structured as, you know,

496
00:21:19,870 --> 00:21:20,980
aspect of looking at things.

497
00:21:21,610 --> 00:21:25,510
Um, it's changed a little bit as far
as what that day-to-day looked like,

498
00:21:25,510 --> 00:21:28,060
where I used to be, you know, I wanted
to get up and, you know, get to the

499
00:21:28,060 --> 00:21:30,575
office early as possible before the
other agents got and things like that.

500
00:21:31,590 --> 00:21:33,810
Now my morning routine is
totally different, you know?

501
00:21:33,810 --> 00:21:33,870
Yeah.

502
00:21:33,870 --> 00:21:37,710
From six 30 to about eight 30,
it's, it's, you know, Carter's

503
00:21:37,710 --> 00:21:41,010
on my, you know, I get Carter up
right now, so it's been that way.

504
00:21:41,010 --> 00:21:41,820
It's always the routine.

505
00:21:41,820 --> 00:21:45,180
I get Carter up, we, I fix him, you
know, some milk, get his little,

506
00:21:45,240 --> 00:21:46,320
his cereal, things like that.

507
00:21:46,320 --> 00:21:48,660
And we sit on the couch, we
watch Bluey and, and whatever

508
00:21:48,660 --> 00:21:49,680
he wants to watch that day.

509
00:21:50,010 --> 00:21:50,940
And I'm just present.

510
00:21:50,940 --> 00:21:51,240
Right.

511
00:21:51,660 --> 00:21:52,920
You know, I may have my phone or whatever.

512
00:21:52,920 --> 00:21:55,740
It's like checking, just prepare,
prepping for the day or whatever it is.

513
00:21:55,740 --> 00:21:58,770
But again, like that's my,
versus in the past it was.

514
00:21:59,340 --> 00:22:00,870
Hey, what calls do I have today?

515
00:22:01,020 --> 00:22:02,100
What meetings do we gotta do?

516
00:22:02,100 --> 00:22:04,830
Am I, am I prepared for the
training that we're gonna put on?

517
00:22:04,830 --> 00:22:05,850
Whatever those things are.

518
00:22:05,850 --> 00:22:07,980
Now it's like, Hey, this is Carter.

519
00:22:07,980 --> 00:22:08,700
Time is daddy.

520
00:22:08,700 --> 00:22:09,300
You know, daddy.

521
00:22:09,705 --> 00:22:10,485
Daddy time.

522
00:22:11,175 --> 00:22:14,024
But then again, once we go into, it's
still a structure of trying to get

523
00:22:14,024 --> 00:22:16,605
to the office, trying to set myself
around appointments, structure my day

524
00:22:16,605 --> 00:22:19,935
properly, and then trying to end it
all on the, at the right time as well.

525
00:22:20,024 --> 00:22:25,274
You know, especially again now with having
son number two, it's fresh in baby mode.

526
00:22:25,274 --> 00:22:29,220
It's, you know, being there, getting
ready for dinner and all those things.

527
00:22:29,385 --> 00:22:30,825
But from the, you know, the.

528
00:22:31,784 --> 00:22:35,115
The meat of the day from the business
side of things, it really hasn't changed

529
00:22:35,115 --> 00:22:39,465
outside of now it's just, again, it's
Brian, it's, and my, you know, I got

530
00:22:39,465 --> 00:22:41,264
my clients, I got my transactions.

531
00:22:41,264 --> 00:22:45,135
It's the appointments and still
gotta generate leads and have those

532
00:22:45,135 --> 00:22:47,835
calls, have those conversations,
do marketing, things like that.

533
00:22:47,835 --> 00:22:51,284
But it's from the morning side
and the evening side that I think

534
00:22:51,284 --> 00:22:52,395
that's where the change was.

535
00:22:52,815 --> 00:22:57,075
'cause pre-kids and it was,
alright, I'm at home now.

536
00:22:57,075 --> 00:22:58,034
I finished my appointments.

537
00:22:58,695 --> 00:22:59,655
Now I gotta start planning.

538
00:22:59,655 --> 00:23:02,145
We got a team meeting tomorrow
morning, I gotta prep for that, right?

539
00:23:02,145 --> 00:23:02,205
Yeah.

540
00:23:02,205 --> 00:23:03,225
Or all those things.

541
00:23:03,225 --> 00:23:05,354
Now it's, nope, that's put away.

542
00:23:05,475 --> 00:23:08,415
I'm not really, you know,
get it occasional client

543
00:23:08,415 --> 00:23:09,524
calls me or whatever it is.

544
00:23:09,524 --> 00:23:12,975
But I've also had conversations with
them and put those conversations

545
00:23:12,975 --> 00:23:17,774
in place of like, Hey, I'm home
and I may not respond immediately.

546
00:23:17,780 --> 00:23:19,304
And I think that was a tough thing.

547
00:23:19,304 --> 00:23:22,514
You always heard people say
that, but um, again, it's just,

548
00:23:22,514 --> 00:23:24,945
it's setting boundaries around.

549
00:23:26,205 --> 00:23:28,065
The life that I'm currently in.

550
00:23:28,785 --> 00:23:29,895
Yeah, yeah.

551
00:23:29,895 --> 00:23:30,345
It is.

552
00:23:30,345 --> 00:23:32,055
And you know what a what?

553
00:23:32,055 --> 00:23:33,135
A what a relief.

554
00:23:33,135 --> 00:23:37,004
And just thinking through, because
you know, I, I, I, I never processed

555
00:23:37,004 --> 00:23:40,245
that way to where you're like,
okay, these are non-negotiables.

556
00:23:40,665 --> 00:23:44,295
What, what do I need to say no to so
that I can say yes to the things that

557
00:23:44,295 --> 00:23:47,325
are, that are important for the high.

558
00:23:47,835 --> 00:23:52,425
You know, lifetime value activities, not
just the high, you know, productivity

559
00:23:52,425 --> 00:23:54,705
activities that, that we must, must do.

560
00:23:55,275 --> 00:24:00,075
What, like for you that, that's driving
everything on the business side.

561
00:24:00,135 --> 00:24:03,735
Like, you know, you have to do this.

562
00:24:03,795 --> 00:24:07,905
Like what, what are, what are the things
that has to happen on a day in and day

563
00:24:07,905 --> 00:24:09,735
out basis to keep the business moving?

564
00:24:11,024 --> 00:24:13,665
I mean, it's still mean, it's,
uh, conversations, you know,

565
00:24:13,725 --> 00:24:14,534
still gotta talk to people.

566
00:24:14,625 --> 00:24:16,185
I can't sit back and wait
for the phone to ring.

567
00:24:16,185 --> 00:24:19,544
It's still, and again, I think that's
what I mean, is it had the, it hasn't

568
00:24:19,544 --> 00:24:23,205
changed from the creating business
and managing business side of things.

569
00:24:23,205 --> 00:24:26,445
It's just, it's because I still
manage my own business when I had

570
00:24:26,445 --> 00:24:30,554
the team, now I'm suddenly eliminated
some of the other stuff of helping

571
00:24:30,554 --> 00:24:31,695
other agents and things like that.

572
00:24:31,725 --> 00:24:34,935
But from my Brian's personal business,
it's been the same since day one.

573
00:24:35,774 --> 00:24:39,254
It's having the conversations,
I'm very sphere of influence

574
00:24:39,254 --> 00:24:42,465
circle, database driven, um,
referral base and things like that.

575
00:24:42,500 --> 00:24:44,504
I don't, I don't do Zillow
and things like that.

576
00:24:44,655 --> 00:24:48,615
Um, so it's still just,
it's, Hey, who am I spoke to?

577
00:24:48,705 --> 00:24:51,675
Who's my, who's my touches,
who's my check-ins?

578
00:24:51,675 --> 00:24:55,425
And then again, my pending contracts,
it's what needs to be accomplished today?

579
00:24:55,425 --> 00:24:56,655
What's my three most important things?

580
00:24:56,655 --> 00:24:59,264
I gotta make sure I check off
to prepare for whatever that is.

581
00:24:59,865 --> 00:25:03,915
Um, so like the keeping the main thing,
the main thing like that has still been.

582
00:25:04,005 --> 00:25:07,125
It still, it really has to
change on that side of things.

583
00:25:07,515 --> 00:25:07,905
Yeah.

584
00:25:07,905 --> 00:25:08,415
I love it.

585
00:25:08,415 --> 00:25:08,505
Right.

586
00:25:08,505 --> 00:25:10,785
So conversations, I'll say
conversations i'll, I still gotta

587
00:25:10,785 --> 00:25:12,495
speak to people all the time.

588
00:25:12,765 --> 00:25:13,095
Right?

589
00:25:13,095 --> 00:25:13,275
Yeah.

590
00:25:13,395 --> 00:25:13,965
All the time.

591
00:25:13,965 --> 00:25:17,505
And then, you know, just certain
aspects and things that kind of fit

592
00:25:17,505 --> 00:25:21,495
your style to be able to lead up
to that conversation is, is key.

593
00:25:22,035 --> 00:25:22,185
Yeah.

594
00:25:22,275 --> 00:25:25,485
And you know, try and we
were just, just talking.

595
00:25:26,070 --> 00:25:27,300
Client right before this.

596
00:25:27,300 --> 00:25:27,720
Right.

597
00:25:27,780 --> 00:25:31,679
And just, just little nuance things to
be able to connect with, with people,

598
00:25:31,740 --> 00:25:36,689
um, to always, you know, fine tuning
that that piece that can actually

599
00:25:36,689 --> 00:25:40,290
connect with people that's gonna be
able to, to lead to a conversation,

600
00:25:40,290 --> 00:25:41,520
I think is so freaking Yeah.

601
00:25:42,179 --> 00:25:43,230
So key right now.

602
00:25:43,949 --> 00:25:44,159
Yeah.

603
00:25:44,699 --> 00:25:47,909
I think it's just, it's being,
it's what's natural to you, right.

604
00:25:48,030 --> 00:25:51,629
And I always say like, I've
never been a salesy person.

605
00:25:52,139 --> 00:25:53,490
Um, and you know, I got.

606
00:25:54,044 --> 00:25:56,235
I also, people, like I always
say like real estate isn't,

607
00:25:57,135 --> 00:25:59,534
lemme back up in my viewpoint.

608
00:26:00,074 --> 00:26:02,595
We're not in a sales business,
we're in a service business, right?

609
00:26:02,655 --> 00:26:05,475
Servicing your people the right
way and you're gonna create

610
00:26:05,834 --> 00:26:07,064
butt loads of opportunity.

611
00:26:07,215 --> 00:26:09,195
Uh, and I think that's why
I've always ran the business.

612
00:26:09,195 --> 00:26:12,584
It's like, how can I service
people for the seasonal life that

613
00:26:12,584 --> 00:26:13,935
they're in as far as their chapter?

614
00:26:13,935 --> 00:26:16,485
Whether it's moving, putting
a house in the market.

615
00:26:17,565 --> 00:26:20,985
Know, I always tell people their, most
clients are, you know, it's going,

616
00:26:21,015 --> 00:26:24,885
they just had a baby or they're going
through a divorce, or, Hey, I just

617
00:26:24,885 --> 00:26:26,025
had to put my mom in a nursing home.

618
00:26:26,025 --> 00:26:28,875
Like, those are the things that,
like, everybody's in different seasons

619
00:26:28,875 --> 00:26:31,545
and chapters of life when it comes
to what we do day in and day out.

620
00:26:31,725 --> 00:26:34,845
Um, yeah, and I think again, it's
like understanding that it's,

621
00:26:34,845 --> 00:26:36,405
it's touching to where like.

622
00:26:37,425 --> 00:26:40,665
Hey, I can have a conversation 10 minutes
ago with one client that is happy because

623
00:26:40,665 --> 00:26:43,155
they just had their first baby and they
wanna get a new home and blah, blah, blah.

624
00:26:43,155 --> 00:26:45,915
And then the very next phone call
is, yeah, I gotta deal with the

625
00:26:45,915 --> 00:26:47,535
person who just lost their husband.

626
00:26:47,685 --> 00:26:47,985
Right?

627
00:26:47,985 --> 00:26:50,835
It's like, it's, it's very
emotional and I think you've gotta

628
00:26:50,835 --> 00:26:51,945
learn how to connect with that.

629
00:26:52,514 --> 00:26:56,235
And I think that's something
that's always allowed me to do.

630
00:26:56,235 --> 00:27:00,585
Well, people can see, I think
people can see past the, Hey, I'm

631
00:27:00,585 --> 00:27:01,695
just here for the transaction.

632
00:27:02,055 --> 00:27:02,115
The,

633
00:27:04,514 --> 00:27:06,014
I've always, I've never.

634
00:27:07,230 --> 00:27:09,750
I've never really been, I've
never been driven by that.

635
00:27:09,750 --> 00:27:10,020
Right.

636
00:27:11,100 --> 00:27:15,090
It's such a, it's a such a great point
that you just brought up, and I don't

637
00:27:15,090 --> 00:27:18,840
even know why I didn't even think
about this distinction in what you were

638
00:27:18,840 --> 00:27:24,480
talking about because I just, over the
last 18 months, I really believe we've

639
00:27:24,480 --> 00:27:26,790
been in kind of a half two market.

640
00:27:27,705 --> 00:27:32,295
And the really, the, the aspirational
type market is, it's just not there.

641
00:27:32,385 --> 00:27:32,895
Right.

642
00:27:32,955 --> 00:27:38,445
It's, it's really a, a more of a,
of a pain point that you have to do

643
00:27:38,445 --> 00:27:41,325
something type of, type of market.

644
00:27:41,865 --> 00:27:44,685
Um, and we always talk about, you
know, Hey, you wanna be a painkiller,

645
00:27:44,685 --> 00:27:46,125
you don't wanna be a vitamin company.

646
00:27:46,125 --> 00:27:47,415
You wanna solve problems.

647
00:27:48,165 --> 00:27:52,065
And what you just said,
I don't even know why.

648
00:27:52,125 --> 00:27:56,145
Just, just, you know, that's why
distinctions are so, so powerful because.

649
00:27:57,449 --> 00:28:03,629
It is such a, I don't wanna say
probably a desperate, right?

650
00:28:03,629 --> 00:28:05,790
You're looking for more
desperate than motivated.

651
00:28:06,600 --> 00:28:09,540
And though the desperate people
are the things that they,

652
00:28:09,540 --> 00:28:10,980
they have to do something.

653
00:28:11,429 --> 00:28:14,850
But you said the, you said the
magic word that I just, it didn't

654
00:28:14,850 --> 00:28:18,870
connect at all until you just
said it was, it's all emotional.

655
00:28:19,770 --> 00:28:19,860
Yeah.

656
00:28:19,860 --> 00:28:24,389
Like there's very little logic right now.

657
00:28:25,604 --> 00:28:29,235
We always know people buy on
emotion justify with logic, but I

658
00:28:29,235 --> 00:28:31,965
think it's so emotional right now.

659
00:28:32,475 --> 00:28:32,564
Oh yeah.

660
00:28:32,594 --> 00:28:34,455
In, in how everybody's going.

661
00:28:34,455 --> 00:28:40,245
It's amplified even more and you
have to take that in and how are you

662
00:28:40,784 --> 00:28:47,774
managing and creating that experience
because it is so emotional for the real

663
00:28:47,774 --> 00:28:49,965
buyers and sellers in today's market.

664
00:28:50,594 --> 00:28:53,264
Um, especially on the selling side, right?

665
00:28:53,294 --> 00:28:53,354
Yeah.

666
00:28:53,360 --> 00:28:53,540
Like.

667
00:28:54,330 --> 00:28:59,040
Um, and, and like I said, especially
if you're navigating into that

668
00:28:59,040 --> 00:29:02,640
desperate market, because I think
that's what we're really looking for.

669
00:29:02,640 --> 00:29:06,300
Because I mean, if they don't
have to, if they're aspirational,

670
00:29:06,300 --> 00:29:07,260
I think they're staying put.

671
00:29:07,260 --> 00:29:07,320
Yeah.

672
00:29:08,100 --> 00:29:10,290
I think it's, it's down to the
point that you said, right?

673
00:29:10,290 --> 00:29:12,630
Like we're, we're, we're, we're exploding.

674
00:29:12,780 --> 00:29:15,720
If we can't find a house, we're gonna have
to, we're gonna have to add on, right?

675
00:29:15,720 --> 00:29:18,480
We're gonna have to do some,
some, some rehab to the house.

676
00:29:18,480 --> 00:29:19,950
We're gonna, we're gonna
have to do something.

677
00:29:20,970 --> 00:29:27,780
Um, obviously on, you know, the, you know,
the loss of, you know, a significant,

678
00:29:27,780 --> 00:29:29,310
another something, something happened.

679
00:29:29,310 --> 00:29:30,330
You got kiddos.

680
00:29:30,360 --> 00:29:34,470
I mean, obviously we're going into,
um, you know, a new school year.

681
00:29:34,530 --> 00:29:37,560
Maybe they're, you've got some seniors
that are about to leave the house.

682
00:29:37,560 --> 00:29:42,270
You're about to have some empty nesters,
so you've got real emotional triggers

683
00:29:42,600 --> 00:29:44,340
that are happening now more than ever.

684
00:29:45,300 --> 00:29:45,480
Yeah.

685
00:29:47,115 --> 00:29:49,605
Well, and I, and I think,
again, go back to the, you

686
00:29:49,605 --> 00:29:50,655
know, call it the COVID market.

687
00:29:50,685 --> 00:29:53,385
I think it was emotional then,
but just in a different way.

688
00:29:53,895 --> 00:29:54,135
Right.

689
00:29:54,135 --> 00:29:57,525
Because I think there it was emotional
of the, I don't want to miss out.

690
00:29:57,525 --> 00:29:57,855
Right.

691
00:29:57,855 --> 00:30:00,375
Because it was, you know, the
interest rates are where they are,

692
00:30:00,375 --> 00:30:05,835
and I think we're getting emotional
from a. Fear of missing out and you

693
00:30:05,835 --> 00:30:08,115
know, the FOMO side of things of
like, man, I need this as the time.

694
00:30:08,115 --> 00:30:09,255
Anybody else to buying a house right now?

695
00:30:09,255 --> 00:30:09,855
Why not me?

696
00:30:09,945 --> 00:30:10,245
Right?

697
00:30:10,245 --> 00:30:12,045
Or everybody else is
selling for top dollar.

698
00:30:12,045 --> 00:30:12,705
I wanna get that one.

699
00:30:12,705 --> 00:30:13,395
Take advantage of that.

700
00:30:13,515 --> 00:30:17,505
But I, you know, I've also came across
some people that moved during that, that

701
00:30:17,505 --> 00:30:22,275
transition and of time where they probably
shouldn't have, and they probably, if they

702
00:30:22,275 --> 00:30:25,695
could do it all over again, they would've
stayed where they were stayed put, right?

703
00:30:25,965 --> 00:30:26,295
Yeah.

704
00:30:26,355 --> 00:30:26,895
Stayed put.

705
00:30:27,135 --> 00:30:30,615
Um, from a, from a payment aspect,
whatever it is, I just feel like they.

706
00:30:31,095 --> 00:30:35,475
They made some moves being
emotional around what was going

707
00:30:35,475 --> 00:30:36,645
on in the world around us.

708
00:30:37,155 --> 00:30:37,245
Mm-hmm.

709
00:30:37,485 --> 00:30:39,855
Um, which is okay, but at the
same time Yeah, a hundred percent.

710
00:30:39,855 --> 00:30:43,365
I always say that real estate,
99% of the time is very emotional.

711
00:30:43,485 --> 00:30:48,435
And again, it's, it's per
individual, every transaction, every.

712
00:30:49,274 --> 00:30:51,405
Every sale is different.

713
00:30:51,405 --> 00:30:54,044
It's just where's that, where are
you connecting with them emotionally?

714
00:30:54,044 --> 00:30:55,395
What's the reason, what's the goal?

715
00:30:55,635 --> 00:30:58,245
No different than what we have as far
as the vision of building our business.

716
00:30:58,665 --> 00:31:00,735
There's a goal and there's a
reason and there's a why as far

717
00:31:00,735 --> 00:31:01,875
as why they're making that move.

718
00:31:02,114 --> 00:31:02,354
Right?

719
00:31:02,385 --> 00:31:02,594
Yeah.

720
00:31:02,955 --> 00:31:06,675
Um, and then really honing in
that comes from the very early

721
00:31:06,675 --> 00:31:07,875
conversations, pieces with them.

722
00:31:07,875 --> 00:31:09,945
It's like honing in on, uncovering that.

723
00:31:10,004 --> 00:31:12,225
It's not just, Hey John,
you wanna buy a house?

724
00:31:12,225 --> 00:31:12,495
Great.

725
00:31:12,495 --> 00:31:13,814
Let's go start looking at houses.

726
00:31:13,814 --> 00:31:14,955
Well, let's talk about that.

727
00:31:14,955 --> 00:31:17,084
Let's dig into deeper, like
what's the reason behind it?

728
00:31:17,730 --> 00:31:20,400
Let's learn about your current
situation, what you're going through.

729
00:31:20,970 --> 00:31:25,110
And again, sometimes it's is
this is right now the right time.

730
00:31:25,110 --> 00:31:25,200
Mm-hmm.

731
00:31:25,320 --> 00:31:28,770
And I think that's where,
again, I've done really well.

732
00:31:28,770 --> 00:31:31,380
And that's coming back to the division
of who I want to be as a person.

733
00:31:31,380 --> 00:31:35,580
An agent is, an advisor doesn't always
advise people to move right now.

734
00:31:35,910 --> 00:31:36,000
Mm-hmm.

735
00:31:36,390 --> 00:31:38,225
I think sometimes an
advisor's like, Hey, let's.

736
00:31:39,765 --> 00:31:42,315
Pausing where what the
conversation right now is.

737
00:31:42,315 --> 00:31:42,645
Okay.

738
00:31:42,645 --> 00:31:47,445
And let's, whether it's save a little bit
more money or wait till the, the market

739
00:31:47,445 --> 00:31:52,455
shifts because of, you know, you, you
financially, you don't have the funds to,

740
00:31:52,725 --> 00:31:56,835
you know, I would say right now buyers are
buyers right now because of where we are.

741
00:31:56,955 --> 00:32:00,135
They're, you know, move in ready
is very top of list for them.

742
00:32:00,135 --> 00:32:01,155
They don't wanna move into it.

743
00:32:01,155 --> 00:32:02,595
They don't want projects
and stuff like that.

744
00:32:02,595 --> 00:32:03,645
Especially for what they're gonna pay.

745
00:32:04,275 --> 00:32:06,525
And I've had some conversations
recently with some people to where.

746
00:32:06,990 --> 00:32:11,700
It, they don't have the, the funds and
the opportunities to maybe make some

747
00:32:11,700 --> 00:32:15,210
updates to the house or whatever those
things are to where, and then also they

748
00:32:15,210 --> 00:32:16,950
just can't financially buy right now.

749
00:32:16,950 --> 00:32:20,190
But like sometimes it's having that
conversation like, Hey, let's pause this.

750
00:32:20,250 --> 00:32:24,570
Let's, let's revisit this in two or three
months and like, set a plan together and.

751
00:32:25,200 --> 00:32:28,230
Versus putting on a market next week
or buying, starting to look at houses.

752
00:32:28,230 --> 00:32:31,380
Let's pause this until we can
figure out A, B and C or whatever.

753
00:32:31,380 --> 00:32:35,010
It's um, yeah, to remove to where
like, again, I think that's come back

754
00:32:35,010 --> 00:32:37,620
to the emotional side of things where
it's like, man, like, okay, great.

755
00:32:38,460 --> 00:32:42,030
I went into this thinking that
it was a very dire need for me to

756
00:32:42,030 --> 00:32:45,155
make this move right now because
of whatever the reason was, but.

757
00:32:46,500 --> 00:32:50,070
Calming my emotions down a little bit and
understanding, and them stepping back and

758
00:32:50,070 --> 00:32:51,810
seeing, all right, what's the better mood?

759
00:32:51,810 --> 00:32:53,010
What's a better chess piece?

760
00:32:53,520 --> 00:32:54,420
What does that look like?

761
00:32:54,615 --> 00:32:57,810
And I think that's helps, again,
eliminate some of the emotions

762
00:32:57,810 --> 00:32:59,070
side of things for clients.

763
00:33:00,210 --> 00:33:04,260
Again, it's just the way I, I, I feel
like I process things Yeah, sometimes

764
00:33:04,260 --> 00:33:09,150
and just try to connect with the people
as an individual, um, and, and just

765
00:33:09,150 --> 00:33:10,470
kind of lead them in that direction.

766
00:33:10,470 --> 00:33:15,450
But I think emotional, emotional
decisions is a big factor.

767
00:33:15,870 --> 00:33:17,639
Day in, day out of this business.

768
00:33:17,850 --> 00:33:18,899
Yeah, a hundred percent.

769
00:33:18,899 --> 00:33:21,510
I, yeah, I, so it's so good.

770
00:33:22,050 --> 00:33:26,040
And I, I think, you know,
for, for, for agents and for

771
00:33:26,040 --> 00:33:27,990
just people in general, right.

772
00:33:27,990 --> 00:33:33,480
You know, just that, that level of, of
emotional intelligence to really just to

773
00:33:33,480 --> 00:33:38,550
be able to sit and, and, and listen, you
know, ask questions and listen to really

774
00:33:38,610 --> 00:33:42,180
what they're saying and what they're,
what they're wanting to, to accomplish.

775
00:33:42,555 --> 00:33:46,005
Like you said, you know, be willing
to tell 'em what they need to

776
00:33:46,005 --> 00:33:47,265
hear, not what they want to hear.

777
00:33:47,475 --> 00:33:51,765
And that's gonna just serve you
at such a, such a high level.

778
00:33:52,245 --> 00:33:54,825
And, you know, people,
people appreciate that.

779
00:33:55,095 --> 00:33:55,365
Right.

780
00:33:55,995 --> 00:33:59,355
Well, I'll say we're, we're in the
trust building business, right?

781
00:33:59,355 --> 00:34:01,605
And a lot of companies, you know, a
lot of industries are, but in real

782
00:34:01,605 --> 00:34:04,635
estate, for us, it's like there's
so many of us out there that try

783
00:34:04,635 --> 00:34:05,655
to sell houses and real estate.

784
00:34:05,655 --> 00:34:06,975
It's like, who do I go with or whatever?

785
00:34:07,005 --> 00:34:10,845
Who do I trust to handle this big
investment in this financial decision?

786
00:34:11,580 --> 00:34:14,250
I think the people that go about it,
I don't, again, I don't wanna say

787
00:34:14,250 --> 00:34:18,509
wrong 'cause I understand there's
different business philosophies and

788
00:34:18,509 --> 00:34:22,350
ways to, you know, get, but again,
like me personally, I've never been,

789
00:34:22,435 --> 00:34:25,710
it, it just comes out unnatural if
I'm going into that conversation.

790
00:34:25,710 --> 00:34:30,029
Like kind of pushing to the side
that, hey, I, I, you know, man,

791
00:34:30,029 --> 00:34:32,219
your mom's, you gotta put your
mom in a nursing home, right?

792
00:34:32,550 --> 00:34:32,759
Yeah.

793
00:34:32,759 --> 00:34:33,420
I mean, just, alright.

794
00:34:33,420 --> 00:34:36,270
And then pushing that to the side and
just going straight to, alright, well

795
00:34:36,270 --> 00:34:37,440
let's talk about your house on the market.

796
00:34:38,025 --> 00:34:40,395
Let's pause over here and let's hone in.

797
00:34:40,395 --> 00:34:43,514
Like tell me a little bit about like
what's that been like, where's she at?

798
00:34:43,520 --> 00:34:44,985
What's, what's the reason of that?

799
00:34:45,045 --> 00:34:48,585
You know, how long has her health and the
client like having those conversations?

800
00:34:48,585 --> 00:34:52,904
So many people in this business,
I don't know why either, they just

801
00:34:52,965 --> 00:34:55,275
don't feel comfortable, they don't
know how to ask those questions.

802
00:34:55,275 --> 00:34:57,525
They don't know how to connect with
a person as an individual, and.

803
00:34:57,900 --> 00:35:00,870
Go deeper in their relationship with
those people and they, they wanna

804
00:35:00,870 --> 00:35:05,460
keep it so surface level, level and
business only, or whatever it is.

805
00:35:05,460 --> 00:35:08,640
And I think, to me, I think that,
again, coming back to building those

806
00:35:08,640 --> 00:35:12,750
relationships, I'm always the person
that's gonna go, Hey, let's, let's,

807
00:35:12,750 --> 00:35:16,259
we'll talk real estate here in a
second, but let's talk about again,

808
00:35:16,259 --> 00:35:18,810
whatever the decision is and the reason
why we're making this move and why

809
00:35:18,810 --> 00:35:21,240
we're here today, let's focus on that.

810
00:35:21,330 --> 00:35:21,390
Yeah.

811
00:35:21,630 --> 00:35:24,509
And, and even that, that's
reminding them, it's, it's.

812
00:35:24,945 --> 00:35:25,995
'cause again, it's the why.

813
00:35:26,055 --> 00:35:26,505
It's mm-hmm.

814
00:35:26,745 --> 00:35:30,285
You know, so when you're two months
into the process and they're emotionally

815
00:35:30,285 --> 00:35:33,885
frustrated 'cause maybe the house isn't
on the market or they haven't found

816
00:35:33,885 --> 00:35:37,185
the house they want to, it's bringing
them back into, Hey, look, remember

817
00:35:37,455 --> 00:35:38,745
this is, it's part of the process.

818
00:35:38,775 --> 00:35:39,375
What's the why?

819
00:35:39,465 --> 00:35:40,485
What, what, what's the end goal?

820
00:35:40,485 --> 00:35:41,265
What are we trying to get to?

821
00:35:41,415 --> 00:35:41,685
Right.

822
00:35:41,985 --> 00:35:46,275
Um, to where it's just, it's, that's
the trust factor that we try to build.

823
00:35:47,129 --> 00:35:47,520
Yeah.

824
00:35:48,000 --> 00:35:48,779
That's so good.

825
00:35:48,779 --> 00:35:49,200
Right?

826
00:35:49,200 --> 00:35:54,960
And, and, and that just is, to
me, trust is just transparency,

827
00:35:54,960 --> 00:36:00,509
authenticity, being a genuine, caring
human being, time, time's time.

828
00:36:01,020 --> 00:36:01,379
Right?

829
00:36:01,500 --> 00:36:01,589
Mm-hmm.

830
00:36:01,830 --> 00:36:06,270
It takes, it takes time to really build,
to build that trust in the marketplace,

831
00:36:06,330 --> 00:36:08,580
especially when it's so freaking noisy.

832
00:36:09,029 --> 00:36:13,470
When you know everybody's, you know,
most agents need to sell, sell a

833
00:36:13,470 --> 00:36:15,480
house more than the buyer or seller.

834
00:36:15,530 --> 00:36:17,570
Yeah, needs to either sell or buy.

835
00:36:17,960 --> 00:36:23,450
And that desperation definitely, you know,
can come across and it's icky and gross.

836
00:36:23,930 --> 00:36:29,900
And so really just genuinely caring
about, you know, another human

837
00:36:29,900 --> 00:36:33,530
being and, and getting clear on
what is the situation, what are,

838
00:36:33,530 --> 00:36:35,270
what are they trying to accomplish?

839
00:36:35,660 --> 00:36:38,810
And then determining is that somebody
that you can help or, or not.

840
00:36:39,260 --> 00:36:41,660
Um, I think is, is
really, really important.

841
00:36:42,470 --> 00:36:42,650
Yep.

842
00:36:42,745 --> 00:36:42,985
I agree.

843
00:36:44,865 --> 00:36:50,925
So for, for you, you know, kind of where
you, you know, you're at stage, I mean,

844
00:36:50,925 --> 00:36:55,005
what are, what are you excited about
moving into this last part of the year?

845
00:36:57,405 --> 00:36:58,005
Oh.

846
00:36:59,295 --> 00:37:00,015
Business wise.

847
00:37:00,015 --> 00:37:04,395
I mean, just continuing on the gr the,
the growth and their, I'll say the

848
00:37:04,395 --> 00:37:07,845
re the rebuilding of, of my business.

849
00:37:07,845 --> 00:37:10,395
Um, yeah, I think I've,
I've been, it was funny.

850
00:37:10,575 --> 00:37:11,115
It was funny.

851
00:37:11,115 --> 00:37:13,875
We laughed about, you know, had we went
through all the transitions that we had,

852
00:37:13,875 --> 00:37:17,955
Carter did all this changes we already
talked about and it's like, alright great,

853
00:37:17,955 --> 00:37:20,085
we're getting our feet settled business.

854
00:37:20,205 --> 00:37:21,825
I got, I'm right there and I'm bam.

855
00:37:21,830 --> 00:37:21,880
Alright.

856
00:37:23,400 --> 00:37:23,700
Right?

857
00:37:23,730 --> 00:37:24,060
Yeah.

858
00:37:24,450 --> 00:37:26,820
So then it's like, alright,
let's, let's transition, let's

859
00:37:26,820 --> 00:37:28,080
back up a little bit again.

860
00:37:28,080 --> 00:37:29,040
Let's start over.

861
00:37:29,220 --> 00:37:32,340
But again, it's allowed me to
dig deeper and evaluate Yeah.

862
00:37:32,490 --> 00:37:33,780
Even more of that vision.

863
00:37:34,530 --> 00:37:38,850
Um, but again, I think now that we're
transitioning out of, you know, two

864
00:37:38,850 --> 00:37:44,220
months, two months into, you know,
boy number two, uh, but learning

865
00:37:44,220 --> 00:37:46,260
that, you know, life is different now.

866
00:37:46,380 --> 00:37:48,840
Life is totally different
with two over one.

867
00:37:49,545 --> 00:37:53,265
Uh, so I've had to trans, you know, make
some of those changes as far as the daily

868
00:37:53,265 --> 00:37:54,975
routine and stuff like that goes as well.

869
00:37:55,455 --> 00:37:58,785
Um, but I, I think that's the most
exciting thing is knowing that

870
00:38:00,855 --> 00:38:04,335
I can visualize and I can see the.

871
00:38:05,279 --> 00:38:09,240
So much clearer now, the person that
I wanted to become versus than I,

872
00:38:09,629 --> 00:38:11,220
that I did three or four years ago.

873
00:38:11,549 --> 00:38:11,819
Right.

874
00:38:11,819 --> 00:38:12,060
Yeah.

875
00:38:12,569 --> 00:38:15,029
And again, we, we've talked about
this, I think, you know, through all

876
00:38:15,029 --> 00:38:18,120
the coaching things, I mean, you've
been on and, and I all, you know,

877
00:38:18,720 --> 00:38:20,129
people say like, what's your vision?

878
00:38:20,730 --> 00:38:21,390
I always struggle.

879
00:38:21,795 --> 00:38:22,905
I don't know.

880
00:38:22,905 --> 00:38:23,685
How do you uncover it?

881
00:38:23,685 --> 00:38:24,225
What do you ask?

882
00:38:24,225 --> 00:38:25,125
Am I asking the wrong questions?

883
00:38:25,125 --> 00:38:25,725
Like, I don't know.

884
00:38:25,725 --> 00:38:28,845
Is there a, is there a tool
or a process I can go through?

885
00:38:28,845 --> 00:38:29,625
Like, I don't know.

886
00:38:29,630 --> 00:38:32,475
I, I, there's so many different
ones I have, but I think now it's,

887
00:38:32,475 --> 00:38:34,785
it's Is it 100% crystal clear?

888
00:38:34,785 --> 00:38:38,900
No, but it's way clearer
than it was, yeah.

889
00:38:38,910 --> 00:38:39,940
Three, four years ago.

890
00:38:41,265 --> 00:38:41,980
And I think that's the exciting part.

891
00:38:43,004 --> 00:38:43,995
It's a work in progress.

892
00:38:43,995 --> 00:38:44,444
Right.

893
00:38:44,475 --> 00:38:47,415
And you know, when Yeah.

894
00:38:47,415 --> 00:38:49,634
You, you, you have a significant other.

895
00:38:49,665 --> 00:38:50,145
Okay.

896
00:38:50,174 --> 00:38:54,584
Starts to, but when you got a,
a, a little human being that's

897
00:38:55,004 --> 00:38:56,810
a part of you that Oh, yeah.

898
00:38:57,105 --> 00:39:00,765
Tends to, that tends to
help kind of start to.

899
00:39:01,515 --> 00:39:04,635
Shape what you want the future
to look like because you're,

900
00:39:04,845 --> 00:39:08,985
like I said, you're, you're not
thinking about just you anymore.

901
00:39:09,015 --> 00:39:09,075
Yeah.

902
00:39:09,165 --> 00:39:12,915
And, and even when you, you know, you have
a significant other, you get married, it's

903
00:39:12,915 --> 00:39:20,415
still not all you, but it's still more you
than, than, than just them because it's,

904
00:39:20,415 --> 00:39:24,765
it's hard to just be unconditionally just.

905
00:39:25,290 --> 00:39:30,240
100%. You know, selfish, it's,
you know, I really subscribed.

906
00:39:30,240 --> 00:39:32,340
You gotta be, uh, or selfless.

907
00:39:32,370 --> 00:39:37,290
I, I I I, I kind of fall into the
McConaughey camp that you've gotta be a

908
00:39:37,290 --> 00:39:40,830
little selfish so you can be selfless.

909
00:39:41,220 --> 00:39:41,310
Mm-hmm.

910
00:39:41,670 --> 00:39:46,740
But when you got the, when you got
the little ones that really does, um,

911
00:39:46,975 --> 00:39:52,035
it, it, it really does start to, to
make you think, um, differently and.

912
00:39:52,935 --> 00:39:56,895
And, and I, I think even more so
when you get a little bit older

913
00:39:57,015 --> 00:39:59,235
and you start to like, ah, damn.

914
00:39:59,505 --> 00:39:59,955
Right?

915
00:40:00,045 --> 00:40:04,935
And, and so being able to, to help you
know what you want that to look like.

916
00:40:04,950 --> 00:40:06,975
And, and that's why I
default back to it, man.

917
00:40:06,975 --> 00:40:15,165
I, I, I default back to, you know,
October was 20 years, um, since kinder

918
00:40:15,165 --> 00:40:20,445
and I got together and I, I, I really
reflected coming into this new year.

919
00:40:21,930 --> 00:40:29,129
If I was to coach us 27, 20 8-year-old
knuckleheads, how I would've coached

920
00:40:29,129 --> 00:40:36,000
us, knowing what I know now, and I, I
would've coached us on, you know, stop

921
00:40:36,000 --> 00:40:39,480
being hung up on, on chasing status.

922
00:40:39,540 --> 00:40:41,819
'cause we wanted to be number one so bad.

923
00:40:42,840 --> 00:40:48,600
Um, just the competitiveness in us and
the things that at that age we felt like

924
00:40:48,600 --> 00:40:53,340
we wanted to prove something and we had
a, you know, a top 10 team for re max on

925
00:40:53,340 --> 00:40:55,080
the planet that we went head to head with.

926
00:40:55,920 --> 00:41:01,050
And so what I would've pushed back
on us would've been, listen, you

927
00:41:01,050 --> 00:41:04,050
know, there's, there's layers, right?

928
00:41:04,170 --> 00:41:08,460
And of course you have
survival, then you have status.

929
00:41:09,195 --> 00:41:13,005
Get your butts outta
status and get to freedom.

930
00:41:13,215 --> 00:41:15,225
What does freedom really look like?

931
00:41:15,225 --> 00:41:19,875
And what I, you know, would,
would we be sitting here?

932
00:41:20,445 --> 00:41:23,445
Probably not if we
would've pursued freedom.

933
00:41:23,685 --> 00:41:26,565
Um, so I'm grateful everything
has happened the way it's

934
00:41:26,565 --> 00:41:29,115
happened, but I know what it'll.

935
00:41:29,490 --> 00:41:33,870
It'll course it, like, it'll, it'll
set you back decades if you're

936
00:41:33,870 --> 00:41:36,240
not chasing the right objective.

937
00:41:36,240 --> 00:41:39,870
If you're not chasing the right,
the right, you know, destination.

938
00:41:40,380 --> 00:41:42,330
And the destination has to be freedom.

939
00:41:42,780 --> 00:41:46,560
Um, obviously there's, there's, there's,
there's another level above that, which is

940
00:41:46,560 --> 00:41:49,650
legacy, but you've gotta get to freedom.

941
00:41:49,710 --> 00:41:53,640
And, you know, my
definition is perfect day.

942
00:41:54,525 --> 00:41:57,555
Are you, are you moving closer
to living your perfect day?

943
00:41:58,095 --> 00:42:01,695
Um, you know who you're waking
up with, the conversations you're

944
00:42:01,695 --> 00:42:05,385
having, the lunch, the work you're
doing, who you're helping, like you

945
00:42:05,385 --> 00:42:10,035
said, that morning, that evening,
you know, the, those, those rituals.

946
00:42:10,635 --> 00:42:17,055
And then it's, are we creating
revenue streams to where we're

947
00:42:17,055 --> 00:42:22,215
not trading time for dollars
because it's the combination of.

948
00:42:23,490 --> 00:42:27,360
The, the amount of income needed
to live the life you want, which is

949
00:42:27,540 --> 00:42:30,480
the day, the perfect day scenario.

950
00:42:30,810 --> 00:42:33,990
So I think it's, it's a combination
of those things and that's

951
00:42:33,990 --> 00:42:35,160
where I would've coached us.

952
00:42:35,549 --> 00:42:39,629
Um, and not chasing things to
chase things or, because that's

953
00:42:39,629 --> 00:42:43,620
how, you know, you want to emulate
somebody else that you think, right?

954
00:42:43,950 --> 00:42:47,160
It has it all together, but
as, as we know, you know,

955
00:42:47,189 --> 00:42:48,419
nobody has it all together.

956
00:42:48,959 --> 00:42:53,040
So I think it's, um, I think it's just
a combination of those things, man,

957
00:42:53,040 --> 00:42:56,669
and, and, um, you know, kind of where
you're at in the season, you know,

958
00:42:56,669 --> 00:43:02,669
kudos, kudos to you for, you know, not
trying to muscle through because of ego.

959
00:43:03,194 --> 00:43:07,154
And really recalibrating and, and,
and having the tough conversation

960
00:43:07,154 --> 00:43:08,564
of like, what is the goal?

961
00:43:08,625 --> 00:43:11,654
Like what is the real goal that
we're wanting to accomplish?

962
00:43:11,654 --> 00:43:14,924
And then what are all the ways to
get there that we're not willing,

963
00:43:15,254 --> 00:43:18,825
you know, what are the hard nos that
we're not willing to, to exchange?

964
00:43:18,830 --> 00:43:18,959
Yeah.

965
00:43:19,455 --> 00:43:19,725
Yeah.

966
00:43:19,845 --> 00:43:22,125
And again, I mean, you, you mentioned
in the past, I mean, it's, it's

967
00:43:22,125 --> 00:43:23,564
the thousand foot view, right?

968
00:43:23,564 --> 00:43:27,254
It's, and it's going back to the
relationship, relationship side of things.

969
00:43:27,735 --> 00:43:31,875
You, you know, the comparison
of the joy side of things.

970
00:43:31,875 --> 00:43:34,845
It's, it's, once I've built these
relationships with some people and

971
00:43:34,845 --> 00:43:35,895
I still love 'em to death, right?

972
00:43:35,895 --> 00:43:39,585
And I still put it, it's, you
start uncovering, you're like,

973
00:43:39,615 --> 00:43:41,385
man, this is where I want to be.

974
00:43:41,385 --> 00:43:44,835
And you start realizing like they're,
they're not where they want to be.

975
00:43:44,835 --> 00:43:47,295
They're, you know, they're still
chasing things and they're still

976
00:43:47,295 --> 00:43:50,385
trying to cover is this really what
they wanna do and things like that.

977
00:43:51,135 --> 00:43:54,435
Um, but for me it's, right, it
was stepping back and saying

978
00:43:54,435 --> 00:43:56,265
that like, this can't be.

979
00:43:57,330 --> 00:43:59,970
This can't be the next 10 years,
this can't be the next 20 years.

980
00:43:59,970 --> 00:44:03,089
This can't be what I'm chasing
the arena running the rabbit

981
00:44:03,089 --> 00:44:05,069
wheel of just life, right?

982
00:44:05,069 --> 00:44:05,129
Yeah.

983
00:44:05,129 --> 00:44:09,029
It's gotta, you've gotta step
back and just say, alright, what,

984
00:44:09,029 --> 00:44:10,410
and who am I doing this for?

985
00:44:11,370 --> 00:44:15,450
Um, and for me, again, I think I,
I, the comparison side of things

986
00:44:15,450 --> 00:44:19,049
and the status to where I was, the
same thing I wanted to be known of.

987
00:44:19,049 --> 00:44:21,990
Like, Hey, I'm, you know, we're,
we're building this brand or whatever

988
00:44:21,990 --> 00:44:24,689
it is, and it, all of it, at the
end of the day, doesn't matter.

989
00:44:25,095 --> 00:44:29,265
You know, year over year, the, the,
the days change, and me and you see it,

990
00:44:29,265 --> 00:44:33,975
there's, we, there's some, and within
our industry alone, there's so many, you

991
00:44:33,975 --> 00:44:38,325
know, top agents and teams that it's, they
reach this status and then all great, I

992
00:44:38,325 --> 00:44:40,905
reached this level, and then what, right?

993
00:44:40,965 --> 00:44:41,055
Mm-hmm.

994
00:44:41,775 --> 00:44:42,825
Using a golf analogy.

995
00:44:43,125 --> 00:44:44,355
You, you probably recently see this.

996
00:44:44,355 --> 00:44:45,315
Look at Scotty Scheffler.

997
00:44:45,315 --> 00:44:49,005
He, he got cooled for the things he
recently came out and said, because

998
00:44:49,005 --> 00:44:52,875
he's like, man, you re you train
your entire life day in and day out

999
00:44:52,875 --> 00:44:54,405
to be the best golfer in the world.

1000
00:44:55,005 --> 00:44:59,565
You win the biggest golf tournament in the
world and you're like, is this all it is?

1001
00:44:59,985 --> 00:45:00,255
You know?

1002
00:45:00,255 --> 00:45:00,315
Yeah.

1003
00:45:00,620 --> 00:45:04,185
And, and people were like, man, like how
are you not satisfied, but he's right.

1004
00:45:04,185 --> 00:45:07,965
Like, you reach that and you're like,
man, he enjoyed for five minutes.

1005
00:45:07,965 --> 00:45:09,555
Then it's like, alright, what's next?

1006
00:45:09,885 --> 00:45:10,065
Yeah.

1007
00:45:10,095 --> 00:45:10,365
Right.

1008
00:45:10,905 --> 00:45:12,495
And it's just starting over again.

1009
00:45:12,495 --> 00:45:15,405
It's, it's the process that he's,
he basically came out, said he

1010
00:45:15,405 --> 00:45:16,695
enjoys, that's not what he is.

1011
00:45:17,370 --> 00:45:19,110
That's not what he defines as success.

1012
00:45:19,110 --> 00:45:19,890
It's the process.

1013
00:45:19,890 --> 00:45:21,180
The day in and day out of that.

1014
00:45:21,510 --> 00:45:21,960
He phones that.

1015
00:45:22,020 --> 00:45:22,110
Yeah.

1016
00:45:22,110 --> 00:45:23,580
That he's found that he enjoys.

1017
00:45:23,580 --> 00:45:23,880
Right.

1018
00:45:24,030 --> 00:45:24,240
Yeah.

1019
00:45:24,510 --> 00:45:27,930
And for me, I thought it was, Hey,
we gotta be number one in our market,

1020
00:45:27,930 --> 00:45:31,110
or we gotta do, we gotta get to X
number of transactions this year,

1021
00:45:31,110 --> 00:45:32,760
or we gotta make this much profit.

1022
00:45:32,760 --> 00:45:33,000
Whatever.

1023
00:45:33,000 --> 00:45:35,370
Those things, and like you get
to certain different levels,

1024
00:45:35,370 --> 00:45:36,780
you're like, all right, maybe.

1025
00:45:37,140 --> 00:45:40,950
Maybe it's more, maybe maybe I need to
do, let me add another million to that.

1026
00:45:40,955 --> 00:45:41,185
Mm-hmm.

1027
00:45:42,525 --> 00:45:45,555
It's just continuing the cycle
of like, man, this isn't it.

1028
00:45:46,215 --> 00:45:49,215
Um, and then the funny thing is like,
now that I've stepped back to all those

1029
00:45:49,215 --> 00:45:54,555
things and I look back of making all the
changes, like not getting to too deep

1030
00:45:54,555 --> 00:46:00,195
financially, but like that side of things
is drastically improved by just stepping

1031
00:46:00,195 --> 00:46:04,065
back and eliminating some of the things
that, like you said, that you don't need.

1032
00:46:04,155 --> 00:46:08,985
The things I'm now saying no to so much
that I used to say yes to, just because

1033
00:46:08,985 --> 00:46:10,455
I wanted to, like it used to help.

1034
00:46:10,455 --> 00:46:15,405
I thought it would help me catapult
to higher and bigger statuses, saying

1035
00:46:15,405 --> 00:46:16,695
no to those things all the time now.

1036
00:46:17,295 --> 00:46:21,165
Um, and keeping focus on the goal, right?

1037
00:46:21,165 --> 00:46:21,585
The vision.

1038
00:46:22,065 --> 00:46:22,335
Yeah.

1039
00:46:22,335 --> 00:46:25,545
And I think it's just allowed,
it's just freedom, freedom,

1040
00:46:27,675 --> 00:46:31,005
freedom from the, from the
mental side of things as well.

1041
00:46:31,545 --> 00:46:31,755
Right.

1042
00:46:33,060 --> 00:46:35,490
To, it's not, I'm not
chasing John Kitchens.

1043
00:46:35,490 --> 00:46:40,500
It's not chasing, you know, whoever it
is, it's, it's within all four walls.

1044
00:46:40,500 --> 00:46:40,770
Right.

1045
00:46:40,890 --> 00:46:43,230
Are we closer to that perfect
day, like you mentioned?

1046
00:46:43,890 --> 00:46:43,980
Mm-hmm.

1047
00:46:44,220 --> 00:46:44,910
Am I there yet?

1048
00:46:44,910 --> 00:46:46,830
No, but I got a long way to go.

1049
00:46:46,830 --> 00:46:47,400
Yes.

1050
00:46:47,400 --> 00:46:48,570
But at the same time.

1051
00:46:48,780 --> 00:46:52,770
But that picture, that perfect
day, so much more clear.

1052
00:46:53,010 --> 00:46:54,570
And I think to me, that's
the most important thing.

1053
00:46:55,110 --> 00:46:55,470
Yeah.

1054
00:46:56,010 --> 00:46:57,810
Sometimes you gotta go through
a little trial and error to

1055
00:46:57,810 --> 00:46:59,550
get there, but you know, like.

1056
00:47:00,135 --> 00:47:04,005
Scotty was was saying is
just, man, it's, it's loving.

1057
00:47:04,395 --> 00:47:05,325
We, we've heard it, right.

1058
00:47:05,325 --> 00:47:07,785
It's falling in love with the
process, but I think it's also

1059
00:47:07,785 --> 00:47:09,105
having faith in the process.

1060
00:47:10,030 --> 00:47:10,320
Yeah.

1061
00:47:11,330 --> 00:47:11,620
Yeah.

1062
00:47:11,625 --> 00:47:11,835
Yeah.

1063
00:47:13,380 --> 00:47:16,770
It is and knowing that, knowing that
the work is, is the work that he is

1064
00:47:16,770 --> 00:47:18,630
putting in is generating the success.

1065
00:47:18,780 --> 00:47:19,080
Yeah.

1066
00:47:19,170 --> 00:47:22,560
I mean we, you know, just, just
uncovering it so much more.

1067
00:47:22,560 --> 00:47:24,840
When you study, you study
that greatness, right?

1068
00:47:24,840 --> 00:47:29,880
You look at mj, you look at Kobe, you
know, even, even freaking tiger, right?

1069
00:47:29,880 --> 00:47:35,940
Like just that work right to where when
you get in the competition, it's easy.

1070
00:47:35,940 --> 00:47:39,840
And I just remember when I, when
I did my first Ironman like.

1071
00:47:40,245 --> 00:47:43,725
The, the actual event was fun.

1072
00:47:43,725 --> 00:47:43,785
Yeah.

1073
00:47:44,535 --> 00:47:49,605
But what sucked was every day of
training e every run, every swim.

1074
00:47:49,605 --> 00:47:53,355
It's just like, you know, us, us growing
up playing golf, I mean, you just had

1075
00:47:53,355 --> 00:47:54,765
to fall in love with hitting balls.

1076
00:47:54,765 --> 00:47:57,975
You just had to fall in love with
the hours on the putting green.

1077
00:47:57,975 --> 00:48:02,535
You just, you know, hours in the bunkers
and just, you know, as much as like, I

1078
00:48:02,535 --> 00:48:07,815
hated it, but you just, you had to, you
just had to like, God, this is the work.

1079
00:48:07,995 --> 00:48:08,415
Right.

1080
00:48:08,475 --> 00:48:08,685
Yeah.

1081
00:48:09,480 --> 00:48:10,920
Yeah, so good.

1082
00:48:10,920 --> 00:48:11,935
I love brother.

1083
00:48:12,330 --> 00:48:17,040
I, uh, man, I'm happy for you and,
you know, making tough decisions.

1084
00:48:17,040 --> 00:48:20,910
That's an alignment to a better
life that's leading you closer

1085
00:48:20,910 --> 00:48:22,800
to, you know, that perfect day.

1086
00:48:23,220 --> 00:48:25,140
Most people won't.

1087
00:48:25,620 --> 00:48:28,740
You know, feel like they're, they're,
they're taking a couple steps back to

1088
00:48:28,740 --> 00:48:30,540
be able to take those 10 steps forward.

1089
00:48:30,540 --> 00:48:34,710
But it, it, it is, you
know, always the right move.

1090
00:48:34,980 --> 00:48:37,020
And I, I mean, I've experienced it.

1091
00:48:37,020 --> 00:48:37,740
I've seen it.

1092
00:48:37,799 --> 00:48:40,680
And so kudos to you for being able to.

1093
00:48:41,305 --> 00:48:42,714
Letting the ego aside, right?

1094
00:48:42,714 --> 00:48:44,185
It's the whole outcome over ego.

1095
00:48:44,185 --> 00:48:45,924
It's about getting to right
instead of being right.

1096
00:48:46,075 --> 00:48:50,365
And well, it's easy in concept,
but it's such hard and, you know,

1097
00:48:50,365 --> 00:48:51,984
in practice to be able to do so.

1098
00:48:52,015 --> 00:48:52,825
Kudos to you, man.

1099
00:48:53,500 --> 00:48:53,930
Thank you.

1100
00:48:54,089 --> 00:48:54,690
I appreciate it.

1101
00:48:54,690 --> 00:48:55,089
Thank you.

1102
00:48:55,855 --> 00:48:56,575
You got it brother.

1103
00:48:56,665 --> 00:48:57,835
Well, appreciate it.

1104
00:48:57,895 --> 00:49:02,274
Um, you guys listening in, connect
with Brian, uh, give him some love

1105
00:49:02,335 --> 00:49:05,964
and, uh, man, let's, uh, let's
figure out how we can get our

1106
00:49:05,964 --> 00:49:06,970
butts back out on the golf course.

1107
00:49:07,415 --> 00:49:07,835
Pretty soon.

1108
00:49:09,215 --> 00:49:09,335
Yeah.

1109
00:49:09,335 --> 00:49:10,955
I keep telling people I'm
working on my handicap, man.

1110
00:49:10,955 --> 00:49:12,125
I need shops next time we play.

1111
00:49:12,125 --> 00:49:12,635
Yeah, yeah.

1112
00:49:12,665 --> 00:49:13,595
Yes, yes.

1113
00:49:13,805 --> 00:49:14,165
I hear you.

1114
00:49:14,705 --> 00:49:15,665
Alright, awesome.

1115
00:49:15,905 --> 00:49:16,265
Alright.

1116
00:49:16,415 --> 00:49:16,865
Thanks brother.

1117
00:49:16,955 --> 00:49:17,405
Thanks guys.

1118
00:49:17,410 --> 00:49:17,520
See you.

1119
00:49:17,555 --> 00:49:17,765
See you.

1120
00:49:19,145 --> 00:49:20,015
Thanks for tuning in.

1121
00:49:20,405 --> 00:49:24,395
If you're done guessing and ready to
lead like a real CEO with a custom

1122
00:49:24,395 --> 00:49:28,800
strategy, real accountability and
proven systems, check out my executive

1123
00:49:28,800 --> 00:49:31,535
one-on-one coaching@johnkitchens.coach.

1124
00:49:31,955 --> 00:49:34,625
Fill out the application and book
your one-on-one call with me.

1125
00:49:35,385 --> 00:49:37,455
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1126
00:49:38,265 --> 00:49:39,135
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