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

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Welcome to the John
Kitchens Coach Podcast.

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Experience is 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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As we dive into today's,
you know, conversation, um,

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expert mentors conversation.

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Really around, you know,
what doesn't change?

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And I love, I can't wait for you to
just kind of unpack the meaning of that

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and, and the conversation around it.

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But what Jake was talking about
yesterday from a mental side of

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things, and, you know, me, the
whole agent to CEO process, right?

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You know, the first thing is,
is the agency, CEO mindset

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is the very first thing.

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You have to have the right mindset,
or none of this will matter.

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Um, you can stress your way to a certain
point, but you can't go beyond that.

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And, you know, we did an incredible job of
stressing our ourselves to the levels that

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we did back in Lawton without the mindset.

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And what Jake talks about, you
know, his hockey career, he had

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million dollar legs, but he didn't
have a million dollar mindset.

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And that's what stopped him from reaching
his full potential as an athlete.

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What he was, what he was talking about
is that the way our brains, you know,

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operate instrumental from, you know,
being born to seven, eight years old.

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And then what happens,
um, you know, beyond that.

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But what he was saying to me,
and, and, you know, I would love

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to, I, I don't wanna say fact
check him, but get some, get some

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context around it, is that he said.

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You know, the first 20 to 30 minutes of
our day, our, our brain is on the same

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wavelength as our brains are when we're
born until we're seven or eight years old.

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Mm-hmm.

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And that's when we're, you know,
absorbing and learning the most.

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And so he said the biggest thing
that, that he, he challenges, you

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know, entrepreneurs and athletes
is like, you need to nail that

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first 20 minutes of your day.

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And what are you feeding?

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What are you putting in?

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And you know, my practice has
been the gratitude practice

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first thing in the morning.

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And he said, you know, but if you're,
if you're diving right in and consuming

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social right from the jump, what do
you, what is that doing to the most

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important part of your day for your brain?

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What are you, what are you feeding it?

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What are you, you know,
like, it's like putty.

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Like what are you, what
are you molding it into?

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And I just thought that
was just so, so powerful.

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He talked about, you know,
a lot of breath work.

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He talked a lot about, you know, really
from, from that mental, uh, performance

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anxiety, being able to, you know, control
the breathing and, and slow down anxiety

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and moving into a different state.

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So it was just a fantastic conversation.

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Um.

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Um, I've already, I've said you're, uh,
you're helping me kick off the year as

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we, as we move into to the new year.

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So, um, man, appreciate
you jumping in here.

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I know a lot of, a lot
has changed, uh, for you.

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A lot, you know, hasn't changed for
you, but, um, I'm super excited to,

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to kind of, you know, put a bow on
the year, kind of final conversation.

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Nobody, you know, better fitting
than you, and especially around the

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expert mentors conversation and.

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Uh, we were chatting a
little bit before we hit go.

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Um, you know, we're six 50
plus on the podcast and I

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want to get us to a thousand.

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And, you know, my question to the
team was, you know, what does it have

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to look like in order for us to get
to a thousand in the next 12 months?

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And you know, we incorporate a
lot of different conversations,

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expert mentors being one.

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This is expert mentors, 2 79.

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So you know, a lot of consistency.

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A lot of great conversations.

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Yeah.

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The expert, expert mentors focus,
which is really geared towards a. Real

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estate agents and professionals that
are actually teaching something, right?

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We're gonna teach something, we're
gonna talk through something.

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We're gonna give mental
frameworks or tools or shortcuts

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or marketing or strategies.

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We also incorporate, um, you know, a
lot of different conversations being

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one yesterday, one big fire with, with.

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Stay sick and, um, most of the
time kinder's on and we, we've been

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incorporating guests and just great
conversations like kind of alluded

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to around the mindset in working
with athletes and entrepreneurs.

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We also have our agent to CEO
conversations, which are, you know,

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I. My, my favorite conversations
of really just diving in and,

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and, and, and talking, right?

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Like I could, I could go
Rogan style on a lot of them.

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Um, just really being able to unpack
and just really great conversations,

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just with great human beings.

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So I'm really excited, you know,
kind of where I. The conversations

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are and where the conversations are
going into, you know, really the last

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half of the decade, which is kind of,
kind of fun to put into perspective.

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You know, we're halfway
through the decade.

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We got a, you know, the second half
coming up, so we got a good five year run.

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Um, you know, until, till the end of 29.

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And I think kind of maybe a little
segue there into, you know, the

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whole what doesn't change concept.

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I would love for you to kind of
share that and unpack it because I

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think it's extremely valuable for
a lot of, uh, for a lot of us, um,

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on really what's, what's gonna stay
the same, what's not gonna change.

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Yeah.

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Well, I'll share kind of where
that came from first and, uh,

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it, it came from a quote from
Jeff Bezos, um, in an interview.

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And I, I first heard it less than a year
ago, and it's been, it's been the, the

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single biggest shift for me in the way
I think about, um, strategy and business

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that that's happened to me in a long
time, uh, in the, the, in the interview.

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Um.

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Bezos shares that, uh, everybody
always asks him what's gonna

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change in the next 10 years.

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And he said, what, what nobody
ever asks is what's not gonna

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change in the next 10 years?

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And he said, that's the
more important question.

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And if you look at how Amazon's built
their business, um, you know, thinking

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about what's not gonna change, well,
people are still gonna want low prices.

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People are still gonna want
faster and faster delivery.

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People are still gonna want a, a, a
bigger and wider selection of products.

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And you can see strategically for,
for Amazon, everything they've done

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really has been focused on those three
things that are not gonna change.

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People are not gonna suddenly
wanna pay more money.

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I. They're not gonna suddenly
wanna have fewer options to buy.

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They're not gonna suddenly
want slower delivery.

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Right?

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Those things are never gonna change.

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So if we focus all of our efforts on
those things that are not gonna change,

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we're gonna continue to have success.

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And so I thought it was especially
good for us right now in the real

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estate space thinking about what's
not gonna change because 2024.

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There's been nothing but discussion
about what's changing or what's

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gonna change, whether that's, uh,
that's changes to how we have to do

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business, whether that's changes that
are coming from AI or technology.

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Um, I, I only hear discussions about
what's going to change, and I think

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it, it creates a lot of uncertainty,
creates a lot of fear, and I think

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a lot of that is, is unnecessary.

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So as we look at that second
half of the decade, um, how

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we're gonna run our businesses,
I think it's way more important.

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Not only for, uh, for our outlook,
positivity mindsets to think about

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what's not gonna change, um, but for our
strategies too, where are we gonna focus

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our efforts, um, in our, in our most
important priorities in our business?

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I think you could do, uh.

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A great job in your business.

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If you think about what's not
gonna change versus getting

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fixated on what's going to change.

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That's where that came from.

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No, I love it.

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And, and so let's, let's
translate that into, into small

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business in general, right?

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Because you're referencing Amazon,
you're re referencing, you know,

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the behemoth of low prices, more
selection, faster delivery, you know,

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how does that carry over into, you
know, mom and pop small business?

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Um.

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Real estate agent, professional,
husband and wife, team, family team,

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all the way to the Mark Zs, Kurt, she
Wells, you know, Durbins, you know,

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Perrys, the, the, you know, the teams
of the teams, the, the harps, right?

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Of, of what they're, what
they're doing in their building.

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How does this concept and how
to think about this moving into

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the second half of the decade?

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And, and I love this
question, right, because.

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Sometimes it's, it, we, we ask
the wrong question and I, and I

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translate this into goals, right?

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I've got a lot of people
setting a lot of goals.

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They set a lot of goals
into the future 25.

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It's just kind of that time of the year,
new year's resolutions, things like that.

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And we all hear, you know,
what, what do you want to do?

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What do you wanna achieve?

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What, what, what are the
goals that you want to have?

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And I always love the flip side of
it, because that's the wrong question.

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The, the question is, how much
pain are you willing to suffer?

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What are you willing to sacrifice?

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What are you willing to, to,
to, to go through and, and,

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and carry that frustration and
burden and, and, and just pain.

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What are you willing to do?

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And I, I, I love that because
that's a much better question and

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that kind of segues into, okay,
let's bet and let's build on a

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higher probability of what we know.

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Is gonna stay consistent
and will not change.

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So, kind of, kind of lead us down in,
into that path for the real estate space.

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Like I said, it doesn't matter
if you're a solopreneur or you're

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running, you know, a thousand,
1500, 2000, you know, unit per year

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organization, what's not gonna change.

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Yeah.

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I, I, I was thinking about it from
kind of buyers, sellers, and agents.

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Um, I didn't spend as much time
thinking bigger picture brokers,

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but I think a lot of the same
principles are gonna be the same.

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Right.

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So, um, I think one of the things
that is, is not gonna change is the

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business is gonna be relationship
driven to a large degree.

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I don't see that changing in
the next five or 10 years.

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Right.

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Um.

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A lot of agents operate
a, a, a lot on referrals.

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Um, building trust early
on in the process is huge.

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It's gonna be a, it's gonna be
relationship driven and that's not a

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strategy in and of itself, but that
helps us develop our strategies where,

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where are we focused on building,
um, building our relationships with

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our clients as quickly as possible.

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Um, and that can be from a face-to-face
context or that can be from a branding.

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Um.

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From a branding and
marketing perspective too.

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So where, you know, where do we need
to focus that we're, that we're, um,

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that we're keeping relationships, you
know, top of mind and front and center.

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That's, that's not, not gonna
change anytime soon, if ever.

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Right.

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I, I love that.

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And, um, I forget who I, I had somebody
on, um, one of the, one of the rock stars

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in the Honey Badger Nation a couple years
ago, and it was around the conversations

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of, okay, you know, we're gonna run
up to the halfway point of the decade,

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kind of what, what are we foreseeing?

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And then what do we foresee the second
half of the decade kinda where we're at

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going into this final five year run here?

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What, what, what, what's,
what's it gonna look like?

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And he said, Hey, listen.

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I don't know, but I do know one
thing that it'll always come

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down to a decision of trust.

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Real estate will always come
down to a decision of trust.

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And, you know, you, you, you know,
my, my definition of trust is just, is

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just authenticity times time, right?

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Being transparent.

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Not being honest.

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Being transparent.

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Times time.

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There's a difference in, in
transparency and honesty.

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Honesty is after the fact.

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I did X, Y, z, I'm being honest.

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Transparency is, here it is,
this is where we're going.

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This is who's going,
this is what's happening.

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Like, you kind of lay it
out before you get there.

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Times time, and you know, we hear a
lot of agents that are like, man, you

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know, I'm just not getting much grip.

226
00:11:55,589 --> 00:11:58,199
Or, you know, like they're
going to other people.

227
00:11:58,199 --> 00:11:59,490
They're not coming to me as well.

228
00:11:59,490 --> 00:12:03,449
How long have you, how long have
you been adding value, making

229
00:12:03,449 --> 00:12:05,160
deposits into this community?

230
00:12:05,520 --> 00:12:07,260
Six months, 12 months, 18 months.

231
00:12:07,260 --> 00:12:08,730
I was like, you just
don't have enough time.

232
00:12:10,350 --> 00:12:10,410
Yeah.

233
00:12:10,410 --> 00:12:13,200
And, and you know, I think
that's just so, so important.

234
00:12:13,200 --> 00:12:13,830
So I love that.

235
00:12:13,830 --> 00:12:15,900
I, I thousand percent agree with you.

236
00:12:17,700 --> 00:12:21,930
Real estate will always be with buyer,
sellers and agents, relationship driven,

237
00:12:21,930 --> 00:12:23,820
and it'll always be a decision of trust.

238
00:12:25,005 --> 00:12:25,365
I love that.

239
00:12:25,365 --> 00:12:25,545
Yeah.

240
00:12:26,115 --> 00:12:30,825
Second one that came to mind right away,
um, that I, I think is really related

241
00:12:31,035 --> 00:12:35,415
for most agents is, is the need for
local expertise is not gonna change.

242
00:12:35,865 --> 00:12:40,905
One of the most influential, like single
sentences I think that I ever had.

243
00:12:40,905 --> 00:12:44,655
Somebody tell me, Jay, Jay was talking
about one of, one of our masterminds

244
00:12:44,655 --> 00:12:47,775
or a call some sometime back in the
NAA day, but we're talking about

245
00:12:47,775 --> 00:12:49,035
how do you compete with Zillow?

246
00:12:49,665 --> 00:12:50,985
Everybody's flocking to Zillow.

247
00:12:50,985 --> 00:12:53,865
More people Google Zillow
than Google real estate.

248
00:12:54,015 --> 00:12:54,255
Right.

249
00:12:54,645 --> 00:13:00,555
And, and you said the, the only answer
to how do you be beat Zillow is being

250
00:13:00,555 --> 00:13:04,815
the local expert and, and developing
the, the reputation, um, and the

251
00:13:04,815 --> 00:13:07,065
brand around, around local expertise.

252
00:13:07,275 --> 00:13:10,515
So now we start to think about building
an actual strategy for our business

253
00:13:10,515 --> 00:13:11,745
in the second half of the decade.

254
00:13:12,015 --> 00:13:13,785
How are we gonna focus on relationships?

255
00:13:13,785 --> 00:13:16,155
How are we gonna focus on
being the local expert?

256
00:13:16,155 --> 00:13:16,455
Right.

257
00:13:16,545 --> 00:13:17,055
Um.

258
00:13:17,135 --> 00:13:20,615
Doing that transparently and
authentically, but those two

259
00:13:20,615 --> 00:13:23,405
things combined, again, that's,
that's always gonna be the how

260
00:13:23,405 --> 00:13:25,055
do, how do you beat Zillow?

261
00:13:25,055 --> 00:13:26,825
How do you beat whatever, right?

262
00:13:26,825 --> 00:13:27,845
How do you stay relevant?

263
00:13:27,845 --> 00:13:30,005
How do you ensure that
your business succeeds?

264
00:13:30,365 --> 00:13:34,295
And, and, and there's, that's always gonna
be a piece of it is the local expertise.

265
00:13:34,295 --> 00:13:35,885
You're, you'll always have an edge.

266
00:13:36,045 --> 00:13:39,314
When, when you have the reputation
for being the local expert versus

267
00:13:39,314 --> 00:13:42,735
any, anybody else, whether that's
competition from other agents or

268
00:13:42,735 --> 00:13:44,444
competition from big platforms.

269
00:13:44,474 --> 00:13:45,795
So local expertise.

270
00:13:46,005 --> 00:13:50,564
So how do you, how do you, what are,
what are the, the, the fast track,

271
00:13:50,564 --> 00:13:55,275
the, I mean, but the right way, the
foundation to, to becoming positioned

272
00:13:55,275 --> 00:13:57,464
as the local, the local expert, not.

273
00:13:58,275 --> 00:14:00,615
Perceived, but truly the local expert.

274
00:14:01,605 --> 00:14:04,515
Yeah, I think it's, I think it's
easier than, than we think a lot of

275
00:14:04,515 --> 00:14:09,195
times, and it's for as long as I've
been in real estate, which is 13 years

276
00:14:09,195 --> 00:14:13,365
now, just about, um, the amount of
people who have a really good answer

277
00:14:13,365 --> 00:14:15,255
for the question, how's the market?

278
00:14:15,915 --> 00:14:20,265
Is always, it shocks me how, how few
people can answer that on an intelligent

279
00:14:20,265 --> 00:14:22,305
and quick level for their market.

280
00:14:22,395 --> 00:14:22,665
Right?

281
00:14:22,665 --> 00:14:22,725
Yeah.

282
00:14:23,085 --> 00:14:25,395
Um, so what, what do most people say?

283
00:14:26,085 --> 00:14:27,135
Hey John, how's the market?

284
00:14:27,135 --> 00:14:29,475
What do most people, oh, well,
oh, it's crazy out there.

285
00:14:29,865 --> 00:14:32,355
Or, uh, man, yeah, interest
rates are still high.

286
00:14:32,355 --> 00:14:33,405
That's, it's tough out there.

287
00:14:34,005 --> 00:14:37,454
Like, but, but how many people say,
oh man, in Heartland where I live in

288
00:14:37,454 --> 00:14:42,555
my neighborhood, um, you know, average
sale price is up 10% this year and we've

289
00:14:42,555 --> 00:14:46,275
got, you know, nine new listings on
the market in the month of December and

290
00:14:46,275 --> 00:14:47,685
what, or whatever the answer is, right?

291
00:14:47,685 --> 00:14:49,875
But having a really good answer for.

292
00:14:50,175 --> 00:14:54,135
The question, how's the market, I think
is the, the baseline place to start.

293
00:14:54,405 --> 00:14:58,665
And if you have that answer now, you
can go about on, on conversations,

294
00:14:58,665 --> 00:15:01,725
but you can put that on, in video,
on social media, on updates.

295
00:15:01,905 --> 00:15:03,975
So I think you need to have a
good answer for what's actually

296
00:15:03,975 --> 00:15:06,135
happening in the market from, uh.

297
00:15:06,480 --> 00:15:09,030
From a national level, let's
talk about interest rates.

298
00:15:09,030 --> 00:15:11,550
Let's talk about, uh, new home builds.

299
00:15:11,550 --> 00:15:15,450
Let's talk about, um, inventory
on a national level, affordability

300
00:15:15,450 --> 00:15:16,530
issues, things like that.

301
00:15:16,740 --> 00:15:19,380
Then you need to be able to zoom in
all the way into the neighborhoods

302
00:15:19,380 --> 00:15:23,310
that you work, um, and, and answer
specifically what's happening.

303
00:15:23,310 --> 00:15:25,680
I live in a subdivision called, uh.

304
00:15:26,370 --> 00:15:30,510
Bark River Crossing, and I can tell you
what's happening in Bark River in the, in

305
00:15:30,510 --> 00:15:33,449
the 175 homes that make up my subdivision.

306
00:15:33,449 --> 00:15:36,810
I can tell you every house that's
going on right now, what's been listed,

307
00:15:36,810 --> 00:15:38,640
what's been sold, what are the ratios?

308
00:15:38,955 --> 00:15:43,365
Um, and so having that,
you know, hyper-local, uh,

309
00:15:43,395 --> 00:15:44,805
knowledge is super important.

310
00:15:44,805 --> 00:15:49,185
So I think the actual market, but then I
think what's happening in the community

311
00:15:49,185 --> 00:15:54,525
too, so I, I love the development over
the last 10 years of, you know, these, the

312
00:15:54,525 --> 00:15:56,805
well done ones, at least these living in.

313
00:15:57,010 --> 00:15:58,300
You know, YouTube channels.

314
00:15:58,390 --> 00:16:01,390
I think that's a great way, we're talking
about the schools, we're talking about

315
00:16:01,390 --> 00:16:02,980
the new subdivisions that are going up.

316
00:16:02,980 --> 00:16:05,920
We're talking about, you know, maybe
highlighting some of the local businesses.

317
00:16:05,920 --> 00:16:09,700
But if you wanna talk about local
expertise, people go online and see you

318
00:16:09,700 --> 00:16:12,280
showing up at, uh, local businesses.

319
00:16:12,280 --> 00:16:15,670
They see you talking about the
school systems, um, what's happening

320
00:16:15,670 --> 00:16:17,320
in local politics potentially.

321
00:16:17,560 --> 00:16:20,950
So get, get really involved
and if you find yourself, um.

322
00:16:22,110 --> 00:16:23,250
Unable to decide.

323
00:16:23,250 --> 00:16:25,470
Where do you, where do you focus then?

324
00:16:25,470 --> 00:16:28,860
Like, there's your, there's your blueprint
right now is you need to, you need

325
00:16:28,860 --> 00:16:30,960
to get, uh, you need to get smaller.

326
00:16:31,020 --> 00:16:34,560
If you say, Hey, I'm gonna focus
in, you know, all 25 major areas

327
00:16:34,560 --> 00:16:37,890
of Milwaukee, Wisconsin, where
I live, that's never gonna work.

328
00:16:37,890 --> 00:16:38,070
Right?

329
00:16:38,070 --> 00:16:42,090
You need to pick where you're gonna
focus, um, and, and be the expert there,

330
00:16:42,090 --> 00:16:43,740
but it's never been easier too, right?

331
00:16:43,740 --> 00:16:46,770
With video, um, with some of the
great tools that are coming out

332
00:16:46,770 --> 00:16:49,020
with ai, uh, you know, uh, uh.

333
00:16:49,785 --> 00:16:53,775
An agent who is truly a local expert
can compete with anybody these days.

334
00:16:54,285 --> 00:16:55,995
I I, I love that.

335
00:16:55,995 --> 00:17:00,165
And as you were talking, you know,
going back into the content creation,

336
00:17:00,165 --> 00:17:02,685
marketing side of things, as you were
talking about, the importance of YouTube,

337
00:17:02,685 --> 00:17:06,375
which I is to me is foundational.

338
00:17:06,494 --> 00:17:09,524
If you wanna play this game
for more than three years.

339
00:17:10,170 --> 00:17:13,889
Is that you've got to have that
YouTube presence and it doesn't like,

340
00:17:14,069 --> 00:17:15,359
well, there's behemoths in my market.

341
00:17:15,359 --> 00:17:21,450
Listen, you know, Alex Pak is the best
example because there's behemoths in DFW,

342
00:17:21,810 --> 00:17:26,099
yet he'll make half a million off of his
YouTube channel in the next 12 months.

343
00:17:27,240 --> 00:17:33,180
And, and so really being able to,
to do that, and here's, here's why.

344
00:17:33,584 --> 00:17:36,554
I believe it's super important,
and we're talking about things that

345
00:17:36,554 --> 00:17:39,615
don't change, but we're talking
about, you know, that positioning.

346
00:17:39,615 --> 00:17:40,725
That's not gonna change.

347
00:17:41,264 --> 00:17:47,084
But what will change just with you staying
consistent with positioning yourself

348
00:17:47,084 --> 00:17:53,235
as the go-to authority is that you've
got to create the the, the evergreen

349
00:17:53,235 --> 00:17:59,655
content, which is the video that lives
on YouTube, but also creating blogs and

350
00:17:59,655 --> 00:18:01,754
market updates and market statistics.

351
00:18:02,100 --> 00:18:06,570
That you're feeding into the
search engines that is also being

352
00:18:06,570 --> 00:18:08,310
positioned to your database.

353
00:18:08,670 --> 00:18:11,490
But the reason that it's important
that it goes into the search engines.

354
00:18:12,495 --> 00:18:14,535
Is because, you know, I joke, right?

355
00:18:14,535 --> 00:18:17,235
Like, Wes, your, your son will never know.

356
00:18:17,535 --> 00:18:18,375
Just Google that.

357
00:18:18,435 --> 00:18:20,895
He'll never know what that means, right?

358
00:18:21,405 --> 00:18:26,295
Because he'll have his AI companion
on whatever device that he's on

359
00:18:26,475 --> 00:18:28,245
that he'll just start talking to.

360
00:18:28,995 --> 00:18:35,175
And you know, he'll say, Hey,
we're looking for a house in x, y,

361
00:18:35,175 --> 00:18:39,375
z with this who's, who's the best
agent to help us find this house?

362
00:18:41,250 --> 00:18:42,750
Where's the AI pull the information?

363
00:18:43,890 --> 00:18:49,470
And, and so that's what, you know,
um, had Phil, Phil Stringer on,

364
00:18:49,530 --> 00:18:53,490
you know, multiple times, I've had
Nick Crim on multiple times, and

365
00:18:53,490 --> 00:18:57,450
both of them said the importance
of creating, copying and content in

366
00:18:57,450 --> 00:19:01,860
into the blog format and feeding it
to the search engines is absolutely

367
00:19:01,860 --> 00:19:04,920
critical for AI moving into the future.

368
00:19:05,220 --> 00:19:06,480
And so, if.

369
00:19:07,560 --> 00:19:11,310
We know that the local
expertise will never change.

370
00:19:11,310 --> 00:19:15,090
That's what people will default to
forever moving into the future, at least

371
00:19:15,300 --> 00:19:16,830
what we see that's not gonna change.

372
00:19:17,550 --> 00:19:22,680
Then you have to create so much dang
content, social blog, post video

373
00:19:22,680 --> 00:19:26,010
content that's feeding in there,
that's talking on the key words that

374
00:19:26,010 --> 00:19:27,840
position you as the local expert.

375
00:19:28,385 --> 00:19:31,805
And we've, you know, I've mentioned
this to quite a few people, and they're

376
00:19:31,805 --> 00:19:35,855
starting to jump into chat, GPT and, and
other, other AI tools and saying, Hey,

377
00:19:35,915 --> 00:19:40,655
who's, who's the, who's the agent best
to sell my home in, in x, y, Z community?

378
00:19:41,075 --> 00:19:41,765
What comes up?

379
00:19:42,155 --> 00:19:43,655
It's like what we used
to say about Google.

380
00:19:43,655 --> 00:19:44,315
Google yourself.

381
00:19:44,315 --> 00:19:45,185
Do you like what comes up?

382
00:19:45,185 --> 00:19:46,625
If not ch what are you
gonna do to change it?

383
00:19:47,015 --> 00:19:48,245
It's the same thing with ai.

384
00:19:49,205 --> 00:19:53,435
And so I think that's just where you
have to be strategic, moving into the

385
00:19:53,435 --> 00:19:58,865
future, that where is the technology
and the human behavior going to go?

386
00:19:59,285 --> 00:20:01,175
That's one thing that's
not gonna change, right?

387
00:20:01,295 --> 00:20:03,455
When they see your name,
they see your billboard, they

388
00:20:03,455 --> 00:20:04,685
see your marketing material.

389
00:20:05,475 --> 00:20:06,824
They, they do their homework, right?

390
00:20:06,824 --> 00:20:09,885
They Google you, they look you up on
social, they do everything they can.

391
00:20:09,885 --> 00:20:11,324
How many reviews do you have?

392
00:20:11,685 --> 00:20:12,014
Right?

393
00:20:12,014 --> 00:20:13,155
Testimonials, reviews.

394
00:20:13,155 --> 00:20:15,284
I think those are absolutely critical.

395
00:20:15,435 --> 00:20:15,495
Yeah.

396
00:20:15,645 --> 00:20:18,465
Um, to just maintain influence
moving into the future.

397
00:20:18,465 --> 00:20:22,514
But that's how you have to be thinking
of, of, of a marketer and why you

398
00:20:22,514 --> 00:20:27,165
have to create so much content and how
it's gonna feed into, you know, the

399
00:20:27,165 --> 00:20:28,995
AI algorithms moving into the future.

400
00:20:30,090 --> 00:20:33,360
And that ties right into another one
I wrote down, which is, you know,

401
00:20:33,360 --> 00:20:36,149
like, like Mike Reese always says
the best marketer is gonna win.

402
00:20:36,225 --> 00:20:36,645
Mm-hmm.

403
00:20:36,810 --> 00:20:40,680
Um, and that sounds like maybe
that's contradicts, oh, the

404
00:20:40,680 --> 00:20:42,300
local expert is gonna win.

405
00:20:42,659 --> 00:20:42,870
Um.

406
00:20:43,574 --> 00:20:48,074
But, but it has to be both and
so marketing is gonna be so

407
00:20:48,074 --> 00:20:49,695
critical that's not gonna change.

408
00:20:49,935 --> 00:20:53,475
What might change is
what's effective marketing?

409
00:20:53,504 --> 00:20:55,245
Which platforms are the most important?

410
00:20:55,485 --> 00:20:56,129
You know, when, yeah.

411
00:20:56,264 --> 00:20:58,725
When we started in the business,
we were running pay-per-click

412
00:20:58,754 --> 00:21:01,425
on Google AdWords, and that was
the best source of leads we had.

413
00:21:01,425 --> 00:21:03,105
And now people are doing Facebook ads.

414
00:21:03,135 --> 00:21:04,395
That stuff might change, right?

415
00:21:04,635 --> 00:21:06,044
YouTube is huge right now.

416
00:21:06,254 --> 00:21:07,965
I, I don't expect that to change soon.

417
00:21:08,340 --> 00:21:08,940
But who knows?

418
00:21:08,940 --> 00:21:13,110
The platforms are gonna change, but the,
the ability to market your business.

419
00:21:13,830 --> 00:21:16,770
Um, and the, the importance of
that is never gonna change either.

420
00:21:17,580 --> 00:21:18,510
No, not at all.

421
00:21:18,570 --> 00:21:22,800
And you know, I, I firmly
believe that as well, right?

422
00:21:22,800 --> 00:21:26,159
The best marketer always
wins, and that will continue.

423
00:21:26,220 --> 00:21:27,270
That won't change.

424
00:21:27,870 --> 00:21:30,659
I don't ever see, um, you know.

425
00:21:31,655 --> 00:21:35,074
You're like, well, I, I need to be the
best real estate agent I can, they,

426
00:21:35,074 --> 00:21:38,435
you're gonna lose if you just focus
on being the best real estate agent.

427
00:21:39,245 --> 00:21:44,584
Um, I would say what leads
everything is the best marketer then.

428
00:21:44,975 --> 00:21:47,254
Then sales is somewhere in there.

429
00:21:47,975 --> 00:21:50,435
Um, negotiation is in there.

430
00:21:50,495 --> 00:21:52,175
Leadership is definitely in there.

431
00:21:52,175 --> 00:21:52,475
Right?

432
00:21:52,480 --> 00:21:55,385
And, and if you look at leadership
as just the ability to influence

433
00:21:55,385 --> 00:21:56,615
somebody to make a decision.

434
00:21:57,450 --> 00:22:02,370
The ability to, to, to influence
somebody, to, um, you know,

435
00:22:02,490 --> 00:22:04,140
move forward, take action.

436
00:22:05,010 --> 00:22:08,970
Um, then I would say maybe, maybe,
maybe the real estate agent.

437
00:22:09,570 --> 00:22:13,740
I think it's four or five down, down
the rung of the ladder as far as it

438
00:22:13,740 --> 00:22:20,280
pertains to business, as it pertains to
profitability, as it pertains to creating.

439
00:22:20,910 --> 00:22:24,630
Oxygen, which is cash for your
business to be able to thrive and grow.

440
00:22:25,320 --> 00:22:31,500
And, and so, um, wholeheartedly
all in on, on that as well, right?

441
00:22:31,530 --> 00:22:35,730
Just, just becoming the best marketer,
um, that you possibly can be.

442
00:22:35,730 --> 00:22:42,960
And, and what, what I've learned, and, and
you as well, it's a never ending process.

443
00:22:43,445 --> 00:22:46,110
It's it, to me, it has
to become an obsession.

444
00:22:46,650 --> 00:22:50,010
And if you're not gonna be obsessed
about becoming the best marketer,

445
00:22:50,910 --> 00:22:51,990
then I don't think you ever will be.

446
00:22:53,130 --> 00:22:53,400
Yeah.

447
00:22:53,850 --> 00:22:54,120
Yeah.

448
00:22:54,570 --> 00:22:55,200
Spot on.

449
00:22:56,310 --> 00:22:59,610
Um, all right, well, I got a couple
more and then we'll kind of dive

450
00:22:59,610 --> 00:23:03,810
in and, and, uh, take it wherever
you want to go, but one, um.

451
00:23:04,830 --> 00:23:08,100
One, this is a little more tactical, and
then I'll go a couple that I hope will

452
00:23:08,100 --> 00:23:09,689
just be encouraging for the audience.

453
00:23:09,689 --> 00:23:14,310
But, but one thing that's, that's
never gonna change is, um, homes

454
00:23:14,310 --> 00:23:15,899
need to be maintained, right?

455
00:23:15,899 --> 00:23:16,679
Things break.

456
00:23:16,800 --> 00:23:21,689
Maybe there's a future where, uh, a smart
home can fix itself and, and, you know,

457
00:23:21,750 --> 00:23:23,550
fix its own plumbing leaks or something.

458
00:23:23,550 --> 00:23:26,939
But we're not anywhere near that right
now, so homes need to be maintained.

459
00:23:27,389 --> 00:23:30,899
You've seen a huge trend in, in
entrepreneurship over the last five years,

460
00:23:30,899 --> 00:23:33,120
especially of home service companies.

461
00:23:33,825 --> 00:23:39,435
Like that's the new, that's the new wave
of entrepreneurship that we're seeing, you

462
00:23:39,435 --> 00:23:45,254
know, 20 to to 25 year olds starting, uh,
you know, pest control businesses, power

463
00:23:45,254 --> 00:23:50,565
washing businesses, um, you know, roofing,
HVAC people are starting home service

464
00:23:50,565 --> 00:23:53,504
businesses at, at a, at a really big clip.

465
00:23:53,805 --> 00:23:58,695
We're also seeing a ton of, um,
of aging tradesmen, contractors

466
00:23:58,695 --> 00:23:59,865
looking to get out of there.

467
00:24:00,135 --> 00:24:00,285
So.

468
00:24:01,140 --> 00:24:05,730
So the, the idea that homes needing
to be maintained is not gonna change,

469
00:24:06,690 --> 00:24:09,840
can influence our strategy if we want
it to potentially, whether that's

470
00:24:09,840 --> 00:24:12,900
looking to get into some of those
businesses ourselves, looking to

471
00:24:12,900 --> 00:24:14,670
acquire or partner on businesses.

472
00:24:15,030 --> 00:24:18,030
Um, something that you and I have
been talking about for a, a, a

473
00:24:18,030 --> 00:24:23,880
year now, um, is that the, the
residential real estate business is.

474
00:24:24,195 --> 00:24:28,425
Is a cash machine and it's one of
the, the, the best cash machines

475
00:24:28,425 --> 00:24:31,965
that's ever existed in, in the
history of the world, truthfully.

476
00:24:32,715 --> 00:24:34,604
For how much income you can make.

477
00:24:34,995 --> 00:24:40,304
Uh, but we've seen even more than in the
past 10 years that the, the value of a,

478
00:24:40,304 --> 00:24:44,685
of a residential real estate business
is lower than ever, unless, you know,

479
00:24:44,685 --> 00:24:46,544
there's some, some few exceptions, right?

480
00:24:46,544 --> 00:24:50,114
But, so you need to, you need to think
about your real estate business as,

481
00:24:50,205 --> 00:24:53,864
as creating the capital, and then your
capital needs to be invested somewhere.

482
00:24:53,864 --> 00:24:57,165
And so maybe that, uh, home service
is a part of your, you know, your

483
00:24:57,165 --> 00:25:01,094
five-year plan, like I said, partnering
or, or getting into businesses or.

484
00:25:01,110 --> 00:25:05,159
I'm thinking of some creative things you
can do there, but, um, but homes, homes

485
00:25:05,159 --> 00:25:09,120
are not gonna, uh, they're not gonna
start fixing themselves anytime soon.

486
00:25:10,199 --> 00:25:10,709
No.

487
00:25:10,830 --> 00:25:15,540
You know how, uh, I mean, I've been on
this soapbox for years about this and,

488
00:25:15,540 --> 00:25:20,310
um, you know, I like to pick on Matt
and DJ so much, but you know, they, I've

489
00:25:20,310 --> 00:25:23,459
been on them being in Pittsburgh like.

490
00:25:24,060 --> 00:25:25,800
Every damn home needs a plumber.

491
00:25:25,889 --> 00:25:26,850
Needs a plumber, right?

492
00:25:26,850 --> 00:25:29,370
Needs a, has plumbing
issues every dang home.

493
00:25:29,580 --> 00:25:31,320
And so I've been on them so hard.

494
00:25:31,320 --> 00:25:33,899
I'm like, listen guys, you have
to own the plumbing company.

495
00:25:34,020 --> 00:25:39,209
Like, you know, within real
estate, it's customer acquisition.

496
00:25:39,810 --> 00:25:42,240
And if you have the ability, this
goes back to the best marketer.

497
00:25:42,659 --> 00:25:45,780
If you have the ability to
acquire the client, you have all

498
00:25:45,780 --> 00:25:47,070
of you have all the leverage.

499
00:25:47,745 --> 00:25:52,095
And so you don't need to go own these
companies home service companies outright.

500
00:25:52,185 --> 00:25:56,265
You need to have a small percentage,
depending upon other value

501
00:25:56,265 --> 00:25:57,495
you're gonna provide other than.

502
00:25:58,875 --> 00:26:01,215
Just say, Hey, all I'm been
doing is customer acquisition.

503
00:26:01,935 --> 00:26:02,445
Great.

504
00:26:03,014 --> 00:26:03,795
What is that worth?

505
00:26:04,004 --> 00:26:09,585
25, 30, 40%. Um, I know when we own
title, we own 40% of title because we

506
00:26:09,585 --> 00:26:14,955
controlled customer acquisition and you
know, we fed, you know, closing 300 deals

507
00:26:14,955 --> 00:26:18,284
a year and we're closing X percent that
are going through that title company.

508
00:26:18,585 --> 00:26:19,185
Dang right.

509
00:26:19,185 --> 00:26:21,165
We're gonna have, you know, um.

510
00:26:21,675 --> 00:26:23,625
Upwards of, of 40%.

511
00:26:24,195 --> 00:26:27,915
You don't want to tip and get over
in the 50 60 range because then now

512
00:26:28,095 --> 00:26:29,715
you're gonna end up on the org chart.

513
00:26:30,345 --> 00:26:32,985
And remember, if you end up on the
org chart, that means you have a JOB

514
00:26:33,525 --> 00:26:36,075
and you wanna own these companies
without being on the org chart.

515
00:26:36,075 --> 00:26:40,186
You just wanna provide customer
acquisition strategy, you know, business,

516
00:26:40,215 --> 00:26:42,255
business ideas, things like that.

517
00:26:42,255 --> 00:26:46,065
That's, that's, that's where, that's
the position you want to take, but.

518
00:26:46,965 --> 00:26:49,545
When you have customer acquisition
and you're feeding all these people,

519
00:26:49,545 --> 00:26:53,235
and I'm so adamant about this because
it's not a good business relationship.

520
00:26:53,235 --> 00:26:56,715
If people are taking your clients and
they're not, they're not returning

521
00:26:56,715 --> 00:26:59,535
the favor either giving you more
clients or contributing in the growth

522
00:26:59,535 --> 00:27:03,885
of your business or doing things,
um, doesn't matter in some capacity.

523
00:27:03,945 --> 00:27:07,695
If they're not giving back and, and,
and paying for that acquisition, it

524
00:27:07,695 --> 00:27:09,375
is not a good business relationship.

525
00:27:09,375 --> 00:27:11,775
You're with the taker
and, and the reality is.

526
00:27:12,350 --> 00:27:13,730
Takers just continue to take.

527
00:27:14,179 --> 00:27:17,419
And, and so you need to find somebody
that has a good business, um,

528
00:27:17,419 --> 00:27:20,689
understanding and sees the value in
what you're able to do, and they wanna

529
00:27:20,689 --> 00:27:22,399
reciprocate and be able to do the same.

530
00:27:22,760 --> 00:27:24,260
And it could be, it could be super simple.

531
00:27:24,260 --> 00:27:26,750
So for example, I like to
tell the story with our home,

532
00:27:26,840 --> 00:27:28,129
home, home inspection company.

533
00:27:28,550 --> 00:27:31,520
So part of our value proposition
during the timeframe.

534
00:27:31,560 --> 00:27:33,929
When we were in DFW,
we didn't have a brand.

535
00:27:33,929 --> 00:27:34,500
We didn't have a name.

536
00:27:34,500 --> 00:27:35,250
Nobody knew us.

537
00:27:35,580 --> 00:27:38,399
So going in, we just had a
strong value proposition.

538
00:27:38,399 --> 00:27:41,040
We can sell your home for up to 18% more
than traditional real estate agents.

539
00:27:41,040 --> 00:27:43,770
Would you like for us to show you
how great we can get in the door?

540
00:27:43,800 --> 00:27:46,169
Well, if you work with
us, here's our process.

541
00:27:46,500 --> 00:27:51,389
We, you know, we love to send in our home
inspector, um, to do just major mechanical

542
00:27:51,419 --> 00:27:54,840
because we wanna operate from a position
of strength when it comes to negotiation.

543
00:27:54,840 --> 00:27:57,990
We don't wanna get hit and get our
knees taken out from under us when

544
00:27:57,990 --> 00:28:00,450
we get an offer in and then we find
out there's a mechanical issue.

545
00:28:00,795 --> 00:28:05,805
Because you know, the, the amount that
is asked in negotiation is four to five

546
00:28:05,805 --> 00:28:07,425
times greater than the cost to fix it.

547
00:28:07,425 --> 00:28:09,255
So if we wanna know about
it, we wanna fix it.

548
00:28:09,255 --> 00:28:10,785
We wanna put ourself in
a position of strength.

549
00:28:11,415 --> 00:28:14,415
We also send in our professional
stagers that are gonna do a two

550
00:28:14,415 --> 00:28:18,075
hour touchup, they're gonna get your
home, uh, photo red, photo ready.

551
00:28:18,320 --> 00:28:20,659
And then our photographer's gonna
come in right on the top of it, and

552
00:28:20,659 --> 00:28:21,830
we're gonna take professional photos.

553
00:28:22,429 --> 00:28:23,959
You get all of that when you work with us.

554
00:28:24,530 --> 00:28:29,570
And, and so, you know, we're doing,
you know, 15, 20, 25 listings,

555
00:28:29,659 --> 00:28:33,260
you know, as we're growing in the
peak, you know, um, seasonality.

556
00:28:33,860 --> 00:28:35,780
Um, so our home inspectors are super busy.

557
00:28:35,990 --> 00:28:39,139
Well, they didn't want to just
give us money, but you know,

558
00:28:39,139 --> 00:28:40,129
what they were willing to do?

559
00:28:40,639 --> 00:28:42,889
They were willing to allow.

560
00:28:43,380 --> 00:28:48,720
Our entire company to come together
once a month at a location, restaurant,

561
00:28:48,720 --> 00:28:53,400
bar, environment, experience
location throughout DFW once a

562
00:28:53,400 --> 00:28:55,125
month, and they footed the bill.

563
00:28:56,580 --> 00:28:59,220
That's, that's a good,
that's a good trade off.

564
00:28:59,220 --> 00:29:01,860
That's a good, you know, they're getting
a good return, but you know what?

565
00:29:01,919 --> 00:29:04,409
They're helping us come together and we
don't have to think about the budget.

566
00:29:04,409 --> 00:29:05,430
We don't have to think about the food.

567
00:29:05,430 --> 00:29:06,000
They got it.

568
00:29:06,659 --> 00:29:08,550
And so that was a good
relationship for us.

569
00:29:09,090 --> 00:29:12,090
That's, I'm, I'm just wanting
to share that because it, it

570
00:29:12,090 --> 00:29:13,200
needs to prompt you, right?

571
00:29:13,200 --> 00:29:16,335
Like the home maintenance, home home
service companies, that'll never change.

572
00:29:16,965 --> 00:29:20,070
Like if you have a big enough
organization, you're doing over

573
00:29:20,070 --> 00:29:25,620
a hundred deals, you gotta write
who you need to go own some trade.

574
00:29:25,695 --> 00:29:30,705
And, and so, uh, back to Matt and dj,
they finally, they're like, you know what?

575
00:29:30,705 --> 00:29:32,175
We're just gonna own the GC company.

576
00:29:32,175 --> 00:29:33,135
I was like, great.

577
00:29:33,465 --> 00:29:38,625
Own the GC company, then you can
control the trades, but at least start.

578
00:29:38,625 --> 00:29:39,675
And I'm so proud of them.

579
00:29:39,675 --> 00:29:40,635
They finally got it going.

580
00:29:40,635 --> 00:29:45,044
They've got jobs going and that's
gonna be real money coming in for them.

581
00:29:45,735 --> 00:29:47,804
That is just left on the table.

582
00:29:48,690 --> 00:29:49,890
They're just giving away.

583
00:29:49,890 --> 00:29:50,100
Right?

584
00:29:50,100 --> 00:29:52,080
People got your money, you
just need to go get it.

585
00:29:52,170 --> 00:29:55,380
And, and that's the thing with the, with
the home services, I agree with you.

586
00:29:55,380 --> 00:29:56,580
That will never change.

587
00:29:57,060 --> 00:30:00,900
Um, even with the emergence of ai,
like are they gonna send in robot,

588
00:30:01,260 --> 00:30:04,950
you know, uh, robot, maybe Elon, he
might, he might have a robot plumber

589
00:30:05,010 --> 00:30:06,300
coming for us one of these days.

590
00:30:06,810 --> 00:30:10,800
But for the foreseeable future, it, it,
it, the trades are very, very valuable.

591
00:30:11,070 --> 00:30:12,870
It's a, um, um.

592
00:30:13,784 --> 00:30:15,495
I would love to see it
back in the schools.

593
00:30:15,705 --> 00:30:16,095
Right.

594
00:30:16,095 --> 00:30:18,825
You know, when I was, when I was
in middle school and even into high

595
00:30:18,825 --> 00:30:22,635
school, um, I think shortly after
they pulled, they pulled it out.

596
00:30:22,935 --> 00:30:25,514
But yeah, I mean there was
nothing wrong with that.

597
00:30:25,514 --> 00:30:25,875
Right.

598
00:30:25,875 --> 00:30:29,504
You know, man, college ain't for me, but
I'm gonna go get this trade job and I

599
00:30:29,504 --> 00:30:31,815
mean, I can dang sure make a great living.

600
00:30:32,355 --> 00:30:32,415
Yeah.

601
00:30:32,415 --> 00:30:33,284
In the trades.

602
00:30:34,095 --> 00:30:34,455
Yeah.

603
00:30:35,565 --> 00:30:37,815
Yeah, I think those are
some really good points.

604
00:30:37,815 --> 00:30:39,315
'cause it can look a lot of ways.

605
00:30:39,315 --> 00:30:42,480
How do you capitalize on this idea
that, that home services isn't,

606
00:30:42,525 --> 00:30:45,915
isn't gonna change that it could be
vendor income, it as simple as that.

607
00:30:46,095 --> 00:30:49,905
Uh, referral fees, you know, creative
stuff like you said, your inspector

608
00:30:50,055 --> 00:30:53,325
throwing the party every month,
um, all the way up to partnering

609
00:30:53,325 --> 00:30:54,435
or owning those businesses.

610
00:30:54,435 --> 00:30:55,905
But, um, but.

611
00:30:56,715 --> 00:30:58,695
It's a ton of opportunity
there without a doubt.

612
00:30:59,205 --> 00:30:59,355
Yeah.

613
00:30:59,385 --> 00:31:02,085
Joe, lemme give you, Joe, before you
jump on one, one last thing does.

614
00:31:02,085 --> 00:31:04,965
So I know, you know, we used to
have quad track and part of the

615
00:31:04,965 --> 00:31:07,185
quad track was the vendor tracking
where we sent the business.

616
00:31:07,365 --> 00:31:08,649
Does CTE do the same thing?

617
00:31:08,649 --> 00:31:09,010
Mm-hmm.

618
00:31:09,095 --> 00:31:10,725
Do they track where you're
sending the business?

619
00:31:11,475 --> 00:31:11,715
Yep.

620
00:31:12,315 --> 00:31:13,095
Uh, I love that.

621
00:31:13,095 --> 00:31:15,585
So just, just for what,
what we're talking about.

622
00:31:17,175 --> 00:31:20,205
One of the biggest things, the two, two
biggest things that I see with real estate

623
00:31:20,205 --> 00:31:25,605
agents in 20 years of, of this and, you
know, 13, 14 years of on the coaching

624
00:31:25,605 --> 00:31:30,255
side of things now visibility into the
metrics and the numbers and the tracking.

625
00:31:30,585 --> 00:31:32,625
And we used to have a tool
called the Quad Track.

626
00:31:32,625 --> 00:31:33,945
It was great when it was spreadsheet.

627
00:31:33,945 --> 00:31:37,905
We kind of lost a lot of bit of control
when we, you know, put it up into, you

628
00:31:37,905 --> 00:31:39,825
know, drive on Google spreadsheets.

629
00:31:40,725 --> 00:31:41,595
But the tool.

630
00:31:42,000 --> 00:31:46,740
If you, if you don't have anything,
and I know exp just, um, you

631
00:31:46,740 --> 00:31:48,870
know, did the alignment with sisu.

632
00:31:48,930 --> 00:31:51,330
I haven't looked to see what it is.

633
00:31:51,330 --> 00:31:54,420
I know Sisu is a, is a fantastic software.

634
00:31:54,420 --> 00:31:58,440
It can get a little bit of
overwhelming, but from simplicity's

635
00:31:58,440 --> 00:32:00,870
sake, CTE biz to me is the tool.

636
00:32:01,470 --> 00:32:01,530
Yeah.

637
00:32:01,560 --> 00:32:06,540
Um, and what I was talking
about was, every deal you do,

638
00:32:06,600 --> 00:32:07,710
you should be able to track.

639
00:32:08,145 --> 00:32:10,305
Who you send it to, who
gets a bite of that apple.

640
00:32:10,755 --> 00:32:13,545
And we've identified over
93 different companies.

641
00:32:14,085 --> 00:32:18,405
Um, when a home transaction happens,
somebody gets a bite of that apple or

642
00:32:18,405 --> 00:32:22,065
has a potential opportunity to get a bite
of that apple from a fencing company.

643
00:32:22,455 --> 00:32:27,495
Lawn and landscape company, pool company,
you know, um, snow removal company.

644
00:32:27,975 --> 00:32:31,335
We know the big ones of
title mortgage insurance.

645
00:32:31,395 --> 00:32:35,025
Um, you know, during the process you have
appraisers, you have inspectors, you have,

646
00:32:35,355 --> 00:32:37,155
you know, title company like we said, but.

647
00:32:37,780 --> 00:32:40,720
There's so many people that get a bite
of that apple that you don't really think

648
00:32:40,720 --> 00:32:44,620
about what happens and how many people
get fed when a real estate transaction

649
00:32:44,620 --> 00:32:46,899
happens when a home is bought or sold.

650
00:32:47,409 --> 00:32:51,460
And, and so being able to build that
out is a, just a tremendous thing.

651
00:32:51,460 --> 00:32:52,270
But you gotta track it.

652
00:32:52,270 --> 00:32:54,310
You gotta see how much
business you're sending them.

653
00:32:54,310 --> 00:32:55,149
'cause you have leverage.

654
00:32:55,540 --> 00:32:58,389
So like if I'm sending, you know,
if you, if you own a carpet cleaning

655
00:32:58,389 --> 00:33:02,770
company, um, and I'm sending
you 10 deals, 10 deals a month.

656
00:33:03,945 --> 00:33:05,925
Hey, we need some help over here.

657
00:33:06,405 --> 00:33:10,395
And, and I think when, you know,
like low ticket for example,

658
00:33:10,395 --> 00:33:11,295
like carpet cleaning company.

659
00:33:11,295 --> 00:33:14,265
'cause we, 'cause that was part of the
value proposition with us on our high

660
00:33:14,265 --> 00:33:17,715
package in Lawton is that hey, we're gonna
send professional carpet cleaning in to

661
00:33:17,715 --> 00:33:22,035
get your home cleaned up, your carpet's
cleaned before you know you guys move out.

662
00:33:22,815 --> 00:33:25,245
And um, they were only
charging like a hundred bucks.

663
00:33:26,100 --> 00:33:30,810
Well, there's not much skin to be able
to give on those low, those low deals.

664
00:33:30,810 --> 00:33:33,600
So, you know, we got creative, right?

665
00:33:33,600 --> 00:33:34,680
Just like what we talked about.

666
00:33:34,740 --> 00:33:35,100
It's like, hey.

667
00:33:35,880 --> 00:33:39,570
If you guys will, you know, we have jobs
that we need, either our house personally,

668
00:33:39,570 --> 00:33:41,310
we've got some remodels or some flips.

669
00:33:41,580 --> 00:33:43,890
If we call you, can we
do, can we swap it out?

670
00:33:43,890 --> 00:33:47,310
We'll keep feeding you guys part
of our package, but we may need,

671
00:33:47,400 --> 00:33:50,460
you know, a couple dozen, you
know, cleanings ourself a year.

672
00:33:50,580 --> 00:33:51,540
Are you guys good with that?

673
00:33:51,570 --> 00:33:52,110
Like heck yeah.

674
00:33:52,110 --> 00:33:54,630
As long as you keep sending us
five, six deals on average a month.

675
00:33:54,960 --> 00:33:56,400
We got you whenever you need us.

676
00:33:56,700 --> 00:34:01,650
So that, I just, I, I keep coming back
to it because it's one of the biggest.

677
00:34:01,980 --> 00:34:06,810
Missed opportunities in the real
estate space and real estate business

678
00:34:06,810 --> 00:34:10,260
space is, um, letting people take
advantage of you without being able

679
00:34:10,260 --> 00:34:11,520
to reciprocate something in return.

680
00:34:12,300 --> 00:34:12,540
Yeah.

681
00:34:12,930 --> 00:34:13,290
Love it.

682
00:34:14,070 --> 00:34:15,870
I'm gonna give, get, uh, two more.

683
00:34:15,870 --> 00:34:19,500
One I picked because, uh,
'cause you can control it.

684
00:34:19,500 --> 00:34:22,139
And one, I picked that because
you don't need to control it.

685
00:34:22,139 --> 00:34:24,420
So next one, that's not gonna change.

686
00:34:24,690 --> 00:34:28,050
And this goes, this is, this is business
in general, not just real estate, but.

687
00:34:28,380 --> 00:34:32,370
Your, your business growth is always gonna
be, uh, limited by your personal growth.

688
00:34:32,520 --> 00:34:36,720
And so what, what you can control
in this business, in this industry,

689
00:34:37,170 --> 00:34:41,040
um, I is your development as a
leader, as a business person, as

690
00:34:41,040 --> 00:34:42,660
a marketer, like we talked about.

691
00:34:42,660 --> 00:34:47,429
I. So if you're, if you find yourself,
you know, dealing with the uncertainty

692
00:34:47,460 --> 00:34:51,870
or fear that comes out of, you know,
being an entrepreneur, um, the best

693
00:34:51,870 --> 00:34:55,620
thing that I've always done is, is
to go learn something, is get into

694
00:34:55,620 --> 00:34:57,240
a podcast or read another book.

695
00:34:57,630 --> 00:35:02,520
Um, go to an event, get coaching, get in
a, in a mastermind or mentorship program.

696
00:35:02,520 --> 00:35:05,310
So focus, focus on your growth.

697
00:35:05,310 --> 00:35:09,120
'cause your, your business is always
gonna be limited by, um, by your

698
00:35:09,120 --> 00:35:11,790
personal growth and especially
by by your leadership growth.

699
00:35:13,455 --> 00:35:14,835
I love it a hundred percent.

700
00:35:14,835 --> 00:35:15,165
Right.

701
00:35:15,225 --> 00:35:18,915
You know, my belief, I just don't believe
you can coach and lead another human until

702
00:35:18,915 --> 00:35:20,385
you can coach or lead yourself first.

703
00:35:20,385 --> 00:35:23,685
And, and, um, you know, the size of your
business is in direct proportion to the

704
00:35:23,685 --> 00:35:25,275
size of your leadership capabilities.

705
00:35:25,875 --> 00:35:25,965
Yeah.

706
00:35:25,995 --> 00:35:29,415
And, um, when you get that,
then you're like, shit, I gotta

707
00:35:29,415 --> 00:35:30,765
grow for my business to grow.

708
00:35:30,945 --> 00:35:33,885
And that's, that's where
you'll see the biggest jump.

709
00:35:34,305 --> 00:35:35,565
And that won't ever change.

710
00:35:35,835 --> 00:35:37,035
That will never change.

711
00:35:37,065 --> 00:35:39,915
Um, and I, I love that
you, you pointed that out.

712
00:35:39,915 --> 00:35:41,685
That's, uh, really, really important.

713
00:35:41,685 --> 00:35:42,630
I. Yeah.

714
00:35:43,170 --> 00:35:46,830
And then last one here that I hope
is just encouraging for people.

715
00:35:46,950 --> 00:35:50,940
So we've been thinking about, um,
hearing about, talking about everything

716
00:35:50,940 --> 00:35:54,630
that's, that's changing interest
rates up, affordability issues.

717
00:35:55,080 --> 00:35:56,925
Um, we've got, you know, I.

718
00:35:57,029 --> 00:36:01,740
Fake financial guru gurus and real
estate investor gurus all over social

719
00:36:01,740 --> 00:36:03,270
media saying, don't buy a house.

720
00:36:03,270 --> 00:36:06,899
And these stats about, you
know, millennials or, or new

721
00:36:06,899 --> 00:36:08,759
generations not wanting homes.

722
00:36:09,089 --> 00:36:11,759
The, the data just doesn't
support that, that people don't

723
00:36:11,759 --> 00:36:13,109
want to own homes anymore.

724
00:36:13,379 --> 00:36:16,319
So we've got somewhere in the
ballpark of 60% of House of

725
00:36:16,319 --> 00:36:17,464
households who own their homes.

726
00:36:18,134 --> 00:36:22,845
In the most recent study I saw, uh,
it was 47, so almost 50% of renters

727
00:36:22,845 --> 00:36:26,865
wanted to own a home, so that if we
put that together, was that 8, 8 80

728
00:36:26,865 --> 00:36:32,355
plus percent of, uh, 80 plus percent
of people want to own a home now?

729
00:36:32,415 --> 00:36:32,835
Yeah.

730
00:36:32,924 --> 00:36:34,395
The, the.

731
00:36:35,115 --> 00:36:37,875
The number of people who think they
might not be able to ever get a home.

732
00:36:37,935 --> 00:36:40,875
That number is going up a lot and
we're gonna have to deal with that as a

733
00:36:40,875 --> 00:36:42,825
country, as an economy, as an industry.

734
00:36:43,275 --> 00:36:46,785
But the idea that people don't
want to own homes anymore, there's

735
00:36:46,785 --> 00:36:48,195
just no data to support that.

736
00:36:48,195 --> 00:36:50,685
There's just some loud people on
social media saying you should

737
00:36:50,685 --> 00:36:53,715
always rent your primary residence,
which I think is nonsense.

738
00:36:54,045 --> 00:36:57,525
So, you know, if we're worried about
our industry or, or your, you know, your

739
00:36:57,525 --> 00:36:59,295
business over the next five years here.

740
00:36:59,895 --> 00:37:01,095
I don't think you need to be.

741
00:37:01,185 --> 00:37:02,385
I think we're gonna figure it out.

742
00:37:02,505 --> 00:37:04,185
Uh, interest rates, sure.

743
00:37:04,215 --> 00:37:05,535
They're gonna go up and down.

744
00:37:05,895 --> 00:37:10,125
Um, you know, uh, affordability's
a problem that we're gonna have

745
00:37:10,125 --> 00:37:12,105
to solve as a country for sure.

746
00:37:12,225 --> 00:37:15,195
Inventory's a problem we're gonna
have to solve, but, but people want

747
00:37:15,195 --> 00:37:18,225
homes and I don't think that's, I
don't think that's gonna change ever.

748
00:37:18,230 --> 00:37:21,135
Yeah, I agree a hundred percent.

749
00:37:21,855 --> 00:37:23,055
No, I mean, that's fantastic.

750
00:37:23,055 --> 00:37:23,835
I love that list.

751
00:37:23,835 --> 00:37:28,035
So, you know, what we're, what we're
saying, just kind of recap that.

752
00:37:28,545 --> 00:37:32,355
You look at real estate moving into the
future, we're we're focused on building

753
00:37:32,355 --> 00:37:35,745
our strategy, our game plan around
the things that we know won't change.

754
00:37:36,345 --> 00:37:37,515
We know that.

755
00:37:38,175 --> 00:37:41,535
Real estate will always come
down to a decision of trust.

756
00:37:41,805 --> 00:37:43,875
Um, even agents coming in.

757
00:37:43,875 --> 00:37:47,295
Do I trust you to help me
accomplish what I'm wanting to

758
00:37:47,295 --> 00:37:49,005
accomplish, accomplish my goals?

759
00:37:49,395 --> 00:37:54,015
If not, if I don't believe
that, that you can, um.

760
00:37:54,320 --> 00:37:58,430
If I don't trust that you can,
then I'm not gonna move forward

761
00:37:58,430 --> 00:37:59,600
and do business with you.

762
00:38:00,140 --> 00:38:01,280
The local expertise.

763
00:38:01,280 --> 00:38:02,030
I love that.

764
00:38:02,090 --> 00:38:05,030
I mean, we touched on, you know,
even to the next one, the, the

765
00:38:05,030 --> 00:38:08,900
best marketer always wins and
I think they go hand in hand.

766
00:38:08,900 --> 00:38:12,200
One, you gotta have the knowledge and the
data to be able to support it and being

767
00:38:12,200 --> 00:38:14,810
able to tell, tell the story emotionally.

768
00:38:15,240 --> 00:38:19,379
Tied back with logic, and I think
part of that best marketer wins

769
00:38:19,379 --> 00:38:21,660
is also the ability to tell story.

770
00:38:21,660 --> 00:38:21,720
Yeah.

771
00:38:22,410 --> 00:38:25,529
Um, I think from a marketing
perspective, I think the direction

772
00:38:25,529 --> 00:38:29,399
and, and here's, here's one thing that
we know to be true story has existed.

773
00:38:30,600 --> 00:38:30,990
Forever.

774
00:38:31,529 --> 00:38:35,460
And like everything is, is
told in through a story format.

775
00:38:35,460 --> 00:38:36,930
Being able to tell a great story.

776
00:38:37,410 --> 00:38:40,620
That'll never change in, in kind of the
marketing things, but being able to tell

777
00:38:40,620 --> 00:38:45,390
a great story with local expertise, you're
so spot on because, um, we always tell

778
00:38:45,390 --> 00:38:50,520
younger agents if you, you don't have
that authority or credibility yet, then

779
00:38:50,520 --> 00:38:53,250
you better be able to answer the question
like you said, oh, you're in real estate.

780
00:38:53,250 --> 00:38:54,330
Hey, hey, how's the market?

781
00:38:54,330 --> 00:38:54,480
Right?

782
00:38:54,480 --> 00:38:55,529
That's just a general.

783
00:38:56,580 --> 00:38:58,770
Let me be, let, let, let's kind
of just get a conversation.

784
00:38:58,775 --> 00:39:01,410
I, I mean, I don't really care,
but let's, let me, let me ask you

785
00:39:01,770 --> 00:39:04,800
where you can get me is being able
to tell the story of the market.

786
00:39:04,800 --> 00:39:08,550
Like you said, you know, home prices
are here year over date compared to

787
00:39:08,550 --> 00:39:12,360
this time last year, inventory, days
on market, average sales price is up.

788
00:39:12,360 --> 00:39:14,790
Lists list take to, you know, lists sold.

789
00:39:14,790 --> 00:39:17,070
Price we're seeing is starting
to Holter a little bit.

790
00:39:17,070 --> 00:39:20,040
We're starting to see pending
ratio go a little bit this way.

791
00:39:20,720 --> 00:39:24,805
People are gonna be like, okay,
all right kid, you, you, yeah.

792
00:39:24,805 --> 00:39:26,149
You know what you're talking about.

793
00:39:26,209 --> 00:39:26,629
You know?

794
00:39:27,049 --> 00:39:30,049
Um, and so the local
expertise I think is great.

795
00:39:30,830 --> 00:39:34,759
Mirrored partnered with the best
marketer and then, you know,

796
00:39:35,240 --> 00:39:38,270
home service companies, home
maintenance will always be an issue.

797
00:39:38,629 --> 00:39:43,069
Um, our personal development, personal
growth, and then, um, you know,

798
00:39:43,069 --> 00:39:47,390
really not losing sight that people
actually do want to own a home.

799
00:39:48,319 --> 00:39:48,859
Really good.

800
00:39:49,859 --> 00:39:50,310
Really good.

801
00:39:51,930 --> 00:39:53,490
There's probably a bunch more, right?

802
00:39:53,495 --> 00:39:55,379
That, that I haven't thought of quick.

803
00:39:55,410 --> 00:39:58,680
So, you know, put, I would challenge
people as, as you're thinking about

804
00:39:58,680 --> 00:40:01,560
your business and strategy, put some
thought into that and may, and maybe

805
00:40:01,560 --> 00:40:05,160
there might be things in your market
specifically that are unlikely to change.

806
00:40:05,595 --> 00:40:08,595
Um, that can be big
opportunities for you too.

807
00:40:08,715 --> 00:40:12,495
Um, you know, specifically we've
got a lot of different types of

808
00:40:12,495 --> 00:40:16,005
markets in our country, so a lot of
different types of opportunities too.

809
00:40:17,265 --> 00:40:17,775
Yeah.

810
00:40:17,775 --> 00:40:20,565
And I think that's going back to the
local expertise, knowing your market,

811
00:40:20,565 --> 00:40:21,855
knowing, knowing what they want.

812
00:40:23,055 --> 00:40:29,385
I think the biggest thing too,
um, most buyers and sellers, I

813
00:40:29,385 --> 00:40:31,305
think right now are the half twos.

814
00:40:32,850 --> 00:40:35,340
The real motivation has
to be there at this point.

815
00:40:35,640 --> 00:40:42,180
And so I, you know, I come back to,
you know, are you a vitamin company

816
00:40:42,180 --> 00:40:44,070
or are you a painkiller company?

817
00:40:45,630 --> 00:40:48,720
And vitamin vitamins are essential.

818
00:40:48,720 --> 00:40:50,250
We know how important they are.

819
00:40:50,910 --> 00:40:56,280
But one thing I know to be true with
vitamins is that if you ain't got no

820
00:40:56,280 --> 00:40:57,690
money, you ain't buying no vitamins.

821
00:40:58,860 --> 00:41:00,750
Um, and.

822
00:41:01,185 --> 00:41:05,384
If things are tight and things are in
a struggle, you ain't buying vitamins.

823
00:41:06,375 --> 00:41:09,495
And if you're not disciplined
enough and you make it easy to

824
00:41:09,495 --> 00:41:12,884
where they're always in front of
you, you're not buying vitamins.

825
00:41:13,365 --> 00:41:18,615
So if we know that to be true, one
thing that we know won't change is

826
00:41:18,615 --> 00:41:23,294
that people will run through red
lights and brick walls to remove paint.

827
00:41:24,615 --> 00:41:26,385
You're better off being a pain killer.

828
00:41:26,445 --> 00:41:28,425
So how can you solve people's pain?

829
00:41:28,425 --> 00:41:30,645
And this goes back to the marketer,
and this will never change,

830
00:41:31,455 --> 00:41:33,675
is people only buy results.

831
00:41:34,515 --> 00:41:35,205
Think about that.

832
00:41:36,045 --> 00:41:40,365
Like you go get a pack of gum for a reason
or a reason, you're looking for a result.

833
00:41:40,425 --> 00:41:42,555
You're trying to solve
something with that pack of gum.

834
00:41:43,605 --> 00:41:49,995
You have a pain in your, uh, where,
where you're trying to live, um, or.

835
00:41:50,325 --> 00:41:54,315
Trying not to live, trying
to remove a financial burden.

836
00:41:55,305 --> 00:42:00,044
Um, I think that's another thing that
we know will never change, is that

837
00:42:00,044 --> 00:42:04,065
people, people have, uh, have pains
and they're trying to remove it.

838
00:42:04,904 --> 00:42:06,435
And can you solve it?

839
00:42:06,825 --> 00:42:08,805
Can you remove that pain for them?

840
00:42:09,404 --> 00:42:11,504
Um, you know, Tony Robbins talks
about it all the time, right?

841
00:42:11,504 --> 00:42:15,105
People are, are, are more likely
to move, you know, away from

842
00:42:15,105 --> 00:42:16,424
pain than towards pleasure.

843
00:42:16,515 --> 00:42:16,605
Mm-hmm.

844
00:42:17,145 --> 00:42:19,515
And so as you're building your
business and your strategy.

845
00:42:20,055 --> 00:42:23,145
I think you're better off building
a business plan and a strategy

846
00:42:23,145 --> 00:42:25,215
around solving people's pain points.

847
00:42:25,875 --> 00:42:25,965
Yeah.

848
00:42:26,910 --> 00:42:27,210
Love it.

849
00:42:28,320 --> 00:42:28,620
Yeah.

850
00:42:28,770 --> 00:42:29,220
Massive.

851
00:42:29,880 --> 00:42:30,390
No, brother.

852
00:42:30,390 --> 00:42:32,130
I, I mean, so good.

853
00:42:32,220 --> 00:42:37,200
Um, and, and such a great concept and,
and definitely for some, you know, folks

854
00:42:37,200 --> 00:42:42,810
to be thinking about with their business
planning, um, their, their life planning.

855
00:42:43,470 --> 00:42:47,845
I think that's another important
aspect that, um, you know, don't.

856
00:42:48,189 --> 00:42:53,020
Just create, um, a game plan and a
strategy for your business, but also

857
00:42:53,020 --> 00:42:56,109
be thinking about, you know, a game
plan and a strategy for your life.

858
00:42:56,680 --> 00:42:59,919
I like to keep it simple, you know,
health, wealth and relationships,

859
00:42:59,919 --> 00:43:02,710
you know, wealth business,
business development, using real

860
00:43:02,710 --> 00:43:05,350
estate, like you said, to provide.

861
00:43:05,920 --> 00:43:08,650
The cash flow necessary to
go invest into these other

862
00:43:08,650 --> 00:43:10,360
opportunities to help build wealth.

863
00:43:11,140 --> 00:43:16,570
Um, but what is, what is the game plan
moving into 25 for your relationships

864
00:43:16,570 --> 00:43:21,820
and moving into, um, 25 for, for
your health, you know, relationships.

865
00:43:22,400 --> 00:43:24,200
Others, but relationships with yourself.

866
00:43:24,680 --> 00:43:28,430
And that one thing we know will never
change is, is personal development.

867
00:43:28,580 --> 00:43:30,529
What are you doing to become
the best version of you?

868
00:43:30,770 --> 00:43:33,290
Who do you have to become to
be able to build the business

869
00:43:33,290 --> 00:43:34,190
that you're wanting to build?

870
00:43:34,759 --> 00:43:37,220
And, and, and on the health
side of things, right?

871
00:43:37,250 --> 00:43:40,910
Not only the physical, but also
the mental health side of things.

872
00:43:40,910 --> 00:43:43,610
And a lot of the things that was
kind of mentioning with Jake,

873
00:43:43,640 --> 00:43:46,759
Jacob Newton is his name, and, um.

874
00:43:47,430 --> 00:43:50,610
You know, just putting a lot of a
lot of work, and that's what he said,

875
00:43:50,610 --> 00:43:54,810
you know, man, it wasn't until I knew
I needed a million dollar mindset.

876
00:43:55,335 --> 00:43:56,505
Did my life change?

877
00:43:56,835 --> 00:43:58,545
And that's so true for all of us.

878
00:43:58,665 --> 00:44:01,995
Um, and, and really making that,
that development, you know, Jim Rohn,

879
00:44:02,085 --> 00:44:03,765
you know, uh, Darren Hardy, right?

880
00:44:03,765 --> 00:44:05,145
They, they, they talk about it.

881
00:44:05,205 --> 00:44:09,435
Um, you know, Tony Robbins all from
that same school, you know, what is,

882
00:44:09,465 --> 00:44:12,825
what is the budget allocation for,
for your personal development for 25?

883
00:44:13,160 --> 00:44:14,870
You know, Jim RoHS 10%, right?

884
00:44:14,870 --> 00:44:15,920
That was his rule of thumb.

885
00:44:15,950 --> 00:44:19,310
If you wanna make a million dollars, then
you better be investing a hundred K into

886
00:44:19,310 --> 00:44:23,660
your personal development in order for
that million in revenue to be, to be true.

887
00:44:24,500 --> 00:44:30,740
Um, and so that has to be a line item,
I think in your, in your budget, in your

888
00:44:30,740 --> 00:44:33,845
financials going into, into the future.

889
00:44:34,370 --> 00:44:37,070
Um, because this is what, what you
said, that's one thing that won't

890
00:44:37,070 --> 00:44:39,320
change is your personal development.

891
00:44:42,390 --> 00:44:43,500
What are you excited about?

892
00:44:43,560 --> 00:44:47,220
So, we talked about some things that
won't change, but what, what are

893
00:44:47,220 --> 00:44:53,279
we excited about, um, moving into
this, this last half of the decade?

894
00:44:55,110 --> 00:44:58,770
I'll give a, I'll give a a, a
couple, so zoom in all the way in.

895
00:44:59,220 --> 00:44:59,700
Um.

896
00:45:00,210 --> 00:45:03,720
I'm really excited about exp. This is
the best place to be in the industry.

897
00:45:03,840 --> 00:45:05,700
Uh, I don't sell real estate actively.

898
00:45:06,060 --> 00:45:09,060
Um, I don't recruit very much right now.

899
00:45:09,060 --> 00:45:12,540
I still have my license at exp,
but I. Um, if you look at the way

900
00:45:12,540 --> 00:45:17,700
exp has navigated 2024, um, head
and shoulders above the rest of the

901
00:45:17,700 --> 00:45:21,779
industry from a thought leadership,
but then from a, uh, putting practical

902
00:45:21,779 --> 00:45:23,850
tools in the hands of our, our agents.

903
00:45:23,850 --> 00:45:28,830
So, um, so if you're at exp, I'd be
excited that you're at exp and if you're

904
00:45:28,830 --> 00:45:31,980
thinking about what agent attraction
looks like over the next five years.

905
00:45:32,510 --> 00:45:36,260
You're gonna have a lot of things to
point to for why people need to come

906
00:45:36,260 --> 00:45:39,770
join us at exp. So I'd be excited
about that and I am excited about it.

907
00:45:40,160 --> 00:45:43,280
Um, you know what, uh, what
Glen's done, what Leo's done,

908
00:45:43,400 --> 00:45:45,980
um, this year is, is spectacular.

909
00:45:45,980 --> 00:45:47,090
And that's not gonna stop.

910
00:45:47,540 --> 00:45:50,870
We, we talk about, uh, a lot
of the copycat brokerages.

911
00:45:51,390 --> 00:45:55,980
Um, don't understand why decisions
are made at a deep enough level, and

912
00:45:55,980 --> 00:45:57,660
that's why they can't really copy.

913
00:45:57,660 --> 00:46:01,170
They can copy the business model, but
they, they, they'll never be out front

914
00:46:01,170 --> 00:46:04,710
because they don't really understand
why, because people like Glenn and

915
00:46:04,710 --> 00:46:06,960
Leo are making decisions on their own.

916
00:46:07,170 --> 00:46:08,490
They're not copying anybody.

917
00:46:08,880 --> 00:46:11,280
Um, so we're gonna keep
leading because of that.

918
00:46:11,280 --> 00:46:14,100
So I'm really excited about being
at exp and what exp is gonna

919
00:46:14,100 --> 00:46:15,300
do over the next five years.

920
00:46:16,814 --> 00:46:20,924
And then I'm, I'm really excited
about, uh, I'm, I'm really excited

921
00:46:20,924 --> 00:46:25,515
about, uh, working with you on our
boardroom project, which is really cool.

922
00:46:25,845 --> 00:46:28,305
Um, kind of a combined coaching
effort that we're doing.

923
00:46:28,334 --> 00:46:29,955
And then, you know, I, I've been at, uh.

924
00:46:30,600 --> 00:46:34,620
Sphere Rocket for the last couple years
and, um, just, just last month opened

925
00:46:34,620 --> 00:46:38,850
up, um, my own business Growth Centric,
which is a fractional executive company

926
00:46:38,850 --> 00:46:40,620
for million dollar real estate team.

927
00:46:40,620 --> 00:46:45,180
So I'm excited about getting more directly
back into real estate, uh, working with

928
00:46:45,390 --> 00:46:49,410
successful teams on putting the, the
right pieces in place to really scale up.

929
00:46:50,250 --> 00:46:52,200
Yeah, I I, I am too.

930
00:46:52,200 --> 00:46:53,129
I'm so excited.

931
00:46:53,129 --> 00:46:57,839
You know, um, just, just timing of things
and, and you, you know, our project.

932
00:46:58,029 --> 00:47:02,319
You know, together with, with, with
boardroom and, um, board members

933
00:47:02,319 --> 00:47:06,160
and, and, um, you know, the, the, the
fractional, you know, coaching to be

934
00:47:06,160 --> 00:47:10,150
able to go a little bit, you know,
layers deeper that, you know, typical

935
00:47:10,150 --> 00:47:12,100
coaching subscriptions don't allow for.

936
00:47:12,370 --> 00:47:17,650
Um, and, and it's the, it's the real,
um, you know, struggle that I even have

937
00:47:17,680 --> 00:47:19,720
on, on, on the coaching side of things.

938
00:47:19,870 --> 00:47:23,650
And it's just the execution
and it's just the way coaching.

939
00:47:23,905 --> 00:47:24,895
Models work.

940
00:47:24,955 --> 00:47:28,705
You just don't have time to go as deep
as you would, as you would genuinely,

941
00:47:28,705 --> 00:47:31,735
you know, hope or, or like to do.

942
00:47:32,245 --> 00:47:37,375
Um, so being able to, to create, you
know, just a different, um, a different,

943
00:47:37,735 --> 00:47:41,425
you know, offer a different model, a
different structure to be able to do that.

944
00:47:41,425 --> 00:47:45,205
And, you know, to your point
with exp, uh, you know, I, I

945
00:47:45,205 --> 00:47:47,155
agree a hundred percent with you.

946
00:47:47,245 --> 00:47:51,805
Um, I'm also grateful for real,
and the reason I say that is,

947
00:47:52,285 --> 00:47:53,635
you know, Coke needs Pepsi.

948
00:47:54,165 --> 00:47:55,125
Pepsi needs Coke.

949
00:47:55,154 --> 00:47:55,215
Yeah.

950
00:47:55,455 --> 00:47:59,145
Um, you've gotta have, you know,
the people that are pushing

951
00:47:59,145 --> 00:48:01,395
you to continue to evolve.

952
00:48:01,695 --> 00:48:08,025
Um, you know, if there was no real, if
there was no, you know, um, LPT, no, no

953
00:48:08,025 --> 00:48:11,174
other, um, um, whatever, what is there?

954
00:48:11,745 --> 00:48:15,765
Couple dozen, you know, similar,
you know, models out there.

955
00:48:16,545 --> 00:48:17,205
If, if.

956
00:48:17,730 --> 00:48:18,960
They weren't there.

957
00:48:19,050 --> 00:48:25,890
It doesn't push you to continue to,
to evolve and, and stay agile and,

958
00:48:25,890 --> 00:48:30,330
and really, um, keep, keep growing.

959
00:48:30,510 --> 00:48:34,620
You know, you fall into a complacency
when you don't have that pushing you

960
00:48:35,310 --> 00:48:40,200
and you know, you still have the legacy
brands and I think the legacy brands

961
00:48:40,200 --> 00:48:41,820
will still be legacy until they're not.

962
00:48:42,150 --> 00:48:45,540
I think they'll sunset, meaning I think.

963
00:48:45,885 --> 00:48:48,105
They'll just kind of fade out over time.

964
00:48:48,495 --> 00:48:51,885
Um, I think there might be
some acquisition of assets

965
00:48:51,915 --> 00:48:53,115
inside of their database.

966
00:48:53,115 --> 00:48:55,485
Systems, processes, tools, technologies.

967
00:48:56,175 --> 00:48:58,305
But definitely the direction.

968
00:48:58,365 --> 00:49:03,705
I mean, EXPs definitely out at the
forefront, but I'm also grateful

969
00:49:03,705 --> 00:49:06,285
for these other companies because
if not, they're not gonna push Glen.

970
00:49:06,285 --> 00:49:09,105
They're not gonna push the
Leos, the leadership of of,

971
00:49:09,195 --> 00:49:10,815
of that, of this company.

972
00:49:11,295 --> 00:49:12,675
We need the competition.

973
00:49:13,154 --> 00:49:13,515
Right.

974
00:49:13,515 --> 00:49:18,165
We need healthy competition to be
able to, you know, continue for

975
00:49:18,165 --> 00:49:21,944
us to, to becoming and evolving
the best versions of ourselves.

976
00:49:21,944 --> 00:49:23,955
And so that's what I'm grateful for.

977
00:49:24,105 --> 00:49:27,555
I'm grateful for, you know, this the,
the industry and the direction, but

978
00:49:27,555 --> 00:49:31,515
the companies and the talent and the
leadership that's pushing each other

979
00:49:31,515 --> 00:49:34,575
to be the best that we possibly can be.

980
00:49:35,279 --> 00:49:38,970
Um, you know, we've talked about, you
know, book recommendations and choose

981
00:49:38,970 --> 00:49:43,319
your enemies wisely, and it's, it,
it's that critical component, right?

982
00:49:43,319 --> 00:49:47,850
You gotta have a worthy enemy that's
gonna keep your fire lit. But you

983
00:49:47,850 --> 00:49:51,840
also gotta have healthy competition
to, to, to balance yourself and, and,

984
00:49:51,840 --> 00:49:53,220
and mirror yourself against, right?

985
00:49:53,220 --> 00:49:57,840
Like, if we were saying, well, our
competition is the legacy brands, how

986
00:49:57,840 --> 00:49:59,430
complacent do you think we'll become?

987
00:49:59,549 --> 00:49:59,970
Right?

988
00:50:00,390 --> 00:50:00,450
Yeah.

989
00:50:00,450 --> 00:50:04,110
But we've had these other companies
that are continuing for us to, to look

990
00:50:04,110 --> 00:50:07,290
at our rev share models, to look at our
stock options, to look at, you know,

991
00:50:07,290 --> 00:50:10,740
the technology, to look at the tools,
to look at the things that we provide.

992
00:50:11,395 --> 00:50:13,405
The value in the value proposition.

993
00:50:14,065 --> 00:50:17,035
It just doesn't happen if you just
don't have healthy competition.

994
00:50:17,065 --> 00:50:21,805
And so I'm, I'm, I'm really grateful
for that because if not, who knows

995
00:50:21,835 --> 00:50:24,115
where this company would would've Yeah.

996
00:50:24,115 --> 00:50:25,465
Become stagnant too.

997
00:50:25,495 --> 00:50:26,875
So it's really cool to see.

998
00:50:27,265 --> 00:50:30,745
Um, and, uh, yeah, I, I don't think.

999
00:50:31,095 --> 00:50:34,605
This, this model is going to
change going into the future.

1000
00:50:34,605 --> 00:50:35,385
I think it is.

1001
00:50:35,385 --> 00:50:37,845
I think it is the model of the future.

1002
00:50:37,845 --> 00:50:40,605
And you go back to, you know,
the book, um, you know, the

1003
00:50:40,605 --> 00:50:42,165
future is faster than you think.

1004
00:50:42,435 --> 00:50:45,645
Um, I don't know if you, if you
remember, you know, diamantes and

1005
00:50:45,645 --> 00:50:52,125
Colter and, um, one other that was a
part of that, um, trio of books, right?

1006
00:50:52,125 --> 00:50:53,175
Abundance was one of them.

1007
00:50:53,175 --> 00:50:57,075
But the future is faster than you think
was the, was the trilogy that came out.

1008
00:50:57,885 --> 00:51:00,015
And most people, if, if
you remember the book.

1009
00:51:01,095 --> 00:51:03,825
The book came out at the end of 19.

1010
00:51:05,174 --> 00:51:05,415
Hmm.

1011
00:51:06,105 --> 00:51:13,964
And, um, what happened in 2020 and
what happened was you look at kind

1012
00:51:13,964 --> 00:51:16,634
of the, you know, the far fetching
stories that they tell Right.

1013
00:51:16,634 --> 00:51:20,145
You know, the flying cars and things
and how close we were and where

1014
00:51:20,145 --> 00:51:21,404
they were modeling things out.

1015
00:51:21,404 --> 00:51:26,355
And obviously big government's gonna,
you know, squash some of that stuff and.

1016
00:51:27,870 --> 00:51:30,569
They talked about real estate and
they talked about only one company

1017
00:51:30,569 --> 00:51:35,279
in that book, and this was released
in 19, right at the end of 19, they

1018
00:51:35,279 --> 00:51:36,870
talked about one real estate company.

1019
00:51:37,470 --> 00:51:42,720
They talked about exp and you know,
you look at what's happened over the,

1020
00:51:42,720 --> 00:51:47,550
the last five years and you know, the
pandemic really just collapsed time.

1021
00:51:47,610 --> 00:51:49,200
That's the only thing I think it did.

1022
00:51:49,230 --> 00:51:51,810
It unlocked the global workforce
and collapsed time, and it

1023
00:51:51,810 --> 00:51:53,250
collapsed time with technology.

1024
00:51:53,970 --> 00:51:55,380
And you really look at.

1025
00:51:55,750 --> 00:51:58,960
It's worth going back and listening
to that little section of that

1026
00:51:58,960 --> 00:52:02,589
book where they talk about, you
know, the, the evolution and change

1027
00:52:02,595 --> 00:52:06,100
and, and the direction and what
they talked about in real estate.

1028
00:52:06,100 --> 00:52:10,299
It's exp So it was really cool to see,
to see that and see what's played out.

1029
00:52:10,839 --> 00:52:14,140
Um, you know, over, you know,
first half of this decade.

1030
00:52:15,300 --> 00:52:16,710
Pretty, pretty, pretty amazing.

1031
00:52:16,710 --> 00:52:18,930
Pretty cool brother.

1032
00:52:18,930 --> 00:52:20,430
I appreciate you so much.

1033
00:52:20,520 --> 00:52:25,560
Uh, what a way to kind of wrap up, you
know, 2024 from, you know, the podcast

1034
00:52:25,860 --> 00:52:29,460
episodes and especially here at Expert
Mentors and, you know, we're not slowing

1035
00:52:29,460 --> 00:52:34,860
down 279 episodes of expert Mentors,
incredible conversations, you know, over

1036
00:52:34,860 --> 00:52:39,270
the last timeframe, you know, for that,
for that run, for this run to be possible.

1037
00:52:39,270 --> 00:52:39,450
And.

1038
00:52:40,645 --> 00:52:42,235
We've already got January lined up.

1039
00:52:42,475 --> 00:52:46,075
Obviously we'll be kicking the year off
as we always do in January with Gogo.

1040
00:52:46,195 --> 00:52:50,395
Uh, she kind of gives us the state of,
you know, things going into the new year.

1041
00:52:50,395 --> 00:52:53,215
So this will be our fourth or fifth
year kicking, kicking, uh, the new

1042
00:52:53,215 --> 00:52:55,405
year off with expert mentors with her.

1043
00:52:55,885 --> 00:53:00,415
Uh, we've got, uh, you know, the one
and only Tina call, um, in January.

1044
00:53:00,415 --> 00:53:03,175
We've got a lot of other,
um, you know, great.

1045
00:53:03,645 --> 00:53:07,965
True, you know, mentors and expert
mentors, and really what this whole

1046
00:53:08,535 --> 00:53:12,765
expert mentor series is, has been all
about, and it's just about people that,

1047
00:53:12,945 --> 00:53:17,415
that want to, to jump in and give,
you know, just like yourself today.

1048
00:53:17,445 --> 00:53:21,285
And so, I appreciate you brother
jumping in, uh, really focusing, uh,

1049
00:53:21,495 --> 00:53:24,825
f you know, having us focus in on the
things that we know won't change, um,

1050
00:53:24,885 --> 00:53:26,295
into the second half of the decade.

1051
00:53:27,435 --> 00:53:27,645
Yeah.

1052
00:53:27,915 --> 00:53:28,185
Love it.

1053
00:53:28,185 --> 00:53:28,815
Anytime.

1054
00:53:28,815 --> 00:53:29,745
I love being here with you.

1055
00:53:30,180 --> 00:53:30,660
Awesome, brother.

1056
00:53:30,660 --> 00:53:31,799
I appreciate you guys.

1057
00:53:32,040 --> 00:53:32,759
Appreciate you.

1058
00:53:32,940 --> 00:53:36,690
Um, you know, run through the finish,
you know, finish like a champion.

1059
00:53:36,690 --> 00:53:40,049
Don't, uh, take your foot off the gas
and uh, really build that positive

1060
00:53:40,049 --> 00:53:41,520
momentum heading into the new year.

1061
00:53:42,029 --> 00:53:43,379
And, uh, we'll see you guys soon.

1062
00:53:43,649 --> 00:53:44,129
Thanks brother.

1063
00:53:45,330 --> 00:53:46,410
That's a wrap for today.

1064
00:53:46,980 --> 00:53:48,839
I hope you got something
valuable from this episode.

1065
00:53:49,080 --> 00:53:52,049
If you did, hit follow and
visit John kitchens.coach for

1066
00:53:52,049 --> 00:53:53,640
more ways we can work together.

1067
00:53:54,240 --> 00:53:55,200
See you on the next episode.