1
00:00:00,810 --> 00:00:03,780
Seven figure success starts when
you start thinking like a CEO.

2
00:00:03,990 --> 00:00:06,780
Welcome to the John Kitchens
Coach podcast experience.

3
00:00:06,810 --> 00:00:08,310
This is your host John Kitchens.

4
00:00:08,880 --> 00:00:11,280
Get ready to think bigger and
transform your business into

5
00:00:11,280 --> 00:00:12,960
a path to lasting freedom.

6
00:00:18,180 --> 00:00:18,870
What's happening, brother?

7
00:00:19,440 --> 00:00:21,210
What's up man?

8
00:00:21,600 --> 00:00:22,800
You know, it's, uh.

9
00:00:24,105 --> 00:00:25,995
It's been, it's been interesting
and it's kind of cool.

10
00:00:26,025 --> 00:00:29,235
It's kind of cool because you're starting
to see a lot of people you know right now.

11
00:00:29,235 --> 00:00:32,745
Obviously gearing up holiday
season, no, kind of the crunch.

12
00:00:32,775 --> 00:00:36,075
We're running out of daylight for 2025.

13
00:00:36,075 --> 00:00:40,005
I mean, got, you know, uh,
maybe a good seven 10 day.

14
00:00:40,035 --> 00:00:41,205
So, uh, threw it out.

15
00:00:41,205 --> 00:00:42,795
A couple people today, I said, you know.

16
00:00:43,515 --> 00:00:46,245
Why don't you guys run a a
seven 10 day challenge, right?

17
00:00:46,245 --> 00:00:51,795
Just, just run something hardcore to
keep that final push, you know, going

18
00:00:51,795 --> 00:00:58,125
into that 45 day holiday side of things
and, um, you know, just kind of, kind

19
00:00:58,125 --> 00:01:01,755
of thinking through kind of where,
where we're at and, and thinking about

20
00:01:01,755 --> 00:01:03,255
26 and thinking about the future.

21
00:01:03,375 --> 00:01:06,075
And you and I have talked
about this a lot in that.

22
00:01:07,710 --> 00:01:10,800
Obviously last week we talked about,
you know, kind of the clarity compass

23
00:01:10,800 --> 00:01:15,480
of, of reality, but also the destination
of where it is we want to go.

24
00:01:16,020 --> 00:01:19,290
You and I have been talking a lot
about, you know, kind of the concept

25
00:01:19,290 --> 00:01:23,100
of Benjamin Hardy's, the science
of scaling impossible goal with an

26
00:01:23,100 --> 00:01:28,350
impossible timeline and, and really
making sure that we're raising the floor.

27
00:01:28,785 --> 00:01:32,475
And then understanding, you know, what
we need to give attention to, but more

28
00:01:32,475 --> 00:01:36,855
importantly, what do we need to avoid,
which is kind of what Signal and noise,

29
00:01:37,455 --> 00:01:40,815
and avoid the noise and focus on the
things that's gonna keep us above the

30
00:01:40,815 --> 00:01:45,075
floor in pursuit of the impossible
goal and the impossible timeline.

31
00:01:45,525 --> 00:01:49,245
What other, what other thoughts are you
kind of thinking about as we're, you

32
00:01:49,245 --> 00:01:52,785
know, a lot of folks are in the planning
phase, thinking about the new year.

33
00:01:53,580 --> 00:01:56,039
What are, what are some things that,
that, that you're thinking about,

34
00:01:56,039 --> 00:01:59,610
but you're also conveying the message
that you've gotta be top of mind and

35
00:01:59,610 --> 00:02:03,535
aware of as we're, we're thinking
about, you know, 26 and beyond.

36
00:02:04,830 --> 00:02:06,150
Yeah, it, it, it's funny.

37
00:02:06,150 --> 00:02:11,250
I am like, man, I'm staying home with
like these steps that we're talking about

38
00:02:11,250 --> 00:02:15,510
here with Clarity Compass, with chart, the
course, like it's all the, these things

39
00:02:15,510 --> 00:02:18,420
that we're talking about, it kind of in
this series we're doing right now are so

40
00:02:18,420 --> 00:02:25,350
foundational that I'm, I'm bringing my
clients back to them constantly right now.

41
00:02:25,350 --> 00:02:25,410
Yeah.

42
00:02:25,470 --> 00:02:27,360
It, it's kind of a,
it's a version of like.

43
00:02:28,560 --> 00:02:31,230
Stick to the fundamentals,
be brilliant with the basics.

44
00:02:31,320 --> 00:02:35,250
Um, you know, we've got teams who
just, just like a lot of agents in the

45
00:02:35,250 --> 00:02:38,790
marketplace who came on board in the last
10 years and have had it pretty easy.

46
00:02:38,790 --> 00:02:41,010
A lot of teams, the same
thing is true, right?

47
00:02:41,010 --> 00:02:45,180
So, you know, if an agent didn't,
was never forced to develop, you

48
00:02:45,180 --> 00:02:47,550
know, really high level of skill
on the phone or a really high

49
00:02:47,550 --> 00:02:49,109
level of skill in an appointment.

50
00:02:49,109 --> 00:02:50,250
Same thing with team leaders.

51
00:02:50,280 --> 00:02:52,795
Never forced to develop a high
level of skill with the numbers.

52
00:02:53,595 --> 00:02:57,555
Um, or a high level of skill
with, with how you, you know,

53
00:02:57,615 --> 00:02:59,565
bring on and retain talent.

54
00:02:59,955 --> 00:03:03,525
So a lot of it's like ba
back to basics and yeah.

55
00:03:03,675 --> 00:03:06,615
And let, let's get really good
at the fundamentals right now.

56
00:03:06,660 --> 00:03:06,720
Yeah.

57
00:03:07,210 --> 00:03:08,370
And then, and then build on that.

58
00:03:08,370 --> 00:03:11,700
So a lot of like, what do we gotta do
to shore up the foundation right now?

59
00:03:11,730 --> 00:03:11,970
Yeah,

60
00:03:12,870 --> 00:03:13,170
man.

61
00:03:13,170 --> 00:03:16,170
I think that, you know, the thing
that we always go through every 90

62
00:03:16,170 --> 00:03:19,470
days for, for planning is always that
start, stop, and keep doing list.

63
00:03:19,500 --> 00:03:24,150
I think the biggest focus right now for,
for a lot of folks has gotta be the stop.

64
00:03:24,750 --> 00:03:33,120
Um, I think they just have allowed so
much nonsense to bloat up, you know?

65
00:03:33,555 --> 00:03:37,785
The chart of accounts blow up the
p and l blow up their credit card

66
00:03:37,785 --> 00:03:41,924
statement that, you know, there's
a lot of, there's a lot of waste.

67
00:03:41,984 --> 00:03:44,114
And I think, you know, you and I have
talked about it earlier throughout the

68
00:03:44,114 --> 00:03:49,065
year is, you know, the AI grab, the AI app
grab, Hey, you know, uh, what, what is it?

69
00:03:49,065 --> 00:03:51,644
There's an AI app for that,
over 40,000 apps out there.

70
00:03:51,644 --> 00:03:56,204
And so you gotta grab this, grab that
I've, I, I'm, I'm like, I got Huey.

71
00:03:56,695 --> 00:03:57,204
I'm good.

72
00:03:57,385 --> 00:03:59,635
Like that's, everything's
default back to Zy.

73
00:03:59,635 --> 00:04:02,274
Every now and then I'll catch myself
on chat, GPT, just 'cause it's easy.

74
00:04:02,274 --> 00:04:04,644
If I'm on my phone, I can get
right to chat GPT real quick.

75
00:04:04,644 --> 00:04:08,964
But if I'm sitting down, if I'm on
here, if I'm on on on the Mac and

76
00:04:08,964 --> 00:04:11,665
the big Im Mac, then I'm, I'm on Zy.

77
00:04:11,670 --> 00:04:15,174
I'm, I'm working through there, but
it's, it's helping me work through

78
00:04:15,864 --> 00:04:18,774
things faster than, than anything else.

79
00:04:18,774 --> 00:04:19,015
So.

80
00:04:19,725 --> 00:04:24,975
One subscription, uh, take that back,
two subscriptions, zi and then chat.

81
00:04:25,245 --> 00:04:27,375
Um, you know, the paid version.

82
00:04:27,735 --> 00:04:29,640
And it's just because from,
from an ease and it, it.

83
00:04:30,974 --> 00:04:34,125
Strong on Eric and get
it into an easy app.

84
00:04:34,125 --> 00:04:37,335
I mean, we could do a shortcut on the
phone, but get it into a real app,

85
00:04:37,395 --> 00:04:39,224
then I would have one, I would have zy.

86
00:04:39,224 --> 00:04:42,914
So I think that's just an example
to focus on, on the stop doing list.

87
00:04:43,305 --> 00:04:46,335
But that comes in from our last
week's conversation around the

88
00:04:46,335 --> 00:04:50,565
clarity compass, uh, you know, a
real honest look at current reality.

89
00:04:50,805 --> 00:04:52,755
But then what's the destination?

90
00:04:52,755 --> 00:04:53,985
What are we working towards?

91
00:04:54,284 --> 00:04:56,025
So I'm excited to, to jump in.

92
00:04:56,695 --> 00:05:02,034
With us to, to walk through the second
step, which is charting the course.

93
00:05:02,094 --> 00:05:07,674
So really that once the Clarity Compass
has has been established, which is

94
00:05:07,674 --> 00:05:14,935
really point a current reality to point
B. This step really, and I, and I love

95
00:05:14,995 --> 00:05:19,195
how this kind of flows out, this step is
about defining the soul of the business.

96
00:05:19,705 --> 00:05:21,534
Um, it's building, you know, the why.

97
00:05:22,080 --> 00:05:25,440
That will fuel the entire
journey and align the team.

98
00:05:25,919 --> 00:05:32,250
And sometimes when we get so head down,
right, and I'm guilty of this, um, you

99
00:05:32,250 --> 00:05:35,280
know, sometimes, sometimes we lose sight
of why the heck we're even doing it.

100
00:05:35,760 --> 00:05:37,890
And, and it gets real hard sometimes.

101
00:05:37,950 --> 00:05:43,619
Like we gotta, you know, step back and
like remind ourselves why, why we're,

102
00:05:43,710 --> 00:05:45,539
we're in the fight that we're in anyways.

103
00:05:46,080 --> 00:05:50,549
So the core concept of
this Joel, um, is really.

104
00:05:51,284 --> 00:05:56,055
Charting the course will, will help
us transform a simple financial goal.

105
00:05:56,055 --> 00:05:58,005
'cause that's 'cause what
do we talk with every time?

106
00:05:58,005 --> 00:05:58,815
Hey, what's the goal?

107
00:05:58,995 --> 00:06:00,315
Start with financial, right?

108
00:06:00,315 --> 00:06:01,455
What's the financial target?

109
00:06:01,484 --> 00:06:03,075
New agents a hundred thousand, right?

110
00:06:03,075 --> 00:06:04,575
It just defaults every
time to a hundred thousand.

111
00:06:05,145 --> 00:06:07,544
So how do you chart the course?

112
00:06:07,544 --> 00:06:12,465
That transforms a simple goal
into a compelling, durable vision.

113
00:06:13,215 --> 00:06:20,414
And the process of, of really embedding
this vision, um, is purpose, values.

114
00:06:21,239 --> 00:06:26,460
And long-term mission into kind of
your company's, your business's DNA.

115
00:06:27,030 --> 00:06:29,190
Um, and, and listen, it's
not a mission statement.

116
00:06:29,280 --> 00:06:30,960
Now, are mission statements important?

117
00:06:30,989 --> 00:06:33,060
Yes, but it is not a mission statement.

118
00:06:33,690 --> 00:06:36,870
This is the guiding framework
that empowers yourself and your

119
00:06:36,870 --> 00:06:40,289
team to make aligned decisions.

120
00:06:40,289 --> 00:06:41,010
This is like.

121
00:06:42,090 --> 00:06:45,930
And I, I wanna circle back on the word
decisions long after the excitement

122
00:06:45,930 --> 00:06:47,130
of the day to day is gone, right?

123
00:06:47,130 --> 00:06:48,659
That's discipline, right?

124
00:06:48,659 --> 00:06:51,330
The excitement, the newness,
everything wears off.

125
00:06:51,990 --> 00:06:59,430
How do you keep staying the course
right in pursuit of, of, of this,

126
00:06:59,700 --> 00:07:04,440
um, destination and making sure
you're making the right decisions?

127
00:07:04,469 --> 00:07:08,010
And I think that's the, the, the
one of the biggest things from a

128
00:07:08,010 --> 00:07:09,719
decision making standpoint is that.

129
00:07:11,595 --> 00:07:16,665
People don't really know how to make
good decisions and, and not having those

130
00:07:16,815 --> 00:07:19,245
solid decision making filters in place.

131
00:07:19,245 --> 00:07:22,995
So talk a little bit about, you know,
once you, you know, are able to chart the

132
00:07:22,995 --> 00:07:27,825
course here and, and really lay out kind
of the soul of the business, to me, what

133
00:07:27,825 --> 00:07:32,925
I've always looked at in, in this step
is that this is the foundational decision

134
00:07:32,925 --> 00:07:34,935
making filters for the organization.

135
00:07:36,090 --> 00:07:38,700
Yeah, I think, I think it,
this, this is really important.

136
00:07:38,700 --> 00:07:42,900
It gets overlooked a lot too because
this, this step, this step is

137
00:07:42,900 --> 00:07:45,810
so critical for how you're gonna
make decisions going forward.

138
00:07:46,140 --> 00:07:49,530
If you're not clear on, you know,
your values, which again, you always

139
00:07:49,530 --> 00:07:51,810
say decision making filters, right?

140
00:07:52,050 --> 00:07:52,410
Mm-hmm.

141
00:07:52,650 --> 00:07:55,440
Like we're, because after this step,
we're gonna move on to at some point

142
00:07:55,440 --> 00:07:58,410
strategy, which is where we start to
talk about what are all of the ways

143
00:07:58,410 --> 00:07:59,700
that we could accomplish the goal.

144
00:08:00,360 --> 00:08:03,030
Um, and a big theme that I've been
talking about with clients right now

145
00:08:03,030 --> 00:08:06,270
is like, we're, we're usually not
choosing between good and bad ideas.

146
00:08:06,270 --> 00:08:09,870
We're usually choosing between a bunch
of good ideas, and some of those ideas

147
00:08:09,870 --> 00:08:14,250
are gonna be more aligned with your
values and your vision than other ones.

148
00:08:14,250 --> 00:08:16,980
And that's, and so that's a
major piece of decision making.

149
00:08:17,310 --> 00:08:17,670
Yes.

150
00:08:17,670 --> 00:08:21,030
There's, you know, really tactical
parts about decision making too.

151
00:08:21,390 --> 00:08:24,030
You know, just looking at
prioritizing this versus that.

152
00:08:24,030 --> 00:08:25,470
What's gonna make the most impact?

153
00:08:25,470 --> 00:08:27,240
What's gonna be the easiest to implement?

154
00:08:27,240 --> 00:08:30,360
Like, yeah, we can talk about
that stuff, but, but from a, from,

155
00:08:30,390 --> 00:08:32,400
from, still pretty high level view.

156
00:08:32,775 --> 00:08:34,995
If you're not clear on
this stuff, you, you can't

157
00:08:34,995 --> 00:08:36,885
effectively make those decisions.

158
00:08:36,885 --> 00:08:40,815
Starting with strategic priorities and
then moving all the way down through

159
00:08:40,815 --> 00:08:44,445
how we treat people, how we treat each
other, how we behave, what, you know,

160
00:08:44,445 --> 00:08:46,125
what, what's our client experience like.

161
00:08:46,425 --> 00:08:49,485
Uh, you know, the, these things
filter all the way through, but

162
00:08:49,485 --> 00:08:50,775
you can't get any of it, right.

163
00:08:50,925 --> 00:08:51,405
I don't think.

164
00:08:51,405 --> 00:08:52,695
If you don't get this part right.

165
00:08:53,069 --> 00:08:55,140
Yeah, so, so spot on, right?

166
00:08:55,140 --> 00:08:58,829
This is something no matter what, skipping
steps, like we say, skipping steps

167
00:08:58,829 --> 00:09:00,360
only presents the illusion of speed.

168
00:09:00,360 --> 00:09:02,640
At some point, you're gonna have
to come back and address this,

169
00:09:03,060 --> 00:09:07,890
and so the, the step here are the
three pillars of a powerful vision.

170
00:09:08,310 --> 00:09:10,290
One is defining your core values, right?

171
00:09:10,290 --> 00:09:13,710
So uncovered the three to
five non-negotiables, the

172
00:09:13,710 --> 00:09:18,210
non-negotiable principles that
will govern every decision, right?

173
00:09:18,810 --> 00:09:21,930
Value, core values are the
ultimate decision making filters.

174
00:09:22,920 --> 00:09:29,010
And becomes the filter of who you
hire, who you fire, how your team

175
00:09:29,010 --> 00:09:32,580
operates, and really what they
do when you're not in the room.

176
00:09:33,210 --> 00:09:33,330
Yeah.

177
00:09:33,360 --> 00:09:34,140
That's the biggest thing.

178
00:09:34,140 --> 00:09:36,480
You're giving 'em a framework of
how to make decisions when you

179
00:09:36,480 --> 00:09:39,690
are not, you're not in the room
and you're not, you're not around.

180
00:09:40,200 --> 00:09:44,100
That's the power, the true power
of, of having the, the core values.

181
00:09:45,840 --> 00:09:48,450
What's your thought
on, on how many, right?

182
00:09:48,450 --> 00:09:49,380
Three to five.

183
00:09:50,040 --> 00:09:50,670
Um.

184
00:09:51,090 --> 00:09:52,530
I think less is more.

185
00:09:53,864 --> 00:09:56,025
I've seen a few companies
that have nailed it.

186
00:09:56,025 --> 00:09:59,954
They've gotten three, you know, that's
the, the old Darren Hardy only have three.

187
00:10:00,464 --> 00:10:04,905
Um, the five I feel sometimes get a
little bloated when you get, like, like

188
00:10:04,905 --> 00:10:07,604
we were, you know, 7, 8, 9, 10, 11.

189
00:10:07,694 --> 00:10:07,995
Right.

190
00:10:07,995 --> 00:10:09,194
It's just, it's too many.

191
00:10:09,555 --> 00:10:11,564
I think for, for me right now.

192
00:10:12,135 --> 00:10:16,844
Um, at six could, could work
and whittle down one maybe.

193
00:10:17,175 --> 00:10:20,984
But, uh, kind of what is your thought,
thought on number of, of core values?

194
00:10:21,900 --> 00:10:24,060
If you made me pick a
number, I'd say five.

195
00:10:24,450 --> 00:10:30,180
Um, the, there are some really brilliant
companies out there who have three,

196
00:10:30,180 --> 00:10:34,380
but usually they, they found a way
for their values to communicate a

197
00:10:34,380 --> 00:10:36,810
lot within that one little phrase.

198
00:10:37,050 --> 00:10:37,170
Yeah.

199
00:10:37,170 --> 00:10:40,380
You know, so if you're gonna have
three and you just say, oh, it's, uh,

200
00:10:40,410 --> 00:10:44,250
you know, it's integrity, uh, customer
service and communication, it's

201
00:10:44,250 --> 00:10:45,660
like, well that's, that's not enough.

202
00:10:46,020 --> 00:10:48,660
To accomplish what you need to
accomplish with your core values.

203
00:10:49,020 --> 00:10:52,110
But if you found a way to communicate
something at a, at a foundational

204
00:10:52,110 --> 00:10:55,680
principle, like, you know, uh,
100 zero, you know, would be an

205
00:10:55,680 --> 00:10:58,890
example of that, that communicates
a lot, that communicates ownership,

206
00:10:58,920 --> 00:11:02,040
that communicates accountability,
that communicates we don't, you

207
00:11:02,040 --> 00:11:03,600
know, we don't allow excuses here.

208
00:11:04,050 --> 00:11:06,540
Um, so, you know, shout out
to Altaic with that one.

209
00:11:06,540 --> 00:11:07,170
But, um.

210
00:11:07,680 --> 00:11:12,540
So I, I think it, it's hard to have
three because you probably need to

211
00:11:12,540 --> 00:11:18,180
accomplish more with your core values
than three allows, unless you really nail

212
00:11:18,180 --> 00:11:21,689
these, you know, a phrase or something
that you made up that communicates

213
00:11:21,689 --> 00:11:23,550
a lot more than just one word.

214
00:11:23,880 --> 00:11:26,070
Um, I, I like, I like five.

215
00:11:26,100 --> 00:11:28,290
I think for, for me
personally, I feel like that.

216
00:11:28,710 --> 00:11:30,720
It covers all of my bases.

217
00:11:30,780 --> 00:11:34,470
You know, at with five I can have a
core value that is about humility.

218
00:11:34,770 --> 00:11:38,460
I can have one that's about the kind of
client experience that we want to create.

219
00:11:38,520 --> 00:11:41,225
I can have one about the kind of
integrity that we want to have.

220
00:11:42,000 --> 00:11:45,060
Um, I can have one about kind of
how we want to think big and be

221
00:11:45,060 --> 00:11:47,760
lifelong learners, you know, however
you communicate those things.

222
00:11:47,760 --> 00:11:50,550
So for, for me personally, I
feel like five is a sweet spot.

223
00:11:50,550 --> 00:11:50,610
Yeah.

224
00:11:50,970 --> 00:11:52,470
It's easy for your team to remember.

225
00:11:52,470 --> 00:11:56,670
Five, you know, it's easy for,
um, it's easy to communicate.

226
00:11:56,670 --> 00:11:57,960
Five, it's easy to hit those.

227
00:11:58,415 --> 00:12:03,605
So three is great if you've got something
really creative that communicates a lot.

228
00:12:03,605 --> 00:12:05,765
Otherwise, I think five
is a sweet spot for me.

229
00:12:05,765 --> 00:12:07,235
And, and more, more than five I got.

230
00:12:07,235 --> 00:12:08,195
I just think it gets hard.

231
00:12:08,375 --> 00:12:10,895
You've got, you know, 12 core
values, like your kids can't,

232
00:12:10,895 --> 00:12:12,155
not gonna remember all those.

233
00:12:12,665 --> 00:12:15,335
And, and something that, you know,
we get wrong about core values a lot

234
00:12:15,335 --> 00:12:19,265
is, I, I always recommend turning
it, turning a word into a phrase.

235
00:12:19,325 --> 00:12:23,465
So like, instead of integrity, maybe
it's like we do the right thing or

236
00:12:23,525 --> 00:12:27,335
you know, maybe instead of customer
service, it's make great experiences.

237
00:12:27,615 --> 00:12:30,060
So like, give them some
teeth, make 'em memorable.

238
00:12:30,060 --> 00:12:34,350
They're like, I, okay, I, I know how
to make a decision when I hear, do the

239
00:12:34,350 --> 00:12:38,340
right thing, versus how do I make a
decision when I just hear integrity?

240
00:12:38,340 --> 00:12:38,400
Yeah.

241
00:12:38,880 --> 00:12:41,040
So I like giving, you
know, a short phrase.

242
00:12:41,040 --> 00:12:42,120
That's kind of my preference.

243
00:12:42,120 --> 00:12:44,730
Again, some of that's personal
preference, but there's reasons behind it.

244
00:12:44,730 --> 00:12:47,580
Give it some teeth, make it
memorable and make it a filter.

245
00:12:47,640 --> 00:12:50,640
Like what, what were you thinking
about when you made that decision?

246
00:12:50,640 --> 00:12:54,000
Oh, I was thinking about make, make
great experiences for, for our clients.

247
00:12:54,030 --> 00:12:54,720
Okay, cool.

248
00:12:54,720 --> 00:12:57,090
I, I understand you, you went
through a thought process there.

249
00:12:57,480 --> 00:12:57,630
Yeah.

250
00:12:57,630 --> 00:12:59,579
Versus, Hey, what were you thinking about?

251
00:12:59,579 --> 00:13:01,199
Oh, I was thinking about customer service.

252
00:13:01,439 --> 00:13:02,850
You know, it's just, it's just harder.

253
00:13:02,850 --> 00:13:06,060
So you gotta give it teeth and, and make
it a, a way for people to connect with it.

254
00:13:06,334 --> 00:13:06,625
Yeah.

255
00:13:06,959 --> 00:13:07,260
Yeah.

256
00:13:07,890 --> 00:13:12,449
So the best that I've seen
in a, in a three format, um,

257
00:13:12,480 --> 00:13:13,900
got flushed out with, um.

258
00:13:15,479 --> 00:13:20,939
The, uh, the Benson crew team up in, up in
Canada and their first one is Crew First.

259
00:13:21,089 --> 00:13:24,479
So they played with the name and
they came up with Crew first.

260
00:13:24,599 --> 00:13:26,400
And essentially that's we over me.

261
00:13:27,300 --> 00:13:30,719
And what they do is that we all
act like owners of one team.

262
00:13:30,719 --> 00:13:33,510
We collaborate, share playbooks,
and celebrate each other's wins.

263
00:13:34,229 --> 00:13:35,069
We over me.

264
00:13:35,550 --> 00:13:37,890
Um, which I, I I love that, right?

265
00:13:38,310 --> 00:13:39,959
It puts the team first, crew first.

266
00:13:39,959 --> 00:13:41,760
So it's just kind of,
kind of the team aspect.

267
00:13:42,209 --> 00:13:46,859
Number two, um, raise the standard
and raise the standard is we

268
00:13:46,859 --> 00:13:50,130
deliver five star experiences and
lead execution in every detail.

269
00:13:50,430 --> 00:13:53,189
Raise the standard details, sweat
the small stuff, details matter.

270
00:13:53,189 --> 00:13:54,689
Five star experience, right?

271
00:13:54,689 --> 00:13:56,670
So are you raising the standard?

272
00:13:56,910 --> 00:13:58,800
Did you raise the standard
in that situation?

273
00:13:59,130 --> 00:14:00,959
So I, I, I really love that one.

274
00:14:00,959 --> 00:14:01,739
And the third one.

275
00:14:02,360 --> 00:14:03,170
It's so important.

276
00:14:03,530 --> 00:14:05,089
Own the outcome, right?

277
00:14:05,089 --> 00:14:05,900
Own the outcome.

278
00:14:06,410 --> 00:14:07,880
Uh, if it's yours, it's ships.

279
00:14:07,910 --> 00:14:09,650
We move with speed and accountability.

280
00:14:09,709 --> 00:14:11,689
So that ties in extreme ownership.

281
00:14:11,689 --> 00:14:15,740
That ties in the 100 zero principle
that ties in those things to

282
00:14:15,770 --> 00:14:18,949
owning the outcome, raising
the standard and it's team.

283
00:14:18,949 --> 00:14:19,520
Team first.

284
00:14:19,520 --> 00:14:22,640
We over me, and I can tie in
a lot of things there too.

285
00:14:22,645 --> 00:14:22,755
It's like.

286
00:14:23,430 --> 00:14:24,330
I'm not trying to be right.

287
00:14:24,330 --> 00:14:26,250
I'm trying to get to
right outcome over ego.

288
00:14:26,280 --> 00:14:26,580
Right.

289
00:14:26,580 --> 00:14:29,310
So there's a lot of things
that you can fall within there.

290
00:14:29,310 --> 00:14:34,530
So to your point, you know, if you're
gonna have, you know, three, four to five,

291
00:14:34,530 --> 00:14:38,400
you're usually are gonna have some things
that you can tell a little bit of a story

292
00:14:38,670 --> 00:14:41,040
that falls underneath there as well.

293
00:14:41,040 --> 00:14:42,960
So yeah, whatever,
whatever those values are.

294
00:14:43,050 --> 00:14:43,740
I love that.

295
00:14:43,740 --> 00:14:46,800
That's a great structure too of,
we've got the, we've got the memorable

296
00:14:46,800 --> 00:14:49,710
little phrase, but then Yeah, we
got a little explanation there.

297
00:14:49,740 --> 00:14:51,750
And it's not a two page explanation, it's.

298
00:14:51,755 --> 00:14:54,305
A sentence or two, what
do you mean by that?

299
00:14:54,635 --> 00:14:58,385
And then the, the, the phrase of
the core value, uh, becomes the

300
00:14:58,385 --> 00:15:01,325
shorthand for the deeper explanation.

301
00:15:01,325 --> 00:15:01,385
Yeah.

302
00:15:01,535 --> 00:15:04,564
And that's a way now you talk about
get people to really understand

303
00:15:04,564 --> 00:15:05,945
and internalize these things.

304
00:15:06,064 --> 00:15:06,155
Mm-hmm.

305
00:15:06,395 --> 00:15:07,265
That's how we do it.

306
00:15:07,415 --> 00:15:07,865
Hey, yeah.

307
00:15:07,895 --> 00:15:12,725
Hey, when, when we say, you know, when
we say this, this is what we mean.

308
00:15:12,935 --> 00:15:13,055
Yeah.

309
00:15:13,055 --> 00:15:16,145
But now that everybody knows that all
we have to do is say the word or the

310
00:15:16,145 --> 00:15:18,605
phrase and it connects back to Yeah.

311
00:15:18,660 --> 00:15:19,715
The, the deeper value.

312
00:15:19,715 --> 00:15:21,725
So I think that's such
a great way to get that.

313
00:15:22,215 --> 00:15:24,585
Internalized and spread
throughout the organization.

314
00:15:25,035 --> 00:15:25,575
I love it.

315
00:15:25,575 --> 00:15:31,185
And you know, rule of thumb is the people
that you bring into your ecosystem and

316
00:15:31,185 --> 00:15:35,595
your team, the rule of thumb is more than
50% of the values they have to align with.

317
00:15:35,775 --> 00:15:37,845
Not everybody's gonna
align to every value.

318
00:15:37,965 --> 00:15:39,865
So when you have three,
they have to align to two.

319
00:15:41,355 --> 00:15:44,025
If they aligned all three, great,
but they have to align to two.

320
00:15:44,025 --> 00:15:46,635
If they align to only
one, it's not gonna work.

321
00:15:47,085 --> 00:15:50,175
So you like five, they
have to align to three.

322
00:15:50,970 --> 00:15:53,430
Um, two or one is not gonna work.

323
00:15:53,550 --> 00:15:55,350
So you already know that.

324
00:15:55,710 --> 00:15:57,450
And that's part of the onboarding process.

325
00:15:57,450 --> 00:16:00,360
That's part of the hiring process,
that's part of the evaluation.

326
00:16:00,360 --> 00:16:04,050
Coming out of kind of a pro
probationary period, evaluate kind

327
00:16:04,050 --> 00:16:05,550
of where you at with the values.

328
00:16:06,030 --> 00:16:10,260
How do you grade yourself on, on this one,
on this one, on this one, on this one.

329
00:16:11,430 --> 00:16:12,930
I, here's you can improve.

330
00:16:12,960 --> 00:16:15,420
So a lot of hiring and firing and grading.

331
00:16:15,420 --> 00:16:17,490
For us, it was 50% right.

332
00:16:18,855 --> 00:16:24,435
You're a 50, 50% core value alignment
and then 50% on can you get the job done.

333
00:16:24,735 --> 00:16:28,665
So that's kind of how the evaluation and
how we used the core values, um, yeah.

334
00:16:28,665 --> 00:16:29,445
In that situation,

335
00:16:29,450 --> 00:16:29,985
I, I like that.

336
00:16:29,985 --> 00:16:33,375
I feel like it's, it's good to be,
it's good to be realistic about it.

337
00:16:33,465 --> 00:16:35,655
And, and then you gotta figure
out like, which, which, which ones

338
00:16:35,655 --> 00:16:37,455
are the non-negotiables, right?

339
00:16:37,455 --> 00:16:37,515
Yeah.

340
00:16:37,515 --> 00:16:39,945
So like, if you have an integrity,
core value, or do the right

341
00:16:39,945 --> 00:16:42,885
thing value, like everybody's
gotta be on board for that one.

342
00:16:42,885 --> 00:16:43,125
Right.

343
00:16:43,125 --> 00:16:44,005
But if you've got a, yeah.

344
00:16:44,354 --> 00:16:45,675
A think big value.

345
00:16:45,675 --> 00:16:48,464
It's like, well, maybe it's okay
that your TC isn't the biggest

346
00:16:48,464 --> 00:16:51,224
thinker and that doesn't really
resonate with them as somebody who

347
00:16:51,224 --> 00:16:55,035
wants stability and wants, you know,
structure and, and stuff like that.

348
00:16:55,035 --> 00:16:58,395
So, yeah, I think, I think that's
a valuable, a valuable thing.

349
00:16:58,395 --> 00:17:00,885
There's ones that you, you
can't, can't compromise on.

350
00:17:01,305 --> 00:17:04,815
Um, but, you know, be a little
bit realistic about what it

351
00:17:04,815 --> 00:17:06,014
means to align with those.

352
00:17:07,155 --> 00:17:07,694
A hundred percent.

353
00:17:08,115 --> 00:17:13,065
So number two, step in creating
this powerful vision is

354
00:17:13,065 --> 00:17:15,194
articulating a core purpose.

355
00:17:15,345 --> 00:17:15,735
Okay?

356
00:17:16,365 --> 00:17:20,895
So answer the critical question,
why do we exist beyond making money?

357
00:17:21,045 --> 00:17:23,415
Like why does this company
exist beyond making money?

358
00:17:23,895 --> 00:17:26,655
And this purpose really
becomes the emotional fuel.

359
00:17:28,125 --> 00:17:32,265
For the team attracting a
players who are motivated by more

360
00:17:32,265 --> 00:17:33,585
than just a commission split.

361
00:17:34,035 --> 00:17:38,265
And I think you know, the other book
that I'm pushing hard again right

362
00:17:38,265 --> 00:17:40,935
now is Choose Your Enemies Wisely.

363
00:17:40,965 --> 00:17:44,385
And I actually listened on, on my
Drive yesterday, I actually listened

364
00:17:44,385 --> 00:17:47,545
to chapter four again on Choose
Your Enemies Wisely, which was.

365
00:17:47,810 --> 00:17:52,550
Enemies and competition and the
importance of having the fire and the

366
00:17:52,550 --> 00:17:57,169
emotion, right, and then understanding
the logistics and the logical side

367
00:17:57,169 --> 00:17:59,690
of things of the competition are
why they're, why they're different.

368
00:17:59,690 --> 00:18:00,020
Right?

369
00:18:00,260 --> 00:18:02,480
Competition's black and white,
you know where they're at.

370
00:18:02,480 --> 00:18:07,399
You know, you can find weaknesses, but
you need the emotional fuel to keep going

371
00:18:07,575 --> 00:18:12,110
when things are tough and there's nothing
better than those people that doubt you,

372
00:18:12,169 --> 00:18:16,135
that you know, listen, I don't know if
it's healthy or not, but I make a list.

373
00:18:16,685 --> 00:18:20,735
I keep it on my phone anytime, any little
slight, any little thing, any little

374
00:18:20,735 --> 00:18:25,564
thing that got overlooked, somebody
chose another way, whatever it is.

375
00:18:25,564 --> 00:18:25,985
Right?

376
00:18:26,284 --> 00:18:30,064
It's, it's in, it's in my notes and
it says fuel, and I take note, right?

377
00:18:30,094 --> 00:18:30,844
I take receipts.

378
00:18:31,385 --> 00:18:34,205
Um, because that works for me, right?

379
00:18:34,205 --> 00:18:37,895
That like, I don't let go as
part of my, you know, CS sc

380
00:18:37,895 --> 00:18:39,905
personality on the disc is like.

381
00:18:40,455 --> 00:18:42,975
I, I tend to hold grudges
and I don't let shit go.

382
00:18:43,034 --> 00:18:45,524
Like I, I, I, I still hold
onto shit from 10 years ago.

383
00:18:45,524 --> 00:18:46,245
Is it, is it healthy?

384
00:18:46,245 --> 00:18:47,054
Probably not.

385
00:18:47,415 --> 00:18:51,405
But you know, that's, I just,
I know that about me, but it's

386
00:18:51,405 --> 00:18:53,205
there when I need to tap into it.

387
00:18:54,105 --> 00:18:54,254
Yeah.

388
00:18:54,254 --> 00:18:59,655
And so I think, you know, what is
that emotional fuel that you have for

389
00:18:59,655 --> 00:19:01,965
why you do, for what you do beyond?

390
00:19:02,835 --> 00:19:06,465
That you can put out into the marketplace,
that's gonna be an attraction piece.

391
00:19:06,465 --> 00:19:09,375
They're like, man, I like that,
that I can get behind that.

392
00:19:09,375 --> 00:19:10,125
That's exciting.

393
00:19:11,265 --> 00:19:11,595
Yeah.

394
00:19:11,655 --> 00:19:15,585
And, and I think it, it's such a, if
you can communicate it in a really,

395
00:19:15,645 --> 00:19:19,125
in a real way, like people want to be
a part of something special and they,

396
00:19:19,305 --> 00:19:22,665
they generally want to be a part of
somebody who believes what they believe.

397
00:19:23,325 --> 00:19:28,275
So if it's about, you know, if it's
about proving 'em all wrong, like you can

398
00:19:28,275 --> 00:19:30,075
lean into that and maybe you'll attract.

399
00:19:30,719 --> 00:19:34,530
You know, the misfits who are hungry
for a chance, and they're gonna be some,

400
00:19:34,530 --> 00:19:37,139
you know, some of your best people,
you know, maybe it's about what kind

401
00:19:37,139 --> 00:19:40,560
of impact you're gonna make, but, but
people want to be a part of something.

402
00:19:40,560 --> 00:19:40,620
Yeah.

403
00:19:40,770 --> 00:19:46,050
And so, you know, we, we talk a lot about
the, like, the vision of getting people

404
00:19:46,050 --> 00:19:49,110
to come along with you on your vision,
but the purpose is just as important

405
00:19:49,110 --> 00:19:51,060
because why, why are we doing this?

406
00:19:51,060 --> 00:19:52,439
Why would I want to be a part of this?

407
00:19:52,439 --> 00:19:53,774
What, what are we doing here?

408
00:19:54,689 --> 00:19:58,439
And even you can communicate
that in a, in a real way.

409
00:19:58,500 --> 00:20:01,560
Like this is where a lot of people
go wrong with, with just cheesy or

410
00:20:01,560 --> 00:20:06,090
kind of stripped down, you know,
purpose statements that don't really

411
00:20:06,209 --> 00:20:10,709
do anything, but man, be honest
about it and be unapologetic for it.

412
00:20:10,709 --> 00:20:11,189
And then, mm-hmm.

413
00:20:11,429 --> 00:20:13,739
See who's, see who's excited
about coming along with you.

414
00:20:14,925 --> 00:20:18,975
You know, for me, I, you know, I
just adopted the, um, you know, Simon

415
00:20:18,975 --> 00:20:21,405
Sinek Start with Why Framework, right?

416
00:20:21,405 --> 00:20:24,885
So, you know, obviously the start
with Why book, but he also has, you

417
00:20:24,885 --> 00:20:27,015
know, how do you uncover your why?

418
00:20:27,825 --> 00:20:33,945
And really the, the, the formula is what
are you the best in the world at so that

419
00:20:34,395 --> 00:20:37,545
you can do that thing to get, that's
gonna give you the most fulfillment.

420
00:20:38,445 --> 00:20:43,485
So what are you the best in the world
at that you tap into that you can, that

421
00:20:43,485 --> 00:20:48,225
you do, so that you can do the thing
that gives you the most fulfillment?

422
00:20:48,465 --> 00:20:52,395
And, and I think that's just a really
good framework to, to uncover that

423
00:20:52,395 --> 00:20:56,595
why, and, and I don't know if there's
sometimes maybe not enough energy

424
00:20:56,595 --> 00:21:00,645
or, or something behind it, but it's
always a great, great place to start.

425
00:21:00,705 --> 00:21:01,185
Right?

426
00:21:01,305 --> 00:21:03,345
Um, you can have that
why statement core focus.

427
00:21:03,345 --> 00:21:04,980
It can, it can kind of fall in, but, hmm.

428
00:21:05,820 --> 00:21:10,169
Why, why, why are, why are you doing this
beyond money, beyond a commission check?

429
00:21:10,169 --> 00:21:11,700
Beyond, beyond that thing.

430
00:21:11,760 --> 00:21:14,100
So I think that's important
to, to take into consideration.

431
00:21:14,429 --> 00:21:14,790
Yeah.

432
00:21:14,790 --> 00:21:18,300
And I think, and again, you just,
it, it, it has to be honest.

433
00:21:18,300 --> 00:21:21,450
And I'm thinking about, uh, a guy we
both know, well, I won't name him on

434
00:21:21,450 --> 00:21:24,030
here in case he doesn't want, but we
were at a, one of the kitchen tables

435
00:21:24,030 --> 00:21:25,080
and he was like, you know what, man?

436
00:21:25,080 --> 00:21:26,790
He is like, I'm not trying
to change the world.

437
00:21:27,090 --> 00:21:29,010
I'm not trying to change
the real estate industry.

438
00:21:29,220 --> 00:21:31,500
He's like, I just wanna create
an incredible life for my family.

439
00:21:31,830 --> 00:21:32,280
I'm like, great.

440
00:21:32,340 --> 00:21:34,230
That's your, that, that's your purpose.

441
00:21:34,275 --> 00:21:34,335
Yeah.

442
00:21:35,175 --> 00:21:38,775
Now you need to find people
who, who want that too.

443
00:21:39,225 --> 00:21:41,535
And now, so when you're talking to an
agent, you're trying to recruit, it's

444
00:21:41,535 --> 00:21:44,895
like, here's what I'm doing over here is
I'm trying to create an incredible life

445
00:21:44,895 --> 00:21:46,755
for my family and I'm getting after it.

446
00:21:46,755 --> 00:21:46,815
Yeah.

447
00:21:47,145 --> 00:21:50,385
And that's if you want to come along
and run with me, like let's go.

448
00:21:50,865 --> 00:21:51,135
Yeah.

449
00:21:51,195 --> 00:21:52,875
And people are attracted to that, right?

450
00:21:52,875 --> 00:21:53,355
Yeah, they are.

451
00:21:53,565 --> 00:21:53,835
Yeah, they are.

452
00:21:54,015 --> 00:21:57,525
So that became a really effective way
to, for him to communicate his purpose.

453
00:21:57,825 --> 00:22:02,115
If he would've said, Hey, uh, out here
trying to change the real estate industry.

454
00:22:03,090 --> 00:22:04,290
It, it would fall flat.

455
00:22:04,290 --> 00:22:06,660
People would see through it,
and it's disingenuous, right?

456
00:22:06,660 --> 00:22:06,720
Yeah.

457
00:22:06,720 --> 00:22:09,570
He's trying to create, he's
trying to change his, his, the

458
00:22:09,570 --> 00:22:13,050
life for hi, you know, his small
sphere, his family and friends.

459
00:22:13,575 --> 00:22:16,035
And a lot of people want to, want
to come do that with him, you know?

460
00:22:16,035 --> 00:22:16,155
Mm-hmm.

461
00:22:16,815 --> 00:22:16,995
Yeah.

462
00:22:16,995 --> 00:22:18,435
Because that's what
they want to do, right?

463
00:22:18,435 --> 00:22:20,625
They wanna make things better
for, for them and their family.

464
00:22:20,625 --> 00:22:22,005
So they're like, oh,
I can get behind that.

465
00:22:22,515 --> 00:22:24,885
And, um, you know, remember
we talk all the time, right?

466
00:22:24,915 --> 00:22:28,215
You know, the vision of the company
has to be so big that people

467
00:22:28,455 --> 00:22:30,945
believe they can accomplish their
dreams by being a part of it.

468
00:22:31,425 --> 00:22:33,405
And, you know, they align to your values.

469
00:22:33,405 --> 00:22:36,735
They see the purpose, and, and, you
know, like, man, I want that too.

470
00:22:36,735 --> 00:22:37,785
I want that for my family.

471
00:22:38,175 --> 00:22:42,945
And then the third step here in, in
creating this, a powerful vision.

472
00:22:44,175 --> 00:22:46,245
Is setting up the BHAG, right?

473
00:22:46,305 --> 00:22:48,195
That big, hairy, audacious goal.

474
00:22:48,975 --> 00:22:56,745
Um, you know, I think, I think it,
it, it falls in to whatever, um,

475
00:22:58,275 --> 00:23:00,135
whatever timeframe you wanna put it in.

476
00:23:00,135 --> 00:23:01,905
That's, that's where I've
kind of come with it.

477
00:23:02,955 --> 00:23:06,435
You know, I was with John and
Ryan last week, Joel, and,

478
00:23:06,435 --> 00:23:08,265
um, talking to their team.

479
00:23:09,300 --> 00:23:12,720
I asked everybody in the room, I
said, how many of you guys plan

480
00:23:12,720 --> 00:23:16,230
on being out of this, out of
this game in the next 10 years?

481
00:23:17,010 --> 00:23:17,639
Raise your hand.

482
00:23:18,810 --> 00:23:20,070
Not one hand went up.

483
00:23:20,970 --> 00:23:24,060
Everybody in that room plans on playing
the game for more than 10 years.

484
00:23:24,750 --> 00:23:27,450
So when we're talking BHAG, right?

485
00:23:27,450 --> 00:23:29,340
Recommendation is at least a decade.

486
00:23:29,850 --> 00:23:31,169
I've seen people like ask too far.

487
00:23:31,409 --> 00:23:32,250
You gotta do five years.

488
00:23:33,014 --> 00:23:33,584
That's too far.

489
00:23:33,584 --> 00:23:34,485
You need to do three years.

490
00:23:34,485 --> 00:23:34,695
What?

491
00:23:34,695 --> 00:23:35,745
What are we gonna do in a year?

492
00:23:35,745 --> 00:23:35,955
I don't know.

493
00:23:35,955 --> 00:23:37,365
That's what you're gonna do in 2026.

494
00:23:37,365 --> 00:23:39,975
There's a place on the strategic
plan to talk about 2026.

495
00:23:40,185 --> 00:23:42,165
I wanna know what your big,
hairy, audacious goal is.

496
00:23:43,094 --> 00:23:48,405
Now you look at, you look at
somebody like what, you know, the

497
00:23:48,405 --> 00:23:49,784
science of scaling, what, what?

498
00:23:50,280 --> 00:23:54,330
Benjamin Hardy talks about, he talks
about, you know, three years, right?

499
00:23:54,330 --> 00:23:57,450
That's kind of his, his, his
framework is very, you know, um,

500
00:23:57,480 --> 00:24:00,870
impossible goal with an impossible
timeline and do it in three years.

501
00:24:01,440 --> 00:24:03,810
So you could default to the BHAG here.

502
00:24:04,050 --> 00:24:09,810
However, there is also a three
year picture on the strategic plan

503
00:24:10,320 --> 00:24:11,880
that gives you a three year window.

504
00:24:12,780 --> 00:24:17,730
So my recommendation here would
be, have some fun with it.

505
00:24:18,824 --> 00:24:22,905
I, I would say right now we're
going into a stretch to the end

506
00:24:22,905 --> 00:24:24,735
of the decade as a four year run.

507
00:24:25,365 --> 00:24:28,185
It's a little more than
three, but you got four years.

508
00:24:29,294 --> 00:24:32,804
But if you go five, that's December 31st.

509
00:24:32,985 --> 00:24:35,385
2030, right.

510
00:24:35,445 --> 00:24:39,044
So you could have some fun with
that, or you could say, man, I ain't

511
00:24:39,044 --> 00:24:40,574
going nowhere for the next 10 years.

512
00:24:41,385 --> 00:24:42,195
I'm gonna ride this.

513
00:24:42,195 --> 00:24:43,485
I'm, this is, this is my career.

514
00:24:43,485 --> 00:24:44,145
What am I like?

515
00:24:44,625 --> 00:24:46,094
I'm not trying to be done.

516
00:24:46,995 --> 00:24:52,034
And so you could set the 10 year
mark, so wherever that falls, right?

517
00:24:52,034 --> 00:24:57,345
So taking the future destination
from, from step one, right?

518
00:24:57,405 --> 00:25:00,524
In charting, you know, uh,
the, the clarity compass.

519
00:25:02,970 --> 00:25:07,170
Crystallize this now into a clear,
measurable, and audacious target.

520
00:25:07,530 --> 00:25:09,300
And I would say 10 year, right?

521
00:25:09,300 --> 00:25:14,010
If you're, if you're gonna be in
the game set longer, because we

522
00:25:14,010 --> 00:25:15,780
overestimate what we can do in a year.

523
00:25:15,780 --> 00:25:18,480
We underestimate what we
can do in a decade, right?

524
00:25:18,480 --> 00:25:21,960
More of the, I think it's, uh, I
don't know if it's the Japanese

525
00:25:21,960 --> 00:25:26,520
culture or the Chinese culture,
but they think in centuries, right?

526
00:25:26,520 --> 00:25:27,690
They're not thinking in decades.

527
00:25:27,690 --> 00:25:29,670
They're thinking over
the next a hundred years.

528
00:25:30,450 --> 00:25:31,530
What they're building.

529
00:25:33,180 --> 00:25:34,890
Like, think about that for a second.

530
00:25:34,950 --> 00:25:37,290
Like, if you have somebody that's
in the game that's building, that's

531
00:25:37,290 --> 00:25:39,630
trying to play the game for a hundred
years, how you gonna beat them?

532
00:25:40,005 --> 00:25:40,355
Right?

533
00:25:40,980 --> 00:25:41,400
Right.

534
00:25:41,400 --> 00:25:42,060
Good luck.

535
00:25:42,480 --> 00:25:44,670
Um, that's like, they can stay,
they can stay on the treadmill

536
00:25:44,670 --> 00:25:46,860
a lot longer than anybody else.

537
00:25:47,580 --> 00:25:49,155
So I think where you want to go.

538
00:25:49,155 --> 00:25:51,570
So that's why we did the
clarity compass first, right?

539
00:25:52,110 --> 00:25:54,540
Current reality to the destination.

540
00:25:54,960 --> 00:25:57,660
Now the BHAG has to be.

541
00:25:58,470 --> 00:26:05,100
It has to be in that point of clear,
measurable, and obviously audacious.

542
00:26:05,160 --> 00:26:10,170
That's why it's the big, hairy,
audacious goal, and that'll galvanize

543
00:26:10,170 --> 00:26:14,520
the entire organization and provide
a long-term strategic focus.

544
00:26:15,240 --> 00:26:18,305
What's beautiful about this too,
Joel, we talked about decision

545
00:26:18,305 --> 00:26:19,585
making filters with your values.

546
00:26:20,969 --> 00:26:23,129
Here is the decision making filter.

547
00:26:23,490 --> 00:26:24,240
Yeah, I don't know.

548
00:26:24,240 --> 00:26:25,439
Trav, that's a great idea.

549
00:26:25,439 --> 00:26:28,889
Is it gonna move you closer to the BAG
or is it gonna move you further away?

550
00:26:30,060 --> 00:26:33,659
Man, I don't even think it's gonna
even nudge me one inch towards my

551
00:26:33,659 --> 00:26:36,659
BAG then the answer's probably no.

552
00:26:37,350 --> 00:26:37,500
Yeah.

553
00:26:38,070 --> 00:26:38,790
Real simple.

554
00:26:38,820 --> 00:26:39,270
Right?

555
00:26:39,570 --> 00:26:42,689
So that's why we, that's why
we like, we get the compass.

556
00:26:43,754 --> 00:26:46,125
And then here we crystallize
that destination.

557
00:26:46,215 --> 00:26:47,504
We gotta know we're gonna get there.

558
00:26:47,504 --> 00:26:49,455
How are we, you know, like, we don't
know how we're gonna get there,

559
00:26:49,455 --> 00:26:50,504
but this is where we're going.

560
00:26:51,135 --> 00:26:54,284
Um, and so it was sup super
important to, to have all three.

561
00:26:54,284 --> 00:26:58,185
And remember all three is what
creates your powerful vision.

562
00:26:58,544 --> 00:26:58,754
Yeah.

563
00:26:59,835 --> 00:27:03,615
And that's such another a, a good example
of, of the, the right things, right.

564
00:27:03,615 --> 00:27:04,695
Order principle.

565
00:27:04,754 --> 00:27:08,504
Because if you start off by thinking
about how you're gonna get there and then

566
00:27:08,504 --> 00:27:11,534
you, and then you base your goals based
on what you think you're capable of.

567
00:27:11,879 --> 00:27:15,060
Then, then you'll, you'll always
sell, you know, sell yourself short.

568
00:27:15,510 --> 00:27:19,110
So we, we, we set the goal Again, don't
know how, don't know how exactly I'm

569
00:27:19,110 --> 00:27:20,699
gonna get there, but that's the goal.

570
00:27:21,179 --> 00:27:24,570
Well, now we can be way more
effective when we get to strategy,

571
00:27:24,629 --> 00:27:27,659
when we get to, uh, what are the
priorities we're gonna work on.

572
00:27:27,659 --> 00:27:31,050
So just, I, I think about this all the
time with, with this whole framework

573
00:27:31,050 --> 00:27:32,879
is just write, write things, right?

574
00:27:32,879 --> 00:27:33,090
Order.

575
00:27:33,090 --> 00:27:33,865
And it's so intentional.

576
00:27:35,220 --> 00:27:36,480
That is a good example of that too.

577
00:27:36,510 --> 00:27:36,810
Yeah.

578
00:27:37,440 --> 00:27:39,600
'
cause we can't nail the BHAG
if we don't know where we're

579
00:27:39,600 --> 00:27:40,620
at and where we want to go.

580
00:27:40,650 --> 00:27:42,690
So now we're charting the
course and we're building this.

581
00:27:42,960 --> 00:27:48,420
So remember, a business without
a clear vision can't, can't

582
00:27:48,420 --> 00:27:49,500
scale beyond the founder.

583
00:27:50,040 --> 00:27:56,310
And I'm, and, and you do this as well,
running into individuals that are

584
00:27:56,520 --> 00:27:59,250
navigating themselves out of production.

585
00:27:59,790 --> 00:28:02,850
However, that's not possible
without a clear vision.

586
00:28:03,000 --> 00:28:03,600
You just can't do it.

587
00:28:04,245 --> 00:28:07,635
You can't do it, so you
gotta have that clear vision.

588
00:28:08,205 --> 00:28:09,015
Charting the course.

589
00:28:09,015 --> 00:28:13,485
Listen, is a system for building the
vision beyond vague mission statements

590
00:28:13,575 --> 00:28:17,475
to install the three pillars of
high performance culture, right?

591
00:28:17,685 --> 00:28:22,125
A purpose that inspires values, that
guide decisions, and a long-term goal

592
00:28:22,125 --> 00:28:23,235
that unifies everybody's efforts.

593
00:28:23,565 --> 00:28:24,945
That's how they all work together.

594
00:28:25,725 --> 00:28:30,435
So it's really the foundation that'll
allow you to attract and retain a players.

595
00:28:31,245 --> 00:28:35,625
Then empowered them to think like
owners and build a brand that has

596
00:28:35,625 --> 00:28:37,095
a lasting impact in the market.

597
00:28:37,544 --> 00:28:38,240
That's, that's.

598
00:28:38,970 --> 00:28:41,640
The whole reason that we chart the course.

599
00:28:41,700 --> 00:28:47,640
So some benefits align your A players,
um, unite the team with, with the mission.

600
00:28:47,640 --> 00:28:51,930
So clear that it's a magnetic for
top talent and, and a filter for

601
00:28:51,930 --> 00:28:54,420
wrong hires, wrong fit, right?

602
00:28:54,420 --> 00:28:56,670
You got a filtering system
to navigate people out.

603
00:28:57,210 --> 00:28:59,845
It simplifies your, our
strategic decisions.

604
00:28:59,970 --> 00:29:03,960
'cause Joel, like you mentioned, when
we get down into that, that part.

605
00:29:04,290 --> 00:29:06,480
Which is gonna be part
five of this process.

606
00:29:06,840 --> 00:29:08,700
That's where we lay out
the execution roadmap.

607
00:29:09,150 --> 00:29:12,330
And if we don't have this in place,
we can't lay out the roadmap.

608
00:29:12,450 --> 00:29:14,160
We're gonna, our roadmap is gonna take us.

609
00:29:14,520 --> 00:29:15,480
In the wrong place.

610
00:29:16,110 --> 00:29:19,860
So you gotta be able to have that
utilizing our core values as clear,

611
00:29:19,950 --> 00:29:22,710
consistent framework for making, you
know, the right call and everything

612
00:29:22,710 --> 00:29:26,220
from marketing to new hires and
then building a lasting legacy.

613
00:29:26,670 --> 00:29:30,270
Um, I was at an event last night and it
was an interesting, you know, lady that's

614
00:29:30,270 --> 00:29:32,430
been just a rock star in the marketplace.

615
00:29:32,430 --> 00:29:33,420
Been in there 40 years and.

616
00:29:33,660 --> 00:29:37,320
Asked her the question, you know, of,
uh, what do you think about your legacy?

617
00:29:37,320 --> 00:29:38,220
And she goes, I don't.

618
00:29:38,790 --> 00:29:40,890
And she had a good
reasoning behind it, right?

619
00:29:40,890 --> 00:29:43,740
She's like, you know, if I think about
legacy, then I'm thinking about not being

620
00:29:43,740 --> 00:29:46,320
in the business and I'm in the business
and I don't wanna be in the business.

621
00:29:46,320 --> 00:29:48,270
And, you know, I kind of,
I kind of thought about it.

622
00:29:48,270 --> 00:29:50,130
I appreciate, I appreciated her answer.

623
00:29:51,030 --> 00:29:58,080
And, you know, um, I still
think that, that you want to

624
00:29:58,080 --> 00:29:59,610
leave that my, my favorite.

625
00:30:00,570 --> 00:30:03,570
Take on on Legacy, and I think
it was Dana White that said it.

626
00:30:03,660 --> 00:30:05,940
And he's like, listen man, I
just, I, I just want my kids

627
00:30:05,940 --> 00:30:07,080
to say that I was a good dad.

628
00:30:07,200 --> 00:30:07,620
That's it.

629
00:30:08,040 --> 00:30:08,850
That's my legacy.

630
00:30:09,780 --> 00:30:10,995
And I'm like, dude, that's so good.

631
00:30:11,655 --> 00:30:12,165
So good.

632
00:30:12,195 --> 00:30:12,855
It's a good dad.

633
00:30:13,035 --> 00:30:13,635
That's a good dad.

634
00:30:14,115 --> 00:30:17,085
Um, so building a lasting legacy
with the vision, what you're able to

635
00:30:17,085 --> 00:30:19,815
accomplish, are you doing right in there?

636
00:30:19,905 --> 00:30:22,815
That, that, you know, our kids see
us doing good for the community.

637
00:30:22,815 --> 00:30:25,245
They see us doing good for other people.

638
00:30:25,455 --> 00:30:28,725
If that's, if that's what you want
to live and, and, and leave behind.

639
00:30:29,055 --> 00:30:32,715
So be able to create a brand and a
reputation and a culture that can thrive

640
00:30:32,715 --> 00:30:36,795
and grow for decades, um, completely
independent of your personal production.

641
00:30:37,125 --> 00:30:37,935
That's, that's it.

642
00:30:37,995 --> 00:30:38,265
Right?

643
00:30:38,265 --> 00:30:40,605
Because you know, I promise,
I mean, even if you say you're

644
00:30:40,605 --> 00:30:41,835
gonna be in the game for 10 years.

645
00:30:42,780 --> 00:30:46,470
You could say, I, I don't, I wanna
be in the game for 10 years, but

646
00:30:46,470 --> 00:30:47,880
I don't wanna sell for 10 years.

647
00:30:47,940 --> 00:30:51,150
I think you would get more of those
answers than you would somebody

648
00:30:51,150 --> 00:30:53,430
saying, man, I'm just gonna keep
selling houses for the next 20 years.

649
00:30:54,330 --> 00:30:58,470
Yeah, man, if I could back out and,
and have more time freedom and still

650
00:30:58,530 --> 00:31:00,180
income to where I can go, pursue.

651
00:31:00,475 --> 00:31:04,405
Other opportunities to build
wealth then, you know, there's,

652
00:31:04,435 --> 00:31:05,185
there's some things there.

653
00:31:05,695 --> 00:31:09,235
So, Joel, I wanna jam through this
real quick, um, on, on kind of the

654
00:31:09,264 --> 00:31:13,405
vision framework worksheet, and then,
um, we can, we can kind of wrap it up.

655
00:31:13,405 --> 00:31:18,685
But I wanna, I wanna jam through,
through this as there's, um,

656
00:31:19,104 --> 00:31:21,054
there's three parts to it obviously.

657
00:31:21,115 --> 00:31:25,675
So we've got, um, you know, part,
part one of, of the worksheet.

658
00:31:26,640 --> 00:31:29,880
Is uncovering your core values, right?

659
00:31:29,880 --> 00:31:31,380
The DNA of your decisions.

660
00:31:31,410 --> 00:31:35,370
So from goal setter to vision builder,
goals are about what you want to get.

661
00:31:35,880 --> 00:31:38,940
Um, the vision is about
who you want to become.

662
00:31:39,000 --> 00:31:40,830
That's, that's, that's the essence, right?

663
00:31:40,830 --> 00:31:44,760
We talk about, you know, who do you have
to become in order for you to achieve

664
00:31:44,760 --> 00:31:46,500
the goals and the outcomes that you want.

665
00:31:47,310 --> 00:31:52,470
And this is really the framework you
get to design this, um, and, and plan

666
00:31:52,470 --> 00:31:53,790
for kind of what we started with.

667
00:31:53,790 --> 00:31:59,820
This is the soul of your, of your
business, and it, it moves beyond the

668
00:31:59,820 --> 00:32:04,260
goals this month, the goals, you know,
this quarter, the goals this year.

669
00:32:04,979 --> 00:32:08,760
And, and and really puts a guiding
force in, into the business, um,

670
00:32:08,760 --> 00:32:10,830
foundation for, for attracting a players.

671
00:32:10,860 --> 00:32:13,139
'cause none of us get to where
we want to go without having,

672
00:32:13,169 --> 00:32:15,419
having a players around us.

673
00:32:15,750 --> 00:32:19,860
And, and really to simplify the decision
making process because a lot of people

674
00:32:19,860 --> 00:32:21,540
don't know how to make good decisions.

675
00:32:21,540 --> 00:32:25,229
So this is a framework to make better
decisions, but also empower the

676
00:32:25,229 --> 00:32:28,679
people around you to make decisions
that you would make if you were

677
00:32:28,679 --> 00:32:30,179
there without you being there.

678
00:32:30,179 --> 00:32:31,739
So I think that's, that's super important.

679
00:32:34,770 --> 00:32:36,240
Hey, I have a quick question.

680
00:32:37,050 --> 00:32:40,740
Do you know exactly where you
are in your business and at

681
00:32:40,740 --> 00:32:43,320
what stage is keeping you stuck?

682
00:32:44,430 --> 00:32:48,180
If not, download the eight stages
of the real estate business.

683
00:32:48,180 --> 00:32:51,210
It's the most powerful tool we've
ever created, and it shows you how

684
00:32:51,210 --> 00:32:53,340
to stop surviving and start scaling.

685
00:32:54,030 --> 00:32:57,210
You can grab the blueprint
at the eight stages.

686
00:32:57,680 --> 00:33:02,840
That's the, the number eight stages.com
and get clarity on your next move.

687
00:33:03,290 --> 00:33:04,610
Alright, let's get back at it.

688
00:33:07,160 --> 00:33:11,060
So, uncovering your core values,
really, the d, the DNA of the decisions.

689
00:33:11,600 --> 00:33:13,910
Um, core values are not aspirational.

690
00:33:13,940 --> 00:33:16,550
That's, that's the big get
because sometimes Joel, you and

691
00:33:16,550 --> 00:33:19,580
I will see, you know, somebody
has 7, 8, 9, 10 core values.

692
00:33:20,100 --> 00:33:23,699
Most of those are aspirational,
most of them are not core, right?

693
00:33:23,699 --> 00:33:25,139
There, there is that difference.

694
00:33:25,439 --> 00:33:29,969
So non-negotiable principles, they're
already present in your organization's.

695
00:33:29,969 --> 00:33:32,340
DNA, um, discover them.

696
00:33:32,340 --> 00:33:33,570
We don't invent them.

697
00:33:34,050 --> 00:33:36,989
Um, they are the rules of the
game, defining how we behave

698
00:33:36,989 --> 00:33:38,610
when no one is around watching.

699
00:33:38,939 --> 00:33:42,989
They make it easy to do the right
thing and hard to do the wrong thing.

700
00:33:43,860 --> 00:33:47,550
Um, so I think that's, that's important
distinction between core and aspirational.

701
00:33:47,955 --> 00:33:48,255
Yeah.

702
00:33:48,735 --> 00:33:52,755
Yeah, I do think that's really important
because the, the, if if they're not core

703
00:33:52,755 --> 00:33:57,375
to you, then they're ne they're never
gonna be truly core to the organization.

704
00:33:57,825 --> 00:33:57,975
Yeah.

705
00:33:57,975 --> 00:34:01,995
You just, you can't, again, people just
see through that kind of stuff, it,

706
00:34:02,115 --> 00:34:04,485
and it, and it, and it, and it fails.

707
00:34:04,755 --> 00:34:05,175
So, yeah.

708
00:34:05,175 --> 00:34:06,165
I, I totally agree.

709
00:34:06,165 --> 00:34:09,105
Some, some things have been really
helpful for me in, in, in working

710
00:34:09,105 --> 00:34:11,775
with my clients is a lot of ways
you can, you can back into them.

711
00:34:12,345 --> 00:34:15,074
What are the things that make you
the most angry about business?

712
00:34:15,074 --> 00:34:17,925
And when you see something, you
know, doing something the wrong way

713
00:34:17,925 --> 00:34:19,425
in business, what are those things?

714
00:34:19,635 --> 00:34:20,685
What kind of people?

715
00:34:20,745 --> 00:34:25,635
You know, for me, like, uh, one of
mine has always been humility, but part

716
00:34:25,635 --> 00:34:26,715
of the reason it's that is because.

717
00:34:27,480 --> 00:34:30,989
I just, I would, I would literally
rather not be in business than have

718
00:34:30,989 --> 00:34:32,699
to deal with arrogant people all day.

719
00:34:32,909 --> 00:34:33,000
Mm-hmm.

720
00:34:33,270 --> 00:34:37,500
So that's, you know, like I kind of backed
into humility as one of my core values.

721
00:34:37,500 --> 00:34:40,859
And so like, that's one of my
non-negotiable ones for, for team members,

722
00:34:40,859 --> 00:34:47,429
for me is like big, big egos, cocky,
like just, Hey, I got my faults too.

723
00:34:47,429 --> 00:34:51,089
Like, nothing against your faults,
but like, yeah, you can't be here.

724
00:34:51,420 --> 00:34:52,080
I don't want to be around.

725
00:34:52,085 --> 00:34:52,284
Yeah.

726
00:34:52,620 --> 00:34:52,739
Yeah.

727
00:34:52,739 --> 00:34:55,560
So I think you can, you can work your
way into them by like, what, what's.

728
00:34:55,875 --> 00:34:57,225
What things infuriate you?

729
00:34:57,225 --> 00:34:59,145
What things, you know drive you crazy?

730
00:34:59,145 --> 00:35:02,775
What things would you, you know, do
anything to, to change or to fix?

731
00:35:03,615 --> 00:35:06,705
Um, you know, you might be onto
something with your core values here.

732
00:35:06,975 --> 00:35:07,335
Yeah.

733
00:35:08,265 --> 00:35:11,505
Um, I, I wanna hit the,
the, the exercises here.

734
00:35:11,595 --> 00:35:15,915
Um, and then, uh, you know, I'm not
gonna go into detail, but I will say, you

735
00:35:15,915 --> 00:35:20,565
know, anybody listening in, if you want
the details of this exercise, if you're

736
00:35:20,565 --> 00:35:28,365
listening to the podcast, um, you can, you
can message DM. Um, DME DM Joel, um, we'll

737
00:35:28,365 --> 00:35:30,404
get you guys a copy of, of this exercise.

738
00:35:30,404 --> 00:35:34,035
And the same if you, if you didn't
catch, um, the clarity Compass,

739
00:35:34,035 --> 00:35:35,085
you can go back and listen to that.

740
00:35:35,085 --> 00:35:40,605
That's part one and you can, you know,
get, um, get kind of that, that worksheet

741
00:35:40,634 --> 00:35:42,315
of, of being able to lay out that.

742
00:35:42,615 --> 00:35:43,665
But I'm not gonna go into details.

743
00:35:43,694 --> 00:35:47,055
I'm just gonna name the exercise 'cause
I, I want to hit this and, and, um,

744
00:35:47,085 --> 00:35:49,995
be, also be sensitive to time here.

745
00:35:50,565 --> 00:35:53,325
So you nailed, you nailed one
of the exercises, Joel, and

746
00:35:53,325 --> 00:35:54,435
that's the frustration filter.

747
00:35:54,805 --> 00:36:00,415
So discovering your non-negotiables
and it, it's really times

748
00:36:00,415 --> 00:36:01,735
that you feel frustrated.

749
00:36:01,735 --> 00:36:04,405
For me, it was always when
my skin's boiling, right?

750
00:36:04,435 --> 00:36:05,695
That's, that's a frustration.

751
00:36:05,695 --> 00:36:08,545
Something's, something's not
jiving with my core values.

752
00:36:08,575 --> 00:36:14,425
So like that is, um, time, um,
like people robbing my time or

753
00:36:14,425 --> 00:36:16,255
not being respectful of my time.

754
00:36:16,285 --> 00:36:18,265
That usually will make my skin boil.

755
00:36:18,775 --> 00:36:19,345
Um.

756
00:36:19,920 --> 00:36:25,350
You know, knowing my working genius
and I'm a, I'm a D and D's, um, uh.

757
00:36:25,725 --> 00:36:30,495
Crave, crave trust, but also get
frustrated with why Prove it.

758
00:36:30,585 --> 00:36:31,395
What, what is that?

759
00:36:31,395 --> 00:36:31,725
Right?

760
00:36:31,725 --> 00:36:33,615
So there there's some
understanding in there.

761
00:36:33,645 --> 00:36:35,145
Is is, is that a frustration?

762
00:36:35,145 --> 00:36:37,005
I don't, I mean, is that
a core value in there?

763
00:36:37,005 --> 00:36:37,335
I don't know.

764
00:36:37,335 --> 00:36:38,625
This is just part of the exercise.

765
00:36:39,075 --> 00:36:39,135
Yeah.

766
00:36:39,315 --> 00:36:41,265
So you wanna describe those times?

767
00:36:41,265 --> 00:36:44,205
Frustrated, disappointed, angry, um.

768
00:36:44,650 --> 00:36:47,680
Then try to describe it in
much detail as possible.

769
00:36:48,160 --> 00:36:50,620
Um, what, what was violated, right?

770
00:36:50,770 --> 00:36:55,840
Is there a value or belief in there
that was, that, you know, for certain

771
00:36:56,020 --> 00:36:57,940
that that was, that was violated.

772
00:36:58,870 --> 00:37:00,550
The other exercise is.

773
00:37:01,440 --> 00:37:04,650
The opposite, the peak performance story.

774
00:37:05,160 --> 00:37:08,670
So a moment your business
felt alive, right?

775
00:37:08,700 --> 00:37:13,170
You were the time, you were so
proud, um, the business, um, I

776
00:37:13,170 --> 00:37:16,200
mean, you wanted to, you know, um,
Travis' a great example, right?

777
00:37:16,200 --> 00:37:17,400
Something he's proud of in the business.

778
00:37:17,400 --> 00:37:20,475
I mean, we'll get a text, you know,
11 o'clock at night from Trav.

779
00:37:20,475 --> 00:37:22,320
He's so excited about
something happened, right?

780
00:37:22,320 --> 00:37:23,880
So that's a peak performance story.

781
00:37:24,180 --> 00:37:28,680
So there's, there's something in
there that's probably a value of his.

782
00:37:29,685 --> 00:37:33,285
It could be a gut check back to
the values is like, what, you

783
00:37:33,285 --> 00:37:34,605
know, what, what's happening here?

784
00:37:34,605 --> 00:37:34,965
Right?

785
00:37:35,175 --> 00:37:36,884
Or could be a deal that you saved.

786
00:37:36,884 --> 00:37:38,805
It could be a client testimonial, right?

787
00:37:39,075 --> 00:37:42,165
Uh, maybe the team pulled through on
something that was absolutely incredible.

788
00:37:42,165 --> 00:37:43,740
Tell it in detail what was the situation.

789
00:37:44,655 --> 00:37:48,735
And try to exact extract the, the
principles out of there, right?

790
00:37:48,735 --> 00:37:52,995
Looking at it, what were the values that
were, that were kind of at play, right?

791
00:37:53,235 --> 00:37:56,265
Man, the team was just
relentless in finding a solution.

792
00:37:56,535 --> 00:37:58,365
Um, you know, we told the hard truth.

793
00:37:58,365 --> 00:38:02,325
It was a, it was such a, a brutal
conversation, but man, we had it.

794
00:38:02,325 --> 00:38:02,985
We told it.

795
00:38:02,985 --> 00:38:05,445
We were kind, but we were candid.

796
00:38:05,715 --> 00:38:09,135
We had the compassion, but we, we
had the difficult conversation.

797
00:38:09,315 --> 00:38:10,335
Hey, there was a time, man.

798
00:38:10,759 --> 00:38:12,170
Our team, man, they had our back.

799
00:38:12,470 --> 00:38:12,770
Right?

800
00:38:12,770 --> 00:38:14,000
I didn't think they were
gonna have our back.

801
00:38:14,000 --> 00:38:15,020
They had our back.

802
00:38:15,350 --> 00:38:17,690
And so trying to, trying
to pull those things out.

803
00:38:17,690 --> 00:38:22,520
So when you have the frustration, but
you also have the the performance,

804
00:38:23,060 --> 00:38:26,600
then you move into kind of running
them through the gauntlet and this is

805
00:38:26,600 --> 00:38:30,920
where you can combine them and you're
looking for your top five or seven.

806
00:38:31,279 --> 00:38:31,790
Okay?

807
00:38:32,060 --> 00:38:33,589
And you wanna run 'em
through the gauntlet.

808
00:38:35,175 --> 00:38:38,175
If you wanna run 'em through the
profit test, would this stand?

809
00:38:38,565 --> 00:38:42,105
Would, would you stand by this value
even if it cost you a profitable

810
00:38:42,105 --> 00:38:42,945
client or a big commission?

811
00:38:43,740 --> 00:38:44,820
That's the profit test.

812
00:38:45,420 --> 00:38:49,290
Would you stand by this if you had to
cut your number one client, if you had

813
00:38:49,290 --> 00:38:54,090
to cut and lose the biggest commission
ever, but they violated this value.

814
00:38:54,240 --> 00:38:55,290
That's the profit test.

815
00:38:55,860 --> 00:38:57,390
The second is the future test.

816
00:38:58,050 --> 00:39:01,380
The future test is, would you, would,
would you want your organization to

817
00:39:01,380 --> 00:39:04,530
embody this value a hundred years
from now long after you're gone?

818
00:39:05,130 --> 00:39:06,180
That's the future test.

819
00:39:06,210 --> 00:39:07,920
Does this one stand the test of time?

820
00:39:08,160 --> 00:39:09,480
And then the third is.

821
00:39:09,975 --> 00:39:11,504
The hiring and firing test.

822
00:39:11,565 --> 00:39:14,115
Would you be willing to fire a
top producer who consistently

823
00:39:14,115 --> 00:39:15,225
violated this value?

824
00:39:15,915 --> 00:39:18,825
Are you using it as a
screen to hire new values?

825
00:39:19,455 --> 00:39:25,035
Um, so tho those are the three, and
sometimes right, the hiring or the

826
00:39:25,035 --> 00:39:28,305
firing also takes a hit on the profit.

827
00:39:28,935 --> 00:39:32,145
So those two kind of, kind
of come together, and so you

828
00:39:32,145 --> 00:39:33,045
wanna be able to do that.

829
00:39:34,305 --> 00:39:37,484
Then finalize three to five, right?

830
00:39:37,904 --> 00:39:39,134
We gave the three to example.

831
00:39:39,134 --> 00:39:40,785
Joel loves the sweet spot of five.

832
00:39:40,785 --> 00:39:41,984
I, I'm right there with Joel.

833
00:39:42,089 --> 00:39:46,845
I, I, I, I think I like the five
sweet spot and the ones that

834
00:39:46,845 --> 00:39:48,825
survive are your true core values.

835
00:39:48,944 --> 00:39:49,365
Okay?

836
00:39:49,605 --> 00:39:53,055
And then the final exercise on the
values is we bring them to life.

837
00:39:53,475 --> 00:39:54,435
So we make them real.

838
00:39:54,555 --> 00:39:57,134
A value is useless if it's
just a word on the wall.

839
00:39:57,165 --> 00:39:59,115
I like Joel's example
a little bit earlier.

840
00:39:59,630 --> 00:39:59,990
Right.

841
00:39:59,990 --> 00:40:02,510
You have that remember little
thing and then you have

842
00:40:02,510 --> 00:40:03,530
little bullet points under it.

843
00:40:03,530 --> 00:40:07,400
That's, that's kind of my go-to on,
on how to, to, to line those out.

844
00:40:07,940 --> 00:40:11,000
Um, and, you know, what is it,
and, and then what does it mean

845
00:40:11,150 --> 00:40:12,560
that, that's kind of the example.

846
00:40:12,590 --> 00:40:14,870
So that's a great exercise.

847
00:40:15,430 --> 00:40:17,560
To, to really uncovering the core values.

848
00:40:17,560 --> 00:40:21,129
Remember that the, your core values
are the DNA of your decisions.

849
00:40:21,250 --> 00:40:23,740
That's the DNA of of your
decisions is in there.

850
00:40:24,069 --> 00:40:26,230
So that's, that's part
one of, of the exercise.

851
00:40:26,230 --> 00:40:30,220
Part two is articulating your
core purpose, your infinite.

852
00:40:30,220 --> 00:40:32,350
Why give the example of the why statement.

853
00:40:32,770 --> 00:40:35,740
Your purpose is your reason for
being boiled down into its essence.

854
00:40:36,190 --> 00:40:40,149
It's not what you do, but why it matters.

855
00:40:40,515 --> 00:40:40,845
Okay.

856
00:40:40,875 --> 00:40:42,285
It's a cause not a goal.

857
00:40:42,405 --> 00:40:45,585
It can never be fully achieved,
which is what makes it an

858
00:40:45,585 --> 00:40:48,375
infinite source of inspiration and
motivation for you and your team.

859
00:40:48,975 --> 00:40:51,015
You could go through
the five why's, right?

860
00:40:51,495 --> 00:40:51,770
You know.

861
00:40:52,725 --> 00:40:55,185
Drill down, you know, what do we do?

862
00:40:55,185 --> 00:40:56,145
Why is that important?

863
00:40:56,145 --> 00:40:57,044
Why is that important?

864
00:40:57,044 --> 00:40:57,975
Why is that important?

865
00:40:58,245 --> 00:41:00,015
Why is our mission to contribute to that?

866
00:41:00,404 --> 00:41:00,794
Right?

867
00:41:00,794 --> 00:41:04,154
And go 5, 6, 7 layers deep on the why.

868
00:41:04,694 --> 00:41:07,964
Um, I gave, you know, my
example of Simon Sinek.

869
00:41:07,964 --> 00:41:12,044
Start with why, um, what are you the best
in the world at so that you can do the

870
00:41:12,044 --> 00:41:13,484
thing that gives you the most fulfillment?

871
00:41:13,935 --> 00:41:15,705
So that's, that's one path.

872
00:41:16,125 --> 00:41:19,634
There's the other path of going
5, 6, 7 layers deep of what do

873
00:41:19,634 --> 00:41:20,924
we do and why is that important?

874
00:41:22,650 --> 00:41:26,400
The second exercise is the contribution
and impact statement, right?

875
00:41:26,549 --> 00:41:30,450
So this is what is the single
biggest contribution we make

876
00:41:30,450 --> 00:41:31,710
to the lives of our clients?

877
00:41:32,640 --> 00:41:34,110
Think beyond transaction

878
00:41:36,270 --> 00:41:40,710
confidence, peace of mind,
clarity, and a complex sit process.

879
00:41:41,700 --> 00:41:44,250
Um, what is the lasting
impact of contribution?

880
00:41:46,680 --> 00:41:48,540
And then start to combine these ideas.

881
00:41:49,695 --> 00:41:52,935
Once you kind of start looking
through this, then crafting your final

882
00:41:52,995 --> 00:41:56,295
purpose statement answers from both.

883
00:41:56,535 --> 00:41:59,115
Look at common themes, most
powerful emotional language.

884
00:41:59,355 --> 00:42:05,055
Draft a single concise statement that is
infinite inspiring and easy to remember.

885
00:42:05,655 --> 00:42:09,345
To create life changing opportunities
through real estate, or to be the trusted

886
00:42:09,345 --> 00:42:11,175
guides on our community journeys home.

887
00:42:11,565 --> 00:42:12,285
Whatever that is.

888
00:42:12,285 --> 00:42:13,694
I think Sam has a really good one.

889
00:42:13,694 --> 00:42:16,575
I can't remember off the top of my
head what it is, Joel, but Sam Basil

890
00:42:16,575 --> 00:42:18,015
has a, has a really, really good one.

891
00:42:18,045 --> 00:42:22,754
Helping, helping make wise real
estate investments or, or so, but

892
00:42:22,754 --> 00:42:24,015
that has meaning to him, right?

893
00:42:24,015 --> 00:42:25,845
That, that, that fuels him.

894
00:42:25,845 --> 00:42:27,464
He knows what that, that is about.

895
00:42:27,464 --> 00:42:29,115
So there's certain things in there, right?

896
00:42:29,115 --> 00:42:32,924
So like mine best in the world at inspire
and challenge people to think bigger

897
00:42:32,924 --> 00:42:35,390
so that they can transform their life.

898
00:42:36,884 --> 00:42:38,085
Transform their business.

899
00:42:38,115 --> 00:42:40,785
That's the fulfillment is
the, is the transformation.

900
00:42:41,205 --> 00:42:43,484
And I used to have it flipped
the way around, right?

901
00:42:43,484 --> 00:42:45,585
Transform your business
and transform your life.

902
00:42:45,585 --> 00:42:47,654
And I'm like, you can't
transform your business until

903
00:42:47,654 --> 00:42:48,975
you transform your life first.

904
00:42:49,515 --> 00:42:50,685
It's who you have to become.

905
00:42:50,685 --> 00:42:53,115
So like that pulls for me.

906
00:42:53,355 --> 00:42:56,865
And so like people that that love
the transformation, people that

907
00:42:56,865 --> 00:43:00,615
love to inspire and challenge,
that's, that's kind of our.

908
00:43:01,470 --> 00:43:03,210
Our purpose in there.

909
00:43:03,210 --> 00:43:06,780
So I think there's some great exercises
to be able to get in there to kind

910
00:43:06,780 --> 00:43:11,100
of flush it out and, and listen,
like all of this guys, listen,

911
00:43:11,940 --> 00:43:13,860
you have to also let it marinate.

912
00:43:14,430 --> 00:43:17,310
Like don't go through this process
and run out and get the tattoo.

913
00:43:18,360 --> 00:43:22,320
You gotta, you gotta try it on, you
gotta try it on, and you're doing this

914
00:43:22,320 --> 00:43:26,520
work, you're getting it, but you gotta
put it into action to see if it stands.

915
00:43:26,520 --> 00:43:28,725
If it stands up, um, like.

916
00:43:29,430 --> 00:43:32,610
That, that's the biggest caveat
going through this is you're

917
00:43:32,610 --> 00:43:33,960
gonna get really good at it.

918
00:43:34,260 --> 00:43:36,690
But this is why we
revisit it every 90 days.

919
00:43:36,690 --> 00:43:37,230
Right Joel?

920
00:43:37,500 --> 00:43:39,840
And we probably dive a little
bit deeper annually on it,

921
00:43:39,900 --> 00:43:41,280
but I like it every 90 days.

922
00:43:41,280 --> 00:43:42,930
It's like, is this still our value?

923
00:43:43,350 --> 00:43:44,640
Is this still our purpose?

924
00:43:44,910 --> 00:43:46,740
Does this still resonate with who we are?

925
00:43:46,920 --> 00:43:48,480
Are we making decisions off of this?

926
00:43:48,480 --> 00:43:53,010
So there's ways to always, you know, check
it, but if you're going through this for

927
00:43:53,010 --> 00:43:56,610
the first time or revisiting this and,
and, you know, and it's been a while.

928
00:43:58,694 --> 00:44:03,104
Land on it, but let it marinate, let
it breathe for a little bit before you

929
00:44:03,104 --> 00:44:04,575
run out and get the, get the tattoo.

930
00:44:04,814 --> 00:44:05,145
Yeah.

931
00:44:05,145 --> 00:44:09,674
It took, it took me, uh, it took
me six, six months, uh, after

932
00:44:09,674 --> 00:44:12,825
starting Growth Centric to when
it, when I, when it clicked that

933
00:44:12,825 --> 00:44:14,265
I was, I was missing something.

934
00:44:14,354 --> 00:44:18,375
And so when talking about purpose for,
for growth centric, it's that the world

935
00:44:18,375 --> 00:44:21,180
needs entrepreneurs and that people
deserve to work for great companies.

936
00:44:21,855 --> 00:44:22,125
Dude.

937
00:44:22,125 --> 00:44:22,605
I love that.

938
00:44:22,605 --> 00:44:26,505
And I only had one of those two things
in the beginning and it was, it just, I

939
00:44:26,505 --> 00:44:28,095
knew it wasn't, it, something's missing.

940
00:44:28,095 --> 00:44:30,825
And I finally just said, oh,
well, it's just, it's two things.

941
00:44:30,855 --> 00:44:31,305
It's both.

942
00:44:31,305 --> 00:44:31,545
Yeah.

943
00:44:32,115 --> 00:44:33,315
Yeah, dude, it is.

944
00:44:33,315 --> 00:44:34,125
It's so good, man.

945
00:44:34,125 --> 00:44:36,495
I love when you, when you flush
that out and you told to me the

946
00:44:36,495 --> 00:44:37,875
first time, and dude, it just hit.

947
00:44:37,875 --> 00:44:41,835
I was like, dude, that is, and and,
and I understood every angle where you

948
00:44:41,835 --> 00:44:44,835
were coming from with it, just from
your experience and your perspective

949
00:44:44,835 --> 00:44:48,795
and why you were so passionate about
that and why that was so important.

950
00:44:49,425 --> 00:44:50,385
That's really, really good.

951
00:44:51,585 --> 00:44:55,005
Part three, the final step in,
in the exercise is setting that

952
00:44:55,005 --> 00:44:56,175
big, hairy, audacious goal.

953
00:44:56,175 --> 00:45:00,555
What's the mountain that you're, you're
committed to climb and listen, not

954
00:45:00,555 --> 00:45:02,325
everybody wants to scale Mount Everest.

955
00:45:02,685 --> 00:45:04,500
You know, some people want to
go to the top of Mount Scott.

956
00:45:05,265 --> 00:45:05,925
Right Trav.

957
00:45:06,015 --> 00:45:09,195
So, you know, there's,
there's a couple paths up.

958
00:45:09,195 --> 00:45:09,795
Mount Scott.

959
00:45:10,125 --> 00:45:12,705
There's only one path up at
Mount Everest that you can get

960
00:45:12,705 --> 00:45:14,205
back down and, and, and survive.

961
00:45:14,625 --> 00:45:17,385
So what is the mountain
you're willing to climb?

962
00:45:17,475 --> 00:45:21,735
The Big Harry audacious goal is the
tangible, energizing, long-term mission

963
00:45:22,095 --> 00:45:23,805
that focuses your team's efforts.

964
00:45:24,885 --> 00:45:27,855
It's a, I would say 10.

965
00:45:28,005 --> 00:45:29,235
You know, you can push it.

966
00:45:30,105 --> 00:45:34,575
10, 25 year goal that's so big and
compelling that it, that it unites and

967
00:45:34,575 --> 00:45:36,585
galvanizes the entire organization.

968
00:45:38,385 --> 00:45:42,615
It should feel about 70% achievable,
but require you to be better

969
00:45:42,615 --> 00:45:43,590
than you are today to get there.

970
00:45:44,340 --> 00:45:44,640
Okay.

971
00:45:45,180 --> 00:45:48,060
And I don't even know if it
needs to be 70% achievable,

972
00:45:48,510 --> 00:45:51,180
maybe, maybe 50, 50% chance.

973
00:45:51,180 --> 00:45:54,390
I would like, I would wanna stack
the odds more probability yes.

974
00:45:54,450 --> 00:45:55,620
Than just a coin flip.

975
00:45:56,190 --> 00:45:59,370
So being able to, to kind of get in
there and, and have those reasoning.

976
00:45:59,370 --> 00:46:02,520
So step one, choose,
choose your BA, c flavor.

977
00:46:03,060 --> 00:46:06,240
What, what of type of
challenge most excites you.

978
00:46:07,170 --> 00:46:08,550
Target, right?

979
00:46:08,640 --> 00:46:12,240
Are we, are we trying to hit a
quantitative goal, serve a thousand

980
00:46:12,240 --> 00:46:14,460
families in a single year by X, Y, and Z?

981
00:46:15,150 --> 00:46:19,500
Um, are we competitive focused on
beating a specific rival to become

982
00:46:19,500 --> 00:46:23,640
the number one independent real estate
team in, in Oklahoma or passing, you

983
00:46:23,640 --> 00:46:25,590
know, x, y, and Z in market share?

984
00:46:26,610 --> 00:46:30,540
Do we, are we, are we a role model
emulating the traits of a successful

985
00:46:30,540 --> 00:46:32,250
company outside your industry, right.

986
00:46:32,250 --> 00:46:34,260
To become the Ritz-Carlton
of, of real estate?

987
00:46:35,085 --> 00:46:38,025
Setting the national standard
for excellent client experience.

988
00:46:38,955 --> 00:46:41,325
Are we an internal transformation, right?

989
00:46:41,325 --> 00:46:43,875
A fundamental change to your
business model to successfully

990
00:46:43,875 --> 00:46:47,445
transition from a single team in a
multi-state expansion network with

991
00:46:47,445 --> 00:46:51,075
10 locations by X, Y, and Z, right?

992
00:46:51,255 --> 00:46:56,760
So pick your flavor, target competitive
role model, internal transformation.

993
00:46:58,200 --> 00:47:00,120
Then step two is the gut check, right?

994
00:47:00,120 --> 00:47:01,380
So we've gotta run it
through another gauntlet.

995
00:47:01,440 --> 00:47:02,220
What is the gut check?

996
00:47:02,220 --> 00:47:05,490
Gauntlet Run your drafted
BHAG through these questions.

997
00:47:06,060 --> 00:47:06,270
Okay?

998
00:47:06,270 --> 00:47:07,950
This is important to to set it.

999
00:47:08,850 --> 00:47:11,400
Does it set a clear finish line?

1000
00:47:12,420 --> 00:47:13,650
Can you win or lose?

1001
00:47:14,819 --> 00:47:18,060
Does it excite you on a gut level?

1002
00:47:19,500 --> 00:47:22,980
Is it audacious but not a fantasy?

1003
00:47:24,270 --> 00:47:27,960
Does it force you to build new
capabilities and leave your comfort zone?

1004
00:47:28,470 --> 00:47:29,280
That's a big one.

1005
00:47:30,030 --> 00:47:33,150
'cause if you stay comfortable,
you're not gonna ever hit it.

1006
00:47:33,150 --> 00:47:36,360
You have to get uncomfortable
and, and remember, right?

1007
00:47:36,360 --> 00:47:40,080
Commitment, courage,
capabilities, confidence.

1008
00:47:40,440 --> 00:47:43,440
So you might not have the confidence to
get there because you have to develop

1009
00:47:43,440 --> 00:47:45,720
the capabilities for that to be true.

1010
00:47:47,100 --> 00:47:50,400
Will you be proud to be working
on this for the next 10 years?

1011
00:47:51,225 --> 00:47:54,135
Will you be proud to work on
this for the next 10 years?

1012
00:47:57,015 --> 00:47:58,815
And then the final step,

1013
00:48:01,215 --> 00:48:04,305
make it vivid, and this is where
the vivid vision piece comes in.

1014
00:48:04,305 --> 00:48:04,755
Right?

1015
00:48:05,535 --> 00:48:06,945
Make it inev.

1016
00:48:07,455 --> 00:48:10,065
And that's one of my favorite
concepts, inevitability thinking.

1017
00:48:10,070 --> 00:48:10,290
Right.

1018
00:48:10,785 --> 00:48:11,805
And Joel, you and I,
I've talked about this.

1019
00:48:11,805 --> 00:48:18,105
Trav you might not have and and
anybody listening in, so Leanne's son.

1020
00:48:19,080 --> 00:48:27,210
Fantastic world class athlete for his
age, um, wants to play quarterback at LSU.

1021
00:48:29,580 --> 00:48:33,270
So how do we create the conditions
to where playing quarterback

1022
00:48:33,270 --> 00:48:34,680
at LSU becomes inevitable?

1023
00:48:35,760 --> 00:48:35,880
Okay.

1024
00:48:38,495 --> 00:48:39,930
Who does LSU draft?

1025
00:48:40,530 --> 00:48:41,730
Who do, who do they recruit

1026
00:48:43,800 --> 00:48:44,010
to?

1027
00:48:44,010 --> 00:48:44,550
LSU.

1028
00:48:44,580 --> 00:48:45,505
Where, where, what schools?

1029
00:48:46,755 --> 00:48:51,075
What programs, what trainers,
what, what summer programs?

1030
00:48:51,105 --> 00:48:52,005
What, seven on seven?

1031
00:48:52,275 --> 00:48:54,855
Like who do they, where do
they go to get quarterbacks?

1032
00:48:55,275 --> 00:48:56,205
There's a trend there.

1033
00:48:56,385 --> 00:49:01,155
There's certain places
that they look where, okay.

1034
00:49:01,545 --> 00:49:04,905
Once you know that, how do
you get into those locations?

1035
00:49:04,905 --> 00:49:06,165
How do you get into those schools?

1036
00:49:07,005 --> 00:49:08,475
How do you get in with those trainers?

1037
00:49:10,920 --> 00:49:12,420
You get in with there, right?

1038
00:49:12,475 --> 00:49:15,630
And, and then it's how, how
do you have to be mentally?

1039
00:49:15,630 --> 00:49:16,560
How do you have to be physically?

1040
00:49:16,560 --> 00:49:17,760
What grades do they look at?

1041
00:49:17,760 --> 00:49:19,050
What attributes do they look at?

1042
00:49:19,260 --> 00:49:21,810
And you go get those trainers and
you build those relationships.

1043
00:49:22,170 --> 00:49:26,700
And so that's kind of the thought process
of how do you make success inevitable?

1044
00:49:26,910 --> 00:49:30,840
And you gotta have inevitability thinking
for, for that to, for that to be true.

1045
00:49:31,320 --> 00:49:34,740
So A-A-B-A-G needs an
emotional component, right?

1046
00:49:34,740 --> 00:49:35,400
So.

1047
00:49:35,725 --> 00:49:37,525
What's the vivid description, Joel?

1048
00:49:37,585 --> 00:49:39,295
The book is Vivid Vision.

1049
00:49:39,295 --> 00:49:39,595
What?

1050
00:49:39,625 --> 00:49:40,585
Who's the author of that?

1051
00:49:40,825 --> 00:49:41,575
Cameron Harold.

1052
00:49:42,115 --> 00:49:43,015
Cameron Harold.

1053
00:49:43,705 --> 00:49:44,575
Go through it.

1054
00:49:44,695 --> 00:49:46,160
It's frustrating, but it's, but it.

1055
00:49:47,520 --> 00:49:48,690
It's great, right?

1056
00:49:48,720 --> 00:49:51,240
Because he prompts you to think
he never gives you the answer.

1057
00:49:51,240 --> 00:49:56,160
He, he, he prompts you into thinking
through this and, and, and creating that

1058
00:49:56,160 --> 00:50:00,930
vivid, that vivid vision of what it looks
and feels like to achieved your BHAC.

1059
00:50:01,440 --> 00:50:02,040
Imagine.

1060
00:50:02,040 --> 00:50:05,190
Imagine you're a journalist writing
a story about your company in

1061
00:50:05,190 --> 00:50:06,360
the year you want to achieve it.

1062
00:50:06,450 --> 00:50:08,040
That's a good one, right?

1063
00:50:08,280 --> 00:50:11,010
You're a journalist writing
about your company in the year

1064
00:50:11,010 --> 00:50:12,000
that you achieve your BAG.

1065
00:50:12,900 --> 00:50:14,370
What's the headline of the article?

1066
00:50:14,580 --> 00:50:16,140
What are your clients saying about you?

1067
00:50:16,170 --> 00:50:17,520
What is your team celebrating?

1068
00:50:17,850 --> 00:50:19,560
What has been your
impact to the community?

1069
00:50:19,710 --> 00:50:23,400
How has your role as CEO evolved
this description makes the goal

1070
00:50:23,400 --> 00:50:24,780
tangible and emotionally resonant?

1071
00:50:24,900 --> 00:50:26,280
That's a great exercise.

1072
00:50:26,340 --> 00:50:26,490
So good

1073
00:50:27,180 --> 00:50:32,160
vivid, vivid vision, and then your,
your a journalist writing the article

1074
00:50:32,160 --> 00:50:36,090
about your company that it just achieved
this BHAG that brings it to life.

1075
00:50:36,090 --> 00:50:37,515
And that's, that's so important.

1076
00:50:37,890 --> 00:50:37,950
Yeah.

1077
00:50:38,640 --> 00:50:39,390
That's incredible.

1078
00:50:40,020 --> 00:50:41,069
I like 10 years too.

1079
00:50:41,490 --> 00:50:45,600
And this, this is a good example
of, um, of this system that you've

1080
00:50:45,600 --> 00:50:48,810
developed kind of being pressure
tested over the years because we've

1081
00:50:48,810 --> 00:50:51,240
read all these different things like
you were talking about that says you

1082
00:50:51,240 --> 00:50:53,670
should have this, it should be that,
it should be that, it should be that.

1083
00:50:54,120 --> 00:50:57,299
And it's like, well, you, there's,
there's space for all of these.

1084
00:50:57,330 --> 00:51:01,350
So, you know, so you, you've
taken some of the best pieces

1085
00:51:01,350 --> 00:51:03,180
from different methodologies.

1086
00:51:03,615 --> 00:51:07,515
Put them through dozens of, you know,
seven and eight figure businesses

1087
00:51:07,515 --> 00:51:10,274
and figured out, Hey, I think this
is what works best for most people.

1088
00:51:10,334 --> 00:51:10,455
Yeah.

1089
00:51:10,455 --> 00:51:13,875
So I really like kind of that, that
distilling process that you did with

1090
00:51:13,875 --> 00:51:16,964
this, because I've always felt, and
this like what you put together here

1091
00:51:16,964 --> 00:51:18,825
is the first time I'm like, yes, yes.

1092
00:51:18,825 --> 00:51:22,035
Like that thing was, that thing
was missing this piece and that

1093
00:51:22,035 --> 00:51:23,145
thing was missing this piece.

1094
00:51:23,325 --> 00:51:24,254
So I just love it.

1095
00:51:24,495 --> 00:51:26,384
But I like 10 years, two for two reasons.

1096
00:51:26,384 --> 00:51:29,745
One is it, it, it gives you the
freedom to go incredibly big.

1097
00:51:30,825 --> 00:51:35,055
The Mount Everest, but it also gives the
people who don't want to do Mount Everest

1098
00:51:35,384 --> 00:51:43,365
a a, a way to accomplish something big
without having to do anything super crazy.

1099
00:51:43,544 --> 00:51:43,754
Yeah.

1100
00:51:43,754 --> 00:51:43,995
Right.

1101
00:51:43,995 --> 00:51:47,595
Like if, if, if, if I, you know, if
we're at a hundred transactions and I

1102
00:51:47,595 --> 00:51:51,075
want to get to a thousand, like that's,
that's a big, hairy, audacious goal.

1103
00:51:51,075 --> 00:51:54,165
But if we talk about 10 years, I
don't have to double every year.

1104
00:51:54,705 --> 00:51:57,675
To make that happen, we can,
we can have sustained growth.

1105
00:51:57,675 --> 00:51:59,445
We can go at, at our own pace.

1106
00:51:59,595 --> 00:51:59,865
Yes.

1107
00:51:59,865 --> 00:52:00,825
It's still uncomfortable.

1108
00:52:00,825 --> 00:52:01,245
Yes.

1109
00:52:01,245 --> 00:52:04,425
It's, you know, it's not guaranteed
success, but so I, I really

1110
00:52:04,425 --> 00:52:05,390
like the tenures too, for both.

1111
00:52:06,435 --> 00:52:07,815
Everybody fits into that.

1112
00:52:08,234 --> 00:52:09,345
Yeah, for sure.

1113
00:52:09,350 --> 00:52:13,665
And, and, and it can be, you know, we
always, we always kind of default to oh,

1114
00:52:13,665 --> 00:52:18,445
a revenue goal or a transaction goal, but
it, it can be a profit goal, it could be a

1115
00:52:18,445 --> 00:52:18,630
mm-hmm.

1116
00:52:18,855 --> 00:52:21,645
You know, what's, what's, uh, Brett
Jennings working on right now?

1117
00:52:21,674 --> 00:52:22,035
Right?

1118
00:52:22,484 --> 00:52:22,545
Yeah.

1119
00:52:22,694 --> 00:52:24,105
Of a hundred, a hundred agents

1120
00:52:24,105 --> 00:52:27,075
that make a hundred, a
hundred a million a year, GCI.

1121
00:52:27,315 --> 00:52:27,615
Right?

1122
00:52:27,615 --> 00:52:30,915
Like, what a creative, powerful
way to, to express that.

1123
00:52:31,575 --> 00:52:34,305
You know, it doesn't have to be
a revenue or a transaction goal.

1124
00:52:34,305 --> 00:52:37,335
It can be a, you know, number
of agents on my team who are

1125
00:52:37,335 --> 00:52:38,504
making over a hundred grand.

1126
00:52:38,805 --> 00:52:38,984
Yeah.

1127
00:52:38,984 --> 00:52:40,095
And he hit the original BAG.

1128
00:52:40,274 --> 00:52:40,575
Right.

1129
00:52:40,575 --> 00:52:42,105
So he had to reset it and he hit it.

1130
00:52:42,105 --> 00:52:44,325
His original BAG was to do
a billion in production.

1131
00:52:44,450 --> 00:52:44,740
Yeah.

1132
00:52:45,615 --> 00:52:48,945
Then, then he came back and said,
you know, a hundred agents that

1133
00:52:48,975 --> 00:52:52,605
each, do I wanna help a hundred
agents do a million in GCI each.

1134
00:52:53,445 --> 00:52:53,625
Yeah.

1135
00:52:53,715 --> 00:52:54,345
That's awesome.

1136
00:52:54,675 --> 00:52:54,915
Yeah.

1137
00:52:55,215 --> 00:52:57,015
So it's fantastic, brother.

1138
00:52:57,015 --> 00:52:59,265
I appreciate you and, um, I'm, I'm loving.

1139
00:52:59,265 --> 00:53:03,375
You know, this, uh, the agent to
CO series, we're through part two.

1140
00:53:03,655 --> 00:53:09,175
Next week we will have the operating
system, the CEO operating system, um, is

1141
00:53:09,175 --> 00:53:11,335
gonna be the next step in the process.

1142
00:53:11,395 --> 00:53:14,965
And I look forward to, uh,
jumping in with everybody and,

1143
00:53:14,965 --> 00:53:16,315
uh, continuing the conversation.

1144
00:53:17,275 --> 00:53:17,635
Same.

1145
00:53:17,845 --> 00:53:18,205
Awesome.

1146
00:53:18,205 --> 00:53:18,260
I'm really excited.

1147
00:53:18,900 --> 00:53:19,589
Appreciate you guys.

1148
00:53:19,710 --> 00:53:19,920
See you.

1149
00:53:21,690 --> 00:53:22,560
Thanks for tuning in.

1150
00:53:22,950 --> 00:53:27,420
If you're done guessing and ready to lead
like a real CEO with a custom strategy,

1151
00:53:27,779 --> 00:53:31,740
real accountability and proven systems,
check out my executive one-on-one

1152
00:53:31,740 --> 00:53:34,080
coaching at John Kitchens coach.

1153
00:53:34,500 --> 00:53:37,170
Fill out the application and book
your one-on-one call with me.

1154
00:53:38,009 --> 00:53:39,990
Be sure to hit follow so
you never miss an episode.

1155
00:53:40,799 --> 00:53:41,640
Catch you on the next one.