Hey, there are 10 X real estate warriors, Friday, Friday, freedom Fridays. Some people call it. We had some really good interviews this week with some of our guest speakers that are going to be on the EOS summit, the 10 X real estate warrior nations. First virtual summit on 2021. It's going to be January 26, 27 and 28th. Funny is today we actually spoke with one of my longtime friends, mentors coach, and just a, you know, really solid guy. He's almost like family to me. And he's definitely a real estate family and real estate royalty in my book as Mr. Jeff Quintin. And you know, Jeff's down in ocean city, New Jersey, he's rebuilt his business and built his business on numerous different occasions. He's got an expansion team and people in different States and everything like that. Ironically enough, though, the, the simplest thing that I got took home from his conversation today was keep it simple, stupid.

You know, you can't change the fact that you have to have conversations with people and get in communication with people. It's not a contact sport anymore. You know, people say, Oh, real estate is a contact sport. It's not a contact sport. If you grind every day, it is. But if you're grinding every day, you're really not looking to help people. You're looking to just have, you know, try to make money. The challenge is eventually poop, floats to the top and people recognize that. So start having conversations with people versus having conversations at people. You know, we, we talked about how in real estate, there's only 40 objections that somebody can ask you. Jeff and I spent years learning probably three different ways to answer every one of those objections. Jeff and his team calls them certified script experts before he'll actually let them loose on the public.

What are you going to do in your business? What are you going to do in 2021 to change or to make the difference, or, you know, to actually change what you're doing? You know, the, the definition of insanity is doing the same thing over and over again, and expecting a different result. 2021 is coming. It comes time where people make decisions, people draw a line in the sand. What are you going to do in 2021, that's different. That's going to get you to your goal or get you to your intentions faster. And while you're still helping people and making an impact along the way, you know, we're not judged by what we say, we're judged by our actions and what people see and what other people say about us. You know, the old joke is, you know, where are they going to put on your tombstone when you're, when you're, when you're done or what you, what do you want them to put on your tombstone?

It doesn't really matter what you want. You're not going to be there. Tell him what to write on the tombstone anyway. So what is somebody else, Walter, what are, what are your, how are you going to show up to those friends and family and those agents that you inspire and those customers that you may be coming in contact with people in your community, how are you going to show up every day to those people are going to be a person of integrity and an, a person of honesty and, and trust and value. And as a resource, or are you going to show up as the, you know, the telemarketer and the, the, you know, the salesman, you know, there's a major difference between the people that have been around for, and, you know, as I said, with Jeff, you know, we survived. And when I say, literally survive, changes in markets where they've gone up and down 50% in one direction or the other over the past 20, 25 years.

And one thing is consistent that we've kind of figured out is, is two things. One is having conversations without using the words iron MI and having conversations with people where you're asking more questions than you're making statements. You know, because real estate is about is sales and sales is about asking questions, not making statements. So selling is not telling, selling is

Hey there 10 X real estate warriors, WhatsApp. So today's message is going to be pretty short, pretty sweet, pretty simple. It's about being authentic with yourself. Today we actually had the pleasure of waking up to about 13 or 14 inches of snow. It was about five 30, six o'clock and I looked outside and I was like, all right, you know, what do we do our training? Or do we do it on a treadmill? And I was like, you know, put on some warm clothes, grabbed the dog. And we went out and it was us in the plows. We pretty much went for a run, had some fun went for about three mile, three and a half mile run. And it literally was the most peaceful, peaceful, and surreal experience was to go out there. But probably the bigger thing was the conversation between that five inch span and that five and spans between your ears.

You know, it's that, you know, it's the two wolves, you know, you gotta feed the both. But depends on which one you feed. Are you going to feed the one that's selling you a and just go back to sleep. It's there's 12 inches of snow out there. It gives you a good reason not to go out there and go out in the cold, or do you feed the one that says you've committed and you've actually made the commitment to yourself first and foremost, and you made it to others that you were going to do this workout and do the, you know what today is, I think Dale, Evan, a 42 on the half mile marathon training. So you know, it, that leads me into the conversations that I had later on in the afternoon with three different individuals that are what I would call 10 X top gun experts.

One of them was a weapons expert. Another one was a strategist and the, and the other one was another weapons expert. And interestingly enough there was like three main messages that they all came out with. One was, you know, discipline and communicating to people with, you know, one of them said it very well. He said, you know, with authenticity, you know, you don't want to just throw crap at people and try to communicate with them and try and say, Hey, do you want to sell your house? Do you want to sell your house? No. You know, people don't want to hear that. They want to hear, Hey, how's the family. How are you? How's it going by the way, can I help you? Or do you need my help with your real estate needs at this time, different conversation. It's putting people first and then asking if you can be a resource or, you know, with authenticity in that, you know and then there, you know, both of those, both of those weapons experts had ways to leverage communication and had different tools and techniques, but trying to get to the same end, which is have a conversation that opens up a dialogue that gets somebody to raise their hand and say, Hey, it's funny, you're reaching out to me.

I am interested in finding out more about the value of my home, or I am interested in finding out more about homes in this area or that area. And then the other guy who we spoke to, which is, you know, one of my you know, long-term mentors, coaches, he's also one of my business leaders in my organization within exp is guy named Al Stacey canal is an interesting guy. He is probably one of the most humble yet powerful men in our industry right now. He not only operates a small team of 40 people, which is not a small team by any stretch of imagination in Cleveland, but he also is one of the three partners helping over 4,000 agents throughout the United States, Canada, and several of the countries to either to build their real estate businesses within in the exp model.

You know, and, and not to go down that rabbit hole, but it takes a certain person to be able to put that 4,000 people in those 40 people first, before anything else. And, and you know, I said it in the interview, when I go to do the interviews with these experts, a lot of times I'll pull up their bio's and I'll go to their LinkedIn and I'll find out what they either, what they wrote or what somebody else wrote

Hey there. 10 X real estate worries. How are you today? Just wanted to touch base with you and follow up with you today on today's topic is really simple. It's actually negotiation, who is the hardest person you've ever had to negotiate with? What is the most difficult negotiation you've ever had? And do you continue to have it or have you got it under control? So who was that person? It's it actually is the guy inside your head. You know, at other voice, I call them little mic. Some people call it your alter ego. Everybody's got a different name for it, but the bottom line is, is that, that is by far the hardest person you're ever going to have to negotiate with. You. See, years ago, I met a guy named Darryl Rutherford, God, rest his soul. He was a mentor and a coach.

He actually coached up until the time he was 93 or 94 years old fantastic guy. And he had a concept of learning to control that, that ego, that voice in your head that actually controls most people and his philosophy was, you know, you name it. You're not going to get rid of it. You're not going to, you're not going to get them out of your head, but if you can learn to align with them, and if you can learn to negotiate with a person in your head, it becomes a lot easier. You know, and it's one of the more frustrating things to listen to people say, Oh my God, you know, when you start real estate, it's really hard. There's nothing worse than having like a coach or a mentor, actually start out the conversation by saying, it's going to be really hard on my God.

You have no part it's going to be, I mean, really like, what are you thinking who wants to go into that conversation or who wants to get involved in that business when the coach or mentor is, Oh my God, it's going to be so hard. You're probably want to quit. It's no wonder why most real estate agents quit in the first, you know, in the first year in business. I mean, why not start out the conversation with these people by saying, Hey, it may be challenging, but we have all the tools and we have all the things you need in order to go to the next level. What specifically are those tools and those things, first of all, it's, it's your self-confidence and your self-esteem. So if you go back to our foundational course, which is the 10 X personal success formula, which you can actually download the blueprint over at 10 acts, P F I'm sorry, 10 X, P S f.com.

Again, 10 X psf.com. You can actually download our our blueprint that actually helps you to create the foundational pieces of being a 10 X real estate warrior. So, I mean, by that, well, the first thing you're going to learn to negotiate with as in your head is, you know, sitting quietly and sitting quietly it took a long time for me to understand the difference between meditation with hypnotherapy or guided meditations versus what I would call TM or total transcendental meditation, which is purely sitting quiet. And, you know, ironically enough, when I started doing the transcendental meditation, I said to the guy, well, what's the focus or where we have to do. He goes there, isn't I go, well, what, what is my mantra or what is this or that he goes, he goes to the mantra is, is not designed to have you focus on it.

It's designed to let go. And ultimately it's designed to help you to learn, to breathe and do actually get clarity that there is nothing to be focused on. And ironically, most people don't realize this is, you know, everything happens in the white space and what I mean by the white spaces, when you finally get to that point where you're sitting quiet enough to where there's nothing going on, you're not thinking about anything. And I usually will last for what they call bliss. And that usually lasts for a couple of seconds, maybe tops, because ultimately what happens is your brain is so smart. It actually goes, Holy crap, we made it. We're we're at we're we're at bliss. And as soon as you do that, you're also focused on how you got...

Hey, Hey, real estate workers. How are you today?

I don't know any morning and it is getting close to Christmas. Beautiful day out. Just want to touch base real quick. You know we were talking to a young agent the other day and they kept asking the question, how do I do this? How do I do that? How do I do this? You know, one of the things I said, I said to the woman, as I said, you know, first she needed to sit back and look at it. The who or why, and then you can figure out the how in most cases to how figures out itself. So if you we'll actually sit down and look at who was my ideal customer, where do they do, where they work, where they say, well, do they have kids? Do they not have kids? Am I working with first-time buyers?

Or are they just coming up the college? Am I doing presentations at the local church? Am I doing presentations at the local union hall for first-time buyers? I've done, I've done webinars. And first time buyers seminars in the Walker room of a amp to work with all the employees, because it was the easiest place to get in touch, you know, to be able to present to 15, 20 people in one shot. So what do I mean by that is in other words, I figured out at the time, my ideal customer was making 60 to a hundred thousand dollars a year and they worked in finance. So what I was doing was doing presentations in the local bar, I would rent it out, have a mortgage lender, pay for the cocktails, have a title company pay for some of the reserves that were being passed around.

And we would actually do a first-time buyer seminar for all these young professionals that were just getting their, you know, just getting their, their job under control and starting to basically getting ready to start a family. Then I realized that our customers are, who was starting to transition from once they made some money, they moved from Manhattan into Hoboken, or they moved into Brooklyn. Once they moved into Brooklyn or Hoboken, they lived in a one bedroom or two bedroom apartment that they paid 200, $300,000 for by the way, which is worth like 700 now. And they lived there until they got married. Once they got married and they had their first kid and they had another kid on the way, the apartment got really small, as soon as they had their first wedding, bridal shower or birthday, you know, or, or the, the beginning of their child when everybody started bringing toys to their house.

So they very quickly decided that, okay, it's now time for the next transition. That transition was out to the suburbs of New Jersey or out to the suburbs of long Island. So what I did was started to partner with people in those markets and, you know, so that when my people were moving from one place to another, they weren't, I wasn't losing them as clients. I was referring them to other people and getting some of a deal versus none of the deal. So it starts with the who, not the how or the what or the why. So you may have gotten a real estate and you're trying to figure out, okay, here's what I'm going to do. I'm going to specialize in you know, open houses or I'm going to specialize in doing door knocking, or I'm going to, I'm going to do a farm.

My, my broker said, do a farm. Well, if you're going to do a forum, are you for everything? Are you farming all the vegetables? Are you going to try to grow wine in New Jersey, which is probably not going to go real well because of the weather conditions? Or are you going to look at the actual weather conditions and go, you know, for New Jersey, corn is really a really Hardy kind of plant that will actually grow really easily. Who else does that? Like strawberry strawberry, you know, in the summertime, strawberries, Jersey tomatoes. There's a reason why we're famous for certain products, certain agriculture it's because it's what grows in our community. So what is your community like? Are you, are you servicing the Apache Indians? Are you servicing the Comanche's? I always say this. If...

Hey, there are 10 X real estate warriors. How are you today?

It is Friday, Friday, freedom,

Friday. Some of us call it today's conversation is about mindset shift. So making them, making a shift from surviving to thriving or abundance. So for years, decades, and coaches and mentors of mine have always said, Hey, you get what you focus on, Sean. It's whether it's good or bad, the more you focus on it, the more it's going to happen. So if you're focused on how much money you don't have, eventually, you're just not going to have any money. And if you're focused on the amount of money coming in, or if you're focused on transactions happening, and people being attracted to you to do business with you, you're going to start to see more of that happening. So, you know, over the years I call myself focusing on, you know, the lack or even some cases how much money I don't have or didn't have, or even Embiid some of those other people that didn't have money on their successes, as opposed to looking at them as, you know, possibility or, you know, even, you know, opportunities you know, over time it got a little bit better.

And as I looked at prosperity and stuff like that, and you know, over the years, I've been very thankful for what I do have can never, you know, would never give any of that back, especially my family and my children and my wife. But what major hiccup happened that, or recently that, you know, helped me to understand this concept even further and really get my arms around this. So, you know, focus is really what it comes down to and, and, you know, we always were, you know, I was always focused on, Hey, it's just another deal. And this deal is going to pay for this. And this deal is going to pay for this. And this deal is going to pay for this. The challenge was after it paid for that, there was nothing left. So you're constantly playing the it's another deal.

It's another deal game, as opposed to playing the, let me build an arsenal or a stockpile of cash or savings. So over time, you know, realtors get caught up in the, Hey, I got this closing coming up and I got this closing coming up and that's going to line up with my bills that are coming in this week or that month or that year. In reality, you know, that's been an extremely challenging lack based mentality. Yikes. I mean, really. So where is the mindset shift? So learning how learning to focus on the, and the accumulation, the stockpiling of knowledge, wealth, abundance, power strength self-esteem, self-esteem self-confidence and yeah, even money, you know, money isn't everything. And by, you know, by far it's not the, it's not the most important thing, but it's right up there with oxygen truck living without it.

And the words of my friend, John Alexandra, God rest, his soul passed away very young, but John used to say it all the time. He's like, you know, you just try living without it for like 10 minutes, you know? So here's the deal. What, you know, like I started doing the Peloton running and it's a marathon training app. And during that, I started realized that, you know, it's kind of like when you go off for a run and you run the workout, when you finished our workout and you finish running, you know, that's it until the next run, when you're focused on being a marathon or an ultra marathoner, you know, in, in the words of Michael Reese, who we interviewed, who thank you, Michael, for all the wisdom you gave us and dropped on us for the summit, what do you guys hear his interview on the summit?

It's just amazing. There'll be, it'll be a game changer for you, but you know, the reality is somebody like Michael or myself was training now to be a marathon or half marathon, or, you know, that's a mindset shift and it's totally different mindset. And it brings you to a different place and a different focus because now your focus changes to this simply, isn't just going out for a run. This is simply who I'm being and what I do. Sure. I run, you know, yet

Hey, there are 10 X real estate where your nation just want to reach out to you today real quick. How do you automate certain pieces of your business? Anything that you do over and over and over again, every day, let's say that you email a certain person or you text somebody the same message. Every time you hang up the phone with them, or until you send them an email, you know, why do it manually, why not figure out a way to automate that process or, you know, I actually have it so that it seamlessly happens every time that you tag that person with a certain task. And the were, have it set up so that, you know, automation does it in artificial intelligence. Does it see today and age is so many people out there that we have to communicate with.

And there's so many people that are on what, say for argument's sake, distribution chains, people in a, in a real estate transaction, you know, for argument's sake, there's probably six or seven different people that are in any given real estate transaction, whether it's a buy sell or, you know, or investment property between the appraiser between the, you know, the two attorneys, the buyer, the seller, the administrator, the for maybe my, my administrator, the attorney's administrator. So by the time you get done, there could be 15, 20 people in that group. And ideally you want to figure out how you can automate a process so that instead of having to go and fish down, you know, figure out that whole group, why not make a group in your emails. So that, that happens. The other thing is, is that, you know, one of the things I learned a while back is in Google and Google for argument's sake, there's what they call filters.

And when an email comes in, you can actually set up a filter. So that automatically forwards to your assistant. Or if you have somebody you really don't like, and they keep torturing you, you can, instead of putting them in spam, you can set up a filter and actually dump those emails into a bucket somewhere. So those are out of sight out of mind. But again, you know, learning how to run your business, as opposed to letting your business run you is part of, you know, growing up in what I call business maturity and business maturity is actually taking a step backwards, slowing down long enough to figure out what are the steps that you can take to automate things that you do on a daily basis. So let's just say for argument's sake, you send out a daily email to a group of people in your organization, and you know, every time you want to send that out, you have to go in and you have to create the email and you have to create the content and everything else.

What if you set up a template so that it had automatic merge codes on it? We do that all the time. We have what they call workflows, where depending on the type of customer is going to have a certain email workflow. And depending on if it's a probate or in a state, it's going to have certain merge codes that are going to emerge certain addresses in certain certain contact information and certain information about the property. So that we don't have to manually do it every time we want to send a communication to somebody. So can you automate in your business? You know, people talk about how difficult business can be. It can be, but the more you can automate your business, the easier it becomes. And again, you know, I ideally people say, Oh my God, if it's, if I don't touch it, I may forget about, or may not know about it.

It's just as easy to set yourself up alerts so that it it's a hands-off process. But at the same time, if something goes sideways, it's also going to alert you and tell you, Hey, by the way, you forgot to do this, or you forgot to do that. So what are some of the other things in, you know, the expression I like to use is, or, you know, as like in judo, you know, in judo, they actually, instead of, instead of actually, if you're fighting somebody that's substantially bigger than you, how do you...

Hey, there are 10 X real estate warriors. What's up? How are you today? So it is December 9th, big day. We're getting ready for the Saint Nick to come down the chimney. And I just want to reach out, you know today I had an interesting conversation with a young realtor and we were talking about the difference of I do real estate, or I am a professional real estate broker. You know, it's interesting because I, you know, I, the analogy I use with them and I said, you know, you don't want to go to a surgeon that says, you know, I do surgery once in a while. I've practiced surgery. Are you, do you practice it? Are you actually a professional real estate agent or a professional surgeon? I don't want the guy who's practicing on me to be doing that.

So, you know, if you're going to be a professional real estate agent and you're going to do it for a living, do you choose that path and choose to be the professionals step up and actually do the activities that would actually make you a professional realtor? So what are some of the activities that would, would, if somebody saw you from the outside, looking in and saw who you were being, not what you told them you are. So we, you know, were judged by who we are, who we're being and what we represent. The people we're not judged by what we tell people we are or what we do. So if somebody was to watch you from the outside, looking in and you were a professional realtor, what would that look like? You know, you probably have a morning routine where you get up some at a pretty early time you'd be at your desk at a consistent time.

You'd also probably work out in the morning. Do some kind of affirmations, have some sort of a schedule and a plan that you would execute on a daily basis. What we call a plan of action, which, you know, one of my mentors and coaches for many years was woman named Cathy Anderson, who, God, God rest her. You know, God bless her. She still works and she still a coach and a mentor, but, you know, she always beat it into my brain of the acronym plan, P L a N, which is prospect lead follow-up appointments and negotiate. And what she said was, as long as you spend 80% of your time doing one of those four activities in that order, by the way. So you want to prospect first thing in the morning when you have the most energy because prospecting or Julie generation can be challenging.

And it's a lot of rejections. So you want to be as powerful as possible. You want to be standing. So do you have as much energy as possible when you're, when you're actually talking, talking to people you're going to lead gen, you know, after you're prospecting, you're going to F you're going to do lead follow-up, you're going to follow up with leads probably between 11 and 11 and 12. O'clock. You're going to follow up with any hot leads that you've spoken to throughout the day or over the past few days. Typically we have to speak to somebody when you're between five to seven times as the average, I happen to believe that in this kind of an economy, you're probably looking at talking to people more than nine to anywhere between nine and 12 times before their eyes are going to make a buying or selling decision.

So each time that you communicate to them is going to add to that, that, that number. So what is the a in plan in the, in the word plan is appointments. You're going to first, you're going to prospect for an appointment. Then you're going to set an appointment. You're going to have a lead activity. You're going to have a lead. And that leads going to turn into an appointment. And now that you're going to take that appointment, you're gonna go get that listing. You're going to put it on the market and you're gonna start to market it for sound. You're gonna communicate that to the masses, by doing marketing and advertising, you may be a, you may become a open house expert. You may want to do that through social media. You might want to do it through video or texting or,...

Hey, there are 10 X real estate warriors. How are you today? So we're getting close to the end of the year. It's December 3rd, my book, and I'm, we're recording this. And you know, after this afternoon, I actually had a couple of conversations with several people that we spend time with in a prospect with lead generation, with if you want. And you know, and I, I always talk about it this time a year, huh? My business personally from November 30th, till about April 15th, goes through the roof. And I think that's, you know, due to a couple of things is one is I worked in Hudson County for years and in Hudson County, the average person there is about 38 years old. They're working on a bonus in most cases because they couldn't afford to live there unless they're making over a hundred, 150,000 a year.

See Bullet list below....11 Reasons to List During the Holidays

And those particular buyers and sellers you know, those people are working where the vast majority of their income comes in at the end of the year, which isn't at the end of November, December and January, February, March, and April. If you happen to work in wall street, you usually know what that number is by November. If you work in advertising or something along that lines, you may not see your bonus until the next fiscal year in April. But in most cases, you know, the, those people know what those numbers are and they're shopping for our house at the end of the year. And in some cases, you know, a lot of people get large payouts for businesses where they get a payout for their tax return or something like that. So, you know, and, and I think it was around 2005, we were actually in the New York times on one of the cover sections of the, of the paper.

See Bullet list below....11 Reasons to List During the Holidays

And they, you know, it was titled, it is the season to sell some say yes, some say no, and here's the re the 11 reasons why we say you should buy during the holidays or sell during the holidays. You know, and mostly on the sales side because people usually question, do I really want to have my house out there? Well, first of all, you know, it's, you know, people are looking to buy homes during the holidays. They're more serious. The people that are out there, they're not just kicking around, they're actually looking to buy a home you know, serious buyers have fewer houses to choose from during the holidays. And there's less competition. Which means that there's more money for you. Most of the realtors go to sleep at that time of year because they feel as though there's nobody out there to help them.

See Bullet list below....11 Reasons to List During the Holidays

So you end up scooping up a lot of cost customers that normally would have been working with somebody else. Also the supply chain, the supply of listings will dramatically increase in January. That means that there will be less demand for those particular homes. So if you have a house that's kind of older, or it needs some need some work or something like that, there's going to be less competition for it towards the end of the year, going into January versus after January. And even in March, when people bring in their new inventory and through our marketplace. So between January inventory start to go up about 10%, February, another 5%, and then March and April inventory will go up anywhere between 20 to 50% of the existing inventory that's in the market already. So when you start looking at those numbers, who else is actually looking at, you know, why else would you want to sell your house during the holidays?

Well, it's the one time a year that your house actually decorated and everybody on the street is decorated for you to sell. The other thing is, is that, you know, Tom Jones down the block was always a crotchety old man who never really likes to talk to anybody. That's the one time a year that if so many drove past him and said, Hey, Merry Christmas. He might actually say, Hey,...

Hey, Hey, Happy Thanksgiving!

Turkey day, 10 X real estate warriors. Just want to check in with you today on Thanksgiving day, had a real quick message for you. You know, so this morning I was out for my annual Turkey trot, uh, with myself and my headphones listening to Alice's restaurant. So why listen to Alice's restaurant even it's like a 26 minute long song by our old Guthrie, um, which I listened to every single Thanksgiving, uh, especially after, um, I had a traumatic experience in my life. I'm going to share that with you and, and hopefully it'll make an impact on your life and help you to change and maybe make an impact on somebody else's life. So, you know, it's probably five, six years ago now. I, I kind of blocked it out. I don't even remember what exactly when, um, my sister, uh, who was four years older than me, who was right about the same age as I am now at 54.

Um, I was diagnosed with pancreatic cancer and over about a 16 month period, my sister fought with pancreatic cancer. Uh, God bless her. And for the first, um, I don't know, 12, 14 months, uh, she didn't even really check to see what the prognosis was. She just believed that she was going to be okay. And, you know, she battled the Val valiantly. Um, my sister had a very similar kind of, um, comedic delivery as I do. And, you know, really didn't take things too hard. Uh, she just took it a day at a time. And I remember it was probably one of the last days that I was with her and she looked at me and I thought, wow, this is it. And she said, you know, I said, you know, do you want to go with a beach? I'll carry you. I don't, I don't, I, you know, whatever you want to do, do you want to fly somewhere?

I'll, I'll rent the plane. What do you, what do you want to do? You know, what do you want to do? Like your last day here on earth, you know, or physically on earth, I should say. And, um, my sister has been with me more now than ever spiritually. Um, and you know, what's funny is she said, you know, just shut up and come sit down at the end of the bed. And I sat down, I ended up bed and she said, you know, just promise me one thing. And I said, what's that man? And I said, you know what, anything you want? And she said, you know, promise me. I'll never let anybody steal your dreams. I kind of sat back. And I was like, what are you talking about? She goes, you know, ever since we were kids, um, I've watched you come out of the military and pretty much chase whatever you wanted to do.

And you did it, you know, uncle Frank got your job in union, hated that. So you've made a new path for yourself and, you know, you didn't, you know, even though you didn't go to college, you're probably the most well-read person I've met. And I was like, well, you know, I appreciate you saying that, but, you know, uh, you know, it's not going to help your situation. She goes, I'm not, I don't have a situation left. Um, she goes, I know where my path is right now, but you have a choice and you have two young daughters, you have a wonderful wife, you know, do me a favor. And I said, what's that? And she said, promise me. You'll never let anybody steal your dreams and stay fit and stay healthy for your kids. You know? So, you know, that was probably one of the more changing, uh, when people say, you know, you have a few times in your life where you have an impact and something changes your life.

Well, that was obviously one of them. Uh, shortly thereafter, I went into my office and my broker and, you know, team, office manager or whatever, uh, really couldn't understand that we were needed to build a team and we needed to go to the next level. And you, for years past, I would fight my way upstream and keep paddling and paddling the boat paddle on the boat and trying to fight my way up the stream. And finally, it just said, you know what? I remember what my sister said. I turned the boat around. I took the tuck doors out of the water and I basically drifted

Hey, Hey there 10X Real Estate warriors. Sean, Shallis your host at a 10 X real estate warrior nation podcast. So today's episode. Perfect timing is not always perfect. So good. I tell you a quick story about timing and how I learned about, you know, timing and how to use it. My real estate business. So probably I want to say it's the late 1980s, 88. I get out of the military. My brother is working on wall street, working on the trading desk as a stock broker. And if anybody knows about the sock market, the market opens up at about nine o'clock on the bell, on the button and closes at four o'clock. So I'll find a naive, I'm getting the elevator business. I'm going to call my brother and say, Hey, I just want to touch base with you. See how you're doing. And I call him in first thing in the morning at about nine Oh five when I get a break.

Cause I started my day at about seven 30 and about nine, nine, 15. I got a break on my business. So I call my brother and he's like, what the hell? Oh my God. And he hangs up so phone and I'm like, Jesus Christ. So I try to call him back. He does the same thing. And after a couple of weeks of this, I'm thinking, Oh my God, my brother hates me. He really doesn't like things. Every time I call me highs up the phone, what the hell is up with that? But then as time went on, you know, what I realized was it was about the timing I was calling him. Not, not how it was called. Cause if I call them at like one o'clock in the afternoon and he'd be like, Hey bro, what's up, haven't talked to you. What's going on?

How's it going? So, you know, when you realize, when you're calling for sale by owners or expired or something like that, and you call these people and the person picks up the phone and they're like, you know, if you let the phone ring more than four times and that person picks up the phone, of course they're going to be off because they were probably involved in doing something like a shower or maybe sleeping and you just rock them out of bed. And now you're calling and they're off because they've rushed to get to the phone to answer your call. And of course your call is probably, maybe you're bringing value to them, but probably not initially, or at least they don't see it on the surface. So here's a, here's a guy, here's a, here's a way to look at this. What I started doing expires and for sale by owners, I would use two phones and I would also use a binder.

You know, it's like one of those three ring binders when you're in school. Yeah. I know old school. Well, you know, laptops foreign is fast or computers weren't as fast back then. So what I would do do is every morning I would get up and I would take out my binder and my assistant would take out all the, all the ads from the internet and stuff like that and, or watch the news newspaper and he would cut them out and he will paste five of them on each page and write note. And I would write notes to the next one. And the ad would say, Hey for sale by owner house for sale, it's a two bedroom, one bath, blah, blah, blah. And what I would do is take a pen. And every time I called that person, I would write next to their name and say, Hey, I contacted him on Tuesday nine o'clock.

So why would I put the time there? Well, because people are creatures of habit. If I talk to you at nine, o'clock had a good conversation. That means more than likely. That's a good time to talk to you. But if I call you at eight o'clock and you don't pick up the phone, I put a little check Mark next to the morning and put an X X next to it. If I call you in the afternoon, you don't pick it up. I put an X next to it. If I call you three times or three days in a row and you don't pick it up, I put a line through the morning and I do it in the afternoon. I put a line through. And if I finally get you in the evening on Tuesday at six o'clock, then I know you're my Tuesday six o'clock call.

And I write in there Tuesday, six o'clock. And I put it...