Hey, there are 10 X real estate workers what's up. So it's you know, today we had a great conversation and one of my associates and we're talking about you know, negotiating and how to negotiate and how to help a seller, understand the price of the home and why the home may need to need a price improvement or something along that lines. And I said, you know, I said to my associate, I go, you know, in the beginning, when you first list the property, they're trusting you as a professional to come in with a number they're going to educate themselves with your information. They're going to look at some of the information that they've seen online or in the, in the, in the market and stuff like that. They may use some of these, you know, major, you know, realtor.com or they may be using Zillow or Trulia or something like that.

And they're going to validate whatever you're saying, and they're going to come up with a number. And typically, you know, a lot of times that number is higher than what the fair market value is. But, you know, as realtors, our job is to educate people and educate them why that property is worth, worth worth. So first rule of thumb is always the same is, is saying, explaining to the solar that the listed price is nothing more than a marketing tool to get people in the door. And you know, it doesn't indicate value. It's not what I'm willing to pay for the property. And have mr. Sellers price is too high. It sounds like he's the highest bidder for the home, so that doesn't do anybody any good. So in our case, we have somebody who's actually selling an estate. So there's an administrator who has three or four brothers and sisters.

So in that case, you're not only educating one or the husband or the wife or both. You're educating the husband, the wife in three different families with probably three different opinions. And in my experience in doing probates in the States over the years, there's usually one family member that wants to sell the house, the other family member that doesn't want to sell the house. And then there's the person in the middle. Who's kind of the referee. So one of the analogies that I like to use when explaining this to one of my associates is you have to help the seller and, or the seller's representative become more comfortable and more educated with why the numbers are what they are. And the way that you can do that is by educating them. Because you can tell them until you're blue in the face, that property is worth X amount of dollars, but until they believe it, and until they understand it until they get comfortable with it until they actually say it that, Oh my God, you know what?

You're right after looking at this information that you're sending me, this makes all the sense in the world. This is a good deal until they actually say, until you that it's a good deal or that's a good opportunity, or it sounds like a good deal. They don't believe it. And it doesn't matter what you tell them. It's what they, what's what they say. Once they say it, they believe it they're confident. And then you can actually help them educate them a little bit further down the line. So one of the analogies I use is it's kind of like, you know, the analogy is cooking a frog. How do you cook a frog? Well, the way you cook a frog is if you stuck them in boiling water, the thing they're going to do is jump out and fall across the room. But if you take that frog, yeah.

Put them in the like Luke warm water and you let them swim around in there for awhile. And then what you do is you slowly turn up the heat. That frog is never going to realize that they're getting cooked. And I'm not saying we're going to cook our sellers. But what we want to do is we want to, you know, we want to do it over time. We want to educate that seller over time. And depending on the market, if the market is going up, it doesn't matter if it takes more time. But if the market's going down, you want to educate your seller...

What's up there at 10 X real estate warriors. It's Friday. Want to just reach out to you real quick today? We were on the phone prospecting with a couple of friends of mine and one of my bosses certified buyer experts on krill and crows, a solid agent. Who's learning how to go from being a certified buyer agent to now starting to get on the phones and be actively and aggressively calling people with the question of, Hey, are you thinking of buying, sell, ring investing in real estate? And you know, krill said, Hey, you know, I've gotten an average of more, I'm making them out a hundred contacts a day and you know what happened to be me and another guy named Michael Hayden, who big shout out to Michael down in Kentucky. He's a great icon agent has been around for a long time.

We were actually on a Google hangout prospect together and Michael and I looked at each other and went, okay. I raised my hand and I said, Hey, krill, we need to you're you're, you've graduated. You're no longer one of the new agents. You're not going to be one of the, one of the certified buyer experts. And now we're going to start to train you to be a listing expert. And you need to, you know, you need to grow up and start to focus on the amount of contacts you make, not the amount of calls you're making and the dials. So, you know, over the years, we've, we've actually counted dials. You know, I've always heard from these newer agents saying, Oh, I got this many dials. You know, it doesn't matter how many dials it takes. It matters how many conversations you have. And what's interesting is when Michael and I were coming up through the ranks, it was okay, make 50 contacts a day and just keep dialing and dialing.

And, and ultimately what happened is people ended up when I call contact Vitus and what is contact-oitis that's when you go to your office and you just focus literally just on making contacts. And honestly, you know, the goal of making the context is to find somebody that's either going to buy, sell, or invest in real estate and set an appointment with that person. But the challenge is when you get focused on, you know, whatever you focus on expands. So if you're focused on making contacts, what happens is instead of asking questions and listening, what you're actually doing is trying to figure out ways to get the guy off the phone or a woman off the phone so that you can make your next contact and then go tell your friends and family, Hey, I made, I made a thousand contacts today. Well, that's great.

How many appointments did you set? So we're going to realize in a little bit, I'm going to say, you know, it's not how many contacts you make. It's how many appointments or how many quality conversations you have with somebody on the other end of the phone. So let's first define what is a contact. So a contact there was always, for us was always defined as somebody who can buy seller, invest in a piece of real estate. And you know, so this is a, is a 12 year old person, a 12 year old kid that answers phones. And I say, my mom and dad ain't home. Is that a contact? No, but if somebody, if you call somebody and say, Hey, I was calling you about your home. Usually one home sells to morals, so right away. And I was wondering, when do you plan on moving?

And if that person says, well, you know, we're not ready to move yet, but you know, we, we, we do own the home. That person is a contact because they could choose to the buy solar investment. Oh, so let's talk about contact ditis a little bit. What is it the difference between people that are just reading scripts and going up and banging the phones and soliciting everybody on the planet versus people that are actually engaged in the, in the activity of sales. So what is the activity of sales? What do I mean by that? So the activity is sales. I was always taught that when you're selling, you're not telling you're listening and what's happens is, is that when people go out with the intention

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

Hey, it is Thursday, and I got a great question in from another agent. Um, and obviously realize that the 10 X real estate warrior nation, our goal here is I saw in our mission here is to take back the real estate business from those big boys that are the big Z companies or all those other companies trying to stick their hands in your pockets. And one of the ways that we help you to do that and build a duplicatable repeatable and scalable business is by helping educate you on how to make the right conversations and how to actually justify why now is actually a great time to buy a so one of the questions that came up was how would I overcome a buyer's concern at the market is about to crash?

So one of the things that we always talk about is the, you know, the amount of money that's spent when you buy a home, unless you're buying a cash. In many cases, you're buying it with financing. So that means that you're, you know, if you have a property in a, in a, in middle America right now, 68% of the United States actually properties are bought with three and a half percent down or less, uh, which is pretty amazing, uh, that we store able to do that in the United States. It's a great opportunity. And it's mostly the first time buyer program where they're able to buy houses with a three and a half percent down. Um, interestingly enough, I did some research and I wanted to look back at, you know, first of all, how do you overcome the concern about the market crashing? You know, real estates is single goal.

It goes up and down. Uh, I've been doing this for 30, you know, I've been in the industry 30 years on the sales side for 25. And over that period of time, I've seen the market go probably four or five times from one extreme to the other. Um, and you know, as an example, case in point is if you look at, uh, the 30 year interest rate for a mortgage on November of 2019, that interest rate was 4.83%. Again, I'm going to say that again, 4.8, 3%. Why am I saying that? It again is because if you look at today's interest rate, it's 2.7, 8% for the same loan. So how does that affect a buyer coming into a property? First of all, if that price, if that buyer is renting right now, let's just look at the tax advantages of this and, and look at the difference there, but let's go through a scenario first.

So we have a property right now. It's listed, it's a, it's a senior community, 55, and over it's listed at 319,000 that property, if somebody was to buy that property today and they put down three and a half percent, which is probably unlikely, but if they did, they put three and a half percent down and had they bought it a year ago with 4.8, 3% interest, $6,400 in taxes, 44 50 in maintenance. It comes out to about 2,800 a month. Okay. Ironically enough, though, how they bought that property today with a difference in the interest rate, that number goes down to $450, 25, a $2,450 a month. Again, $2,450 a month for the same property. That's a 13% savings. So if you bought that property for the same exact price today, had you bought it a year ago, you're actually buying at 13% cheaper on a monthly basis right now.

The other thing is, is that if that person let's say the person is renting and they're renting for $3,000 a month, which is not unusual, they do that for 12 months as 3,600 3,600 times zero is zero. I mean, I, I need to go to like YouTube to help my kid do fifth grade math, but I can do three 30, uh, $36,000 times zero. It's actually zero had that been a monthly payment though. And they were paying like, in this case, if they were paying $2,500 a month and $450 of that is for the maintenance on the property, even though the maintenance is not tax deductible, the empty, the money that they're paying for the interest on the loan. And also, which is 90, 98% of the payment for the first three to five years, that's about $2,000 a month. So if you do $2,000 a month,

What's up real estate warriors. So it is another podcast. And today we want to talk about who is your Salesforce and who is your buddy? So a quick story, we met, I meet my wife. It's probably, I don't know, 15, 18 years ago or whatever it is. And it's our first holiday season together. And I say to her, Hey, you know every year I have a holiday party over at the local golf course where I'm a member and I invite 75 to a hundred of our past clients center of influence and the people that help us to get our business done. And we have a pretty cool party. I'd love you to come. So she comes and at this point is dating me, but you know, we're kind of getting serious. So she's asking questions there says like, you know, how much has it ahead?

And I go, it's like, like probably 60, $70 a plate. So for everybody in the room, it costs 60, $70. If you're not sure what I'm talking about there. And you know, it's a pretty exclusive club, so it's kind of a fun night. And a lot of the people that are there haven't really been in that environment. So it really works out well. And we know we did it, we did it for years. I'm not sure why we even stopped doing it, but here's the funny thing my wife takes me aside and she takes me into a corner and all of a sudden she starts talking to some people and she says, you know, I'm a little confused. And I go, what is that? She goes, how come like half the people in the room are other real estate agents and some of them even work at other companies.

I mean, yeah. Why would you put your past customers in the same room with these people who are all, you know, we know they're sharks, why would you put them in the room with the sharks? I said, well, here's the thing, interesting thing I said in our industry, we cooperate with the sale. So in essence, the people that are in this room have made me tens of times, thousands, hundreds of thousands of dollars over the years by helping us to either market and or shell or listings. And what's funny is like Bobby, over there, I am. Bobby has actually sold three of my properties in the past 12 months. I mean, he's made us $40,000. So do I mind paying $65 for a plate of food for him to come and have a couple of drinks and enjoy himself for a couple of hours? Absolutely.

That's an investment in my business. And what's interesting is a lot of the real stick community. You know, once I started explaining that to my wife and I, I explained to her how probably half the people in the room had added to the pond in some way, shape or form. And what's interesting. We went into a market where it was mostly bidding Wars and stuff like that. And ironically enough, all those people that would come to the holiday party every year, if I presented an offer, sometimes my offer wasn't even the strongest offer. It wasn't the highest bid, or maybe it didn't have the best terms as everybody else. But if it was even close, I can tell you that we ultimately got the transaction. And a lot of times we got the transaction just because they knew that we would do the right thing.

And they knew that we would do the same thing for them. And we knew we would explain it to our customers so that we were in, in, you know, in ethical with them by saying, Hey, I have a relationship with Tom Jones. And every time I do a transaction with him, it closes in the same time. And the time that was posed to, I said, I can't say that for some of the other agents I've worked with. I said, most cases, the average agent has a 38% cancellation rate. But yet when I work with Tom Jones, we've closed every single transaction we've worked on together. So Mr. Jones, did you want to repack your house twice or do you want to do it once with the confidence that we know we're going to close it while, you know, I think Shauna, you know, I think you're right.

Let's just do it once. So when you're, when you're on the phone or your talking to agents and you know, there's nothing worse than, you know, as the...

Hey, there are 10 X real estate warriors. I got a really exciting guest for you today. Joey we're going is actually from strategic business Academy. Advi Canada, actually, he's a serial entrepreneur number one bestseller speaker coach. Joey is actually known as the entrepreneur secret weapon. He's the CEO and founder of strategic business Academy and helps entrepreneurs and online marketers who have already have a business, but feeling overwhelmed, distracted, disorganized stock, especially when it comes to building their business sound familiar, man, that could be just about anybody. With more than 30 years of experience as an entrepreneur, he's now known and trusted as the authority to the millennials in online marketing strategies and implementation. He spares no expense to personal and business development, spending time training and exclusively at some of the world's highest achievers, including Brendon Burchard, John Ashraf, and Frank Kern.

Just to name a few Joey is also in high demand, high performance coach and online digital marketing consultant with proven track record, he's actually consultant and coach companies like Remax century 21, Keller Williams, domino lending and hope a whole bunch of others that you've already know and love. He's been featured on numerous magazines, podcasts, live streams, business shows, sharing his tools and his beliefs and his systems and his strategies with entrepreneurs who more than business. You know, they're actually out there and he actually gives a to be honest with you, he's one of the few guys that have actually caught up with, on Facebook and watched him from the outside, looking in a little bit. And obviously most of you guys know me. I don't recommend people unless they're actually in my own space and if I can trust them or if I don't trust them, I'll let you know either way. It's all good. So, Joey, how are you

Are doing really well today, man? It's, it's awesome. I don't know how the weather is over there, but you know, here in Toronto, Canada, you know, usually we were a little bit cooler in the Novembers, but we're having a blast the summer again, man. So I'm just enjoying it even more. So thanks for having me, bro.

No worries, man. You know, as a matter of fact, I think one of the last times I remember actually going to I'll tell you a funny story. We were in Toronto and whatever the big major hotel is right by the stadium where the Bluejays play. It was right after they built it. And this is probably 2009 or so. Yeah. It was right after the secret came out and Bob Proctor was a friend of a friend of mine. One of my other mentors got named and actually John Alison Asaf. Funny enough. Yeah. And I actually paid, I actually paid Bob like $10,000 to go meet with him for four hours with my wife. We fly up there. My wife is like three or four months pregnant. We get to Toronto, it's a ghost town because they were waiting for a blizzard to show up.

And it's like me, Bob, his assistant in a room that was like one of these conference rooms that they gave us the entire concert for like 150 people. And the four of us were sitting at a table with like a cup of coffee talking. So good time, you know, but it's just funny how I remember that, you know, for cause John asked her off was also in the movie the secret. Yeah. So give us a little bit about your background. How does, like, how does a guy like you come from kind of like in the real estate space? I remember you mentioned that in the business space to where you are now.

Yeah. It's a funny story because I've, I've grew up in an entrepreneurial family and I'll try to fast forward through, you know, this stuff really quickly. But I grew up in an entrepreneurial family and real estate came into my life in 2008, believe it or not. And it was after I sold my family company. My dad passed him when he was 60. And it was a few years after this and I, you know, decided that there was that wasn't something I wanted...

Hey there at 10 X real estate warrior. What's up Charles, your host. So today we're actually taking you on the road, rabbits about five 45 in the morning, about 45 degrees. And we're doing our morning workout, check out the 10 X personal success formula. One of the first things we did early this morning, uh, it was called sitting quiet. The second thing that we're going to do is affirmations. We're reaffirming what we are, who we plan to be and what our intentions are. We're going to visualize that, visualize that. And then the third thing is exercise going to talk today about accountability. What is accountability more importantly, are you doing active or passive accountability? Do you have an accountability group? And if you hear me huffing and puffing a little bit, or actually warming up for a five mile run, uh, as I'm talking to you.

So I figured, let me just get this real state warriors are not the average and order 1% crazy do differently. As far as accountability goes in order to achieve their goals and their dreams. First thing is an account of what is accountability. Accountability is putting yourself in a situation where you're allowing others to help you remain on task and on purpose. We can either do that. What I'm going to call it a 10 X hack, I'll use it the old school way and the tactical way, which was for me and my friends had sheets and checklists, and I had these daily checklist with routine items on it and I would check it off. And my goal was to get at least 85% of what I committed to for the day and the list. You know, nobody's perfect, but you can remain at 80%. You could actually Mark your calendar as being consistent.

So what was another way to do it or the way to do it was enrolling my, you know, my coaches would do it or they did it a little bit differently, but they did was made me write checks for 500 or a thousand dollars and leave them blank, send them five checks. One of my accountability, coaches, mentors really is Tony, the shallow, which was a blessing. Tony said, Hey, you need to have your objection. Handlers in your shrift needs to be handwritten and fax to my office or my office. It needs to have a time stamp on it for four or 5:00 AM. And if you don't, I'm going to actually take one of your checks and mail it to your biggest competitor. With a note that says, dear Tom Jones, I really appreciate your help. And I want to let you know, I made a commitment to my coach, live up to that commitment.

So here's a check from me to help you thrive your business. Bear in mind. That's a little, it's a little scary when you think about it, I've actually had it happen to me and it happens once. So what is another way to do accountability? That's maybe not as aggressive. I actually got walking up and blessed enough to meet about 25 guys. Ability chat, chat has been going on for years. And what I've kind of learned was at first it was just phone numbers. Then when I started to figure out who was who I realized like, wow, Holy cow, these guys are like, world-class people like not to impress you, but more to impress upon you that even these guys at their level look for additional accountability, you know, Jake hinder of nae and he actually Realty, uh, Michael Reese, which day was a celebrity digital digital president.

I forget the name of the book. We'll put it in the notes. Nickname, who is a world-class everyone producer writer, author podcast, host drill Sergeant Travis, man. He is probably one of the most solid guys in the group. And I will say the biggest transformation I've seen from the accountability has been woods Davidson. You know, as a joke, I actually texted him and I said, dude, I think I just ran into you and fixed it. Really what it was is if you'll look at him and you watch the transformation over 75 days of his commitment, he looks like a dummy that you would buy him a Dick's sporting goods, except what's actually, it looks better than the dummy. This is actually better than...

Hey, there are 10 X real estate warriors. It's got a special speed hack session for you today. We're just going to give you a quick insight on what are the tools that we've actually used for several years now. It's actually saved us a tremendous amount of time and effort. So right now we're working on a pretty major project. It's actually a 10 unit project where the units are gonna be, uh, some of them are gonna be about 900,000. The other ones will be about 1.2, 1.5 million. And these properties are actually an existing, um, townhouse community. It's five units on each side and you know, they're about 10 or 12 years old. Uh, community is actually being rented right now. They're, they're set up as rentals and they're kind of run down a little bit, but when they were actually built, not even 10 years ago, they were actually amazing.

Um, and you know, I went to the owner and I said, you know, we got to do a tremendous amount of work in here in order to bring this up to a point where we're going to be able to market and sell this actually at a million dollars or more. And, you know, people expect a certain level of quality and stuff like that. And, you know, the seller was great about it. He said, you know, absolutely. He said, you know, I just don't have the time. And if I said, you know what, don't worry about it. I'll actually go through and I'll actually write down all the information and make a punch list and be able to share that with my assistant and have my assistant, give it to your project manager. And they can actually knock off, knock off the pieces of the puzzle.

And, and obviously you realize as a 10 X real estate warrior, it takes a village. Um, you know, we don't do it all by ourselves. We actually have really key people in key positions. Like for me, I have Abby natal, Berg who I couldn't do business without her. She is definitely one of our, um, you know, key people in their business. But we also have other people that we value in the business. Like we have contractors and GCs, we have painters, we have people that do carpets. We have everybody you can imagine about, we have a list of about 900 different vendors, to be honest with you. So how do you do that? How do you go into a project like that? And I actually, you know, when I went there thinking, you know, this is going to be a whole day project. And at first I said to Abby, I go, you know, why don't we do this?

Why don't you come with me and take a notebook and follow me around? Or why don't you take a laptop and we'll just do it all there, right there and make a list. And then finally I said, wait a second. I says, you know, I'm learning a lot about speed hacks and about technology let's do this. So I actually took out my iPhone and started doing short a one to three minute videos on each aspect of the property that needed to get done. So the first thing it does walked in the driveway and said, Hey, you know, just want to let you know, and actually recorded what I was looking at and actually showed the client. And also the vendor that was going to service it. And I said, you know, for example, I walked in and I said, Hey, you know, right here, all this stuff has to get cleaned up.

And I was pointing at all the garbage that was laying around on the, on the property. Then I sat, actually pointed at the gate and the motor for the gate on the property. I said, according to what I've heard, the gate isn't working correctly, we need to have somebody come in and service. The gate here is a picture of where here's a closeup of the data tag. Maybe we can find out what, what the service provider can provide us that information. Um, then we went into the unit and we did another video and another video. And each time we did a different aspect of the property, we did a video and those videos are only one to three minutes long at the most then. So what do we do at all those videos? What I did was I actually went back to my home office.

I sat

The BIGGEST False Belief in Real Estate ?

Stop Shooting with Buck Shot, Become a Real Estate Sniper AKA ..10X Real Estate Warrior-Top Gun!

Hey, there are 10 X real estate warrior what's up. So today's podcast is about the biggest false belief in real estate. Uh, you know, I was talking to one of our future guests and I said to him, Hey, here's the, here's the lead in? And here's the trailer for our podcast. And you know, this will give you a good taste of it. And I said, you know, when I started write to him and say, Hey, in a nutshell, we help real estate ordinary real estate agents, you know, become 10 X real estate warriors. And what's funny is I caught myself and I said, you know, we're really on a crusade. We're not, we're not just looking to help people. We're actually looking to make a hit huge impact in our community. Uh, for a hundred years, our business really hasn't changed. And one of the biggest false beliefs is, is that you should just get on the phone and blindly start calling people.

Speaker 1: (https://www.rev.com/transcript-editor/Edit?token=Gy1vFxOkSgTeyUGrKrirhbB_QSlU2dTpDSAQtRNg4h_Tj-qykovm3UOyta1BdL3v6Hb-FGImSM5sELqPgJKUvJV8wmwandloadFrom=PastedDeeplinkandts=45.77 (00:45))

And your goal is to get told X amount of times, no, to go find that one person that says yes, I mean, it's no wonder why half the real estate community has a therapist for Christ's sakes instead of a coach. I mean, if your goal is to get up every morning and go get the Schick daddy, and you're going to go to do that. How long does that last? I mean, it's no wonder why. When we go to train people say, Hey, I want you to go and be an active and aggressive agent. I want you to get on the phone and have people throw things at you and P and P and, and do all these different things. I mean, Christ, what are they thinking? Why on God's green earth? Would you do that to yourself? So you know why most people think this way is because, yeah, there's a certain amount of validity to it.

Speaker 1: (https://www.rev.com/transcript-editor/Edit?token=Gy1vFxOkSgTeyUGrKrirhbB_QSlU2dTpDSAQtRNg4h_Tj-qykovm3UOyta1BdL3v6Hb-FGImSM5sELqPgJKUvJV8wmwandloadFrom=PastedDeeplinkandts=85.94 (01:25))

If I get on the phone and I make 50 calls a day, I'm going to probably even if I didn't just did random calls, I'm going to probably run into at least two people that are going to maybe say, yeah, maybe now, maybe in the future, I'm going to find one person that was probably is going to say, yeah, in the next 30 to 60 days, I'm looking to do some. And in every once in a while, I get somebody every 50 to 100 contacts, they're going to say, Holy cow, who told you, I'm moving? Like it, did somebody, did you see my window or something? So yeah, there is some validity to that. And the problem is, is that when your expectation is to go get beat up in order to find the one time, the one-off time where somebody says, Hey, yeah, I want to work with you.

Speaker 1: (https://www.rev.com/transcript-editor/Edit?token=Gy1vFxOkSgTeyUGrKrirhbB_QSlU2dTpDSAQtRNg4h_Tj-qykovm3UOyta1BdL3v6Hb-FGImSM5sELqPgJKUvJV8wmwandloadFrom=PastedDeeplinkandts=124.58 (02:04))

You're not even expecting it. You're not prepared for it. I mean, you're actually your expectations and your attitude, expectations and beliefs there. That of I'm going to go get beat up enough times to go find somebody to say, yeah. So when that w so you're conditioning yourself over and over and over to be able to deal with rejection, but what you're not practicing for is the successful conversation. And if your conversations, the vast majority of them, or basically con combative, um, then we want you to be a 10 X real estate warrior. We want to teach you how to be competitive, how to, how to go, first of all, how to get in, get in a fight as little as possible, how to get in those negative conversations as little as possible. How do you do that? And what, you know, how do you really shift the paradigm from...

I don't care if you're doing prostitution. If you're selling buggy whips or you're selling real estate or selling cars, it's how much is each car? How many times did they buy from you and how many people do you sell them to? And he goes, you could either increase any one of those. And that is going to have a direct impact on your business. Hey, there, fellow realtors, what is the number one question on every realtor is mine yet. They'll never ever share it out. Well, where's my next deal. Coming from this question, literally consumes the minds of most realtors, draining their energy, limiting their self-confidence, limiting their ability to succeed. It's time we flip the script, ask yourself a new question. How do I build a trackable duplicatable, repeatable, profitable, and even scalable real estate business without buying expensive leads, without paying exorbitant fees or even discounter commissions on listings that won't even sell at the 10 X real estate warrior nation podcast.

We'll answer all these questions as so much more. My name is Sean shells, and I'll be your host. Hey, there real estate warriors. How are you today? So got a great thing today. We actually spoke with a young lady about getting into real estate business. And you know, it was an interesting story because it kind of helped me reflect on you know, my humble beginnings and getting in the real estate business and why I was so confident in what I was doing, you know? So we're talking to this young lady Aja and you know what I explained to her and I says, you know, real estate is not what everybody seems. It's not that, you know, my friend, family member, brother, sister, cousin, mother, dad did it. Part-Time and and there's plenty of people that do do it. Part-Time but there's plenty of people that do a full-time and as a career, I mean, I've been in the business for over 30 years now and 25 on the sales side.

And, you know, I got to tell you when I first got out of the army you know, I was telling the story to this young kid and I said, Hey, you know, when, when I actually got out of the, out of the high school, I enrolled in the army and I was the kid with the purple Mohawk and the checkered sneakers and the, and the, the, the recruiter actually drove me to the pharmacy at five 30 in the morning to buy a pink BIC razor again. Yeah. A pink BIC razor to shave off my purple Moloch off the top of my head. And I'll never forget what he said. He says, you know, kid, if I send you to basic training with that, they're going to kill you. And so I was like, very thankful that he did that. But you know, after serving my time in the military, which was great, and I learned a lot about discipline.

I came back and my, you know, my brother said, Hey, you want to go to college? And I said, no, you know, I'm really not there yet. He said, all right, you know, it, go see uncle Frank, we'll get you a job in the elevator union. So I got a job in the elevator union. And for about the first two years, I did whatever I did. I made a lot of money,uwas one of the highest pay careers in the unions, mor that matter. But I really didn't enjoy what I did. I actually honestly hated it. Umnd I just didn't enjoy, I wasn't passionate about going to work. It was just a means to an end at that point. Umnd then I got introduced to some, hasically a insurance company that also did mortgages, which was also a model. It's a global marketing company.

I did really, really well for about a year or so. And then the market went sideways and I basically went with it. I was probably making seven, eight, $10,000 a month, but I was spending 12 or 15. And at the time I basically self-destructed, my brother said, come to my house, I'll belly out and go see uncle Frank. And I said, Oh my God, no, don't send me back to uncle Frank. I go back, I get back in the union. And my uncle said, he goes, you know, I gotta tell ya, I have no problem with getting you a job again. And I said, why is that? And he

Is your business designed to make you rich or truly build long term Wealth.. while you Sleep?

I had to make a shift to build a business that would create wealth, like real wealth. Like when I wasn't working, my business was working for me while I was sleeping.

What's up 10 X real estate. We're your nation. So the new pain-free way to succeed, you know, so the first thing I want to talk about is, you know, for years I've been in the real estate business and I was taught how to prospect and how to grind and make a living and you know, and I've done very well. And quite honestly, that particular approach to doing business will get you rich, but it will not get you wealthy. So what do I mean by that? What is there between being rich and being wealthy? Being rich is I can get up every morning and I could prospect for three hours on the phone. I can get somebody on the phone, go see them, close them and generate $10,000. But if I stopped grinding and if I stopped getting on the phone every morning, ideally what's going to happen is my business goes to a halt, including the times that I go on vacation with my family during that period of time, if I'm not lead-generating and I'm using that particular strategy for doing business, my business goes to a standstill and whether it doesn't show up that next week, but it shows up 90 days later because those stops and starts are going to show up in my business.

And it's no wonder why the average realtor like yourself probably, or me over the years has that rollercoaster business. And what's funny is most people don't understand it. And that roller coaster business, no matter how good you are getting on the phone and talking to people and how could you are at handling objections and handling, you know what I call rejection? I mean, for 25 years, my coach would say to me every day, Hey, see how many times you can talk to so many how many times you can get them to say no. Before you find one person that's going to say, yes, you just have to become like a, you know, a chameleon. You have to become really good at rejection. And you know what? Now in today's day and age, we don't have to do that anymore. What off the blindly call people?

I mean, I can tell you that after going out to see thatch a buddy of mine in Seattle, he did a presentation for a bunch of our young agents. And they said, you know, what was it like back in the day? So FACHE actually demonstrated what him and I did for probably the better part of 15 to 20 years, which was the grinder mentality realtor, which was, you know, go to bed, go to bed at nine o'clock at night with your headphones on. And you're in your objection, handlers scripts in your ears. And you, you know, when you start talking in your sleep, which is not unusual and your spouse thinks you're nuts, you'd wake up at anywhere between three 30 and four. O'clock. The first thing you'd do is you'd get up. And you'd, you know, you do your affirmations with somebody on the other side, on the other side of the planet, because not a lot of people are awake at five o'clock on your side of the coast.

So you talk to people on the other coast, then you go through and you write down all your, you write down the objection for the day and you write it out 10 times and you take that objection and you fax it to your business coach by like five o'clock in the morning. If you don't fax it by 5:00 AM, they're going to ding you. And they're going to take one of your checks that you wrote in for 500 and pay it to your biggest competitor. Don't laugh. Ask Eric Wagner and in New Jersey. He's one of my buddy, a buddy of mine. Who's a real estate. One day. He got a check from me in the mail with a note that said, dear Eric, thanks so much for holding me accountable to myself. And here's a check to my, u, go for you to go shopping with.

And it was, my coach sent it to him because I didn't live up to the commitment that I made, that I would send him my, my, my objection to handle...