In today’s episode, I’m joined by entrepreneur and real estate expert, Derek Jarr. As someone who has been around real estate for years, Derek is always out in front of trends in our industry and ways to continue providing solutions to the consumer. Case in point: Derek’s business has been ahead of the curve in helping people who want to keep their homes but still access the equity in it. Today, he shares how this solution came to be as well as where he sees real estate heading. 
  
 Derek Jarr is the Founder of CEO at Stay Frank. Our sale-leaseback program allows homeowners to access the equity they have earned without having to move or take out more loans and pay interest. They can become debt-free and have the flexibility of moving on their terms up to 5 years later. 
  
 The real estate market of the last few years made us look a lot smarter than we are. 
 When things are easy and money’s flowing, we tend to get dumb and lazy. Now that things have shifted, we can’t get away with doing things the way we used to. 
  
 This market is ripe with opportunities that aren’t dressed as the typical deal. We’re going to see way more creatively-crafted deals than ever before. This is prime time for seller financing, lease-back deals and other unconventional ways of providing value to the consumer. 
  
 One huge problem in our industry is our insistence on the traditional transaction, even when it doesn’t suit the consumer’s situation. We’ll be more successful if we take a creative consultative approach instead of trying to force one approach. 
  
 For more information, head to https://www.stayfrank.com/ or connect with Derek on LinkedIn.  
  
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Holistically Consultative: Why This Market Demands Creativity & Unconventional Solutions w/Derek Jarr

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When we look at someone making and posting great content, we tend to overlook one thing. They all had that first crappy post or clumsy video. It doesn’t become polished overnight - it goes through a ton of iterations until it looks amazing. You don’t see the 100 steps the content creator had to go through - the period of being bad at it first, figuring it out, learning new things and applying them. 

Most people will never get to great because they aren’t willing to go through this part of the process. They are afraid of looking silly and afraid of the discomfort of looking like they don’t know what they’re doing. They don’t want to screw up in order to do it better next time. 

The journey of getting better as a business owner, and a person for that matter, involves a lot of humbling moments, learning curves, curiosity and a ton of improvements. As soon as we become okay with that, we unlock our next level of growth. We’re ultimately in the self-improvement business disguised as a real estate business. How do we commit to constant growth and improvement? Today, fellow Phoenix agent, Angela Gordon talks about how she’s growing her business by improving herself. 

Key Points  

Give fear a seat at the table, not a vote
One of the things that holds us back from taking action is the fear of not getting results or looking silly. Fear is a natural response to trying something new. We can still have the thoughts, but we don’t have to give them power by not taking action. Give fear and doubt a seat at the table, but you don’t have to give them a vote. 

How to handle the results lag of real estate
As agents whose business results often lag behind the action we take, we don’t have the benefit of instant gratification. If we let our emotions control the day-to-day of our business and what we do, we can easily get off track. We have to believe that as long as we’re doing the right things, business will be okay, even if we don’t see the results right away. 

You’re not in the business of selling houses
If you’re a business owner, you’re really in the self-development business especially if you’re working with the public and dealing with customers/clients. Working on yourself is your number 1 job because if you don’t overcome your BS, you’ll never get to where you want to go. 

How to tap into your creativity 
One of the most powerful things we can do is be more creative. It benefits us in so many aspects of our business. But how do we lean into creativity and get ourselves into a creative space? By getting out of our usual routines, taking a break from work and getting out of our element. Whatever our hamster wheel is, we have to step off it to get those creative juices flowing. 

The power of curiosity 
Curiosity and the ability to be uncomfortable are some of the most powerful qualities a person can possess. Most people aren’t willing to try something different, but even if you discover that the new hobby wasn’t for you, you still get to learn something about yourself, and that’s great if you want to keep growing. 

Guest Info

Angela is an investor and top 4% real estate agent in Arizona who focuses on the east valley cities. With an emphasis on cultivating community, connecting people and supporting local businesses. Angela is also committed to personal development, constant improvement and building a life on being your authentic self. Follow @angelagordon_ on Instagram. 

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Be Willing to Suck First: Why You Can’t Be Great Without Being Crappy w/Angela Gordon

Real estate may have had its stormy period, but things are really close to being good again. Knowing all this, why are both real estate and mortgage bleeding over 40% of agents and loan officers? 

Anyone you see leaving the industry right now has learned a brutal lesson - your results can only outpace your effort for so long. If you get used to cashing easy checks, in an easy market without the effort, you’ll feel invincible, until you get a rude awakening. If you don’t pick up the effort to deserve your results, you won’t have them anymore. 

There's a better approach…

Anyone who has stayed in the industry, and is set to grow when things get good again understands the power of frontloading the work. They would rather work at 80 to 100% capacity in less time instead of working at 30% capacity for 20 years. The more you front-load the work and effort, the longer it has to cook and the more you get out of it. 

The result: an impact and return on investment that compounds exponentially. Most people would call it a sacrifice, but Colby Steel sees it as something different - an investment in future flexibility and ultimately, freedom. Today, he shares how he made the switch from real estate to mortgage, how he was able to ramp up fast, and the reason so many are leaving the industry right now. 

Quotes 

The more you front-load the work the longer it has to cook. -Kevin Kauffman 

There’s an opportunity to serve more people by expanding your arsenal. -Colby Steel

If you do all the things you need to be doing, and you’re a person of integrity, you earn the benefit of the doubt. -Colby Steel 

I’ve actually done the math on what actually moves the needle and I don't feel bad about the things that don’t. -Kevin Kauffman 

The best way to learn is by doing more of the thing. -Colby Steel 

An inflated market will cover up inadequacies in your business. -Colby Steel 

If your results start to outpace your effort, that can only last for so long. -Kevin Kauffman 

Guest Info

Colby Steel is a Loan Strategist who has lived in Mohave County for most of his life. Since joining the world of finance with Chase Bank and JP Morgan Securities, he allowed his passion for customer service to shine through and began building his clientele.  In 2016 he opted to switch over the mortgage industry and hasn't looked back since.  His forward progression in home lending is a direct reflection of that focus. Colby has helped 100’s to reach their dream of homeownership by being a trusted local resource and always putting his clients first. Follow @steelcolby on Instagram. 

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Frontload the Work: The Secret to Going Further, Faster w/Colby Steel

As agents, building a database and adding value to our sphere has been drilled into us. We took that same mindset and strategy, and applied it to our peers and agent relationships. Just like we’re told to host events and send gifts to our top clients, we do the same for the agent community. 

We can attribute getting into this business and succeeding in it to the different agents and entrepreneurs who advised us. Now we get to give back to the same community and show people that there are many different ways to succeed in this business. 

We also have to attribute our real estate business and successful partnership to dumb luck and many things that just fell into place and put us in the way of luck. Today, I sat down with our good friend, mortgage industry leader, business coach, and VP/Branch Manager of Nova Home Loans, Greg Gale. We talk about our business journey and all the things we’ve managed to build. 

Quotes 

We’ve never once fought over a dollar. We disagree, we have different opinions but we never fight over it. What’s more important is where we’re going and our end goal. -Kevin Kauffman  

The word mastermind has been bastardized by our industry. What many call masterminds are actually classes. -Kevin Kauffman  

If you do your business towards what you’re built for, it’s going to be way better. -Greg Gale

Guest Info

Greg Gale is a mortgage industry leader, business coach, and VP/Branch Manager of Nova Home Loans. Greg joined the mortgage industry in 2005. Prior to that, he was a personal trainer and martial arts instructor for 17 years. Greg notes that 20 years of martial arts, where persistence, honor, and integrity are the heart of daily practice, was a perfect lead into his role as financial advisor in the mortgage industry. The Gale Team at NOVA Home Loans is a full-service loan origination service, committed to providing innovative mortgage solutions and real estate strategies. In his role as team leader, Greg stresses the importance of integrity, a positive attitude, patience, creativity, and respect for all things. 

This team defines communication as one of the single most important elements in a successful loan transaction. They are committed to returning calls promptly, providing regular status updates, and being available as needed throughout the process. Greg and his team really listen to clients’ needs and then seek the best possible solutions, more often than not exceeding their client’s expectations. The team’s priority is to provide exceptional and memorable service. On a personal note, Greg is absolutely passionate about helping other people and is a regular contributor to the American Heart Association and Susan G. Komen Foundation. Greg is also a member of the National Association of Mortgage Brokers and the Arizona Association of Mortgage Brokers. 

Follow @greg_gale_ on Instagram.  

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Always Account for Dumb Luck: The Story of Group 46:10 w/Greg Gale

Human beings are an aspiration and progress-based species, and money is the currency of this game. We’re always going to chase growth and success, and that comes with a lot of social debt and expectations, but if we’re not careful, that will get us in big trouble. We might find ourselves making decisions based on what impresses others, not what makes our lives better, and that’s the wrong way to go about things. 

Many people would rather buy an entry level BMW, for the bragging rights, not the driving experience. The better decision is to aim for the high-end Toyota - it’s not too expensive or flashy, but it’s filled with things that actually enhance your life. 

We can apply this mindset to homes, careers, and vacations. If we learn not to play the expectations game, we can be happier and we can also have a better relationship with money. 

Today, we’re joined by the bestselling author of The Psychology of Money and Same As Ever, Morgan Housel. He shares money mindsets that get us in trouble and how to shift away from them. 

Books Mentioned 
No Ordinary Time: Franklin & Eleanor Roosevelt: The Home Front in World War II
​​April 1865: The Month That Saved America Book by Jay Winik
1944: FDR and the Year That Changed History by Jay Winik

Guest Info

Morgan Housel is a partner at The Collaborative Fund. He's the New York Times Bestselling author of The Psychology of Money and Same As Ever. His books have sold over five million copies and have been translated into more than 50 languages. He is a two-time winner of the Best in Business Award from the Society of American Business Editors and Writers, and winner of the New York Times Sidney Award. In 2022, MarketWatch named him one of the 50 most influential people in markets. He serves on the board of directors at Markel. 

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Morgan Housel’s Money Mindset: Live a High-End Toyota Life, Not a Entry-Level BMW One

When you look at high performers, it’s hard to tell exactly what they do differently, but what’s clear is that their results aren’t the same as ours. Many people try to mimic them on the surface - eat what they eat, read the books they read, go where they go, but it doesn’t work. 

You know what you’re supposed to do, you’ve got the tactics, the information and you spend thousands on coaching and masterminds, but you’re still not doing it. What holds us back, and how can we adapt the mindset of high performers to get what we want? 

What separates us from the high performers aren’t big leaps, it’s actually 2mm shifts that make all the difference. What creates growth, success and results are small, tiny tweaks to what everyone does, not the huge changes we assume lead to success. 

If we’re looking to level up, implementing these 2mm changes can lead us to everything we want in business and life. Today, peak performance coach Kamille Rose Taylor shares the small shifts that can change everything. 

Quotes 

Turbulence hits most when you’re pushing for growth. -Kamille Rose Taylor  

Understand that you can’t be fearful and grateful at the exact same time. The brain does not have capacity for it. -Kamille Rose Taylor

If you suck at something, that means you’re willing to grow. You’re trying. -Kamille Rose Taylor

Guest Info

Kamille Rose Taylor is the #1 Peak Performance Mindset Coach to Entrepreneurs and Leaders and Member of the Forbes Coaches Council. She is an entrepreneur, transformational speaker, and Peak Performance Coach to entrepreneurs, leaders, and executives. After completing two years of premed study at UC Berkeley, Kamille hit a critical turn around moment when she realized that she was not destined to be a doctor but rather to help people in a totally different way. Kamille knew she wanted to support leaders in reaching their ultimate potential in life by removing the psychological patterns that blocked them from doing so. So she completed a double bachelors in Psychology and Mass Communications.

Today, she is the CEO and Founder of The Ultimate LYFE, a leadership mindset training company that helps entrepreneurs and leaders achieve ultimate success in their personal and professional life. She is also a keynote speaker for Fortune 500 companies, national conferences, and continues to expand her research on human peak performance as a member of the Forbes Coaches Council, The World Class Speakers Alliance, and travels around the world speaking to diverse communities and companies on how to master their mindset. 

Follow @imkamillerose on Instagram and text NEXT LEVEL to (818) 583-7068. 

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Holistically Consultative: Why This Market Demands Creativity & Unconventional Solutions w/Derek Jarr

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