Hi, I’m Kelly Johnson, founder of the 4X formula and the big question is this: How are real estate agents like us able to create a constant stream of commissions and a constant stream of leads while enjoying life without wasting big budgets on branding, without working crazy hours, without worrying where the next deal’s coming from in today’s real estate market. This podcast is here to reveal the answers.

Hello everybody. How you doing? I hope you’re having a fantastic day and I’m so glad that you’ve tuned in and you’re carrying on listening to our podcasts. I’m really excited to get a bunch of information out to you and stuff and I thought, you know what, we’re going to do that. Like I’m just going to keep recording stuff and keep recording stuff and I hope that you find value in everything. And you know what? Sometimes it’s just a matter of kind of listening through things and kind of going, “Oh wow! This person kind of relates to maybe something I’m going through right now or have gone through and maybe could have approached it differently.” Or you can help someone else who’s maybe going through some stuff or you have some light bulb moments, kind of those “Aha!” Kind of things. “Oh yeah. Like if I approached it that way.”

I just really hope that those kind of things can happen while you’re listening to our podcasts. I’m not really a trained at speaking really well. I’m not a very polished type of speaker. You may think my voice sounds funny or whatever, but I really hope that the information comes to you in a way that you can at least relate to it and find some sort of value. You’ll hear lots of “ums” and “Ahs” and stuff like that, but that’s just because I’m thinking. I’m not doing a.. I’m not reading from a script. I just don’t think that’s the way to do it. And so, I guess I could. I do make some sort of notes because I tend to go off track a little bit and kind of go down these little trails. So I’ve got to keep myself on track. So I have the little bit of notes there, but really more than anything… I’m hoping, um…

Because this happens when I’m working with people or helping out new agents or we’re going over something. All of a sudden, these nuggets of stuff will just come out and I’m kind of going, “Wow, is that me saying that? This is like really valuable stuff. People need to hear it.” Everybody needs to hear all this stuff. Because this would really be helpful for a lot of people. I really think if they thought of it this way or took extra time in this manner or kind of focused like this, that would be like game changer type stuff for some people. So anyway, that’s kind of what I’m hoping happens throughout these podcasts.

And who knows? No guarantees, I guess but I thought before getting into all of this stuff. I’m going to try and keep every podcast talking about a specific subject. It’s going to talk about something. A theme of some sort that I hope will help you. And that way you can kind of pick and choose as you go through it. And maybe you need to hear things again, but I’ll label them that way so you’ll be able to see that.

But this one here, I think it might be good for you to kind of just hear a little bit about my story. Where I came from. How I started. Maybe that’ll just give you a little bit of a platform to kind of decide, “You know what? I don’t think I relate to this guy. This guy has nothing like what I want to be or whatever.” And so that’s fine. Then you can just kind of move on and find somebody else to listen to. Or you know, maybe you’re going to kind of go, “You know what? This is something that I relate to this

Hi, I’m Kelly Johnson, founder of the 4X formula and the big question is this: How are real estate agents like us able to create a constant stream of commissions and a constant stream of leads while enjoying life without wasting big budgets on branding, without working crazy hours, without worrying where the next deal’s coming from in today’s real estate market. This podcast is here to reveal the answers.

Hey everybody. How you doing? Kelly Johnson here from the 4X Formula. I’m so excited that you’re here with me again today. I was driving down the road and I was just thinking about the real estate business. I was thinking about the guys that you look at in your office or in your neighborhood or your community or your city or whatever, and you look at them and you go, “Man, those guys are amazing! Those guys have got to be making so much money! They have so many listings and they have so much! They’re everywhere! They’re on all the bus benches and they’re on all the billboards and their trucks are all lettered up and they’ve got a team of five people or 20 people or 4 people or whatever it is. Oh my goodness, they must be just so successful!”

And you know what? They are. They’re successful. I’m not going to take that away from them. They’re absolutely crushing it. Killing it. I get all that, but I’ll tell you.. I was kind of that guy in my community. I got to that point and I had a team and I was licensed as a mortgage broker. I was also licensed as a realtor. I had a partner in the mortgage part of the business. I had an administration person. I had two other realtors on my realtor part of the business.

In our community, I mean, we were population of about 80,000 people in our community. We don’t have a whole pile of condo buildings and not a whole pile of development going on. We’re not the type of community where someone’s doing 400 deals a year and that kind of stuff. I think that year we pumped out 156 deals it was pretty successful year. I think I did a hundred mortgage deals through the mortgage business. And that was a pretty good year. That was probably our one of our best years at the time in that group, in that little machine.

I was thinking about this and I’m telling you right now, through the 4X Formula, building your business the 4X way, becoming a 4X agent instead of a 1X agent or a 2X agent. To be a 4X agent, which is something that was like an epiphany to me just recently. It was like within the last three or four years, my mind started going into this way of going, “Oh my goodness! Like I need to teach people this! I need to tell the world about this! How to build a business this way! This is how you do it! Less stress, less money going out. I am netting way more money. I’m banking way more money than I’ve ever banked. I have way less stress. I have way less listings, my expenses are way down, but I’m pumping out deals and it’s not hard!” You know what I mean?

Before it was like this battle and I had to win. It was part of it. Most of it, actually probably 90% of it was ego, right? I got to this point where I was like, “Where is all the money going? There’s all this money coming in. Where is it all going?” I actually created a spreadsheet that my wife and I filled out every month because I wanted to know where it was all going. And I said, “I don’t care if you buy a stick of gum, we’re adding it up and we’re putting it in our little spreadsheet that you were going to keep all the receipts of. Everything! Because I got to know where all the money’s going.” So household versus business versus all this stuff. I wanted to know. It was unbelievable.

And then all of a sudden, my nut! Like the nut that I had to crack before any money was really kind of e

Hi, I’m Kelly Johnson, founder of the 4X formula and the big question is this: How are real estate agents like us able to create a constant stream of commissions and a constant stream of leads while enjoying life without wasting big budgets on branding, without working crazy hours, without worrying where the next deal’s coming from in today’s real estate market. This podcast is here to reveal the answers.

Hey, how you doing everybody? Kelly Johnson here again from the 4X formula. Today in this podcast I’ve decided we’re going to talk about strategic alliances. There’s lots of different ways to get business and develop business over your time as a realtor but during that time, like during your day to day business, intentionally be seeking out, what I call strategic alliances. This is a huge game changer in real estate. And this is something like, there’s a lot of people, you may be thinking this and actually it might even have been your motivation to get into real estate. You might’ve seen this guy or this gal operating as a realtor and thought, “Oh my goodness, if those people can make money in real estate, I’m going to make a killing because they are boneheads and I can’t believe that they make a lot of money in real estate and they’re just horrible or they’re, they just have brutal personalities or they dress horribly or whatever it is.” I don’t know, right. Whatever you’re thinking in your mind as criticisms against what you believe to be the perfect realtor or the ultimate realtor, or however you’ve got that manufactured in your brain. But when you look at these people, you kind of go, “My goodness!”

But what’s great about that is those type of people actually give us all hope, don’t we? But you don’t what? More often than not about I bet you 90% of the time, those people, even though you just can’t believe it, that they’re doing good business, they were good at creating strategic alliances. They’ve learned and whether it’s instinctively or not, how to kind of mine that kind of business.

Do you understand mining? So if they’re looking for gold in an area and they’re digging and digging and chopping away and chopping away, and I don’t know if I’m using the proper mining terms or whatever, but they’re searching for the vein, right? They’ll find a little bit of gold or whatever the valuable thing they’re looking for is, and it’s usually all bunched together. And then when they take that, they’ll tap into what they call a vein and that vein we’ll take them into, and all of a sudden they’ll have a ton of whole pile of gold. Investors, the mining companies rely on this stuff because then they go back and they get investors to kind of help pay for getting all the machinery in and paying for people to mine this goal. But they won’t do it unless they find a vein. And then they know that’s happening. So that’s kind of one illustration, to kind of help you understand that.

The other part of it is usually a strategic alliance. Okay. First of all… Sorry I was rambling a little bit there. I was trying to figure out actually what was going on in my brain: “Was that analogy just horrible or was that analogy actually getting something across to people?” So anyway, whatever.

But really a strategic alliance is in your circle of clients and we talk about this in the 4X formula when we’re getting into a database management and retention and stuff like that. And we get into that. What we’re talking about is your different circles of clients. And it’s really, really important to intentionally understand your client base. Because there’s a lot of people that spend a ton of money, a ton of money, just like totally a