Realty Coach Podcast

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 as fast as possible. Because every day that goes by that property may be worth less and less. If you're in a flat market, it's really challenging because there is there, isn't a lot of motivation, exterior of any exterior, that's gonna help a seller make a decision.

So what you have to do as a, as a strong agent and is what we call a 10 X real estate warrior, your job is to create motivation, create fear of loss or fear of missing out. And the way you want to do that is first, you got to be a hundred percent ethical. You can't, he can't make stuff up. But what you can do is you can actually emphasize the things that you say, and you know, that the best conversations to have with a seller or the ones that you either have with yourself, or you have with your spouse, when you come home and go, I just wish they could understand, right? Just wish they could see, or I just wish. I just wish whenever you're saying, I just wish that's the truth that needs to be told to the seller and not held back.

You may have to tweak it a little bit on the way you present it, but the best agent is the most truthful agent. So that's, today's a little less than as you know, how do you cook a frog, cook them slow, help them, educate them, help them understand what's going on. Don't try to jam your round peg in their square hole. You know, you run at a five minute pace and they run it at a 12 minute pace. If you want to get them on your team and you want to have a conversation with them, you gotta run at a 12 minute pace for a little while. You know, and maybe they'll pick up the pace with you, but initially you gotta meet her. You gotta meet them where they are. They have to understand, like I'm used to running 12 mile pace, a 12 minute pace, and I'm used to run a five miles and we only go out and run a mile and we run it at a six minute pace.

I'm going to be a little cockeyed. I'm going to be like, you know I'm really not understand what's going on here. I thought we were going to go run five miles. We only ran a mile and a half, but we ran it at twice as fast as what I'd normally run. So being in report, yeah. Somebody and helping them to understand the market and helping them understand it, not through your eyes, but through their eyes. And that's where I think a lot of realtors kind of fall short. Is there, you know, one of my oldest mentors was Michael ferry. Mike ferry was a great coach. Still is fantastic coach. Actually one day, I'll tell you the story about meeting him. And Mike always used to say, he goes, you know, you need to be like a chameleon. You need to be able to adjust your personality so that your personality is in line with their personality. Well, why would I do that? Why I take away my own anim enemy and amenity, well, you want to do that because people like to do business with people like themselves.

So if you're

The guy that is the, you know, the expressive and the scream, you know, you're out there and you're, you know, out there what your, your bright orange colors and all that stuff. And you're talking to somebody who is a analytical, who is wearing usually wearing black shirts and white shirts and black shoes. You know, there is no real color in there. It kind of stands to reason that that person is usually not attractive. And usually won't do business with those other people because they just don't feel comfortable.

So cooking a frog,

You figured that out how to actually help people to make decisions, educate them and let and allow them to become as knowledgeable as you are. Once you can do that. And once you can actually figure out how to help them become more knowledgeable. And how do you do that at a fast pace? That's where neuro-linguistic programming comes in and helping people to it. It's again, neuro linguistic programming. It's the brain using language and programming is helping people to make decisions and leading fleeting them to a decision. And by the way, it has to be done with ethics and with honesty and clarity. There is people, plenty of people out there that have used that technology for, you know, less than admirable purposes. But some of the greatest speakers on the planet I've used it in their speeches. And, you know, you wouldn't even know it, but it's just a way that it comes across when it's done correctly helps people to lead them to a decision.

And usually it's a decision of faith and trust and belief. So welcome to Nutanix real estate warrior nation. Look forward to having you guys at the 10 X real estate warrior summit. That's coming up in January. We're going to have 30 to 40 of the top real estate experts, literally a world-class group of men and women that are going to be teaching you about the different things that make them special and have them become what we call the 10 X, top guns and the real experts in our community. Look forward to seeing you on the other side, have a great day. Talk to you soon.

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 of just making contacts and saying, I'm gonna make a hundred contacts or 10,000 contacts, you know what, I'd rather make one contact than how one appointment than to make 20 contacts and make an appointment.

So I had a coach and a mentor that said, so let me get this straight as your goal to make X amount of contacts a day. And I said, yeah, you know, I want to make 50 contacts a day to get to three people that are going to say yes, and one person is going to set an appointment. He said, well, what have you changed? Your shifted, your focus to where aligning with the people you're talking to and listening more and listening for opportunities. So that instead of calling 50 or a hundred people maybe only have to call three or one. And interestingly enough, it took me a long time to get my arms around that. Because every time I had to say, I gotta go, I gotta go make my contacts this morning. He would say NATO and say, you need to go find somebody that wants to buy, sell, or invest in real estate.

Yes. And he goes, if he'd go into the game with your intention of finding more contacts, you're going to have to make more contacts. You're just going to get more and more and more contacts. But he goes, if you show up with the intention of helping somebody to buy, sell, or invest in a home and really being a resource and being a lighthouse for that person and listening to for the opportunity, because that person may not be interested in selling their house, but they may know somebody who is. And, you know, I always say like when, when we ask a, we use a script called they just listed, just sold script and we'll call somebody in the neighborhood and say, Hey, I just want to let you know that we just listed one, two, three Jones over on Jones street. It's a two bedroom, two bath, and it's listed for 319,000.

And we're just wondering, who do you know, that wants to move into your neighborhood? And a lot of times we'll have somebody go, well, I don't know. I, you know, I don't know. And, and I'd say, okay, great. And they'd be like, well, why are you asking if they ask you why you're asking? That's because when you asked a question, you asked it in a confrontational manner by saying, Hey, when do you plan on moving? And you dropped your voice and you lowered your voice. But if you raise your voice at the end of the conversation, when do you plan on moving, by raising my voice, I'm creating a question by lowering my voice and changing the inflection of my voice changed that script dramatically. Okay. The interesting thing about that as though, as if I asked that in the right way, and I say, Hey, when do you plan on moving?

And the guy says, Oh man, I'm not going anywhere. I got two kids. I got one in college. I got one in grammar school. And I got one in preschool on my second marriage. He goes, I'm not going anywhere. I'm in jail. And you go, okay, great. You know, and then what I would actually follow that up with is say, Hey, by the way, I know you're not as in moving, but who do you know that actually can help your property appreciate? Well, what do you mean Sean? Well, every time we sell a house actually creates activity. And usually when there's activity, it creates, it creates motivation on other people to sell their house. And as properties turn over, it's more inspiration and motivation, which actually in turn actually drives prices. So it's yeah. Interesting is sometimes when you're, you know, people are just dialing through and dial and plowing through numbers and numbers and numbers, focus on contacts and quality conversations, focus on being a lighthouse, focused on helping people.

And it doesn't have to just be in real estate. You may be able to say to that person, Hey, Oh yeah, by the way, you know, you're, you're in real estate where, you know, where could I get a great sandwich and how I'm new to town. I just moved in by helping that person you're doing the right thing. And what's funny, that'll come back to you tenfold. Hey, you're listening to 10 X real estate warrior podcast. I wanted to let you know, we're on a mission. We're on a crusade to help real estate agents stop cannibalizing their own business. By going to those major, you know, the, what I call the markets, the market disruptors and the, the big Zillow companies and paying for your own leads in your, in your own CA on your own listings for Christ sakes, why not become the market?

Disruptor yourself, learn how to disrupt the market by actually introducing your shelf at a neighborhood. Don't be afraid of introducing yourself. Don't be afraid to getting on the phone, come find out the different techniques and the different tactics you can use. If you don't like getting on the phone with people, maybe you're going to doing open houses, let us teach you how to be the ultimate open house expert. Let us teach you how to help people that are in for argument's sake. First, first responders or veterans. And let us show them how to you, how to do a no money down loan and how in, you know, in respect to thanking them for their service, let's show them how to buy a home. Let's show them how to invest in real estate. You want to find out more tune into the 10 X real estate warrior nation podcast.

We appreciate you having and tell your friends, tell your family and tell your, you know, ask them to subscribe by the way we're prepping for the 10 X real estate, where your nation's first summit, we're going to have 30 of the world-class industry experts. What we call the 10 X top gun experts in the foundational skills, the tools and the tactics and the weapons of real estate. What I said, a weapons of real estate. What I mean by that is like the different strategies and the different, like the marketing campaigns who builds those and who gives you the best? Who gives you the best deal on that? Using a triple line dialer to help you to make more contacts in less time using databases that have artificial intelligence built into them. And if you don't know what that talking about, then you need to really tune into that. The next podcast I will look forward to hearing from you guys. We'll look for an, a, the sharing the information over time. Thanks again for listening to the 10 X real estate, where your nation, we do care about your business. We want to make you the market disruptor in your town, the celebrity, the go-to real estate expert tune in. Let us help you have a great weekend.

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, times, 12 months, that's 36, that's 24,024,000 and a 38% tax bracket is $9,000. 

So in essence, they're going to put up, call it 10 or $12,000 to buy that property. And in the first year they're going to get there, they're going to get their money back. Um, the ironically enough, they're going to get that every year over and over and over. So w even if the market went sideways and crashed, I don't know any other place that they're going to get a 13% savings or, or, you know, for argument's sake, they're going to go invest 10, 10, or $12,000 to get $9,000 back in the first year, and then get that same savings back every year, going forward. So, Hey, 10 X real estate warriors, if you're not sure about how that works, go see your broker, give us a call. We can help you with it. Give us a, you know, as somebody who's more senior in your community, but you know, the, it, you know, this is a great opportunity to buy a home. 

Even if the market went in the toilet, real estate is one of the few places where, you know, even in the worst of markets, the real estate is actually done pretty well. If you want to find out more about this and find out how interest rates and how money actually affects the acquisition of the property, by the way, it's not always money. Um, in many cases, it's got a lot to do with, um, what they're actually trying to achieve. First. You've got to find out what their, what motivates them of why they're actually buying. Um, once you do that, then it may come back into the numbers. You know, the easiest thing to remember is, you know, emotion sells houses, not, not numbers, uh, but the numbers are going to be important. So you want to find out more, check us out a 10 X real estate, where your nation look forward to seeing you on the other side. 

Again, look for our 10 X real estate warrior nation summit. It's kicking off in January. We're going to be starting to do some advertising marketing for that. It's going to be free for the realtor community. And we're going to show you how to actually build a duplicatable repeatable, trackable business. That's scalable, and we're going to have 30 of the industries, um, mega agent experts, uh, and what I call weapons experts and foundational experts to come in and give us a hand on answering the question of how do I build a duplicatable repeatable, trackable, scalable business without buying leads from big Z companies and or giving away the farm and the referral fees. See, on the other side, I have a great day.

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 old school agent, I'm going to call myself as the antique or the, you know, the archaic agent. When we get texts from the younger agents that say, Hey, I have an offer. Where should I send it? We're always taken aback a little bit. Because wouldn't, you want to have a conversation with that agent or the other agent? I think that you're going to be cooperating with the fine. Now one, Hey, it's not just a transactional business. People are buying and selling a home that they're going to be in for seven to 10 years. And Oh, by the way, it's one of the largest transactions. Most people will make. I mean, if you want to buy a car and it's a $20,000 car over the phone, or you want to do it by email, you want to do it by text.

I get it. But if somebody is investing a couple of hundred thousand dollars in a property, don't you think you owe it as the agent and as the professional to have a conversation with the other agent to find out what is going to be the most important thing for the seller in order to get them to accept your offer or vice versa. So, you know, I guess the, you know, the title of this, the title of this podcast is really who's. Your buddy is your extended Salesforce. How big is your extended Salesforce? I look at mine as 1.3 million because that's how many people are in the real estate community nowadays. But ideally there's a handful of people that I know and trust, and I've done business with and they trust me. And when we do transactions, we know that they get done and they close.

So just on a side note, you know, the next time you're having a conversation with the other agent, you might want to just have a little more, maybe invest a little bit more time with them to really speak to them. Eventually, you're going to find out the agents that want to control the transaction and there's agents that don't want to control the transactions. So in our case, if we have an agent that we know wants to control the conversation, the first thing we say to them, or if they want every step of the way they want to know about it, I'll say, you know, Abby who works for me as a full-time operations, but in transactional manager, she's going to tell you every step of the way, and she's going to be there for you and make sure that she gives you all the information that you need.

And then on the other side, you're going to have agents that may be like me, where they're going to say, Hey, you know, just let me know what you need. Let me know if there's a problem. And let me know when we're going to close. Other than that, Abby is going to handle everything. And anytime I get involved, anyway, I get yelled at because I probably screw it up. So knowing your audience and asking questions to find out what kind of agent you're dealing with on the other side and find out what's going to motivate them to do business with you. Because the reality is he is, even though you're selling houses, if 60 it's, 70% of the properties that you're going to sell are going to be other people's listings, or they're going to help you to sell your listings depending on what you want to focus on.

On our end, you may want to start to understand and know what's going to motivate not the customer, but in some cases sure, extended Salesforce, who is the other agents on the other end of the phone or in person. So that's our, that's our podcast today. Hey, get great news for you. Look for the marketing where it's going to be coming out. We're going to be coming out with the 10 X real estate warrior nations. First summit. We're going to have 30 experts, top gun, 10 X Topcon experts that are come out. And they're going to explain the craft here on day one, one, we're going to be going through all the foundational stuff that you're going to find in a 10 X personal success formula. We're going to have at least 10 experts that are going to go through the foundational skills that you need in order to become a 10 X real estate warrior, and even a 10 X top gun.

At some point, the next day, what we're going to do is we're going to build your arsenal. We're going to interview the people that make the tools that are going to make your job easier. We're going to talk to the email experts. We're going to talk the telephone marketing experts. We're going to talk to the scripting experts. We're going to talk to the neural linguistic programming experts. They're the guys, the sneaky guys who talk about sales language. And then on day three, is it, I have another 10 experts, except those 10 experts are really what I call the sales jeopardize. They're the geniuses in our business. They're the guys who are the strategist who can sit back and see it from thousand feet and figure out how to take the foundational skills, all the operational skills, and then all the weapons that you're going to get in day to pull it all together and create a strategy to build your particular business.

And, you know, instead of building a business where you're trying to go 14 ways and nine directions, all at the same time, we're going to focus on teaching you how to a 10 X, top gun and focus cause on your one expertise and maybe it's open houses, or maybe it's working with probates and estates. Maybe it's working first-time buyers, or maybe it's working with investors, whatever your expertise is, are I squared consulting and lead solutions is actually building micro classes to train you to become a 10 X real estate warrior, but not only just a real estate worry, we're going to teach you how to be a 10 X top gun and an expert and an expert at doing open houses. How to do, how to do work with buyers, how to be a certified buyer expert, check it out. It's coming in. It's going to be January 25th, 26th and 27th.

It's free to get, actually get access to the summit. We're just doing it to build the community. We want you to be a part of our organizations. Please share this with your friends, let them know that we're going to be giving us information. We're going to be dropping a lot of content at the end of January. It's going to just your mind looking forward to seeing you on the other side. Thanks for coming to the 10 X real estate warrior nation. Join our community. Join our mission and our crusade turning regular ordinary real estate agents and to Tenix real estate warriors. Take back your business from the market disruptors become the market disruptors in your neighborhood!

 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 to continue on because it was in a corporate world environment and the governments and all that. And that's just not who I am and more of the entrepreneurial type. And so I sold that company had some money. We were in a really good position in 2005, six, somewhere around there, you know, paid off everything we had, you know, no debt whatsoever, great assets.

We were in a, and we were in a position where everybody wants to be right, owning everything, no debt and a huge chunk of money in our bank account. And I looked at my wife and said, listen, what do we do? We could either go to Hawaii for the next 10 years and party and then decide what we want to do later. Or we could use this money and invest in real estate and do something with that. I had no idea what real estate was all about. And so I decided to invest in real estate to keep my dad's legacy around, right. Because this is from the family business. Right. And and then I went into real estate and I'm one of these guys that jumped right in. Like I jumped with it without a parachute. I build things on the way down. And when I decide to do something, I focus completely on that.

Like it's 110% in that and just, there's no stopping me. And I involve myself all the way through. So I really spent I spent the regular working day of a normal person studying real estate, like actually studying it, going through the courses, you know, absorbing the information, writing everything down. And, and I invested in 2008 as, you know, what the world was, what it was in, in 2008. And luckily because I have no idea or I'm not even associated with the world with what's going on in the world. I invested in the best times possible 2008, 2009, 2011, which the world was crashing around us. Right. And everybody was out and I had no clue what they were talking about, which is great because I'm, I don't associate with that. And so that really, and so I was known for stepping into fear.

Like every time I would go to these, these events, which was monthly events, you know, the seminars, I'm sure people were like, you're crazy. The interest rates are going to do this. And then all these analysts and all these people, I'm thinking, what do you guys do? And like, I don't understand. And I'm buying real estate. And so I got known for the stepping into fear and that's how I've been all my life. So I started getting asked to speak on stages and go like that. And so started talking about that. And that got me into coaching of real estate investors, because I saw, I saw people sitting around these events for years, like I would be sitting at a table and the, and the first thing they ask you is, I don't know about where you, but for me, it's always, how many doors do you have on like while we talking. So, you know, that's how they enter the conversation. And I'm like, well,

Let me interrupt you for a second. So for those people listening, and a lot of you guys are in the space, but if you're not in the space, you know, how many doors is the true sign of an investor? Because the investor true investors don't count. Like I have this many buildings with this many people in, or that many doors, how many apartments such that it's how many physical doors or how many units you own and each door is unit. So the, you know, unless you're like some of my investors that own SROs, which are single occupancy residences, which are the old old-school boarding houses, which by the way are like ridiculously profitable. If you can get a license for one probably a Haven for COVID-19 though right now on that note. So let me ask you a question. It sounds like you, so you went, you kind of went in head first, you got involved in the real estate business and that's done fairly well for you. And then you kind of figured out that we're probably not the smartest group of people on the planet. And when you dive in your diet, you know, half the time in our business, you end up swimming next to the lifeguard in the deep end with, with no paddle. So, right. So once you got your business up and running, what were you speaking about on stage? Were you speaking about real estate? Were you speaking about like the strategy of running your business?

It was both like, it started with fear. It started with like, you know you gotta make a move and start getting into something because you never really can predict a future. And you know, you and I both know that people live in one of three places usually, which is regretting the past or fearing the future. And I was like, you know, okay, I look at the future, but I don't fear it. I step into it. And they started talking about that. And then I started bringing them in my marketing ability to the stage because I started my first business when I was 18 and grew that business without the internet from zero to 5,000 customers in three years, all by little, you know, newsletter thingy that you'd send out in the actual physical mail. Right. And so I brought that marketing strategy to, to getting people, to give me money, like joint venture partners, like, you know, using other people's money to invest in real estate and everything that people talk about still to this day is, you know, I still remember it and I, and I stood against it.

It was turning every conversation into a real estate conversation. And I totally disagreed with that. It was like, you know, you don't bug people about real estate because I tried all this. It wasn't that I was standing against it without actually trying it. And I did that. I, I did everything they told me to do on stage. And I destroyed relationships like to the degree where I would be walking down the street on my street. And cause I did it to all my neighbors. They would cross to the other side of the street because they would know I would stop them and want to talk about real estate. And have you call her

Then what I did in the business, you polarized yourself from everybody else trying to be passionate about your business.

Well, it wasn't even that it was, I wasn't really passionate about real estate about the business. It was, it was, it was, it was following the advice, the gurus on stage. And I'm not saying they're all wrong, but I'm just saying that from that capacity of, of trying to get people to give me money, it was totally wrong. And so when I did finally get somebody to give me one ear,

Let me interrupt you for a second. I'm curious, because that's something that I'm passionate about. And bear in mind, I was trained by the best in the business and spent the better part of my life on the phone, five to 7,000 calls a year, I should say, contacts a, your men, which meant that I was probably making 700 to a hundred, you know, seven onto a billion dials a year to get to 7,000 people on the phone to have a conversation with them to say, Hey, do you want to buy solar invest in real estate? Right. And what's interesting is, you know, I've said it in the past is, you know, I was trained to spend my entire day on the phone to have somebody at least tell me, go screw myself at least twice a week to know what I was doing something. Right.

And I only knew that I was doing the right thing if I got yelled at. And I was like, well, wait a second. Why the wonder, why realtors end up with a therapist half the time? Or they end up out of the business in the first six months? I mean like what kind of business, let me, let me, let me clarify that for you here. I want you to go to war and I want you to go naked and I want them to throw rocks at you. And I want them to hit, you would have sticks and it's going to be okay. Cause every once in a while somebody is going to come over and say, it's okay. I mean, that doesn't make sense. So I empathize with what you're saying and I, you know, I've been down the road, I've been down the path and yeah, it's now there's, I think it's just our position is it doesn't have to be that way. Right. That real estate doesn't have to be difficult or any business.

No, it doesn't. And this leads up to where we were going with the, in now in the business. But you know, to, to close that loop, it was totally against the grain of what everybody else was doing still and still is. Yeah, it still is. And you know, I always felt that, I mean, you know, thinking of where it came from, I mean, I grew up with an entrepreneurial family. I saw my dad bring clients to the table. We had dinner guests all the time and I'd never really understood why. And there was always like, they were friends and they were business associates. Right. So my dad, and some people disagree with this that you have, you can be friends with your customers. Right. And some people totally disagree with that. I don't, I believe that my customers are my family and that there is a point of time where they can come over into my backyard and we can have a beer or two.

And then we get back into the business week. It's like, you're my customer now. Right. And some people can't have, they can't bridge that gap right. Where I can. And that's the way I've always approached business. So it was the same with real estate. It was the same as like, why would I go after anybody with money, convinced them, even if I could convince them to give me money. And they're not somebody that I want to hang out with, or they're going to be a pain in the by calling me every day and saying, Hey, I just saw this thing on CNN. Do you know what's going on? I'm like, Holy . Like, I don't want to deal with that right now. Like just leave, leave it alone. Let me do my job. Right. So it was very important for me back then, even with real estate, as it is today to have a dream customer back then it was a dream investor.

So we call that. And I'm sure Joel, you'll touch on this. We call it an ideal client profile, right? Where your perfect customer. Right. And, and, and interesting that we're having this conversation because you know, I, I said to Joey, before we got started, I said, you know, if you had asked, if I had asked you, what's your superpower. And he said, turning, and I'm going to simplify what he even told me, which was turning complexity into simplicity and figuring out how to take a complex idea or concept and create it, make it really simple. So what we just touched on a second ago was turning your ideal customer. And we, we talked about it a minute ago, which is instead of, instead of going fishing for salt, water, fishing, and fresh water ocean, go fishing, go, go find out what time, what temperature the water should be figuring out what bait they like, and then go fishing for the fish that you want to bite know, or you want, you don't want to buy your stuff. And so based on that, you know, how'd, you make the transition to helping people with their online business that are already established. I mean,

Yeah. So that's where it was going with the, with the real estate, because I started coaching real estate investors. Right. They wanted to know. So you were asking me what I was talking about on stage. It was fear. And then it got into how do I get joint venture partners? I became the joint venture dude, like talk to Joey because he knows how to get joint venture partners. And so I was very popular around, around that, that, you know, single family home one-off. And so I wasn't into anything. I just can't handle complexity. So the more, the simpler, the better. And if anybody wanted to get into apartment buildings or they wanted to go into getting, you know, big, big money, hundreds of thousands of dollars, I wasn't the guy, I was the normal dude. You talked to your neighbor, God, I like real estate.

You get together. Right. So that was me. And so people started to hire me for the wrong reason. I didn't know that, but I was trying to help them build their business because as you know, a lot of real estate investors and even realtors, because I trained both of them and coach, both of them, their life is, is around their business, right. Their businesses first and their life is all around it. It gets really, really, it's just so much fun. Yeah. And so I was all about, you guys are doing this wrong. You can't build your business and your life around it. You need to build your life first and your business around your life. So that was my big, you know, introduction to coaching. And they, a lot of them were not interested in that. They said they were in all this, but they were still interested in just how do I make more money?

How do we get more customers? Right. And that led onto, okay, well, there's this thing online. And it's called Facebook. It's called us. You can do a couple of these things, but they were not online people. They were just like, how do we get leads? And how do we turn them into customers? Right. And I'm not that guy, I'm not a sales dude. I'm not a guy. Like you just said, take 30 calls a day or, you know, 50 calls a day or you're not a sales guy and the customers. Right? Yup. And so the realtors that did win me, the, we use the strategy of how do we narrow down, pick a niche, pick a niche, whichever, however you guys want to say it. Right. Everybody says it differently. But pick the customer and focus in on that. And you can infiltrate into other markets outside of that.

And that's what we did with the realtors. A couple of realtors that really, really excelled at that because they understood that if they're known for the condo guy in Toronto, that's it, then people are gonna gravitate to them. And then they could also say, listen, I don't have a condo to sell have this family, single family home. Could you help me to, you're not going to say no. Right? What other realtors, when they went the other way, they're trying to get the whole market and say, you know, I said, well, who do you serve? And they would say, I serve anybody anywhere, anytime buy anything and sell anything. Exactly. That's a really good spoken. Right.

So the reason why they serve no one is because they don't know, nobody knows who they serve. Yeah. And I always ask that question is how many, how many products does Amazon sell? I'll ask you how many products does, Amazon's got billions of, I believe it or not. They're only known for selling one though.

They're real. They're really real. They're real, they're real

Business to real businesses, actually renting space on their servers in the back end to customers like you and me and huge companies and huge corporate fortune 500 companies. And really what they provide is the infrastructure in the server farms. And what they did was they built huge, just huge, huge, huge server farms to store information. And then they went to these small guys and they said, Hey, you know, we're not really using, it's kind of like in, in, in New Jersey, at least, or in, in the United States, a lot of these gas stations, they use the gas to make, to get the people in the door. They didn't make a lot of money on the gas. They actually made the money on the repairs, on the car. And there was usually a gas station with five pumps and two, two bays. And then what happened was is that the you know, the foreigners came into the market and so on opportunity and they sorted the arbitrage between what we pay for gas and what we sell it for.

And they said, you know, we can get, you know, for the, the American guys or the people that were here, you couldn't afford to have a farm mom or dad stand there and pump gas because they didn't pay him enough, but you could get your brother from Pakistan to come because he's used to making 50 cents an hour. You're going to pay him a dollar

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 that. So how do you, how do you do this? Or do you don't have friends and family and people who hold you accountable? 

Well, another way to do it is with technology and artificial intelligence. One of those things is to wake you up in the morning without an alarm clock or worse, some other way of waking yourself up. The second thing you can do is post your workouts every day. Almost every physical fitness app has the ability to post a workout onto social media. You say all like, he's just, he's just, uh, you know, Howard getting WASA. Herbert is, she is posting really sometimes like my wife and I will do it. We, you know, we don't post it for everybody else. We post it for ourselves. It actually gives us more mental and pushes us in the right direction. Honestly, I still think that that is a certain extent. 

Passive accountability, active countability is like what I was talking about before, where checks and some kind of a, some kind of a repercussion, if you don't do it, um, I've gone as far as having a group of people that said, we're going to, we're going to lose weight. And the guy who loses the least amount of body fat is gonna wear a dress and he can't do it on stage. Yeah, actually we did it. I got, I was in the middle of the pack, but again, you know, there's other ways to do it. So what's a hack 10 X hack for accountability. So great app that I found is the Peloton app, but everybody knows that Peloton is the bike. They don't realize most of them don't realize is that app is actually an all around. It has in there right now. They're working on doing is it's the first six weeks of marathon training where they take you from ground zero and give you a workout. 

Every day. Today's workout is do five mile run or four mile run, but I'm going to do five and walks you through it. What's interesting about the app is when I do the running programs though, you have the coach in your ear saying, Hey, I want you to walk now. And I want you to bend down and touch your toes, put your hips up, lifts up, up, make sure you're, you know, make sure your butt is in an over your feet, not a Highline and pushing out as you're pushing it out. You're getting tired. What are some of the other things that are interesting about that app is when you get done working out, you can actually share it and post it and do all that stuff. You can also actually look at your history to see, Hey, how many workouts would I do? 

There's also challenges inside of the app on the bike. It actually has it too. But in the app, the showers for the month, it says, Hey, I'm going to work out this many times this month. And there's other people enrolled in that process. I will say community is probably not as robust as some other communities or like my, my app where my path, my accountability group, 10 X Hopkins, I call them really the best of the best. That level gives you the opportunity. Somebody else holding you accountable, reach your goal or your dream. You know, what's the definition of success, the progressive realization of a worthwhile goal or worthy ideal. And when you think about that, how do you increase that? Or how do you progressively track it? Duplicate it, repeat it and do it again. And again, grow the way you can grow in the way there's something. 

If you track something, it gets bigger. That's why people I get on a scale every single day, most of the time, their bellies get bigger. They don't get smaller. So you're looking to get, go to the next level. You have to enroll somebody or something, hold you accountable. I'm going to give you a tip or a strategy to the secret tip. So I got over the years, I had a coach and a mentor who was probably changed my life. Um, he's got him, Mike, you guys know him. Incredible guy is probably I'm in my parties. I'm a typical Jersey kid out in LA for the seminar or in the inner circle with me, people like Chris Heller, who was the coach CEO of Keller Williams, Monica Reynolds, who now runs the math coaching program for Keller Williams, Annika Koska who wrote the actual program and started the company. 

Tony Dicello is her spouse, who was just a world class trainer, coach speaker. And in that accountability, it was the top a hundred realtors in the country. And you had to do at least a half million dollars in volume or do a hundred units because some people live in areas where, you know, every deal was like 90 pounds or a hundred thousand, but they did 300 of them. So what did Mike do that actually held me accountable to myself on the way in the door to one of our quarterly meetings was the meeting for tracking the perfect customer. And Mike stops me at the door and he goes, you want to go to the next level? And I said, yeah, he goes, chefs, you know what you gotta do? Like Mike said, Joe, I said, hi. He said, you got to get married. I go, what? 

He goes, you got to get married. He goes, you've got a house paid for, you got a dog, you got a car. You got a Tuesday girl, Thursday girl. He goes, you need to get married. You need to raise your accountability. He goes, I want you to do this exercise. Instead of writing out the 10 things, the 10 perfect helmets or characteristics of the perfect customer. I want you to write out 10 characteristics of the perfect spouse. And of course I did what my coach said. I wrote out a little thing. I put it on an index card. I fold it in half. I did. I said exactly what I was told, stuck it in my pocket. And I can't think of the guy's name right now. It was from acres of diamonds. And really what they said was put that three by five card in your pocket. 

You don't even have to read it. You just got to put it in your pocket and I'll touch it. And it'll trigger your reticular plan in your head. Kind of like when you buy a new black SUV, it's funny how you pull out of the parking lot with it. And all of a sudden you see 15 of them within three blocks of your house. And it's like, the guy went off when it's everybody has said, Hey, he's pulling out in the role of black man's out. And where are you focused on some Memorial track reality and you manifest it. So I carried around the perfect 10 things I wanted to espouse in my pocket, talked about it, visualize it, firmed it every day for probably a year and a half. Ultimately I met my wife in Vermont and I've told her this the first time I met her, I said, Oh my God, I actually went back to the bar and got a shot because I realized that seven out of 10 had it. 

By the time we went on the first date, I actually went in the bathroom of the restaurant and shot on the toilet and looked at that list. I realized I'd met my perfect soulmate. My partner in life. I'm going to say 16 years later, I'm still married. And you know, it's interesting is why that might tell you to go get married. I mean, who's it rise of his boons? Well, what Mike realized was I was stuck. I was stuck at a level in my life where I was comfortable and it was time for me to get out of being comfortable in being who I was and start to grow into who I wanted to be and who I said I was being who I told Mike and everybody in that group that I wanted to be this guy. I don't want to be this guy anymore. 

And what Mike did was he raised my accountability. And then my wife, where is my accountability by saying, Hey, I want to have kids. So what do we do if you have two kids and I'm going to tell you, if you want something in your life and you want to raise the bar, you need help. You're married. Tell your youngest kid about your goal and your dream to some kind of reward for them. And I'm going to embarrass my kid. Patsy choose about three. We told my daughter, Katie, who is three years older than her. Hey, when your sister learns how to poop on the potty, we'll go to Disney. And they knew that once Patsy took on potty, we're going to do this. And because we don't want to do diapers and Disney, I think next thing you know, we're in the house and we hear mom, dad, mom, dad, come hurry up, come on. 

Like, come on. She's still in it. And there is patchy on the toilet. And we're looking at her like she's, you know, on stage with like Madonna or something, screaming off the toilet going, we're going to Disney cause she's squeezing out of her. So I'm going to leave you with that as what are you going to do to raise your accountability? Our, I swear is our company or I can soul thing stands for really intelligent information, taking tactical old school technology and hundreds of years of training and systems and processes that work. And then combining them with artificial intelligence and new technology and technology, a lot of psychology to help you go to the next level and combine that to make really intelligent information. Our goal is to help you to figure out your core passion and your purpose, put them together and deliver them to the people that you serve your community. 

Be a lighthouse for your community. Actual listening to Sean Shaw wanted to let you know we were in the process of launching the 10 X real estate warrior nation summit. Look for it. Look for some of the posts, January 5th, sixth, and seventh, it's going to be free. We're going to have literally 30 of the world's number one history leaders literally know what we call 10 X tacos, experts that are in the field of, you know, building a foundation on day one and day two is building your arsenal and your weapons for success and all the tools and tricks and the tray. It's going to be the strategy, the 10 X Hopkins strategists and the experts in put it all together, tying it all together and showing you how to literally watch your business into the next level. We'll start there. Have a great day.

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 down and created a spreadsheet and an and one column, I put the video on the other column, I put the task and the next column I put the priority, the next column I put what unit was and then who we assigned it to when we assign it to them. And if they actually acknowledged the assignment and then the status of that project, a project then we did is we took that spreadsheet. We put it into Google sheet and we actually shared it with everybody who's involved in the project. Uh, so another speed I can hack is is that in Google docs, we created a shared folder where we have all the information about the projects and all the cast of characters that are in that, in that group or that's strike team, I'm going to call it of experts or anybody who asked to be involved. 

They're in the know as they call it is on that file. And then what we did is we actually took all that information. And we basically just, we took, you know, we, we then took the videos and we went to an app like using, we use loom, or we could use YouTube. Um, and what you can do is you can actually make those, those videos private and put them in a folder. So what we did is dumped them. I had like, I think it was 10 or 12 videos. I dumped the 10 or 12 videos into loom. I then took the hyperlink from loom and dumped it right into the spreadsheet and then had my associate Abby go through and make a list by watching the video and make an actual physical punch list in the spreadsheet saying here it's task, it's, it's in, it's in this video. 

And here's, here's what it has to get done. We need to do the garage door and who do we assign it to? And she basically puts in the task, puts in the time in the video where that task was, if she feels as though it's important for them to see it. And then she actually says, here's the vendor that we've assigned it to, or she just gives it to a project manager, but now what information is in one place. And quite honestly, my part of it took me probably, I don't know, an hour or two hours where it could have been an all day affair. And instead of having me or two other people there trying it won't follow each other around and, you know, I call it a puppies. We went into the videos, sent out, you know, uploaded those videos to apply form, uh, that we could share those with privacy gave those videos to my associate Abby, and then she put them on the spreadsheet and then S and then shared the spreadsheet with the people that needed to see the information. 

So 10 X real estate, where you're, there's your speed high for today. That's how you can do it and how you can implement using the village philosophy of, you know, doing more with less one of the best things I wanted to point out to you today. What is the, what is the, what is the hardest word angles language that most people have the biggest challenge with? It's also the smallest wording language saying no Marren to figure out what your, what your strengths are, what your weaknesses are learn to say no more often, and you'll get more work done well for a senior. On the other side, hopefully a speed hack helps you talk to you soon, TEDx real estate warrior nation, right on.

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: (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: (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: (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 dialing for dollars and looking for the nose to find a one one-off yes, to dialing for dollars in a market where you know, where those people are.

Speaker 1: (02:58)

And, you know, what's funny, as we said to this particular host, I said, you know, we're trying to change the old school real estate mentality from, you know, shooting with buckshot in the dark, at a target, and not even having a target for sake, just randomly shooting into the entity of Bolivian to actually sitting down right now, we have the advantage over the years, it's only been in the past 10 or 15 years that we had the advantage of taking 30, 40, 50, a hundred years worth tactical systems, processes, and hacks. And combining that with artificial intelligence and taking, so taking what I call tactical intelligence and artificial intelligence and putting those two together and creating really intelligent information, you know, really specific groups of people so that instead of being shooting wide buckshot, we can actually become a sniper at 10 X real estate warrior at 10 X top gun.

Speaker 1: (03:52)

So what is a 10 X warrior? And what is a 10 X Topgun? So a TEDx warrior is a real estate agent that's armed with and given the actual arsenal to be able to go out there and actually know where to go look for their audience, go nowhere to go look for the perfect ideal customer. And then instead of just going out there, blindly shooting buckshot, we're going to actually put them in front of the people that actually want to hear about what they have to sell. And instead of, you know, instead of trying to sell, like, I keep saying this, instead of trying to sell Apache Indians, Comanche, TPS, you're just them off. Why not find out what kind of TPS those guys like, find out what that audience wants to appreciate, and then go deliver what they're asking for, as opposed to trying to sell them something or trying to talk to somebody that has no interest in talking to you.

Speaker 1: (04:41)

So how do we go about doing that is one of the things that we're going to do is we're going to show people how to actually dial in an audience. I'll give you a great example of this. I worked in Hudson County, in New Jersey for years, and that market is predominantly a high rise community with high net worth individuals that start working out on wall street as young individuals. And then when they make enough money to, and they start to have a family, they actually either move one or two directions. They either stay there. If they did really well, they go into Manhattan and they buy a place in Manhattan or they graduate. And they say, Hey, you know what? We got kids. And they would go out to the suburbs in New Jersey, which is out in the Madison Morris County sh uh, Florham park area out by where the jets practice, by the way.

Speaker 1: (05:22)

Um, and that's like a, it's like a 45 minute hour train ride into the city. So knowing that and knowing that we wanted to focus on the high net worth individuals, what we did was we actually went out and went to what I call Dana minors and actually got the information collected up the, find all the people in those two counties. So when Morris County and Hudson County that earned over $250,000 a year now, bear in mind if they're actually earning $250,000 a year on paper, that means that they're out of that means they're, you're a W2 employee. It's not Phantom money. They actually can earn it and they can afford to buy a house North of 700 to a million dollars. That audience, by the way, that is anywhere between 25 and 60 years old, that makes over $250,000 a year that has a W2 income, and actually has at least one kid in the house.

Speaker 1: (06:11)

And one in advanced degree, reason why we want an advanced degree is more than likely. That means that they're getting paid as a W2 or as a professional. So we know that they can get a mortgage. And that group people is only about 8,000 people, which by the way, I mean, the town of Florham park is a small town. We have 30,000 people in our town. So if, if that is the case, you got to realize that that's a very, very small portion of the audience. But now, instead of going and shooting in buckshot and blindly shooting out into an audience, we're actually target shooting or snipers. We're actually only talking to people that can afford to buy that house. And I'm sure we're going to, we're going to segment the market and we're going to lose some people that could afford to buy it.

Speaker 1: (06:54)

But when we're dialing deep, we want to go in and use social, social triggers are triggers that say, Hey, it's, it's these people that like, like the outdoors, because these properties have a lot of, a lot of land. It's these people that want to be near a train. It's these people that are typically of this ethnicity, it's these people that are typically, uh, of this religion. And you know, we're not, we're not prejudice. All we're doing is trying to find, you know, schools of people that traveled together. People like to do business with themselves and they pipe, but they actually like to live with people like themselves. So why on God screen earth art people trained in this day and age? Did you just go randomly shoot and go randomly call people on the phone, like are out of a phone book for Christ sakes and have the kicked out of them.

Speaker 1: (07:44)

Somebody say no. And have somebody say 50 times, no, to find a one person that says yes, at least if you're going to do that, give yourself the highest probability of success and maybe reduce it so that you only have to talk to 10 or 15 people and have them tell, you know, to get one person to say yes. So the wrap-up is here. Today is what we're really doing. We're on a crusade, man. We're trying to sell. We are trying to save real estate professionals from needing a therapist after their second year in business, because they've been told no. So many times they've been told that they're so many times when they're really not. They're just calling the wrong people or they're talking to the wrong people, or they're communicating the wrong message to the wrong group. Let's help you dial it in.

Speaker 1: (08:30)

You want to find out more about getting into your audience, find out how to make money faster with, with excitement and passion. Give us a call back, check us out on our next podcast. Our next podcast is how you take people from pain to pleasure. And how are we going to help somebody from being in a two bedroom or three bedroom, they really need a four bedroom. And they didn't realize that it's going to cost them the same amount of money because their house appreciated the small house they were in that they bought before. Appreciate it. So they're going to have a windfall when they sell that. And on the other side, the interest rates came down to where it's a substantial difference in the interest rate. It's been almost, it's almost a 20 to 30% difference in the payment. As, as if you bought a house. If you bought a house six months ago, a year ago for $400,000 and you bought it today and you leverage it through financing, the payment is going to be about 20 or 30% less just because the interest rates went from four and a quarter percent to 3%. You want to find out more tune into that podcast. I look forward to seeing you on the other side,

Speaker 2: (09:31)

Have an awesome, awesome day.

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 goes, well, all your cousins that I got jobs for and people that are here, that we got jobs for people over the years really embarrassed me. And he said, you know what? To some extent, some of them ended up in OTB on the floor, passed out with the, with the coffee money.

Speaker 1 (03:46):

I mean, not even kidding. You know, so I actually was one of the few that, you know, I remember my uncle saying the only thing you gotta do for me to slow down. He said, you know, I got, I got feedback from people saying, you know, he's just going to work us out of a job. And, and you know, when you're in a union, the last thing you want to do is actually be the overachiever. That's really not the most popular guy in a union because you're really working yourself. I have a job to a certain extent. So I leave the union. I start reading a book called thinking, grow rich by Napoleon Hill. I kind of rewire my own brain and realized, you know, this isn't the perfect path for me. And after about 12 years in a union, I developed a patent and I, and I actually needed cash.

Speaker 1 (04:24):

I ran out of money. My buddy, my buddy says, you know, my mom does real estate. She sucks at it. He goes, you know, you've been thrown out of every bar in Hoboken at least twice because you know, it did, you've actually, you'll do free. You'll doing amazing in real estate. So I get into real estate. And after about six months, the broker comes to me and says, you see all those people out there, kid. And I says, yeah, he goes, I'm paying you more this month than I pay them for an entire year. He says, you have a gift. You should really do real estate full-time. And I said, nah, I can't do that, man. I, you know, I, I have a day job. I have benefits. My brother would kill me after about a year or so. I realized that I really was really good at the real estate thing.

Speaker 1 (05:01):

And I hated my job. And I still remember it to this day, as I got to a point where I was just so frustrated, I was on the roof of the building. And I realized that when the guy next to me, he said, Hey, watch my stuff, Buster. And at this point, I'm a, I'm a maintenance man in the elevator business, which is, I was the youngest maintenance guy in the business, which meant I did pretty well after about 10 or 12 years. But I leaned over and I looked at Buster's paperwork and it was his retirement package. And his retirement package actually had his salary plus it about 8% more than I was making, except he was there for 40 years. And all I could think of is, Oh my God, I gotta be here another 40 years to make another 8%. What the hell?

Speaker 1 (05:41):

What am I going to do? I literally walked out of the motor room, which is on the roof of the building where the, you know, you know, the proverbial glass ceiling. I was at the top of the building already. I was on the roof. I'm literally on the roof because that's where her office was. And I call my broker in the real estate business. And I said, dude, I'm ready. What do I have to do to go into real estate full time? And he goes, well, you know, you probably want to get yourself laid off or something. Cause then you can collect unemployment. Oh, I said, all right. So long story short, I ended up in the elevator business. Full-Time and I mean, on a side note, I'm renting a place from a guy who is what the unions would call a union organizer or the union muscle.

Speaker 1 (06:20):

I mean like, like some guy, this is a true story. Some guy I'm on the side of his face with a box cutter and left them for dead. And all I could think of, Oh my God, if I don't pay this guy, their rent, he's going to come and kill me. He's got hands the size of my feet. He's like a professional boxer. This guy is the guy who they send when you're wanting, you know, when you don't want to be union and they want you to be union. So, you know, thank God all those guys are probably in jail or in or dead. So I don't have to worry about talking about it now, but it's a true story. And, you know, talk about scared, straight, or talk, scared into doing business. So lo and behold, I get in the business now full time and I started doing it.

I actually did really, really well because I followed the program and I followed the system was fine. Is I never told my brother. So now about eight years later, I'm getting married. And whenever I talked to my brother, cause he'd say, Oh my God, it was freezing out. And I said, Oh yeah, it was really cold out. He goes, must've been cold. Stand on the side of that building. I was like, yeah, it really was. He's like, where are you working now? I'm like, Oh, someplace in Jersey. The reality was I was in, I was in the elevator business. I hadn't been in the elevator business for eight years. When he came to visit our house in Jersey city, which was a 2,800 square foot townhouse would a boat slip behind it on the Hudson river, North of a million dollars. And he I'll never forget it.

He looked at my wife and he said, you know, this real estate thing part time is doing pretty good. The elevator business must be really good. I don't know what's going on. And she goes, she goes to the elevator business. What are you talking about? He hasn't done that in 10 years. And my brother was shocked. And after the wedding, anything else, my brother comes home and he says, what the hell are you thinking? And I said, well, here's what it is. Here's what the deal is. And here's where the shift became. And this is where, you know, like I said, that this young lady, I said, you know, up until that point, my brother was scared to death that I didn't have a plan and I didn't have an approach and, and have a strategy. And when I sat him down and I said, Hey, listen, I hired these guys to coach me.

Speaker 1 (08:10):

And I'm actually following the program and I'm really doing well on it because I know that if I get up in the morning and I rewire my brain every morning and I go to my office and I lock myself in from eight o'clock in the morning till 1130 at night. And I'm sorry, eight o'clock in the morning till 1130 in the morning. And I simply make, you know, 25, 30 phone calls a day, I'm going to find one or two people that are going to be interested in doing business with me. And then I have to go see them. And of those of those eight or 10 a week, I'm probably going to cancel to two appointments. I'll go on three or four and I'm going to take two. And so I basically had a plan to generate business on a regular basis. And that's all well and good to have a plan.

Speaker 1 (08:53):

But if you can't prove it and you can't prove that it works, then you got a problem. So over the past 25 years, I've used that strategy and that same strategy. And quite honestly, I mean, we've been through every economic market shift, whether it's been straight up or straight down, we've always had been able to, you know, I would say some years are better than others. We've been able to either, either survive or become your thrive depending on what we're doing and what's going on in the market at the time. But I can tell you the one thing that's always stuck with me was one of my mentors. I was a guy named Jay Abraham's and he's still out there. He's one of them. He's one of the most brilliant minds in business as business consultant. He does a lot of work with Tony Robinson and Jay summed up about two days worth of information and throw in three things.

Speaker 1 (09:41):

He said, it's how much, how many times and how many people. So you want to write that down? How much, how many times at how many people and Jason, 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 did 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 longterm. Well, all that's well and good, but if you don't have a strategy in order to contact those people and figure out how to go get them and keep track of them, then you've got another problem. So what we actually figured out how to do was we've actually learned an acronym called plan plan.

Speaker 1 (10:21):

It's prospect lead up appointments and negotiate. And then it's actually RR, which is repeat, rinse. And do it again. I'll say that again. It's it's prospecting, lead follow-up appointments, negotiate, and an RR, which is repeat, rinse, and do it again. So what does all that mean in that order? Which is legitimately I did it for years. I still do, which is get up in the morning prospect and look for new business. Once you get new business, follow up with the people that you've spoken to, most people don't realize it used to be. You had a follow up with somebody five to seven times. Now you got to follow up with somebody anywhere between eight to 12 times. So when you're talking about eight to 12 times for just one communication for one person, and if you need six or eight, in order to find one person, that's going to do something, that's a lot of communications.

Speaker 1 (11:07):

So we're going to show you how to do is take the tactical information and the skill set of following up, and then combine that with the artificial intelligence that gives you really intelligent information and also gives you a leverage. And it allows you to contact those people with automation when you need automation. And then there's times when we're going to tell you not to use automation to call them personally. So then when you get all of this together, what do you do? How do you make our own work? You track it, you duplicate it, you repeat it. And once you do all that, did you have to hire somebody, sometimes a hire, a coach, whatever you hire me, or you hire somebody else, you can hire your spouse so you can hire your kids. Need somebody else. Another set of eyes to look at that on a regular basis and look at it would a very open mind and go, what are the numbers supposed to be?

Speaker 1 (11:52):

And what are they? And once you start looking at that, once you start looking at the numbers, like for me, I don't have to hear the story about your business. I can just look at the numbers and the numbers will tell the story. If I see that you're, you have a lot of expired listings, more than likely you're overpricing listings. If I look at your business and it turns out that you're spending a tremendous amount of money on Zillow leads, except that you can't outspend your competition and you're not closing them, then we need to find another alternative strategy in order to generate business. That's one of our pet peeves. It's like, you know, you know people say, well, what is the solution to my problem? Well, get more leads, buy more leads that really isn't, you know, in most cases it's not the leads that are crap, as they say in green click Glengarry Glen Ross.

Speaker 1 (12:38):

It's the way your attitude, your approach and expectations when you're communicating to those leads. So hopefully you got something out of today's podcast. I think one of the most important things is, again, the three things or, you know, how many times, how many people and how much you pay for each one plan, P L a N prospect lead followup appointments, negotiate, and then repeat, rinse, and do it again, then track and duplicate what you're already doing and repeat it, and then hire a coach. If you're not sure who to hire, reach out to us, you know, we're not trying to sell you on coaching, but we do offer it. Umou know, we may not be a good fit for you, but at least we can direct you in the right people. Uhe've been coached over the years by, you know, I can't even count how many different coaches in different coaching companies. We've had experiences with some of the best coaches in the industry are friends of ours. We can actually direct you in that direction. Umut if you can't afford a coach right now, hire your parents or your kids, or hire your spouse to actually look at your numbers together once a month or once a week and have somebody else ask you, Hey, what's going on? How can we, how can we help you look forward to seeing you on the other side, have a great day.

Speaker 2 (13:48):

Thanks for listening to 10 X real estate warrior nation with Sean shallows tune in daily for new updates and join the 10 X real estate warrior nation Facebook group search Facebook for 10 X Wheeler state warrior nation. You can download your free 10 X personal success formula...

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 her written out on a piece of paper, a fax to him every day. So, you know, the more the thatch was demonstrating the running city office at seven 45, walking himself in, when somebody would try to talk to him, he was like the Tasmanian devil. If you remember that character, the Tasmanian devil, when we were kids was like the character on Hanna-Barbera or I'm sorry. It was Mel Blanc was the voice for it. I can't think of the show, but he was the character that spun around, like in circles at a hundred miles an hour. And that's how he, you know, got things done. And he was like a tornado. And the problem was is that if somebody was tapping him at to stop him, he would throw them apart and much like me, where my, my coach said, Hey, every morning, once you get on the phone and I want you to get off on, do not talk to anybody else on, on an inbound, you only want to make outbound phone calls and you only want to talk to people that want to sell their house or buy a house and find a new deal.

So every day I did exactly what my coach said. I was coachable. I got to my desk and you know, and I would start dialing for dollars as they say and start grinding. Yeah, I be calling people and somebody would try to sneak into my office and I would actually throw something out them. And they'd be like, Hey, Sean, I want to buy a house. And I'd be like, no, no, no, I can't talk to you right now. I'm looking for a deal, you know? And they'd be like, no, no, no, no. I want to list my house for sale. And because I wasn't listening to what they were saying, I was. So I was so like, matter of fact, about getting to 30 contacts that day, that I really didn't appreciate what that person was saying. And I didn't hear them, even though they were telling me loud and clear, I wanted to sell a house and they wanted to hire you.

I was being like the Tasmanian devil and pushing them away. Or they would be calling me and saying, Hey, can I speak to Sean? And I say, no, he can't talk to you right now. And then they will look on Facebook and be like, wow, he's doing like luxury homes. He probably doesn't want to deal with me because I only have a hundred thousand dollar house. The reality is I want to help anybody. That's willing to work with us. You know, within reason if they have the same beliefs, as well as God family business, in that order, we want to work with them. And whether it's a rental or a million dollar home, but the funny thing is we don't want, we're not judged by what we say or what we tell people we're judged by our actions. And my actions were telling people, Hey, don't talk to me.

I'm a vicious bastard. To be honest with you. I looked like maniac from the outside looking in because you know, if you saw me, I came running in the office, lock myself in my, on my in my, in my private office would close the blinds, like a maniac. Like I was like cooking up something in my, in my office to blow the office up or something, which I wasn't thank God. And I was getting on the phone to talk to people. And I really was trying to, I believed in my heart and my soul, I was doing the right thing by calling people and saying, Hey, do you want to sell your house? Do you want to sell your house? And I was going to help them in quotes. The funny thing is my approach to that was so out of line with the expectations of the person on the other end of the phone, I never realized how confrontational and how, unattractive.

That was, to be honest with you, you know? And then all of a sudden, you know, after tax really did that demonstration and showed me for me outside, looking in just how attractive that approach to business was. And even though we've both gotten rich doing that, the problem is if you stop doing that, it's not attractive. So you can kick stuff out of the bushes, but you're not going to attract business to you on a regular basis when you're not attractive. So I had to find a different way and I had to make a shift and I had to make a shift to build the business that would co create wealth like real wealth. Like when I wasn't working, my business was working for me while I was sleeping. So what is the difference between rich and wealthy is the definition. The definition of Rich's somebody that can generate tremendous amounts of money on demand.

Somebody who's wealthy has learned how to take their money and use it to generate more money. Rich. The reserves only last so long when you're wealthy and truly wealthy, your money makes money for you and the capital doesn't, the capital never goes down. It just keeps increasing and it adds to your income. And also what's interesting about it is it has a momentum effect. The more that you do, and the more you give back to your community and the more that you push on it and in the right way and make it more attractive, the more people that are attracted to you, the more that that will build itself versus you trying to build it. And what's interesting is when you start to grind, sometimes the harder you grind, the further you push people away. So how do we start to make that shift? And what is that?

You know, what is what I call the richest, the witch's brew or what people, like I say it all the time. If, if, if you really looked at it from the inside out, sometimes I think they would string me up like a witch or something outside, because I truly believe that you can manifest just about anything you want in your life. And, you know, with batches help, I actually started to do a process called ADA, which is to sit down in the morning and write down all the things I pre I appreciate and what I appreciated that happened to me over the past day or week or month or whatever it was. The second thing I'm going to write down is the I, which is the acronym. Again, it's an acronym called ADA. And the second thing is called intention. What is my intention today?

Am I going to be, what am I going to do in order to get from point a to point B from who I am now, to who I want to be. And, you know, I want to point something out when we were kids, we were always told, you got to do, do, do to have to have half the BBB. So we got so caught up in the doing and people are doing and doing and doing. And you know, this story, how many people are actually fully, really, truly financially independent in this world, it's less than 5% of the population. And that's the reason is because we were wired as kids, that the more that we did, the more that we would have, and then we'd ultimately be the person we want to be. So if you want to be an astronaut, you're going to have to do, do do, and you're going to have to beat.

You're going to have to have these things. And then you can be the astronaut. The reality is once you got to be an adult, people looked at and you went, Oh my God, do you want to be an astronaut? You would be out of your mind, go get a real job. Right? So what my mentors and coaches have taught us over the years is to shift the paradigm, shifted to start to be the person you want to be. Now, act that person do what they do to how they act, what they be, where they wearing, where they go on a day, what is their routine, find out and model the person that you want to be like today and start to put those things in place today, the things that you can control. And then you'll start to have it start to take the actions that that person would do.

If that person's normal routine would be, Hey, you know what? I need to talk to 25 people, right? And, and really the, the doing person says, I need to talk to 25 people to go find 24 of them were telling me to go to hell and get one that says, Hey, I want to talk to you about selling my house. But the new school mentality is, Hey, let me focus on the people that truly need my help. Let me be the person of a lighthouse, if you will, and be that resource for the people and let them know how I can help them, as opposed to saying, Hey, can I, you can, do you need my help? Do you need my help? Do you need my help? As opposed to telling them, show them what resources you have available for them, show them that you really are somebody that can make an impact in their lives and their family's lives.

Show them how they can actually save money by actually investing in real estate. And you'll start to attract those people into you. And now what happens is you start to shift from, Oh, you know, from what I call grinding, to aligning with your audience. And ultimately what happens is the more that you, more, that you focus on it. And the more that you really start to tell people how you're re you're a resource, the more those people are going to start to come back to you and say, Hey, by the way, you know, I know shore my friend, Sean's in real estate and he mentioned this, this and this, and maybe he can help you. So going, you know, what is, you know, it's one thing for me to say it, and it's another thing for me to teach you how to do it. So,uin this podcast, if you look down at the bottom, there's a link for the 10 X personal success formula.

What is 10 X personal success formula? It is the basic foundation of everything [inaudible] real estate warrior. And what is it really an essence is the one thing that changes everything is your mindset and your belief in yourself. And we're here to tell you that if you don't feel comfortable and confident just yet, it's okay, not everybody does. You know what, when you're riding a tricycle or you're riding it, that you're riding of the two Wheeler for the first time somebody had the back of the seat when you were riding and they let you go every once in a while on earth, once in a while you fall down and you get back up, but you know what, they were there for you. We're going to be that for you with this podcast, we're going to bring in professionals and professional people that are experts in their, in their different chosen field.

And for the time being for you to understand that and be able to accept that and be able to hear it, or what I was saying about hearing it, you know, when we speak to people, believe it, or not only 6% of what we say is actually heard. And which is the words, the rest of it is the rate of speech. We say it at the tone at which we say that. And then ultimately it's our energy that we deliver it with our body language is 50% of it. So if you're actually telling people what you're doing, they don't really hear it. What they hear is your body language. And what they hear is the rate of speech and the tone at what you're saying. And I, and it's really what, what it is, is your passion. That's in that that's embedded in that. And what we're going to teach you in the 10 X personal success formula is how to rewire your brain in the morning every day to start your day out and get your, get you out of the gate.

Like, like a bat out of hell, ready for ready to take along, take on life and take it on in a much empowered way and a much more disciplined way. And by the way, when people think of discipline, they think, Oh my God, this one, I don't want to hear that word. Discipline is freedom. The more discipline you can be with your routine, the more free you can be. Remember what I was saying is like, if you miss a couple of days here or there, when you're prospecting, are you doing your business? It doesn't show up today. It shows up three months from now. And that's the problem with the real estate industry is nobody's going to notice if you take a day off for two days off for three days off, but we're gonna notice it when you're hurting three months down the road and you come into the office and you go, you know, I just don't have any listings or any sales.

I don't know what happened. And the first question I always ask is, well, what'd you do 60 days ago or 30 days ago. So what we're going to start to talk about is the different tools in a different structure strategies to actually get you from where you are now to where you want to be. And I'm not talking about over years or decades. So like it took us, I mean, I spent a million dollars with coaches and mentors there's to learn what you're going to learn literally. And you're going to have a decades worth of information in days. And it's, you know, it's kind of like, if you and Elaine, I'll give you a great analogy of this. I was a ranger in the army. And you know, when I learned a lot about discipline and following leadership, and one of the hardest things to do is when you think you got it all figured out is to allow somebody else to lead you.

So I'm going to ask for your patience, and I'm going to ask for your confidence, if you will in advance. And I'm I'm a firm believer that you don't buy confidence. You earn it, but I'm going to ask it for you a little bit in advance, because I'm going to tell you that I believe in you more than you believe you knew until you believe in you. I'm going to say that again. I believe in you more than you believe in you until you believe in you, until I can help you to believe in yourself, self that you can do this. So what is the analogy? It's basically, basically, if I was to put you and I on the other end of a minefield and I was on one end of the minefield and you were on the other and it was snowing and you want to get to where I am and you could see me footprints in the snow.

Do you make your own footprints in the snow and try to figure it out? Or do you step on my foot principal? Of course you step in my footprints. And I got to tell you, I thought I was doing that. And for years, what actually was happening was I was stepping in my footprints or somebody else's footprints. And then when I got halfway across, I thought I was a genius. And then I made my own footprints and I blew up and I went back to my coaches and said, okay, what did I do wrong? Or how can I fix that? So if you want to find out how to build a duplicatable, repeatable, trackable business, first rule of thumb, get control of your mindset, get control of your thoughts and create the disciplines that it's going to take. In order for you to create the space for you, to be able to hear when somebody says, Hey, I want to buy or sell or invest in a piece of real estate.

Remember, you're here to help people. That's your job. You're not here to jam something down their throat. You're not here just to make a hundred grand and run away. That's not the goal of mine. I don't think at least if it is, maybe you're in the wrong business. Maybe you need to go to Lennox, city and play craps or something. As it's less of a gamble, actually, if you know how to play crops, by the way you know, but if you really and truly want to build a business and you want to build wealth, then what has to happen is you have to build a business that has systems, processes, tactical, and artificial intelligence combined to give you what I call really intelligent information so that you can leverage your business and scale it so that when you're not there, it's still running for you.

And it's generating cashflow for you and opportunities for you without paying more for leads and systems buying leads is not the answer. By the way, you have three things in business that actually control your business. And only three things. How much, how many and how many times, how much is each transaction? How many people, either in your business or on your, on your team and how many times do those people buy from you? And then they'll people say, well, you know, I sold them a house eight years, you know, they're not gonna buy another house for eight years. Yeah. But it's funny is if you talk to somebody, when they're getting ready to get married there, if you talk to your, and when you're, you asked her to marry you, every conversation that she's having with her friends and family is about getting married and when you're buying or selling a house and...