Think Bigger Real Estate

Justin Stoddart 
Hey, welcome back to the Think Bigger Real Estate Show. I'm your host Justin Stoddart fired up about today's episode. We have an absolute superstar on the show with us today, who's going to help us navigate this question. Obviously, we know that the industry has a number of disruptors circling, we know that real estate agents have more of a need today to be on their A game serving the customer at the highest level possible. And today's guest, Jason Abrams, he's a Keller Williams agent out of Michigan, although he owns teams all over the place. He's been selling homes for 20 years, right out of high school stepped right into his real estate name badge. He's a broker-owner, a team owner, he was actually on HGTV, if some of you remember this show, it was HGTV, it was "Scoring the Deal" in which he would facilitate the purchase of beautiful homes by sports stars. Sounds like a cool show. I haven't seen it actually. But you've got me super interested to go back and find

Jason Abrams 
the only people that want my mom watched it regularly.

Justin Stoddart 
It was with three seasons. I don't buy that, Jason.

Jason Abrams 
Just you and $13 million. Man. That's all.

Justin Stoddart 
the truth. There's the truth. In addition, Jason is the partner in metrics coaching and training, which we're going to talk a little bit about as well. So with that, Jason, thank you for coming on the show today. It's a total pleasure to have you here.

Jason Abrams 
It's an honor. Thanks for having me.

Justin Stoddart 
Yeah, this guy is a big thinker. He's actually spending a fair amount of time right now in Austin, helping to develop technology that serves the customer and agent at the highest level. So, Jason, let's get into this. We have, as we all know, a very changing, disrupting real estate landscape. What can we expect before I do that? Because we'll get into business and we won't stop. I know. Kind of that's my nature. So let's talk about stuff that matters a little bit more than business right now. I know you're a dad, I'm a dad. And that is probably the reason why we're deeply invested in the real estate industry is to provide a better life for people. Are people right that matter? Most? I mean, what's your favorite part about being a dad, Jason?

Jason Abrams 
yes to... Everyone always asks about the technology and the real estate business off the bat, they very rarely go to What's your favorite part about being a parent? And I'll tell you, it's challenging, no question about it. But I think that it gives you this idea of this immersive experience, which I think is unique to our industry. And that residential real estate is really a contact sport. And it's an all-time game, meaning we don't start our day at nine and end our day at five and then go home and have the luxury most of us to just specifically that focused on the family. And I think what it does, we bring our customer lives into our own we bring our business lives into our personal lives, in our personal lives in your business life. This idea of immersion, I think, is one that as we move forward, you're going to see more education go to which just, I'm not just going to school from 7 am to 2:45 pm. To learn, I'm going to learn in every aspect of my life. And the most important thing to learn is how to learn, not whether I get the right answer. But what was the process that I took to get there? For me watching a six come to terms with how he's going to solve life's challenges, which to him see massive, like, how do I open this applesauce. And it's these constant reminders that the journey that we're all on... does it end? It simply changes form. And I think about that a lot.

Justin Stoddart 
And that's powerful. It's almost as if like, we'd practice that question before. And folks, we did not tell people that I'm in a hurry. So I love what you said there. Jason reminds me of the university president where I first went to school, it was a two year school, he was a new president. He turned out to be a very influential person in the world as well as in my life. And he told a group of business students in their freshman year because like the question was asked, what should I focus on education, he said, here's the reality is that there are two things that you need to walk away from with your education. And neither one of those is a degree like that's, that's like, like second-third tier that doesn't matter as much. Here the things you need to learn is, like number one, you need to gain a passion and a love for learning. And secondly, you need to learn how to learn, he said those two things will carry you further than any degree ever will. In fact, newsflash, the stuff that you're learning here at school, a lot of it's going to be obsolete by the time you get into the workforce. So you better love to learn and you better know how to learn. Because without that, it's, you know, you're going to be behind really, really quickly. So I love what you said about that I happen to be a father as well. And I think bigger, I've got six kids, little crazy.

Jason Abrams 
You do think big.

Justin Stoddart 
I do, I do with all areas of life, we, I have a saint for a wife, st slash superhero. Fact, currently, she's on the road with six kids driving them all to North Dakota, and you know what it's like, up north, you're a northern guy. And so things a little quieter in my house, eerily quiet. But I love what you said about this, this passion for learning and watching kids learn that's really, really profound.

Jason Abrams 
I just don't think they perceive it the way I think that we all sit around and try to force ourselves to do activities that we don't like, thinking that those activities are mandated stops along the path of success. I think kids are living this immersive experience differently than we are and that it's organic for them. And I'm kind of looking back at my life at different times and asking when I decided mentally to make that shift and why I did it. And trying to get back to the organic part of learning.

Justin Stoddart 
Just that pure learning at its core, like just out of curiosity right now, because someone's telling you I have to.

Jason Abrams 
curiosity and necessity, like a lot of us know, we need to learn new things. But we don't because the process to do it is one that we find challenging, and I and I get it we usually leave the challenging things for last or sometimes not at all. Yeah, I think the question is flawed, which is how do I force myself to do things I don't want to do whether that's going to the gym every day or read a book every we have these things? And we say, Well, how do I make that habit? I think a better question. You ask the wrong question. You always get the wrong answer. The question that I like is how do I love my life and accomplish blank. And when you start thinking in that framework, all of a sudden, you're forced to take activities you wouldn't want to do but then make it so you would enjoy it. Tell you what, if you enjoyed the things that you shouldn't be doing, you should do more of the wrong things. Find a way to enjoy the stuff that you want to bring into your life like kids, do. I tell you what, there's no way

Justin Stoddart 
how to get the life you want. Or sorry, how to get what you want and love it. Those are the two.

Jason Abrams 
How do I love my life and do blank?

Justin Stoddart 
That's awesome stuff, man. Let's parlay into business as that kind of the path that I was headed down, obviously very changing real estate landscape. ...

Jeff Cohn  
Hey, what's up, you guys? This is Jeff Cohn with another episode of the team building podcast where we interview top team leaders, broker-owners, success managers and ops managers from across the country across brokerage brands to help teach you how to scale your business and stop working in your business today, we have a unique episode in that we're gonna be doing two podcasts and one I have an awesome guest today, Justin Stoddart, and I'm his guests as well. So Justin, take it away. 

Justin Stoddart  
Dude, I really appreciate the opportunity, Jeff, been following you for a while I know you're an influencer and big-time producer. So this is a total pleasure to be on your show and simultaneously on mine. So for those that are listening to the first time, I run the think bigger real estate show. Really, Jeff, as I've shared with you, my mission in my passion is to help real estate agents think bigger. We live in America for heaven's sake. And we live in a time in an era where there's endless amounts of opportunity. building that holds people back is the fact that they aren't thinking big enough. So if I can be an instigator and a catalyst and putting people like you in front of an audience, it helps them think bigger and amazing thing happens. And here's what it is their business starts to grow. And as their business starts to grow, their options in life, improve and increase, and then their impact increases. And I'm all about being a part of that. So fun to have you on the show today. For those that are meeting, Jeff for the first time. He's been in the business for 12 years. And in 2011, he started a team went from 70 to 700 sales in six years. So really scaled up quickly, and has built an incredible, not just real estate business. He's now the number one team in all of Berkshire Hathaway, Home Services just built really a monopoly. Since we're talking about real estate. Now he's also built, I was an insurance company, coaching company, virtual assistant, a company and an investment company. He's the guy, he's a leaders leader, he's the guy that the top teams and leaders in your market are seeking out Jeff to get training on how to take their business to the next level. So this is pretty fun for me to have a chance to have a few minutes here with Jeff, and thanks for being on the show today. Just

Jeff Cohn  
Hey, Justin, my pleasure. You know, what I have already loved about you is how fast you talk. Most people can't keep up with me, I might have trouble keeping up with you. So we will warn all of our people listening, you might want to slow this down to a point five, I've been told people listen to podcasts at two x sometimes two and a half x people like me that are ADD. But I think on this one, they might be slowing it down. Also, I just want to give a heads up. We have this recorded on YouTube. So if you guys want to search this out, you can find it on my YouTube channel. If you go to elite real estate systems. com and click on podcasts. You'll see YouTube as one of the options if you want to see our beautiful faces there right here for you. Otherwise, I know I'm on Stitcher and iTunes. Where are you guys, Justin?

Justin Stoddart  
Yeah, perfect. Same places, you can find us on Vimeo on Facebook, just search think bigger real estate on all these YouTube as well, as I mentioned, and then again, on all the major podcast platforms including stitcher and Apple podcast, you think, search think bigger real estate. So

Jeff Cohn  
I love the think bigger mindset. I know, one of my war cries has always been that leaders serve their followers. And the best way to do that is to teach your followers to be just like you. And so I go on stages in front of thousands of agents. And my provocative challenge is that those agents today need to stop selling real estate, and everyone gasps

and start focusing on building a business that you can then exit that will continue to grow without you being there without you being relative to that business. And you can then focus your time and energy on the other things that you love. You can build more businesses, you can go golfing, you can lay by the pool, do whatever you want, but at least put yourself in a position where you have that freedom. 

Justin Stoddart  
You know, it's killer, Jeff, because I think every ship needs a captain. And all too often, ships only have crew, right, and you got nobody actually steering the ship. And what I hear you saying is that you're a guy that's teaching the crew to like, step up and be a captain because the rest of the crew and the people on board of your ship actually need somebody steering the thing?

Jeff Cohn  
Absolutely. Everyone's looking for that. And I think leaders today are scared to make decisions I've been, I guess I won't throw anyone under the bus or ship in this analogy. But I've been in environments where the leadership lacked and people were scared to make decisions because they knew that the decision that they made was going to make somebody unhappy, and they didn't want to hurt anyone's feelings. Well, guess what? When people lack the ability to make decisions and the hard ones, it hurts my feelings. So when I see someone that it can't make a decision for the life of them, even if it's a bad decision on my part, I would be more happy to see that leader actually step up. And all of you that are listening know exactly what we're talking about. So be the leader steps up makes our decisions even when it's not popular.

Justin Stoddart  
Actually just heard a quote, I think I shared this with you prior to us going on the show here today, Jeff that imagine just for a second, that whatever you're afraid of, you're not afraid of even it's just for a sec, what would be different? What would you be doing differently? And I think a lot of people like you're saying, maybe don't step into those roles, or don't seek out training like you guys provided the lead, you know, elite levels attended, because they're fearful of what of you know, of all these mice happens, right? And I think when we start to shed that and just say for a minute, my, In fact, this is what I'm kind of a process I'm going through right now, which is what if my 10-year plans had to become six-month plans, like what how am I deal with different? And I think I probably took that from Grant Cardone. But, you know, I think anytime you can start to shed some of those limiting beliefs or at least even just pretend that you're sending them for a minute, get your reality quickly changes and you realize that like your reality is actually up here, that we're in a set of circumstances that we've created for ourselves.

Jeff Cohn  
And I believe our brains get programmed by social media, by TV on media in general, we set all of our own limitations. I'm totally with you on this that the Grant Cardone mindset is totally accurate. I mean, you can 10 x everything you really should strive to. And worst case scenario, you end up five x in what you thought was possible. I think you'll look at yourself as a success. I think too often we don't celebrate our successes, Justin, I think a lot of people are always had their head down and never good enough because comparing themselves to someone like for me, I did 630 sites last year and was disappointed because the year before I'd done 700 I wanted to hit 1630 sites. That's ridiculous. We need to always be grateful for what we have and strive for more greatness. 

Justin Stoddart  
I love that.

Yeah. Can like grateful but not content, right? Yep. Let's talk a little bit about, you know what, what you guys teach. Let me just start with this maybe provocative question that I'm sure a guy like you can defend easily. Do you believe that the real estate team model is good for the consumer, I think we ...

Justin Stoddart  0:00  
Welcome back to the Think Bigger Real Estate show very excited about today's episode all about video. I think if you're in real estate today, you absolutely know that video is an essential part of getting mindshare, which allows you to gain more market share. And yet so many agents are afraid of it and or are afraid they aren't doing it well. So I've got with me, an expert, Michael Dyson, first and foremost, on the show today, man 

Micah Dyson  0:20  
Justin, thanks so much, man. Thank you 

Justin Stoddart  0:22  
Most handsome man in real estate right here.

Micah Dyson  0:23  
Not even

Justin Stoddart  0:25  
Brought him into teaching us some things about video. Actually, Michael works for fairway independent company by day, but he's also a video expert by night makes you sound like you like Batman or something. Wow.

So ours is right.

So Mike has studied film in college. And so he knows, like, for real, like how to do film. And actually, you've made that as part of your value proposition is how to help agents kind of up their game, right? Absolutely. Let's talk maybe first and foremost, why videos important? Obviously, we talked about the mindshare and market share. You know, what I see, Mike is you see these massive tech company, he's with seemingly endless amounts of money. And they're coming in and they're trying to educate consumers that their platform is this will provide the same results as a real estate agents, correct. Right. Right. Right. And so when you look at that, obviously, real estate agent, the typical real estate agent or brokerage does not have the financial backing to be able to compete and be on all the buses, billboards, 

Micah Dyson  1:25  
benches, everything 

Justin Stoddart  1:26  
everywhere, right, right, to be able to tell their side of the story, which is, it's not about necessarily the fee, it's about how much a client that's at the end, and then having a great real estate agent can actually determine and create a really positive ROI on those fees. Right? 

Micah Dyson  1:41  
Absolutely. 

Justin Stoddart  1:41  
But I think video is a critical way of doing that. Yet, so many agents are afraid of it. Let's talk maybe first, why do you think we as humans, I'll put myself in that category, Why have we been or why are people afraid of video? What are your thoughts? Right?

Micah Dyson  1:53  
Well, first of all, I think it's very important that we tell our story. Okay. And that's a very personal and very intimate thing. And oftentimes that can be intimidating. You know, who am I? What, what, why would anyone want to listen to me? And I think that when a professional comes along, a very large corporate professional comes along and says I can tell your story. Look at me, I'm huge, I massive, let me do it for you. I can do it. You know, the burden of having to speak in front of other people, hundreds, even 10 people hundred thousand is lifted off our shoulders and given to someone else, all we have to do is smile, give a bio and then the professional does everything else for us. What's very important about our stories

Justin Stoddart  2:41  
now Now, are you talking about if you hire an outside film person, or like in the sense of like people, hiring paid actors, will will

Micah Dyson  2:49  
either really I mean whenever we introduce a third party to tell our story in any medium, we're, there are sometimes there's an advantage to that. But for the new, the fresh when if you will the new agent, the new loan officer, anyone that title agent, anyone getting out there? We, it's very intimidating. 

Justin Stoddart  3:08  
To compete with that. 

Micah Dyson  3:09  
Right, compete with that, exactly.

Justin Stoddart  3:10  
Hollywood actors, it's like, well, that's not me. And that's what I've got to go up against. 

Micah Dyson  3:13  
Correct. And what we have to understand is that we are trying to grow our audience, our sphere, our market share locally, you know, let's take one step at a time. You know, let's, let's leave Hollywood to Hollywood for now. Right? So, um, absolutely. And if we think back of even when we were children, we were kids in grade school who want to get called up to the chalkboard. None of us. 

Justin Stoddart  3:35  
Yeah, right. 

Micah Dyson  3:35  
You know, that was a whiteboard. Sorry, I just dated myself.

Justin Stoddart  3:38  
You're right with the attention was not necessarily something you wanted in front of a group of people. Right. 

Micah Dyson  3:42  
Exactly. 

Justin Stoddart  3:42  
Embarrassing. Exactly. That's somewhat like you know, the stuff that's keeping us from doing it is like, I don't want to call attention to myself. That's a bad thing.

Micah Dyson  3:50  
Exactly. And what if I, What if I slip? What if I mess up? What if I stutter a huge part of my story and then I share with people is that as outgoing and as an extrovert, as I seem now, I had a massive stutter as a child. I 

Justin Stoddart  4:05  
So did I, seriously, you don't know this about me. But there you go.

Micah Dyson  4:08  
Both of us. Two kids are with massive stutters I dreaded saying certain words because I knew that the second I was up in front of the classroom, I would stutter. And so that that's something that that can turn into a lifelong handicap that we have to overcome if we're going to make it in this in our industry. And so and you're probably gonna get to this but but social media with the introduction of social media, it has allowed a lot of us to enter that landscape without having to hire a film crew, hire channels, get broadcasting all of that, you know, advertising that all of that is sidestepped to a certain degree? Because of social media. Yeah.

Justin Stoddart  4:53  
Really interesting. So to your point of stuttering, for me, it was any word that started with an M?

Yes, which created some, for me, difficulty 

Micah Dyson  5:03  
for me, it was t, s and a T sometimes m cause we get stuck on "mmm", our mouth was like Sasha Yeah, it was crazy. It was horrible, actually.

Justin Stoddart  5:12  
So to this day, not many people know this about me. But to this day, I'll still in my mind, I'll go to say something. And it doesn't come out. Yes. And I've got to quickly work around it a different word for it. Do you still have that?

Micah Dyson  5:22  
I do. I would tell friends that I got really good at being sort of a thesaurus. Because I would think of a word and I would feel myself. stammer, yeah, I go, okay. Go around that word. Think of another word that is just like that word, but doesn't start with an M or an S T, or whatever your word is. Whatever your letters are. 

Justin Stoddart  5:41  
Yeah, I didn't know that about you.

And yeah. And yet you had the audacity to go into film school knowing that right now that's, that's a pretty bold move. Interesting. So for anybody that's out there watching this. That is saying, like, you know, I thought that I had a problem speaking- you listen to a couple of guys. That was that kid that you felt terrible for? Because he went to talk. And it sounds like this. Like, we like we've all been around people like that. And our heart goes out to them. Like, it's awkward for everybody. It just hurts, right? I just want to help them or like, say it for them. That was us. ...

Justin Stoddart  0:00  
Hey, welcome back to the Think Bigger Real Estate Show. I'm your host Justin Stoddart. I've got Robby T back today because the reality is the fortune is in the follow-up. And that is the reason why most real estate agents have not yet found their fortune. This is an important topic that I've got Robby T. back to announce an event that he's doing tomorrow, June 18. And Robby is going to tell us all about it. Robby, first and foremost, the man the myth, the legend. Sells over 650 homes a year. And then coaches, what, 20 some teams? Dozens?

Robby Trefethren  0:34  
Yeah,

Justin Stoddart  0:35  
You on average sell between three and 400 homes a year. This guy knows to follow up because he teaches it and does it all day long at a super high level. So good to have you back. Robby. Thanks for coming on.

Robby Trefethren  0:45  
Absolutely, brother. It's funny because you asked me like how do I view myself and I'm just like this lead conversion nerd and I don't know if you guys can see this or not, but I'm wearing a Star Wars schematic shirt. So I'm just being authentic, man.

Justin Stoddart  0:59  
I love it. This is a guy you want to learn from right? This isn't a playboy. This isn't someone looking for a show, this is a guy here to do work.

Robby Trefethren  1:05  
Exactly. I'd be the guy hiding behind the curtain inside and really believe it and having these conversations.

Justin Stoddart  1:11  
You know if the guy behind the curtain can help people sell that many homes, it is not a bad life. Speaking of not a bad life, Robby and me before we came live, he asked me how my father's day went. Because those that are watching this life will know that Father's Day was yesterday. And I told him, Robby, I got a nap. It was for two hours. Nobody bugged me. I got a few people to bug me, but it was still pretty dang good. So Robby then proceeded to tell me about a little life hack, little productivity pack. Yeah, I'm going to use to have the signature question that I usually make everybody wait till the end of the episode. Today, we're going to bring it right up front. And I'm going to make you wait for the details on the lead conversion event. So So Robby, tell us quickly what you've learned about brief naps to reset the brain.

Robby Trefethren  1:56  
Yeah. So as I said, I'm a total nerd. And I was reading a book by Dan Pink. And Dan is one of my favorite authors. And he wrote a book called "When". And if you haven't read Dan Pink, and you work in any form of sales and business, go buy all his books to sell us human is great drive is great. And then "When" is really good. But one of the things he talks about in "When" is he talks about the ideal nap. And basically long story short, the hack is this is that the ideal nap that you can take to reset your brain is something between about 15 and 26 minutes long. And basically, the science behind it is this is if you nap for less than 15 minutes. First off, you're probably not going to nap. And it's not going to do anything for you. But I think that for longer than 26 minutes, what happened is your brain thinks it's going to sleep. And what happens is you actually come out of your nap feeling groggy, and I've done this right. And instead of feeling refreshed, like I just took a nap, why am I more tired? It's because their brain thought it was bedtime. So the 15 to 26 six minute nap is used by the military, he talks about it in "When". And it's a really great way, if you're feeling a little tired, go take 15-20 minutes. And what happens is for me, in my experience is everyone's number kind of changes, you'll come out of it feeling really fresh recharged, because your brain is feeling a little bit reset, and a little bit rested. And it's kind of like meditating for your brain except you're napping. But you're not going to come out of it groggy because you didn't sleep for longer than 26 minutes. And for some reason, it's 26 minutes I forget the exact science behind that. But military uses it and I was like if you're going to do it and those high stakes environments to refresh, refresh the brain. I want to do it in business.

Justin Stoddart  3:39  
You know what that reminds me of, I'm a tech genius. And here's how I all tech problems I took turn the computer off, turn it back on. Works. Obviously. You know it's interesting what you just said, makes me think that like our brains oftentimes just have they've got so much going on or this is just tiring us we need to just like whew, power down. Hundred percent power backup, and amazing life hack, man. Thank you for sharing that.

Robby Trefethren  4:05  
Yeah, hey, if you don't mind, I think one of the coolest things is if you're feeling exhausted, like there are so many times where I'm feeling that, and I go take that little 15-20 minute reset, and literally, the way I see the world and the way I see problems is no longer as a problem. Oftentimes, just by resetting my brain and taking a moment, I see the problem completely differently. And now's an opportunity. So if you're feeling that exhaustion, you're feeling down. I'm telling you, I'm the king of the 15-20 minute nap. I'll do it inside our office on the couch all the time is this kind of 

Justin Stoddart  4:37  
love it, you'll get grief from anybody because they know you're a beast. They're like dude living alone.

Robby Trefethren  4:43  
Exactly.

Justin Stoddart  4:45  
So, um, Robby and I are both very proud dads, we love fatherhood. And it's interesting how I can oftentimes see that in my kids that they're like, totally irrational, right? And I'm like, you just need to go to sleep. I promise this will not be a big deal tomorrow. I don't think us as adults have a hard time realizing what you just said, which is like men, problems become mountain size when our brains aren't properly rested. And that what you've just shared right there super valuable for any of us that are high achievers that want to be Uber productive, and have a lot going on at any given time. So super valuable, and really appreciate it. 

Robby Trefethren  5:22  
Yeah, sure. 

Justin Stoddart  5:23  
Let's get into helping real estate agents find their fortune through follow up. 

Robby Trefethren  5:26  
I like it 

Justin Stoddart  5:27  
you and I both know that there's you know, there's oftentimes an abundance of opportunities that people will you know, whether it be online, or whether it be in person, people will bring something up. And oftentimes the follow through is not there due to maybe some limiting belief in their head where they actually purposely don't reach out to people and or they're disorganized. Talk to us a little bit about this event that you're doing tomorrow, and how it's going to help people solve these major problems that are keeping real estate agent from having their fortune.

Robby Trefethren  5:52  
Sure. So I'll first I'll talk some numbers because I know people like to know numbers. In our world, we've lived literally made hundreds of thousands of phone calls, collectively between me and my eyes says, By the way, I'm co-hosting this event with Jim who is the best I say in the country. For years straight. Now he consistently brings in 150 plus deals and even brought in 200, before he moved into a leadership role. And he's co-hosting it. So you're going to hear not just from me, but from Jim as well. And then Eric, the founder and owner g of hash realty is going to be on there as well. So we got a lot of good people. But realistically, what we're bringing to the table is this is we wanted to create an event that was low...

Justin Stoddart  0:00  
Welcome back to The Think Bigger Real Estate Show. I'm your host, Justin Stoddart, where my mission and my passion are to help you think bigger, bring people in front of you that expand your thinking. Because when that happens, a marvelous thing also follows, which is your business starts to grow. as your business grows, your life gets more options, and you are able to create a greater impact in the world. And that is my, again, mission and passion. I'm very excited today to talk about the friction factor. We live in a digital world. And it's all too often. There are lots of connections. We've got lots of friends through all kinds of social networks, but not very much, not very many deep connections. And I've got truly an expert here with me today to talk about this. Let me introduce Jim Remley first before I kind of give a full bio on you, Jim, thanks for being on the show today. 

Jim Remley  0:47  
Hey, my pleasure. I'm excited to be here. Thank you so much. 

Justin Stoddart  0:50  
You bet you are a big thinker. And let me validate that to all those who are hearing about Jim for the first time. So Jim actually lives in a small town in Oregon called Medford, Oregon and you'd never believe

so much success that he's created would come out of a small town. He's a 30-year real estate veteran, he grew a company to 17 offices here in Oregon, sold that he now runs one of the largest brokerages in Oregon. He's got 160 agents doing about a billion dollars in volume. A pretty impressive little group of producers out of Medford, Oregon, I love it. His company is the top 500 company in America according to real trends. And he now runs a platform, a coaching platform in addition to his robust brokerage and business, erealestatecoach.com. We're going to get more into that here in a minute. But thank you again, Jim, for being on the show and a super excited about today's topic.

Jim Remley  1:42  
I'm excited to be here. I got a reputation down in Southern Oregon, my friend. 

Justin Stoddart  1:46  
So hopefully it's a good one.

So let's get into this, Jim. You know, I grew up in an era where the internet was introduced to my high school. And I thought to myself, that's so weird, weirdest thing ever. Like this is odd, right? Whereas we have a generation that's coming up that like does not know what life would be like without the internet. Like when I tell my kids Hey, guess what kids dad's older than the internet. And they're like, dinosaur dad. And but now it's so common all of us are really reliance upon it, aren't we like entirely our lives revolve around internet connection.

Jim Remley  2:21  
It's absolutely true. You know, I grew up I'm older than you. So I grew up when we had Apple to computers before the internet. You know, the lab school program on this little tiny apple. I just read an interesting article. It was by David Brian at MIT review. And he said this, that what's happening right now with technology is that we are being we're seeing less and less human interaction within all technology. So technology is being built with humans being less and less and less a part of the technology itself. Because human friction is where most systems break down. And it's very interesting when you look at it. I mean, if you look at all lot of the things that we're probably all using, I'm sure you're using and I'm using my wife and I just signed up for Blue Apron. Right. So that's a delivery service for meals. And the idea here is that we don't have to go to the restaurant with wants to talk to a waitress, we don't have to build the grocery store. It's literally just sent to us arrives on our doorstep, we go out we open it up, we make the meal, right. So yeah, like Uber and Lyft. Before you know I'm old enough to remember when you get in a cab. When you get the cab you have to tell the cab driver where you're going to have a conversation. You'd have to tip the cab driver at the end. But now you get into an Uber you literally don't have to have a conversation because the system is built to have no conversation interesting already have already put it in there you open the door get in open the door get out you don't even have to talk to the systems like that. Captain Marvel a few weeks ago at the movie theater, and they had this scene where the main characters in a blockbuster video and you like Oh, that's so cute. I remember going to Blockbuster Video. But now everything's streaming. So we don't have to go talk to people at the video store. We don't even have to go to the movies, we just remember our phones and our devices. So you're saying there are this natural and kind of insistent move towards less and less and less and less human interaction. This morning in bed my wife was doing. She was shopping, put her whole grocery cart and the instacart. And it's going to be delivered at six o'clock. We don't- it's all being delivered to us.

Justin Stoddart  4:27  
It's crazy, isn't it? 

Jim Remley  4:28  
Interesting world, right? 

Justin Stoddart  4:29  
It is an interesting world. You know, and a lot of these things are very convenient. I mean, every one of those things you just described Uber to Blue Apron to like grocery delivery. I'm all like, that's awesome. Like that sounds like right. And that's I think we're really technology can benefit what's the double it? What's the other side of that sword? Like if this is a double edged sword, right? Like, what's the problem with this?

Jim Remley  4:54  
People say to me, Well, that's all great. I love it, I use it but does it real estate and it absolutely applies to real estate, there are pieces of the real estate, what's called puzzle or supply chain or, or, or the way we work that are being webbed eyes, chunk by chunk we all watched as Zillow and realtor.com. And as the market now buyers can do all sorts of themselves. But now showings are starting to go that direction. in large cities systems like Tour, which is a lockbox, you can put it on the house and can be remotely accessed, so that there doesn't need to be an agent president at the showing. Think of it like when you go to do an Airbnb vacation rental, and they put a keyless entry in the virus when qualified. They hit a button, and that lets them into the house. Of course, the seller has to sign off on it. But this is us right now. So imagine now you have showings, you can go search and you can show yourself the house. Every time one of these little things is taken out of our plate and made frictionless, it takes a proposition away from us. So what happens is we become a commodity. And we become one of many I just saw a study about the number of agents in the business right now we're at another peak, we had a peak in 2005. with about a million for agents, we're back up to that number. And some people would say that's more like 2.4 because not everybody's a realtor. But transactions are showing it about 5 million transactions. So you think about 2 million realtors or 2 million agents in the country. And as 5 million transactions, the number of people Zoomer has to choose from is massive. So in any market like in Portland, I'm sure there's 10,000 agents or more, 

Justin Stoddart  6:32  
Let's do 8500

in the probably metro area, but that doesn't include Vancouver, right, which is a whole, which is kind of Portland area, and there's a whole you know,

Jim Remley  6:40  
so that means the consumer can just have all these massive choices. And when we get to monetize, it becomes an issue for us, we have to find a value back in the transaction. And that's my focus with agents, you know,

Justin Stoddart  6:53  
you're speaking my language, I see...

Justin Stoddart  0:00  
Welcome back to the Think Bigger Real Estate Show I'm Justin Stoddart. Oh my goodness, I am fired up thrilled, excited. There were a lot of adjectives right there about how I'm feeling about this episode, and really what this content has done for me in my life. And I'm thrilled to have today's guest. Before I introduce him, let me just reiterate, the purpose of this show is that when we start to think bigger, we begin to act differently. And as we act differently, our businesses grow. And as our businesses grow, the options in our life and the impact that we can have in the world also grow. And that's my passion is to help inspire people that want to impact the world, in greater ways. So I'm thrilled and want to thank today's guest, Geoff woods, Vice President of the one thing for being with us today, Geoff, thank you for being here.

Geoff Woods  0:47  
It's my pleasure. Thank you for having me.

Justin Stoddart  0:49  
Yes. For those that don't know, Geoff, and your story, like let me back up by just saying the book "The One Thing" if you haven't read it, your heads probably been in the sand. It's been a best seller for a long, long time, on all the major path platforms, right, New York Times, USA Today, Amazon, on and on and on. It has has been a remarkable catalyst for a lot of people to change the way they look at things. Geoff, how did you find out about the one thing

Geoff Woods  1:15  
I just and I was in medical device sales at the time, and I remember it was our national sales meeting, I walked into this big ballroom, we probably had 1500 people at the meeting. So lots of chairs, and on every single chair was a copy of the one thing, and I remember picking up the book and looking at and go, Oh, this is cool. And then out on stage was Jay Papasan, and who co-authored the one thing with Gary Keller, and for the next hour, he proceeded to just blow my mind. And I remember Justin, I was at this point in my life where I was ready to make a change. I, in medical device sales, had enjoyed a great living and great quality of life, but I was lacking fulfillment. And prior to this national sales meeting, two things happen that really forced me to make a change. The first was a colleague of mine had a stroke when he was 35. And I remember my wife and I had just bought a house in Orange County, we just had our first child and she made the decision to become a stay at home mom, and my colleague has a stroke. And I remember thinking, Justin, wow, if that happened to me, what happens to my family, and that really rocked me. And then A few weeks later, my company had to make a change to our commission structure to remain competitive in the marketplace. And as a result, I lost 40% of my income. And when you take those two things back to back, all of a sudden, I had a lot of pain in my life that made me realize I've actually got to take control of my future. And I heard this Jim Rome quote that you're the average of the five people you spend the most time with. And I remember looking at my five and feeling a lot of gratitude because they were great friends, but they weren't actually already where I wanted to be. And so I was hunting mentors, and here's Jay on stage blowing my mind and I'm going, Oh, I got to get into a relationship with this guy. But then all the limiting beliefs started to set in like, what could I say to him that would make him interested me Look, the give him that would make it worth his time. And when he came offstage, I just realized, now's the time, I gotta go, I got it. I got to talk to him. I basically sprinted down the side of the hall, I wanted to be the first guy to talk to him. And I basically tackled him and asked to interview him for a podcast I was hosting at the time called the mentee. And I just kept following up with him asking what he and Gary were focusing on. And every single time I asked, he had an answer, whether it was looking for more exposure for the book. He said that a bunch of times, and the third time, I followed up and asked, after having delivered each time he had a request, he said that he and Gary were looking for a CEO for a publishing company. And I remember thinking, well, I knew three people that were publishing CEOs that might be a great fit. And I offered to make an introduction, said, that'd be great. And I said, Well, before we before I do that, why don't we talk so you can tell me who you're looking for. So I make the right intro. And when we got on the phone, Justin, he really surprised me. Because the person he described was not anybody in my network. He described me through my name in the hat. And you fast forward, November 1, 2015, I moved my family from Southern California to Austin, Texas. And for the past three and a half years, I've been turning the book into a company that changes the way people do time.

Justin Stoddart  4:13  
Really interesting. I don't think I've ever heard that story. I've heard bits and pieces of it, but not the whole story. And a couple of things that really stand out to me, Jeff, that I would hope that the audience would maybe get from this, at least that I'm getting from it right, is that, in fact, one of my mentors teaches that you don't have to be like, super courageous all the time. But there are points in your life where you have to be like 10 seconds of absolute courage. And for you, it sounds like it was that like, I need to go talk to this man like that, what he's speaking and impact he's having on the world. That's kind of what I like. That's, that's somebody who I need to know. And it was it probably took a lot of guts didn't it to like, say, I'm going to go introduce myself, right?

Geoff Woods  4:54  
Absolutely, absolutely. I remember when I was going down the road to surrounding myself with people who are light years ahead of me, and all the limiting beliefs that pop up when you want to approach these people. But the truth is you gotta approach. And I remember I've asked several of my mentors. Why the heck are you even talking to me? And one guy who was on the founding team of priceline.com, I remember him saying to me because at one point in time I was in your shoes. And there was somebody who reached back, grabbed my hand and help pull me forward. And they didn't ask for money. They didn't ask me to wash their car. All they asked is one day I pay it forward. And this guy was now in a position where he was wealthier than he could ever imagine, had everything that he could possibly want. His life was now about impact. And he wanted to help the next generation of entrepreneurs. So it was in that moment that I realized that when it comes to the mentor-mentee relationship, the mentee actually has more power than the mentor. Because while the mentee thinks, Oh, I'm getting so much value from this person who's pouring into me, you're actually giving more value to them, because you're giving them a sense of purpose. Wow.

Justin Stoddart  6:05  
Wow, super interesting. I am. I found that when you really want something and kind of going back to another point that you made earlier, is like you recognize at one point that I'm not exactly where I want to be. And this, this path that I'm on might not get me there, right. Like I have a brother in law, actually, who's in medical device sales. So I know very firsthand, kind of vicariously through him watching what happens that world right? As soon as you make a certain amount of money, which is like, yes, this is where I want to be. They're like, No, you can't make that much.

Geoff Woods  6:33  
Yeah, they change your territory, they switch the comp plan up it just,

you know, always Yeah. 

Justin Stoddart  6:40  
And I think you know, the difference between, like, with, what you've done is you said, Look, ...

Justin Stoddart  0:00  
Hey, welcome back to the think bigger real estate show. thrilled to have Karin Carr back with us today. She is the foremost national expert when it comes to YouTube for Real estate agents. And I am thrilled to have her here. She brings such value. I follow her. And she's awesome. So I want to start off by just saying, Karin, thank you for coming back. We didn't scare you away the first time.

Karin Carr  0:24  
No, you're awesome. Thank you so much for having me. This you, I love to geek out on this stuff. And anyone who will listen to me wax poetic about YouTube, I'm happy to take that opportunity.

Justin Stoddart  0:35  
I love it. Let's do, I'm really quick, let me revisit kind of the mission of all of this, why we're doing this, okay, to help agents think bigger. It's amazing what happens when you start to see other people that either is having great success or are helping other people have great success, that our own possibilities start to expand, we start to believe that this can work for me. And the whole purpose of the show is to absolutely do that as expand people's possibilities. Knowing that as they do, their business grows, and then their options in life and their impact grows, which is what I'm all about. So you fit the mold perfectly. You're a big thinker, thrilled to have you back on today. Tell us a little bit, Karin, really quickly. Just your what part of the country you're in. And I'm how you stumbled across this YouTube thing for those that didn't get the privilege of watching you the first time you came on the show?

Unknown Speaker  1:25  
Absolutely. So I am in Savannah, Georgia. I had gotten my license in 2005 in Northern California. And I was that was during the crash. And so I was a big REO listing agent back then my parents live in Savannah. So about five years ago, we decided to relocate here. And when you move, you start over in a new market, you are literally a brand new agent all over again because you don't have any clients there and you don't have any market share. And you don't have any name recognition, you don't have any signs in the dirt. You got nothing you're starting over. So I was blogging and I started making YouTube videos. And then I started getting leads where they said, I found your YouTube channel, I've been watching all your videos, I feel like I know you already. And I thought well forget the blog, I'm just going to skip over the blog and go straight to video. And my business has completely exploded. And now instead of being a solo agent, I have a team and I get probably 70% of my clients and closings that say they found me on YouTube.

Justin Stoddart  2:23  
You go from hunting to being the hunted, you know I know that there are people that have great success buying leads on the internet. But I'm telling you when you show up in that space, you're a means to an end, you've got no credibility, the only thing that you do if you've got the license, and the keys to open the door for them. However, when you come when somebody has a chance to observe you and receive value from you over a period of time, something amazing happens, right, which is what you're describing about it's like, I feel like they know you and it's like they trust you already right totally changes the entire conversation.

Karin Carr  3:01  
It is the entire conversation. It goes it's the difference between buying a lead from Zillow, and they're interested in 123 Main Street, and you call them but for other people also got that same lead. And they're like, Oh, I already made an appointment with somebody else to see that house thanks. Or they don't answer the call at all, and they don't want to talk to you. It goes from that type of lead to me calling and saying, Hey, you know, I saw that you just downloaded my free relocation guide. Are you thinking about moving to Savannah, and they go, Oh, my God, I can't believe you're calling me your celebrity. You must be so busy. Thank you for calling me. What do I have to do to get you to take me on as a client?

It's like, Am I being pumped to this? the point, he said that to me, I laughed so hard. I was like, I'm sorry, can you just wait one minute. I am not famous at all. But that's their perception. They, they think of you like you've got a show on HGTV. And after you hear that over and over and over again, you're like, I guess I kind of fake This is awesome, you know, grateful that you picked up the phone and call them.

Justin Stoddart  4:05  
I actually teach a class around storytelling of how to get in command HDTV like attention. Now I have to share that within the think bigger figure. At some point. It's exactly that. I mean, in the end, the example that I share is if chip and Jojo moved to a new market, let's say Savannah, Georgia, would they have any trouble getting clients? And the answer is no. Right? There probably be a lion out the door to work with those two, right? Or, or the Property Brothers or whoever. I don't know why it's because their value has been extended over time to people there's trust. There's this relationship that's built even though it's been one way they feel privileged to be in conversation with you. And they already know the value that you bring. It's no longer about. Get me to the house. It's about giving me to you, right.

Karin Carr  4:51  
Yeah, exactly. Exactly. And so it goes from just all real estate agents are the same. You're a means to an end, you're doing nothing but a door opener to like, what am I? How can I get this person to take me on as a client because I want to work with them specifically?

Justin Stoddart  5:09  
So cool. We've actually had a couple of comments. I want to point out here really quick. Speaking of the devil, Jesse Dau,

Karin Carr  5:14  
Yes, I know YouTube is your new favorite.

Justin Stoddart  5:18  
Jesse's a disciple of this car here. So and then, Kyle Spencer, I got to put this one up here, right? love learning, marketing and best practices for me don't matter, because I've got great people like Karin Carr in my network. So super fun stuff. Thanks for commenting, guys. Let's get into the fact that you have this, this model this system that actually helps people, right. And you have people coming to you saying, Hey, will you teach me that? Will you teach me that? Yeah. And you kind of ran into a little bit of a wall? Like I got a lot of commitments already. Right?

Karin Carr  5:50  
Right. Yeah. It was funny. I, probably a year ago, well, actually was more than a year ago, it was in about February of 2018, I guess. And I think I'd had the fifth conversation on the phone with an agent who was saying like, wow, does this really work? How are you doing it? How do you figure out what to talk about? And when I hung up the phone at 930, at night, my husband said, you need to be getting paid for this because you're spending all of your time teaching other people and I said well, they're all asking me for one on one coaching. But I don't have time. I have so many clients right now. I don't have time for one on one coaching. So I made a YouTube video and I said, Hey, listen, if I made a course, would anybody take it? And I had, like 150 people sign up on the interest list. So I said, I guess I'm making a course. Of course, what am I gonna do? So I started researching it. And I figured, okay, I'm going to make a digital course. So that when you sign up for it, you log in and you watch the video, you do what it says you watch the video, you do what it says. And it's basically my method from start to finish of what do I need for equipment? How do I figure out what my video is going to be about? How do I research it, how I film it? How do I edit it? How do I promote it, all ...

Justin Stoddart  0:00  
Hey, welcome back to the real estate show. So excited about today's episode, because it's someone who's a very dear friend of mine, someone who I admire and have so much respect for. She's someone like a kind of a personal hero that I hope that when I'm hearing that I've got the ambition and the drive and the vision and the business sense, and the passive income that she has. And that's going to be today's topic. For those that know me know that my passion is to help you think bigger. Because when you think bigger, your business grows, and your options and impact grow, and the world gets a better place. So let me begin before we fully introduce her just saying thank you to Linda Quinn, for joining us on today's episode.

Linda Quinn  0:37  
Thanks, Justin. I'm enjoying this.

Justin Stoddart  0:40  
Good. So for those that don't know, Linda, she's been in the real estate industry for 43 years. And around her, you would guess that she's been in for five years, not because of her experience, but just because of the energy that she has. She is fired up and raring to go. And just such an inspiration to all of us. 25 years ago, Linda, you began collecting properties, as I like to call it. And I know you've taught a number of times, wealth building through real estate actually has a group on Facebook called wealth building through real estate would encourage any and all that are interested in learning from Linda, to go find that Facebook group. You know, let's talk a little bit about why you started to do that. Linda, why it was so important for you to start to create a passive income, you know, many, many years ago. So,

Linda Quinn  1:29  
I had met with a financial planner in about 1990. And he began telling me that I had to save $1,000 a month, and then I could retire at 65. And my income would be 5000 a month, but that was prefaced on an 8% a year return. And I was single with four kids at home and I was thinking where the heck am I going to get 1100 dollars a month. So new real estate. And I began thinking, Okay, I've read enough books by Robert Allen and some of the other guys that were really gurus in the rental real estate. I'm going to do this. And that's how I got started.

Justin Stoddart  2:14  
So you realize that as many real estate agents have recognized there's no pension, there's no 401k there's no built in retirement plan. And I joked as I was opening this, the posts that I put out there is that most agents don't want to be marketing properties when they're, you know when they're past a certain age, right? the thing for someone like you who like you could stop you absolutely could stop today and live a wonderful life. But you keep going tell us a little bit about that, that you choose to this because you have to be in the business because you choose to.

Linda Quinn  2:47  
Yeah, I really get up every morning excited about what I do. And find out where the challenges are. I'm really excited about where it's going to go. I think for me, it's an opportunity to see how much can I achieve. And I feel like it's limitless. As far as passive income comes, I've got three streams of income coming in right now. And I, I want to see where it could go. I don't know what I would do. If I didn't do real estate. I said, My bond bonds, it just makes sense. You know,

Justin Stoddart  3:22  
I think real estate and really any business is a great place to be when you are there because you want to be there. I think nothing is good if you're there because you have to be there. Right?

Linda Quinn  3:33  
Right. Right. And, you know,

Justin Stoddart  3:35  
the nice thing about your situation is you can say, hey, team, I'm done today, I'm going to go tour the world. For you. As you said, your passion is more about like, how much more can I get done? How many are more lives going to impact? How many more streams of wealth can I create, which is so inspiring, because there's a whole group of people that benefit because we choose to do that, right? Maybe there's some, you know, some beach vendors that would benefit by having Linda Quinn there with a, you know, my tie in her hand and purchasing some polka shells. But I think, you know, your talents and abilities are probably better served by driving this industry forward. And, and teaching and training your decades of wisdom. So I commend you for your commitment to the industry and to just thinking bigger, right? You're the classic, big thinker of like, I don't want to stop like that. How boring would that be?

Linda Quinn  4:25  
Well, Warren Buffett didn't stop, you know. So we're both in the same boat. I feel like I would like to contribute to other agents to be able to give them the same benefits. I'm doing a little bit of mentoring and training right now, which is great. And it leads you into different things that you can get excited about.

Justin Stoddart  4:53  
So fun. Now let's talk about these three income streams. What I would imagine is your real estate business to which you still have top producer back, we spoke yesterday folks in and she was like, Hey, I'm just doing my prospecting calls. Like, How fun is that? That? So so. So that's one again, you and your amazing daughter, and Stewart are top producers validated through and through you guys are legitimate. Big producers have a great team operationally as well as sales wise, just doing some great things and really doing well by the customer. Again, I've got the good fortune of you to know, is connected to you in business, and you guys really do some great work for the customer. So that's one correct,

Linda Quinn  5:33  
right, right. Okay, yeah. And the second one is my income stream from rental income, real estate. And I own? Well, my husband and I totally, we own about 25 properties, I do the property management because I want to. And I do everything from turnover and remodeling, and whatever you can think about when you think run real estate, and that brings in a significant amount of money. I don't take any income off that because I am currently paying off my mortgages, and I have very few lefts. So I could retire just off rental real estate.

Justin Stoddart  6:13  
So you've got 25 properties. And at some point in the near future, those of those will be free and clear. You'll just be collecting complete rent checks from that, like a great situation. Let's talk about that income stream before we move on to the third. What advice would you have a real estate agent who maybe is like, I know, I need to do that. But I haven't gotten there yet. Or I've only got one I know I need to get more like what's either the mindset shift, or the budgetary shift at home where they can start affording these is there's some point at which is clicked for you, and or what you've helped other people to be like, Okay, I got to make this a priority like?

Linda Quinn  6:50  
Well, if you just look at what you need for retirement, Justin, I've done the math on this. When we teach classes, I asked the audience, you know, how much do you want to retire with per per year, and almost invariably, they say $100,000 a year, but the future value of $1 in 20 years, if that's the time that it takes to get to retirement is $180 $80,000, they need every single year to live 20 more years, not counting the 3% inflation rate that would probably exist. And so at $180,000 a year, for 20 years, you need $2.67 million in the bank, to be able to produce that kind of income to sustain $100,000 a year of what we're living right now. So I would think that that should drive a little bit of anxiety, in most real estate agents, guts. And to try this. It isn't that difficult to do. Back in the days, I'...

Justin Stoddart  0:00  
Hey, welcome back to the Think Bigger Real Estate Show. I'm your host Justin Stoddart, as you know, my mission and my passion are to help you think bigger. When you think bigger, great things start to happen, your business grows, and the options and impact you can have in this world also grow. So I'm thrilled today to bring you somebody who's going to solve this problem. Do I keep my feet close to my chest? Or do I share them? I want to introduce to you Tony Ray Baker, he's out of Tucson, Arizona, and a top agent there. He's in his 25th year. And Tony Ray has been working by referral all that time. And the cool thing that I want to highlight about Tony RAM, sure, there are tons of things. But the thing I want to talk about is that he does a lot of teaching and instructing. And I think you and I are kindred spirits in that regard, Tony because I love giving away knowledge via teaching. It's one of my favorite things that's hence the birth of the think bigger real estate show is how can I find people that help me and others be able to share knowledge with the world? So first and foremost, before we get into specifically what due to teaching, I want to thank you for taking some time to pour into the thing for your real estate audience.

Tony Ray Baker  1:04  
Yeah, man, thanks for having me. I appreciate it.

Justin Stoddart  1:06  
Yeah, total pleasure, a total pleasure. Tony Ray and I have crossed paths and had a conversation, it's been probably what, 30 days or so ago, maybe a little less. And his energy is just fantastic. Just the kind of guy that I could see in front of a group of people that would just really excite them. So Tony, Ray, let's get into talking about what you do to teach. Obviously, you're a high producing real estate agent, you do that by referral. But in addition to that, you teach a marketing advertising to real estate agents, which is interest to referral partners, other business owners, and then of course, even, you're always teaching to your sphere as well. Talk to us a little bit about the class that you host, on a monthly basis. What does that look like? How many people come etc.

Tony Ray Baker  1:51  
So we do two different classes. Actually, once a month, I do a trolley tour of Tucson, and we take out 40 agents, and we show them the and we show the city and development and what's going on. And then I do a class for usually about 90 to 100 agents show up at the Association of Realtors in Tucson and that class is dirty down like marketing, anything we can do to give them guerrilla marketing that is low cost, but really effective. To help them understand how to get more clients and how to do more business. That's a three-hour class.

Justin Stoddart  2:27  
So and that happens every month as well.

Tony Ray Baker  2:29  
No, so that I rotate, I alternate those. So I do probably one month and then I do the big class the next month. And then I, of course, inform both how to get to the classes to keep them on track.

Justin Stoddart  2:40  
Tell us Tony Ray, how many? How many? How big of a city is Tucson? I know it's grown a lot. It's growing really rapidly. Yeah, tell us like how big of maybe how many real estate agents so we kind of get our arms around what you're doing here.

Tony Ray Baker  2:53  
I don't know how many agents we have currently. I know at my office alone, which is the largest local office, we have probably about 900 agents. At our office, there are about a million people with Tucson in our little suburbs. Okay. And so there's probably a My guess is if they did account now there's probably about 600,000 and city proper. Okay, then two sons, one of the fastest growing cities, as usual, it always has been. And there are an estimated 200,000 people moving here in the next four or five years coming.

Justin Stoddart  3:28  
So you're very similar in size to Portland, Oregon, where the show is based out of which is really, really interesting. So here, to put it in perspective, we have about 8500 agents. So my guess is your numbers are probably similar. So and 90 to 100 agents a month, you're instructing them and essentially giving away best practices that are working for you and your business.

Tony Ray Baker  3:52  
Yes. Yep, absolutely.

Justin Stoddart  3:55  
Has there ever been a time where you thought to yourself, I can't give my secrets? This is my competition. I can't teach them exactly what I'm doing. Or they'll beat me at it. My market share will go down as a result. Did those thoughts go through your head? And how did you overcome them? Or how have you overcome?

Tony Ray Baker  4:13  
No, they don't go through my head, I have never believed in scarcity. But I've always believed that there's plenty for everybody. And I also truly know that if-if you and I go head to head for the same listing, and you get the listing, I didn't lose that they were just to connect for you. And it shouldn't have been a Connect for me, I truly believe that we're supposed to have the right connections, and I don't work with clients that we can't help and that we don't have a certain level with. So for me, teaching others to do what I do, it just means that maybe one of the people that come to my class might get a listing that I didn't, but they deserve that listing, they were the ones that connected with the client. So I don't have that I never have thought that way. I just believe we all the payoff for me is not altruistic, trust me it is very ego with when I get to teach the agents right when I get to be with them, my transactions are much nicer, we have a level of respect when they call and we're going through the process, we know each other, they have a level of respect for me, there's appreciation, it makes my life beautiful, much better than if I was disconnected from the agents.

Justin Stoddart  5:21  
So the euro. So this isn't just like you being Mother Teresa like this is a very strategic business move on your part. And you've simply found that your business is actually bigger, better and stronger. By having that abundance, having that abundance mentality,

Tony Ray Baker  5:39  
right, I get to be one closer to the other agents. But also stuff comes from that as well. by teaching I learned, and it's a beautiful thing for me in the room, watching people's eyes light up when I'm teaching a subject. And I feed off of that. And then I have more communication around that in my class. And then I learned from them as well. So we all learn together. And I don't ever have a script for what I'm going to teach. I know like my class this week is going to be on video and social media. But I have no idea where that's going to go. I have no laid out script for that I will teach for three straight hours on everything I know. And I don't know exactly what will happen by the end of that thing.

Justin Stoddart  6:20  
It's incredible, man. You are a big thinker. Again, the purpose behind this show doesn't just have people build big empires, right? Although that tends to happen when people are big thinkers. But it's also to have like to teach people how to have an abundant life and I so much love. What you're doing here is that just the overall job satisfaction, right career satisfaction of having like 90 to 100 people that walk out of your class saying thank you like I'm a better agent as a result of that. It's just got to be deeply gratifying.

Tony Ray Baker  6:50  
It that is awesome. I totally agree. It's a beautiful part of it. And understand to that we have that level of respect from those agents also allows me to work Monday through Friday, from seven eight in the morning till about five or six at n...