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

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

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

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

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

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

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