Building Strength, Family, and Future Through Real Estate with Kelley Skar

[0:00] Welcome to the REI Agent, a holistic Welcome to the REI Agent, a holistic Welcome to the REI Agent, a holistic approach to life through real estate. approach to life through real estate. approach to life through real estate. I’m Matias, an agent and investor, I’m Matias, an agent and investor, I’m Matias, an agent and investor, >> and I’m Erica, a licensed therapist. >> and I’m Erica, a licensed therapist. >> and I’m Erica, a licensed therapist. >> Join us as we interview guests that also >> Join us as we interview guests that also >> Join us as we interview guests that also strive to live bold and fulfilled lives strive to live bold and fulfilled lives strive to live bold and fulfilled lives through business and real estate through business and real estate through business and real estate investing.

[0:14] investing. investing. >> Tune in every week for interviews with >> Tune in every week for interviews with >> Tune in every week for interviews with real estate agents and investors. real estate agents and investors. real estate agents and investors. >> Ready to level up? >> Ready to level up? >> Ready to level up? >> Let’s do it. >> Welcome back to the REI Agent. Uh Matias >> Welcome back to the REI Agent. Uh Matias >> Welcome back to the REI Agent. Uh Matias here. Um, I wanted to talk a little bit here. Um, I wanted to talk a little bit here. Um, I wanted to talk a little bit about my morning. Um, I uh didn’t I I about my morning. Um, I uh didn’t I I about my morning. Um, I uh didn’t I I kind of woke up on the wrong side of the kind of woke up on the wrong side of the kind of woke up on the wrong side of the bed, if you will. Um, I didn’t sleep bed, if you will. Um, I didn’t sleep bed, if you will. Um, I didn’t sleep well. Got up at 3:30. Uh, I did fall well. Got up at 3:30. Uh, I did fall well. Got up at 3:30. Uh, I did fall back asleep. It was after 5. Um, so

[0:46] back asleep. It was after 5. Um, so back asleep. It was after 5. Um, so maybe I got another hour or so by the maybe I got another hour or so by the maybe I got another hour or so by the time I went to the couch. Sometimes I, time I went to the couch. Sometimes I, time I went to the couch. Sometimes I, you know, have to listen to a YouTube you know, have to listen to a YouTube you know, have to listen to a YouTube video or something. um had a really I video or something. um had a really I video or something. um had a really I had a fun YouTube video about somebody had a fun YouTube video about somebody had a fun YouTube video about somebody 3D printing uh a chair. Um that that got 3D printing uh a chair. Um that that got 3D printing uh a chair. Um that that got me to sleep. Thank you uh YouTube me to sleep. Thank you uh YouTube me to sleep. Thank you uh YouTube creator. Um but anyway, um I I really creator. Um but anyway, um I I really creator. Um but anyway, um I I really just didn’t feel great. I I kind of just didn’t feel great. I I kind of just didn’t feel great. I I kind of wanted to nap um you know over lunch uh

[1:13] wanted to nap um you know over lunch uh wanted to nap um you know over lunch uh instead of going to the gym. I often go instead of going to the gym. I often go instead of going to the gym. I often go to the gym over lunch and um but at the to the gym over lunch and um but at the to the gym over lunch and um but at the same time I knew uh that if I went to same time I knew uh that if I went to same time I knew uh that if I went to the gym I was I was going to feel the gym I was I was going to feel the gym I was I was going to feel better. I was going to have a better better. I was going to have a better better. I was going to have a better rest of the day. Um it’s going to it was rest of the day. Um it’s going to it was rest of the day. Um it’s going to it was it would reset me. Um and it did. I went it would reset me. Um and it did. I went it would reset me. Um and it did. I went and it worked. Um and it kind of and it worked. Um and it kind of and it worked. Um and it kind of reminded me of this isn’t like a brand reminded me of this isn’t like a brand reminded me of this isn’t like a brand new uh thing or episode or anything like

[1:38] new uh thing or episode or anything like new uh thing or episode or anything like that, but uh Dr. Andrew Huberman had uh that, but uh Dr. Andrew Huberman had uh that, but uh Dr. Andrew Huberman had uh David Gogggins um on his podcast and he David Gogggins um on his podcast and he David Gogggins um on his podcast and he was referring to the interior mid was referring to the interior mid was referring to the interior mid singulate cortex. Sorry, probably singulate cortex. Sorry, probably singulate cortex. Sorry, probably butchering that. A part of the brain butchering that. A part of the brain butchering that. A part of the brain that he found uh was responsible for or that he found uh was responsible for or that he found uh was responsible for or basically grew every time you did basically grew every time you did basically grew every time you did something you didn’t want to do um and something you didn’t want to do um and something you didn’t want to do um and shrunk every time you you like didn’t do shrunk every time you you like didn’t do shrunk every time you you like didn’t do the thing. Um, and and that it’s just

[2:07] the thing. Um, and and that it’s just the thing. Um, and and that it’s just labeling that it is very much so labeling that it is very much so labeling that it is very much so willpower, all that stuff. It’s very willpower, all that stuff. It’s very willpower, all that stuff. It’s very much so a muscle you exercise. Um, and I much so a muscle you exercise. Um, and I much so a muscle you exercise. Um, and I think it it kind of it’s helpful to know think it it kind of it’s helpful to know think it it kind of it’s helpful to know and it’s empowering. I think it’s, you and it’s empowering. I think it’s, you and it’s empowering. I think it’s, you know, it kind of boils down to like, you know, it kind of boils down to like, you know, it kind of boils down to like, you know, having that ownership in your life know, having that ownership in your life know, having that ownership in your life and having taking full control and not and having taking full control and not and having taking full control and not making excuses and and really know, you making excuses and and really know, you making excuses and and really know, you know, this is this is all up to me. um

[2:29] know, this is this is all up to me. um know, this is this is all up to me. um you know if I wake up and I’m out of you know if I wake up and I’m out of you know if I wake up and I’m out of shape and um I am unhealthy um it’s from shape and um I am unhealthy um it’s from shape and um I am unhealthy um it’s from giving in to not wanting to do those giving in to not wanting to do those giving in to not wanting to do those things um it’s and I have control I can things um it’s and I have control I can things um it’s and I have control I can build that self-control in um by build that self-control in um by build that self-control in um by exercising it and knowing that you know exercising it and knowing that you know exercising it and knowing that you know each decision you make um will feed or each decision you make um will feed or each decision you make um will feed or weaken that part of the brain and so I weaken that part of the brain and so I weaken that part of the brain and so I think it’s just one of those another think it’s just one of those another think it’s just one of those another really cool example of how Um, you know,

[2:59] really cool example of how Um, you know, really cool example of how Um, you know, we we have that have that power. Uh, if we we have that have that power. Uh, if we we have that have that power. Uh, if anybody knows who David Gogggins is, um, anybody knows who David Gogggins is, um, anybody knows who David Gogggins is, um, David Gogggins is uh a freak of nature. David Gogggins is uh a freak of nature. David Gogggins is uh a freak of nature. He is uh has done insane things. He was He is uh has done insane things. He was He is uh has done insane things. He was a Navy Seal. Um, he also graduated from a Navy Seal. Um, he also graduated from a Navy Seal. Um, he also graduated from the Ranger School. Um, I think he’s one the Ranger School. Um, I think he’s one the Ranger School. Um, I think he’s one of the only people, maybe the only of the only people, maybe the only of the only people, maybe the only people that have done both. Uh, both are people that have done both. Uh, both are people that have done both. Uh, both are extremely hard uh and difficult to to extremely hard uh and difficult to to

[3:26] extremely hard uh and difficult to to do. and he’s since like set records for do. and he’s since like set records for do. and he’s since like set records for pull-ups and um has run ultramarathons pull-ups and um has run ultramarathons pull-ups and um has run ultramarathons um you know hundreds hundreds of miles um you know hundreds hundreds of miles um you know hundreds hundreds of miles at a time. Um he meanwhile is like at a time. Um he meanwhile is like at a time. Um he meanwhile is like became basically paralyzed with like became basically paralyzed with like became basically paralyzed with like pain and and all this stuff and he has pain and and all this stuff and he has pain and and all this stuff and he has to stretch like something crazy like to stretch like something crazy like to stretch like something crazy like eight hours a day to be able to do eight hours a day to be able to do eight hours a day to be able to do anything. um and somehow still goes out anything. um and somehow still goes out anything. um and somehow still goes out and runs these crazy long races. And and runs these crazy long races. And

[3:58] and runs these crazy long races. And then a lot of people would say that then a lot of people would say that then a lot of people would say that doesn’t sound like uh a good thing. Uh doesn’t sound like uh a good thing. Uh doesn’t sound like uh a good thing. Uh which they might be right to a certain which they might be right to a certain which they might be right to a certain degree, but I think ultimately he’s the degree, but I think ultimately he’s the degree, but I think ultimately he’s the shining example of somebody who has shining example of somebody who has shining example of somebody who has strengthened that muscle in the brain, strengthened that muscle in the brain, strengthened that muscle in the brain, that cortex, uh to, you know, do what that cortex, uh to, you know, do what that cortex, uh to, you know, do what you don’t want to do. And um you know it you don’t want to do. And um you know it you don’t want to do. And um you know it that hearing that again is a good that hearing that again is a good that hearing that again is a good reminder you know get back in the cold

[4:23] reminder you know get back in the cold reminder you know get back in the cold plunge. Um it’s been something that I plunge. Um it’s been something that I plunge. Um it’s been something that I have enjoyed and sometimes I don’t know have enjoyed and sometimes I don’t know have enjoyed and sometimes I don’t know if I ever look forward to it but I do if I ever look forward to it but I do if I ever look forward to it but I do look forward to the feeling I get after look forward to the feeling I get after look forward to the feeling I get after I get out. Uh but but anyways, just you I get out. Uh but but anyways, just you I get out. Uh but but anyways, just you know, I think it’s a good reminder to uh know, I think it’s a good reminder to uh know, I think it’s a good reminder to uh constantly put in front of yourself constantly put in front of yourself constantly put in front of yourself things that you don’t necessarily want things that you don’t necessarily want things that you don’t necessarily want to do and you push through um and and to do and you push through um and and to do and you push through um and and get it done and that will uh make you

[4:47] get it done and that will uh make you get it done and that will uh make you make that part of your brain stronger. make that part of your brain stronger. make that part of your brain stronger. And I heman And I heman And I heman also linked it to like like basically also linked it to like like basically also linked it to like like basically your like will to not will to live but your like will to not will to live but your like will to not will to live but it somehow linked it with like your your it somehow linked it with like your your it somehow linked it with like your your being. Yeah. somehow I’m butchering this being. Yeah. somehow I’m butchering this being. Yeah. somehow I’m butchering this now, but he he somehow linked it to like now, but he he somehow linked it to like now, but he he somehow linked it to like your like longevity. That’s the word I your like longevity. That’s the word I your like longevity. That’s the word I was looking for. Um, so I don’t know if was looking for. Um, so I don’t know if was looking for. Um, so I don’t know if that’s what he meant necessarily. I I

[5:14] that’s what he meant necessarily. I I that’s what he meant necessarily. I I can’t remember exactly the direct quote, can’t remember exactly the direct quote, can’t remember exactly the direct quote, but um it does make sense that if you uh but um it does make sense that if you uh but um it does make sense that if you uh push yourself to uh you know push your push yourself to uh you know push your push yourself to uh you know push your body to continue to be healthy, um you body to continue to be healthy, um you body to continue to be healthy, um you resist the temptation to only eat junk resist the temptation to only eat junk resist the temptation to only eat junk food, which our body craves and wants.

[5:29] food, which our body craves and wants. food, which our body craves and wants. Um and you know, eat that broccoli you Um and you know, eat that broccoli you Um and you know, eat that broccoli you don’t want that that that you might, you don’t want that that that you might, you don’t want that that that you might, you know, uh live longer because of that. know, uh live longer because of that. know, uh live longer because of that. But uh today we have a great guest. Uh But uh today we have a great guest. Uh But uh today we have a great guest. Uh we have Kelly Scar. Um Kelly has had a we have Kelly Scar. Um Kelly has had a we have Kelly Scar. Um Kelly has had a long career in real estate, has gone long career in real estate, has gone long career in real estate, has gone through being a solo agent, team lead, through being a solo agent, team lead, through being a solo agent, team lead, uh brokerage owner, back to a solo uh brokerage owner, back to a solo uh brokerage owner, back to a solo agent, and uh mostly is focused now on agent, and uh mostly is focused now on agent, and uh mostly is focused now on coaching. Um but you know, that means he

[5:58] coaching. Um but you know, that means he coaching. Um but you know, that means he had great nuggets to learn from in this had great nuggets to learn from in this had great nuggets to learn from in this episode. Um so you definitely don’t want episode. Um so you definitely don’t want episode. Um so you definitely don’t want to miss this. Uh if you enjoy this to miss this. Uh if you enjoy this to miss this. Uh if you enjoy this content, again, please uh please share content, again, please uh please share content, again, please uh please share uh please uh like and comment. um and uh please uh like and comment. um and uh please uh like and comment. um and help us grow. Uh leave reviews wherever help us grow. Uh leave reviews wherever help us grow. Uh leave reviews wherever you listen. Um and that will just yeah you listen. Um and that will just yeah you listen. Um and that will just yeah again help us get to more people, help again help us get to more people, help again help us get to more people, help us grow, help um us be able to continue us grow, help um us be able to continue us grow, help um us be able to continue giving you this awesome content. So

[6:24] giving you this awesome content. So giving you this awesome content. So without further ado, here we have Kelly. Welcome back to the REI agent. I’m here Welcome back to the REI agent. I’m here Welcome back to the REI agent. I’m here with Kelly Scar. Kelly, thanks so much with Kelly Scar. Kelly, thanks so much with Kelly Scar. Kelly, thanks so much for joining us today. for joining us today. for joining us today. >> Oh, thanks for having me, man. I >> Oh, thanks for having me, man. I >> Oh, thanks for having me, man. I appreciate you guys reaching out. I’m appreciate you guys reaching out. I’m appreciate you guys reaching out. I’m really excited to uh share a few things really excited to uh share a few things really excited to uh share a few things that I know with you.

[6:42] that I know with you. that I know with you. >> Oh, I I’m so excited. I I have to ask. >> Oh, I I’m so excited. I I have to ask. >> Oh, I I’m so excited. I I have to ask. So, growing up, um I I was a huge Lion So, growing up, um I I was a huge Lion So, growing up, um I I was a huge Lion King fan. Did you get a lot of Lion King King fan. Did you get a lot of Lion King King fan. Did you get a lot of Lion King uh references? uh references? uh references? >> Uh yeah, I guess when the movie came >> Uh yeah, I guess when the movie came >> Uh yeah, I guess when the movie came out, like I’m old, right? I’m I’ll be 51 out, like I’m old, right? I’m I’ll be 51 out, like I’m old, right? I’m I’ll be 51 this year. So, uh you know, I I can’t this year. So, uh you know, I I can’t this year. So, uh you know, I I can’t remember how old I was when the movie remember how old I was when the movie remember how old I was when the movie first came out, but uh I think I was first came out, but uh I think I was first came out, but uh I think I was well through middle school and probably

[7:05] well through middle school and probably well through middle school and probably in high school by the time the movie in high school by the time the movie in high school by the time the movie came out. came out. came out. >> So, it wasn’t really as as impactful for >> So, it wasn’t really as as impactful for >> So, it wasn’t really as as impactful for your sphere as it was. your sphere as it was. your sphere as it was. >> Not really. Not really. No. >> Not really. Not really. No. >> Not really. Not really. No. >> Um Kelly, uh you uh have had a long >> Um Kelly, uh you uh have had a long >> Um Kelly, uh you uh have had a long career in real estate. Um tell us a career in real estate. Um tell us a career in real estate. Um tell us a little bit about how you got started.

[7:23] little bit about how you got started. little bit about how you got started. >> Long long career, man. So, um, yeah, I >> Long long career, man. So, um, yeah, I >> Long long career, man. So, um, yeah, I got, uh, I was I was a welder before I got, uh, I was I was a welder before I got, uh, I was I was a welder before I got into real estate. So, I was, uh, in got into real estate. So, I was, uh, in got into real estate. So, I was, uh, in the trades for, um, about 10 years. the trades for, um, about 10 years. the trades for, um, about 10 years. >> Okay. >> Okay. >> Okay. >> I lived in, uh, I moved away from the >> I lived in, uh, I moved away from the >> I lived in, uh, I moved away from the the province that I live in now. So, uh, the province that I live in now. So, uh, the province that I live in now. So, uh, I’m in Colona, British Columbia, Canada.

[7:42] I’m in Colona, British Columbia, Canada. I’m in Colona, British Columbia, Canada. We’re the the westernmost province in We’re the the westernmost province in We’re the the westernmost province in Canada. That’s where I I grew up in BC. Canada. That’s where I I grew up in BC. Canada. That’s where I I grew up in BC. And I left the small town that I grew up And I left the small town that I grew up And I left the small town that I grew up in uh, in 1998. I moved to Edmonton, in uh, in 1998. I moved to Edmonton, in uh, in 1998. I moved to Edmonton, Alberta, which is the next province over Alberta, which is the next province over Alberta, which is the next province over Edmonton, home of the Edmonton Oilers, Edmonton, home of the Edmonton Oilers, Edmonton, home of the Edmonton Oilers, Conor McDavid, Wing Gretzky, all that Conor McDavid, Wing Gretzky, all that Conor McDavid, Wing Gretzky, all that story to history, right? Um, so I lived story to history, right? Um, so I lived story to history, right? Um, so I lived there for five years, got into the there for five years, got into the there for five years, got into the trades. Um, had a girlfriend break up

[8:06] trades. Um, had a girlfriend break up trades. Um, had a girlfriend break up with me. Uh, my brother called me up and with me. Uh, my brother called me up and with me. Uh, my brother called me up and said, “What are you still doing in said, “What are you still doing in said, “What are you still doing in Edmonton? There’s nothing left for you Edmonton? There’s nothing left for you Edmonton? There’s nothing left for you here. Why don’t you move to Calgary?” here. Why don’t you move to Calgary?” here. Why don’t you move to Calgary?” Calgary, home of the Calgary Flames, uh, Calgary, home of the Calgary Flames, uh, Calgary, home of the Calgary Flames, uh, Calgary Stampede, among other things. Calgary Stampede, among other things.

[8:17] Calgary Stampede, among other things. Basically, the hub of oil and gas. It’s Basically, the hub of oil and gas. It’s Basically, the hub of oil and gas. It’s oil and gas country in Alberta. So much oil and gas country in Alberta. So much oil and gas country in Alberta. So much like Texas, right? like Texas, right? like Texas, right? >> Sure. >> Sure. >> Sure. >> Um, so I wound up uh moving to Calgary >> Um, so I wound up uh moving to Calgary >> Um, so I wound up uh moving to Calgary and uh spent another couple of years in and uh spent another couple of years in and uh spent another couple of years in Calgary as you know in real estate. I Calgary as you know in real estate. I Calgary as you know in real estate. I wound up meeting my wife in future wife wound up meeting my wife in future wife wound up meeting my wife in future wife in 2004.

[8:35] in 2004. in 2004. Um got married in 2006, had twins by Um got married in 2006, had twins by Um got married in 2006, had twins by 2008 and during that time uh decided 2008 and during that time uh decided 2008 and during that time uh decided that I wanted to get out of welding that I wanted to get out of welding that I wanted to get out of welding altogether and go a different direction. altogether and go a different direction. altogether and go a different direction. So I had basically two options. Option A So I had basically two options. Option A So I had basically two options. Option A was to um you know go and get into debt was to um you know go and get into debt was to um you know go and get into debt and go back to school and you know have and go back to school and you know have and go back to school and you know have a $40,000 or $50,000 uh you know student a $40,000 or $50,000 uh you know student a $40,000 or $50,000 uh you know student loan. Or the other option was I’m going loan. Or the other option was I’m going loan. Or the other option was I’m going to keep working and I’m going to go to

[9:03] to keep working and I’m going to go to to keep working and I’m going to go to realtor night school three days a week. realtor night school three days a week. realtor night school three days a week. Uh I think it was Tuesdays and Thursdays Uh I think it was Tuesdays and Thursdays Uh I think it was Tuesdays and Thursdays and evenings and then uh half day or all and evenings and then uh half day or all and evenings and then uh half day or all day on Saturday. day on Saturday. day on Saturday. Get my real estate license. My dad was a Get my real estate license. My dad was a Get my real estate license. My dad was a realtor for 25 26 years. I’ve got a realtor for 25 26 years. I’ve got a realtor for 25 26 years. I’ve got a sister-in-law in Edmonton. She’s been in sister-in-law in Edmonton. She’s been in sister-in-law in Edmonton. She’s been in real estate now for 30 years. So, we real estate now for 30 years. So, we real estate now for 30 years. So, we kind of had this, you know, I had this kind of had this, you know, I had this kind of had this, you know, I had this kind of path that was already there in

[9:25] kind of path that was already there in kind of path that was already there in front of me. So, that’s obviously the front of me. So, that’s obviously the front of me. So, that’s obviously the path that I chose. I got licensed in path that I chose. I got licensed in path that I chose. I got licensed in 2007. Um, we had our twins in 2008. I 2007. Um, we had our twins in 2008. I 2007. Um, we had our twins in 2008. I went full-time in April of that year. went full-time in April of that year. went full-time in April of that year. Uh, kids were born in September. So, Uh, kids were born in September. So, Uh, kids were born in September. So, there was no plan B. It was all plan A. there was no plan B. It was all plan A.

[9:42] there was no plan B. It was all plan A. burn the boats and here I am like 18 burn the boats and here I am like 18 burn the boats and here I am like 18 years later, right? years later, right? years later, right? >> Well, >> Well, >> Well, >> I have a lot of follow-up questions. Um, >> I have a lot of follow-up questions. Um, >> I have a lot of follow-up questions. Um, >> yeah, let’s do it. >> yeah, let’s do it. >> yeah, let’s do it. >> Let’s The first one is I made the joke >> Let’s The first one is I made the joke >> Let’s The first one is I made the joke about it being more efficient to have about it being more efficient to have about it being more efficient to have twins. Um, twins. Um, twins. Um, is there any truth to that or is it was is there any truth to that or is it was is there any truth to that or is it was was that a joke you don’t make to people was that a joke you don’t make to people was that a joke you don’t make to people that have twins?

[10:03] that have twins? that have twins? >> No, I used I used to say that myself. >> No, I used I used to say that myself. >> No, I used I used to say that myself. Um, you know, cuz I actually had we had Um, you know, cuz I actually had we had Um, you know, cuz I actually had we had a boy and a girl and um, you know, the a boy and a girl and um, you know, the a boy and a girl and um, you know, the joke was, uh, you know, how you have joke was, uh, you know, how you have joke was, uh, you know, how you have this million-dollar family. I’m like, this million-dollar family. I’m like, this million-dollar family. I’m like, million-dollar family? Like, do I get a million-dollar family? Like, do I get a million-dollar family? Like, do I get a million dollars? Because I know it’s million dollars? Because I know it’s million dollars? Because I know it’s going to cost me a million dollars, going to cost me a million dollars, going to cost me a million dollars, right? So, no, I don’t get a million right? So, no, I don’t get a million right? So, no, I don’t get a million bucks. But, uh, you know, it was it was,

[10:24] bucks. But, uh, you know, it was it was, bucks. But, uh, you know, it was it was, you know, I guess you could call it you know, I guess you could call it you know, I guess you could call it efficiency. Sure. efficiency. Sure. efficiency. Sure. >> Yeah. >> Yeah. >> Yeah. >> I know. I know. Uh, my wife was not >> I know. I know. Uh, my wife was not >> I know. I know. Uh, my wife was not amused when I suggested, you know, we amused when I suggested, you know, we amused when I suggested, you know, we like we had any control of it. um that like we had any control of it. um that like we had any control of it. um that we should just have twins next and then we should just have twins next and then we should just have twins next and then we have our three and be done. Uh but it we have our three and be done. Uh but it we have our three and be done. Uh but it it didn’t work out that way and I think it didn’t work out that way and I think it didn’t work out that way and I think um I’m sure there were some some extra um I’m sure there were some some extra um I’m sure there were some some extra struggles as well to have that

[10:46] struggles as well to have that struggles as well to have that efficiency uh along the way. efficiency uh along the way. efficiency uh along the way. >> You know, it’s funny. We we’ve I’ve had >> You know, it’s funny. We we’ve I’ve had >> You know, it’s funny. We we’ve I’ve had that question a lot. So is my wife. And that question a lot. So is my wife. And that question a lot. So is my wife. And um the way that we look at it is is it’s um the way that we look at it is is it’s um the way that we look at it is is it’s very simple. I mean, if you have one if very simple. I mean, if you have one if very simple. I mean, if you have one if you have one child, um, we would always you have one child, um, we would always you have one child, um, we would always ask the question, well, how many kids do ask the question, well, how many kids do ask the question, well, how many kids do you have? Well, we have one. It’s like, you have? Well, we have one. It’s like, you have? Well, we have one. It’s like, okay, well, is it rough with one kid?

[11:08] okay, well, is it rough with one kid? okay, well, is it rough with one kid? >> Well, yeah. I mean, it’s got its >> Well, yeah. I mean, it’s got its >> Well, yeah. I mean, it’s got its challenges. Well, it’s the exact same challenges. Well, it’s the exact same challenges. Well, it’s the exact same with two, right? Um, the lucky though, with two, right? Um, the lucky though, with two, right? Um, the lucky though, luckily for the both of us is that there luckily for the both of us is that there luckily for the both of us is that there was two of us and two of the kids. Uh, was two of us and two of the kids. Uh, was two of us and two of the kids. Uh, I’ve always been a very hands-on father.

[11:20] I’ve always been a very hands-on father. I’ve always been a very hands-on father. Um, you know, we I I we knew we had Um, you know, we I I we knew we had Um, you know, we I I we knew we had friends that that had twins that were, I friends that that had twins that were, I friends that that had twins that were, I think, five or six years older than our think, five or six years older than our think, five or six years older than our guys and uh that, you know, the dad guys and uh that, you know, the dad guys and uh that, you know, the dad worked in the trades. He would come home worked in the trades. He would come home worked in the trades. He would come home at the end of the day. Just very, you at the end of the day. Just very, you at the end of the day. Just very, you know, traditional, very classic. He know, traditional, very classic. He know, traditional, very classic. He wouldn’t do a lot around the house. He wouldn’t do a lot around the house. He wouldn’t do a lot around the house. He wouldn’t really help out with the kids.

[11:37] wouldn’t really help out with the kids. wouldn’t really help out with the kids. That was the wife’s job. That was her That was the wife’s job. That was her That was the wife’s job. That was her her role within the household, right? her role within the household, right? her role within the household, right? Whereas, I was the exact opposite. I was Whereas, I was the exact opposite. I was Whereas, I was the exact opposite. I was getting up in the middle of the night, getting up in the middle of the night, getting up in the middle of the night, helping with feedings, changing diapers, helping with feedings, changing diapers, helping with feedings, changing diapers, you know, wrapping the kids up in the you know, wrapping the kids up in the you know, wrapping the kids up in the burrito, you know, taking them out for burrito, you know, taking them out for burrito, you know, taking them out for walks, giving my wife breaks, like very walks, giving my wife breaks, like very walks, giving my wife breaks, like very hands-on. So, you know, two kids, two hands-on. So, you know, two kids, two hands-on. So, you know, two kids, two parents kind of lucked out, I guess.

[11:58] parents kind of lucked out, I guess. parents kind of lucked out, I guess. >> Yeah. Well, you being hands-on um as a >> Yeah. Well, you being hands-on um as a >> Yeah. Well, you being hands-on um as a father in real estate um in a new career father in real estate um in a new career father in real estate um in a new career in real estate if I’m remembering the in real estate if I’m remembering the in real estate if I’m remembering the timeline right. Um, kind of leads me to timeline right. Um, kind of leads me to timeline right. Um, kind of leads me to my next question is is that your father my next question is is that your father my next question is is that your father was in real estate. Um, and was that was in real estate. Um, and was that was in real estate. Um, and was that something that you’re like, I’m never something that you’re like, I’m never something that you’re like, I’m never going to do that and then you finally going to do that and then you finally going to do that and then you finally get convinced after getting into going get convinced after getting into going

[12:20] get convinced after getting into going through welding for 10 years or or was through welding for 10 years or or was through welding for 10 years or or was there any kind of like Yeah, that there any kind of like Yeah, that there any kind of like Yeah, that element of, you know, that’s my dad’s element of, you know, that’s my dad’s element of, you know, that’s my dad’s world. I want to create my own thing or world. I want to create my own thing or world. I want to create my own thing or how that work out for you? how that work out for you? how that work out for you? >> Great question. Um, my when I got when I >> Great question. Um, my when I got when I >> Great question. Um, my when I got when I got my real estate license, I called my got my real estate license, I called my got my real estate license, I called my dad. I’m like, “Hey, Dad, I got my real dad. I’m like, “Hey, Dad, I got my real dad. I’m like, “Hey, Dad, I got my real estate license.” and his response was, estate license.” and his response was, estate license.” and his response was, “Do you want me to pay for your therapy

[12:40] “Do you want me to pay for your therapy “Do you want me to pay for your therapy now or later?” Um, cuz like he he knew now or later?” Um, cuz like he he knew now or later?” Um, cuz like he he knew the business, right? I didn’t My dad got the business, right? I didn’t My dad got the business, right? I didn’t My dad got into real estate later in my life. And into real estate later in my life. And into real estate later in my life. And so I didn’t really look at what he was so I didn’t really look at what he was so I didn’t really look at what he was doing as okay, doing as okay, doing as okay, >> something like something that I wanted >> something like something that I wanted >> something like something that I wanted to do. Um, it wasn’t like, oh, you know, to do. Um, it wasn’t like, oh, you know, to do. Um, it wasn’t like, oh, you know, I’m going to go into real estate. I’m I’m going to go into real estate. I’m I’m going to go into real estate. I’m going to get my license when I’m 18, going to get my license when I’m 18, going to get my license when I’m 18, yada yada. Like that just never really

[13:01] yada yada. Like that just never really yada yada. Like that just never really happened. Uh, people would ask, well, happened. Uh, people would ask, well, happened. Uh, people would ask, well, what does your dad do? And my answer was what does your dad do? And my answer was what does your dad do? And my answer was always like, “Oh, at least sells real always like, “Oh, at least sells real always like, “Oh, at least sells real estate.” Um, I never really had this estate.” Um, I never really had this estate.” Um, I never really had this this uh, you know, pull towards that. this uh, you know, pull towards that. this uh, you know, pull towards that. But I always I did have this gift. I had But I always I did have this gift. I had But I always I did have this gift. I had a teacher tell me this. I think it was a a teacher tell me this. I think it was a a teacher tell me this. I think it was a science teacher back in grade nine or science teacher back in grade nine or science teacher back in grade nine or grade 10. She would write on my report grade 10. She would write on my report grade 10. She would write on my report card just about every single year that I

[13:21] card just about every single year that I card just about every single year that I had her in school. Kelly has a gift for had her in school. Kelly has a gift for had her in school. Kelly has a gift for the gab. the gab. the gab. Meaning I just wouldn’t shut the hell up Meaning I just wouldn’t shut the hell up Meaning I just wouldn’t shut the hell up in school, right? So, but yeah. No, I in school, right? So, but yeah. No, I in school, right? So, but yeah. No, I mean, you know, I’ I’ve had this natural mean, you know, I’ I’ve had this natural mean, you know, I’ I’ve had this natural affinity towards sales. I felt like I affinity towards sales. I felt like I affinity towards sales. I felt like I was very good with people. I was, you was very good with people. I was, you was very good with people. I was, you know, very personable, outgoing. Um, you know, very personable, outgoing. Um, you know, very personable, outgoing. Um, you know, and it was just a matter of kind know, and it was just a matter of kind know, and it was just a matter of kind of learning what you needed to learn in of learning what you needed to learn in

[13:41] of learning what you needed to learn in order to be successful in this business, order to be successful in this business, order to be successful in this business, which it turns out there’s a very steep which it turns out there’s a very steep which it turns out there’s a very steep learning curve if you really have no learning curve if you really have no learning curve if you really have no idea. If you spent 10 years in the idea. If you spent 10 years in the idea. If you spent 10 years in the trades with no sales training, the trades with no sales training, the trades with no sales training, the learning curve becomes very, very steep learning curve becomes very, very steep learning curve becomes very, very steep and either you’re going to you’re either and either you’re going to you’re either and either you’re going to you’re either going to swim or you’re going to sink, going to swim or you’re going to sink, going to swim or you’re going to sink, right? There is no there is no there is right? There is no there is no there is right? There is no there is no there is no in between.

[13:59] no in between. no in between. >> Yeah, definitely. And that that kind of >> Yeah, definitely. And that that kind of >> Yeah, definitely. And that that kind of brings up another question. Um and and brings up another question. Um and and brings up another question. Um and and and you are now a coach as well. So I’m and you are now a coach as well. So I’m and you are now a coach as well. So I’m curious about your advice to people. Um curious about your advice to people. Um curious about your advice to people. Um and is is the burn the fleet uh method and is is the burn the fleet uh method and is is the burn the fleet uh method recommended um when you’re getting into recommended um when you’re getting into recommended um when you’re getting into real estate or is it case by case or or real estate or is it case by case or or real estate or is it case by case or or you know personality based or you know you know personality based or you know you know personality based or you know like the the thought of just you know like the the thought of just you know like the the thought of just you know jumping 100% in that’s your only income

[14:23] jumping 100% in that’s your only income jumping 100% in that’s your only income source. Um even though it can take a source. Um even though it can take a source. Um even though it can take a couple years for it to get rolling. Um couple years for it to get rolling. Um couple years for it to get rolling. Um what’s your approach there? what’s your approach there? what’s your approach there? Um, I can tell you, I mean, I was Um, I can tell you, I mean, I was Um, I can tell you, I mean, I was part-time for the first year that I was part-time for the first year that I was part-time for the first year that I was in the business. Um, when I finally got in the business. Um, when I finally got in the business. Um, when I finally got to a point where I felt like I was going to a point where I felt like I was going to a point where I felt like I was going to be able to swim, that I wasn’t going to be able to swim, that I wasn’t going to be able to swim, that I wasn’t going to sink, that’s when I pulled the pin to sink, that’s when I pulled the pin to sink, that’s when I pulled the pin and that’s when I burned the boats and

[14:44] and that’s when I burned the boats and and that’s when I burned the boats and that’s when I went all in on things. My that’s when I went all in on things. My that’s when I went all in on things. My suggestion to people is is like twofold. suggestion to people is is like twofold. suggestion to people is is like twofold. Number one, have at least 6 to 12 months Number one, have at least 6 to 12 months Number one, have at least 6 to 12 months of like fullon household expenses in the of like fullon household expenses in the of like fullon household expenses in the bank. bank. bank. >> It’s your household expenses in the >> It’s your household expenses in the >> It’s your household expenses in the bank. Okay? So now you’re taken care of.

[14:59] bank. Okay? So now you’re taken care of. bank. Okay? So now you’re taken care of. You don’t have any worries there for the You don’t have any worries there for the You don’t have any worries there for the next 12 months. The other thing is that next 12 months. The other thing is that next 12 months. The other thing is that this is the second part of it is to have this is the second part of it is to have this is the second part of it is to have at least six months of expenses for your at least six months of expenses for your at least six months of expenses for your business in the bank as well. People business in the bank as well. People business in the bank as well. People have this this uh they they conflate the have this this uh they they conflate the have this this uh they they conflate the two, right? You hear this a lot from two, right? You hear this a lot from two, right? You hear this a lot from coaches. They say, “Well, you got to coaches. They say, “Well, you got to coaches. They say, “Well, you got to have at least 6 months worth of expenses have at least 6 months worth of expenses

[15:19] have at least 6 months worth of expenses before you get into business.” And they before you get into business.” And they before you get into business.” And they don’t really specify is it household don’t really specify is it household don’t really specify is it household expenses or is it business expenses? I’m expenses or is it business expenses? I’m expenses or is it business expenses? I’m like, you should have 6 to 12 months of like, you should have 6 to 12 months of like, you should have 6 to 12 months of household expenses so that you can feed household expenses so that you can feed household expenses so that you can feed the family, you can put the roof over the family, you can put the roof over the family, you can put the roof over the head, you can put the clothes on the the head, you can put the clothes on the the head, you can put the clothes on the back, you can go on holiday, right? And back, you can go on holiday, right? And back, you can go on holiday, right? And at the same time have at least six at the same time have at least six at the same time have at least six months of business expenses so that you

[15:38] months of business expenses so that you months of business expenses so that you can generate the leads, learn the can generate the leads, learn the can generate the leads, learn the business that that you need to learn and business that that you need to learn and business that that you need to learn and and learn how to convert leads and, you and learn how to convert leads and, you and learn how to convert leads and, you know, do all of the other things that we know, do all of the other things that we know, do all of the other things that we do in terms of marketing and whatnot. do in terms of marketing and whatnot. do in terms of marketing and whatnot. So, that would be probably the biggest So, that would be probably the biggest So, that would be probably the biggest two biggest pieces of advice. And then two biggest pieces of advice. And then two biggest pieces of advice. And then as far as, you know, jumping into the as far as, you know, jumping into the as far as, you know, jumping into the business, um, you know, whether you’re business, um, you know, whether you’re business, um, you know, whether you’re part-time and your plan is to go

[15:57] part-time and your plan is to go part-time and your plan is to go full-time, what I know about myself is full-time, what I know about myself is full-time, what I know about myself is I’ve I’ve had times in in my life in my I’ve I’ve had times in in my life in my I’ve I’ve had times in in my life in my business where I’m pulled in four or business where I’m pulled in four or business where I’m pulled in four or five different directions, and I’ve got five different directions, and I’ve got five different directions, and I’ve got four or five different contracts out four or five different contracts out four or five different contracts out there. I’m working with four or five there. I’m working with four or five there. I’m working with four or five different companies. I’m doing this, I’m different companies. I’m doing this, I’m different companies. I’m doing this, I’m doing that. And I can tell you that the doing that. And I can tell you that the doing that. And I can tell you that the work ultimately will will start to work ultimately will will start to work ultimately will will start to suffer because you’re pulled in too many

[16:15] suffer because you’re pulled in too many suffer because you’re pulled in too many different directions. If you are sitting different directions. If you are sitting different directions. If you are sitting in an office 9 to5 and you’re grinding in an office 9 to5 and you’re grinding in an office 9 to5 and you’re grinding it out in real estate at the end of the it out in real estate at the end of the it out in real estate at the end of the day and then on the weekends something day and then on the weekends something day and then on the weekends something is going to give. It has to. You’re not is going to give. It has to. You’re not is going to give. It has to. You’re not going to be able to sustain that. You’re going to be able to sustain that. You’re going to be able to sustain that. You’re not David Gogggins. You’re not out there not David Gogggins. You’re not out there not David Gogggins. You’re not out there running 200 mile, you know, I don’t just running 200 mile, you know, I don’t just running 200 mile, you know, I don’t just did you see his footage on on uh did you see his footage on on uh

[16:36] did you see his footage on on uh Instagram here last week? He ran a 200 Instagram here last week? He ran a 200 Instagram here last week? He ran a 200 mile like ultra ultra ultra marathon. mile like ultra ultra ultra marathon. mile like ultra ultra ultra marathon. >> Oh my gosh. No. >> Oh my gosh. No. >> Oh my gosh. No. But, But, But, >> you know, most people are not that, >> you know, most people are not that, >> you know, most people are not that, right? So, something is going to have to right? So, something is going to have to right? So, something is going to have to give. So, if if you if your plan is to give. So, if if you if your plan is to give. So, if if you if your plan is to go into into real estate and you want to go into into real estate and you want to go into into real estate and you want to eventually do it full-time, you’ve got eventually do it full-time, you’ve got eventually do it full-time, you’ve got to have a plan.

[16:56] to have a plan. to have a plan. >> It’s you’ve got to figure that out. >> It’s you’ve got to figure that out. >> It’s you’ve got to figure that out. >> Sure. No, that makes a lot of sense. And >> Sure. No, that makes a lot of sense. And >> Sure. No, that makes a lot of sense. And and I agree. I I worked, you know, I was and I agree. I I worked, you know, I was and I agree. I I worked, you know, I was a full-time I was a behavior specialist a full-time I was a behavior specialist a full-time I was a behavior specialist um for a few years when I was getting um for a few years when I was getting um for a few years when I was getting started. And the schedules were started. And the schedules were started. And the schedules were conducive. And I think there is going to conducive. And I think there is going to conducive. And I think there is going to be a hustle phase, you know, where if be a hustle phase, you know, where if be a hustle phase, you know, where if you can stay focused, um that’s probably you can stay focused, um that’s probably you can stay focused, um that’s probably the hardest thing is like if you if you

[17:21] the hardest thing is like if you if you the hardest thing is like if you if you are laser focused and this is going to are laser focused and this is going to are laser focused and this is going to be the thing that I’m going to do and be the thing that I’m going to do and be the thing that I’m going to do and you’re willing to sacrifice a little you’re willing to sacrifice a little you’re willing to sacrifice a little bit. We didn’t have kids at the time, so bit. We didn’t have kids at the time, so bit. We didn’t have kids at the time, so that helped. Um that helped. Um that helped. Um >> Right. >> Right. >> Right. >> It Yeah, it it it’s it’s smart to to >> It Yeah, it it it’s it’s smart to to >> It Yeah, it it it’s it’s smart to to realize that you’re not there are realize that you’re not there are realize that you’re not there are stories about people getting in and you stories about people getting in and you stories about people getting in and you know, making a ton of money right away.

[17:39] know, making a ton of money right away. know, making a ton of money right away. Um, but for a lot of people it takes Um, but for a lot of people it takes Um, but for a lot of people it takes time to build the sphere and it takes time to build the sphere and it takes time to build the sphere and it takes time to time to time to >> to get people to trust you to to do the >> to get people to trust you to to do the >> to get people to trust you to to do the business. So, um, yeah. No, that’s business. So, um, yeah. No, that’s business. So, um, yeah. No, that’s that’s great. Let’s let’s go back to um, that’s great. Let’s let’s go back to um, that’s great. Let’s let’s go back to um, now you’re getting started um, in real now you’re getting started um, in real now you’re getting started um, in real estate sales. You got twins. Um, what uh estate sales. You got twins. Um, what uh estate sales. You got twins. Um, what uh what was your progression from there? I what was your progression from there? I what was your progression from there? I know you mentioned that you uh were team

[18:01] know you mentioned that you uh were team know you mentioned that you uh were team are a team lead. Um, are a team lead. Um, are a team lead. Um, >> was a team lead at one time owned a >> was a team lead at one time owned a >> was a team lead at one time owned a brokerage. brokerage. brokerage. >> Yeah. Um, tell me about how that >> Yeah. Um, tell me about how that >> Yeah. Um, tell me about how that transitioned and how you were going transitioned and how you were going transitioned and how you were going through that process. through that process. through that process. >> Yeah, so I I wound up as rookie of the >> Yeah, so I I wound up as rookie of the >> Yeah, so I I wound up as rookie of the year for my office in in uh 2008. I year for my office in in uh 2008. I year for my office in in uh 2008. I think I did eight deals that year. Um, think I did eight deals that year. Um, think I did eight deals that year. Um, which was good enough to be rookie of which was good enough to be rookie of which was good enough to be rookie of the year, believe it or not.

[18:23] the year, believe it or not. the year, believe it or not. >> That could be that could be hard to do >> That could be that could be hard to do >> That could be that could be hard to do your first year. your first year. your first year. >> No, really, it can, you know, it was uh >> No, really, it can, you know, it was uh >> No, really, it can, you know, it was uh the goal was just, you know, my wife and the goal was just, you know, my wife and the goal was just, you know, my wife and I kept saying this to each other, oh, I kept saying this to each other, oh, I kept saying this to each other, oh, just a deal a month. Just a deal a just a deal a month. Just a deal a just a deal a month. Just a deal a month, month, month, >> you know. And at that time, I think the >> you know. And at that time, I think the >> you know. And at that time, I think the average commission that I was making was average commission that I was making was average commission that I was making was around seven or 8,000 bucks per end. And around seven or 8,000 bucks per end. And

[18:40] around seven or 8,000 bucks per end. And so, you know, you start to do the math so, you know, you start to do the math so, you know, you start to do the math on that. And, you know, $100,000 on that. And, you know, $100,000 on that. And, you know, $100,000 even back then after expenses and taxes even back then after expenses and taxes even back then after expenses and taxes and brokerage fees and all the rest of and brokerage fees and all the rest of and brokerage fees and all the rest of it, like you’re lucky if you wind up it, like you’re lucky if you wind up it, like you’re lucky if you wind up with fivek in your pocket at the end of with fivek in your pocket at the end of with fivek in your pocket at the end of the month. Um, you know, and then you’ve the month. Um, you know, and then you’ve the month. Um, you know, and then you’ve got to feed kids and your wife and got to feed kids and your wife and got to feed kids and your wife and mortgage and, you know, vacations, all mortgage and, you know, vacations, all mortgage and, you know, vacations, all the rest of that kind of stuff. So, um,

[19:02] the rest of that kind of stuff. So, um, the rest of that kind of stuff. So, um, the the, you know, going into 2009, I I the the, you know, going into 2009, I I the the, you know, going into 2009, I I was going into, you know, what was going was going into, you know, what was going was going into, you know, what was going to be my very first like full 12 months to be my very first like full 12 months to be my very first like full 12 months in the business and and I, you know, put in the business and and I, you know, put in the business and and I, you know, put together some some goals, like a pseudo together some some goals, like a pseudo together some some goals, like a pseudo business plan. It wasn’t really a plan.

[19:15] business plan. It wasn’t really a plan. business plan. It wasn’t really a plan. Uh, my basically my plan was I was going Uh, my basically my plan was I was going Uh, my basically my plan was I was going to go out and do a pile of open houses to go out and do a pile of open houses to go out and do a pile of open houses and and learn how to convert people. And and and learn how to convert people. And and and learn how to convert people. And the goal was to do uh double what I did the goal was to do uh double what I did the goal was to do uh double what I did in 2008, so get to 16. Uh, by the end of in 2008, so get to 16. Uh, by the end of in 2008, so get to 16. Uh, by the end of 2009, I had actually tripled my 2009, I had actually tripled my 2009, I had actually tripled my business. So, I went from 8 to 24 business. So, I went from 8 to 24 business. So, I went from 8 to 24 >> and it it was like built everything that >> and it it was like built everything that >> and it it was like built everything that I did was based off of open houses. Um, I did was based off of open houses. Um,

[19:37] I did was based off of open houses. Um, I didn’t know a lot of people in I didn’t know a lot of people in I didn’t know a lot of people in Calgary. Like I’d only lived there since Calgary. Like I’d only lived there since Calgary. Like I’d only lived there since 2004. So, I was only there for like four 2004. So, I was only there for like four 2004. So, I was only there for like four or five years, like four and a half or five years, like four and a half or five years, like four and a half years. And so, I did not have a big years. And so, I did not have a big years. And so, I did not have a big friend base at all. My wife, however, friend base at all. My wife, however, friend base at all. My wife, however, did and she was a teacher and she did did and she was a teacher and she did did and she was a teacher and she did not want me to mix business and not want me to mix business and not want me to mix business and pleasure. She didn’t want me to help her pleasure. She didn’t want me to help her pleasure. She didn’t want me to help her teacher friends buy real estate and teacher friends buy real estate and

[19:57] teacher friends buy real estate and which was really kind of a pain in the which was really kind of a pain in the which was really kind of a pain in the butt because what I know about teachers butt because what I know about teachers butt because what I know about teachers is they absolutely love real estate and is they absolutely love real estate and is they absolutely love real estate and they love to invest in real estate. they love to invest in real estate. they love to invest in real estate. >> So I was really bummed about the fact >> So I was really bummed about the fact >> So I was really bummed about the fact that I couldn’t you know work my way in that I couldn’t you know work my way in that I couldn’t you know work my way in there and so I had to figure out another there and so I had to figure out another there and so I had to figure out another way. And so the the best and highest um way. And so the the best and highest um way. And so the the best and highest um return that I could get would be on open return that I could get would be on open return that I could get would be on open houses. And you know I I started failing

[20:18] houses. And you know I I started failing houses. And you know I I started failing quite miserably. uh got hooked up with quite miserably. uh got hooked up with quite miserably. uh got hooked up with kind of the the the wrong person. Not kind of the the the wrong person. Not kind of the the the wrong person. Not that he was the wrong person, he just that he was the wrong person, he just that he was the wrong person, he just had the wrong product for me to sell. It had the wrong product for me to sell. It had the wrong product for me to sell. It was, you know, seven figures. It was on was, you know, seven figures. It was on was, you know, seven figures. It was on the western edge of the city. Um you the western edge of the city. Um you the western edge of the city. Um you know, it was in a very tough time, you know, it was in a very tough time, you know, it was in a very tough time, you know, 2008, 2009. Obviously, we know know, 2008, 2009. Obviously, we know know, 2008, 2009. Obviously, we know what happened in, you know, financial what happened in, you know, financial what happened in, you know, financial markets back in in ‘08. And, you know,

[20:39] markets back in in ‘08. And, you know, markets back in in ‘08. And, you know, the market was really starting to be the market was really starting to be the market was really starting to be affected in 2009. And so, I had to shift affected in 2009. And so, I had to shift affected in 2009. And so, I had to shift gears and figure out, you know, how I gears and figure out, you know, how I gears and figure out, you know, how I was going to actually start to generate was going to actually start to generate was going to actually start to generate leads. And luckily I was able to figure leads. And luckily I was able to figure leads. And luckily I was able to figure it out very very quickly in 2009 and and it out very very quickly in 2009 and and it out very very quickly in 2009 and and the p my primary lead source came the p my primary lead source came the p my primary lead source came directly from open houses.

[20:55] directly from open houses. directly from open houses. >> Uh 2010 2011 I shifted gears and went >> Uh 2010 2011 I shifted gears and went >> Uh 2010 2011 I shifted gears and went mostly like most of my business went mostly like most of my business went mostly like most of my business went online. So that’s when I I started doing online. So that’s when I I started doing online. So that’s when I I started doing a video blog. Um uh did you have you a video blog. Um uh did you have you a video blog. Um uh did you have you ever heard of Ian Watt? ever heard of Ian Watt? ever heard of Ian Watt? >> Uh I’m not sure. >> Uh I’m not sure. >> Uh I’m not sure. >> Okay. So Ian Watt is like the OG of >> Okay. So Ian Watt is like the OG of >> Okay. So Ian Watt is like the OG of video blogging. Okay. This is a guy that video blogging. Okay. This is a guy that video blogging. Okay. This is a guy that was a a realtor, still a realtor in was a a realtor, still a realtor in was a a realtor, still a realtor in downtown Vancouver, British Columbia. He downtown Vancouver, British Columbia. He

[21:20] downtown Vancouver, British Columbia. He he got a flip cam in 2006 at an event he got a flip cam in 2006 at an event he got a flip cam in 2006 at an event that he was at and he started filming that he was at and he started filming that he was at and he started filming videos very similar to what Gary Vee was videos very similar to what Gary Vee was videos very similar to what Gary Vee was doing with Wine Library back in the day. doing with Wine Library back in the day. doing with Wine Library back in the day. >> And he got really well known for, you >> And he got really well known for, you >> And he got really well known for, you know, setting his camera up in his car know, setting his camera up in his car know, setting his camera up in his car and he had this whole intro and he would and he had this whole intro and he would and he had this whole intro and he would talk about the market and he was talk about the market and he was talk about the market and he was somewhat polarizing but also very somewhat polarizing but also very somewhat polarizing but also very charismatic. and he wound up building a

[21:43] charismatic. and he wound up building a charismatic. and he wound up building a business off of this. And I found the business off of this. And I found the business off of this. And I found the guy in like 2008, 2009. I called him up guy in like 2008, 2009. I called him up guy in like 2008, 2009. I called him up and I I just asked him for a piece of and I I just asked him for a piece of and I I just asked him for a piece of advice. And his advice was to me was at advice. And his advice was to me was at advice. And his advice was to me was at the time he says, “You can be you don’t the time he says, “You can be you don’t the time he says, “You can be you don’t try to be something to to everybody.

[21:57] try to be something to to everybody. try to be something to to everybody. Just be don’t try to be everything to Just be don’t try to be everything to Just be don’t try to be everything to everyone, just be something to someone, everyone, just be something to someone, everyone, just be something to someone, right?” And so that was that was a piece right?” And so that was that was a piece right?” And so that was that was a piece of advice that he gave me. I kind of of advice that he gave me. I kind of of advice that he gave me. I kind of took that and I ran with it and, you took that and I ran with it and, you took that and I ran with it and, you know, developed this video blog. I was know, developed this video blog. I was know, developed this video blog. I was one of six agents in our entire one of six agents in our entire one of six agents in our entire marketplace at the time, over 5,000 marketplace at the time, over 5,000 marketplace at the time, over 5,000 realtors that actually had a video blog.

[22:13] realtors that actually had a video blog. realtors that actually had a video blog. Um, started to get a lot of traction Um, started to get a lot of traction Um, started to get a lot of traction with it. Uh, 2010, 2011, business was with it. Uh, 2010, 2011, business was with it. Uh, 2010, 2011, business was flat, about 24 deals per year for each flat, about 24 deals per year for each flat, about 24 deals per year for each of those year each of those years. But of those year each of those years. But of those year each of those years. But 2012 was the breakthrough. That’s when 2012 was the breakthrough. That’s when 2012 was the breakthrough. That’s when everything that I had done online up everything that I had done online up everything that I had done online up until that point, like adopting Twitter, until that point, like adopting Twitter, until that point, like adopting Twitter, really getting into Facebook, obviously really getting into Facebook, obviously really getting into Facebook, obviously leveraging YouTube. Um, that’s when leveraging YouTube. Um, that’s when leveraging YouTube. Um, that’s when everything really blogging, that’s when

[22:35] everything really blogging, that’s when everything really blogging, that’s when everything really started to kick off. everything really started to kick off. everything really started to kick off. And so 2012 I wound up doing 42 And so 2012 I wound up doing 42 And so 2012 I wound up doing 42 transactions. transactions. transactions. >> Okay. >> Okay. >> Okay. >> Um 2013 is when I started the team. So >> Um 2013 is when I started the team. So >> Um 2013 is when I started the team. So uh you know built a team had no idea uh you know built a team had no idea uh you know built a team had no idea what I was doing. I did not know how to what I was doing. I did not know how to what I was doing. I did not know how to lead people. Uh again very steep lead people. Uh again very steep lead people. Uh again very steep learning curve. I went to a conference learning curve. I went to a conference learning curve. I went to a conference in South Carolina. It was a Boomtown in South Carolina. It was a Boomtown in South Carolina. It was a Boomtown conference. Every top team leader there

[22:57] conference. Every top team leader there conference. Every top team leader there had a business coach. And I came back had a business coach. And I came back had a business coach. And I came back from that hired my very first coach. Uh from that hired my very first coach. Uh from that hired my very first coach. Uh our very first call she asked me one our very first call she asked me one our very first call she asked me one question. She said, “Why do you want a question. She said, “Why do you want a question. She said, “Why do you want a team?” And I, you know, I’ve I’ve team?” And I, you know, I’ve I’ve team?” And I, you know, I’ve I’ve obviously I’ve said this so many times, obviously I’ve said this so many times, obviously I’ve said this so many times, it’s like it kind of rolls off the it’s like it kind of rolls off the it’s like it kind of rolls off the tongue. And I I said, and this is this tongue. And I I said, and this is this tongue. And I I said, and this is this isn’t exactly what I said, but I’m isn’t exactly what I said, but I’m isn’t exactly what I said, but I’m paraphrasing. I said, “Well, I want to

[23:17] paraphrasing. I said, “Well, I want to paraphrasing. I said, “Well, I want to leverage other human beings to be able leverage other human beings to be able leverage other human beings to be able to make more money.” And she said, to make more money.” And she said, to make more money.” And she said, “That’s the wrong answer, and when you “That’s the wrong answer, and when you “That’s the wrong answer, and when you figure out the right answer, call me figure out the right answer, call me figure out the right answer, call me back.” That was our first coaching call back.” That was our first coaching call back.” That was our first coaching call the first day. the first day. the first day. >> That was it. That was the And I just >> That was it. That was the And I just >> That was it. That was the And I just dropped like $1,000 and a US. And I’m dropped like $1,000 and a US. And I’m dropped like $1,000 and a US. And I’m like, “What? What do you even She’s like, “What? What do you even She’s like, “What? What do you even She’s like, when you figure it out, call me like, when you figure it out, call me

[23:38] like, when you figure it out, call me back.” So, took me a couple of weeks. I back.” So, took me a couple of weeks. I back.” So, took me a couple of weeks. I called her back. And then that’s when we called her back. And then that’s when we called her back. And then that’s when we started to we tore everything down and started to we tore everything down and started to we tore everything down and started to rebuild mission, vision, started to rebuild mission, vision, started to rebuild mission, vision, values, you know, all that kind of values, you know, all that kind of values, you know, all that kind of stuff. stuff. stuff. >> What was >> What was >> What was >> once I did that though? What’s that?

[23:50] >> once I did that though? What’s that? >> once I did that though? What’s that? >> What was the right answer? >> What was the right answer? >> What was the right answer? >> The right answer was that you should be >> The right answer was that you should be >> The right answer was that you should be you should be focused on building people you should be focused on building people you should be focused on building people and systems and not leveraging them to and systems and not leveraging them to and systems and not leveraging them to pad your pocket. If you focus on pad your pocket. If you focus on pad your pocket. If you focus on building systems first and then people, building systems first and then people, building systems first and then people, the money will come. And that was the the money will come. And that was the the money will come. And that was the right answer. And that’s that’s truly right answer. And that’s that’s truly right answer. And that’s that’s truly what my focus needed to be. And and you what my focus needed to be. And and you

[24:12] what my focus needed to be. And and you know, that’s really what what uh what know, that’s really what what uh what know, that’s really what what uh what drew me towards coaching ultimately. I drew me towards coaching ultimately. I drew me towards coaching ultimately. I mean, you know, having a team, you know, mean, you know, having a team, you know, mean, you know, having a team, you know, building that team. At one point, I building that team. At one point, I building that team. At one point, I think I was up to like six or seven think I was up to like six or seven think I was up to like six or seven agents on the team. So, every week I was agents on the team. So, every week I was agents on the team. So, every week I was meeting with realtors. Every week we meeting with realtors. Every week we meeting with realtors. Every week we were having our own meetings outside of were having our own meetings outside of were having our own meetings outside of the brokerage meetings. Every week I was the brokerage meetings. Every week I was the brokerage meetings. Every week I was training. Every week I was coaching. I

[24:32] training. Every week I was coaching. I training. Every week I was coaching. I was mentoring. And I’ll tell you, man, was mentoring. And I’ll tell you, man, was mentoring. And I’ll tell you, man, that’s what got me up in the morning. that’s what got me up in the morning. that’s what got me up in the morning. That’s I just loved doing that sort of That’s I just loved doing that sort of That’s I just loved doing that sort of thing. I was kind of I didn’t love the thing. I was kind of I didn’t love the thing. I was kind of I didn’t love the sales side of things. And I just I loved sales side of things. And I just I loved sales side of things. And I just I loved being able to have these really being able to have these really being able to have these really highlevel in-depth conversations with highlevel in-depth conversations with highlevel in-depth conversations with agents and and teaching them how to agents and and teaching them how to agents and and teaching them how to build their business. And so, um, 2014, build their business. And so, um, 2014, build their business. And so, um, 2014, we had a banner year. Uh by the end of

[24:54] we had a banner year. Uh by the end of we had a banner year. Uh by the end of 2015, I had decided that I was going to 2015, I had decided that I was going to 2015, I had decided that I was going to merge my team with a small boutique merge my team with a small boutique merge my team with a small boutique brokerage in Calgary. Uh which we did. brokerage in Calgary. Uh which we did. brokerage in Calgary. Uh which we did. So I had I think I brought over four So I had I think I brought over four So I had I think I brought over four agents at the time. They had five agents agents at the time. They had five agents agents at the time. They had five agents or six agents. So we grew from you know or six agents. So we grew from you know or six agents. So we grew from you know up to a 10 agent uh team 10 10 agent up to a 10 agent uh team 10 10 agent up to a 10 agent uh team 10 10 agent team. We ran like that through the team. We ran like that through the team. We ran like that through the entirety of 2016 as a as a team. Uh I entirety of 2016 as a as a team. Uh I entirety of 2016 as a as a team. Uh I think we did over 300 transactions that

[25:20] think we did over 300 transactions that think we did over 300 transactions that year which was which was pretty year which was which was pretty year which was which was pretty outstanding. And then by the end of outstanding. And then by the end of outstanding. And then by the end of 2016, we decided to shift gears and go 2016, we decided to shift gears and go 2016, we decided to shift gears and go from a team-based brokerage to a um to a from a team-based brokerage to a um to a from a team-based brokerage to a um to a more traditional style. So, we were an more traditional style. So, we were an more traditional style. So, we were an independent uh real estate company, but independent uh real estate company, but independent uh real estate company, but uh you know, we wound up growing that uh you know, we wound up growing that uh you know, we wound up growing that company from 2017 to 2019. I think we company from 2017 to 2019. I think we company from 2017 to 2019. I think we went from 9 to 115 agents.

[25:44] went from 9 to 115 agents. went from 9 to 115 agents. >> Wow. >> Wow. >> Wow. >> So, it was it was a the growth curve >> So, it was it was a the growth curve >> So, it was it was a the growth curve there was was uh was exceptional. Um, we there was was uh was exceptional. Um, we there was was uh was exceptional. Um, we were one of the fastest growing were one of the fastest growing were one of the fastest growing brokerages in our city at the time. brokerages in our city at the time. brokerages in our city at the time. >> Yeah, sounds like it. Wow, that’s crazy. >> Yeah, sounds like it. Wow, that’s crazy. >> Yeah, sounds like it. Wow, that’s crazy. >> Yeah. Yeah.

[25:56] >> Yeah. Yeah. >> Yeah. Yeah. >> Um, and then and that’s not what you’re >> Um, and then and that’s not what you’re >> Um, and then and that’s not what you’re doing anymore, right? Now, did you say doing anymore, right? Now, did you say doing anymore, right? Now, did you say you went back to being a solo agent? you went back to being a solo agent? you went back to being a solo agent? >> Yeah. So, I exited out of that company. >> Yeah. So, I exited out of that company. >> Yeah. So, I exited out of that company. Um, I wound up landing at the balloon Um, I wound up landing at the balloon Um, I wound up landing at the balloon for about 6 months. Uh, I was there and for about 6 months. Uh, I was there and for about 6 months. Uh, I was there and then u we decided that we were going to then u we decided that we were going to then u we decided that we were going to make this move out of Calgary and and make this move out of Calgary and and make this move out of Calgary and and move to Colona, BC. So, pack up our move to Colona, BC. So, pack up our

[26:16] move to Colona, BC. So, pack up our family and sell the house and make the family and sell the house and make the family and sell the house and make the move out here. So I decided to join EXP. move out here. So I decided to join EXP. move out here. So I decided to join EXP. Uh I was there for I think two years and Uh I was there for I think two years and Uh I was there for I think two years and then um wound up back at the balloon. Um then um wound up back at the balloon. Um then um wound up back at the balloon. Um during this whole time frame though I I during this whole time frame though I I during this whole time frame though I I had been um coaching. So I’d worked for had been um coaching. So I’d worked for had been um coaching. So I’d worked for a couple of coaching companies uh a couple of coaching companies uh a couple of coaching companies uh throughout that time frame. I obviously throughout that time frame. I obviously throughout that time frame. I obviously was doing my own thing with you know was doing my own thing with you know was doing my own thing with you know with my own clients as well. And um

[26:39] with my own clients as well. And um with my own clients as well. And um that’s that’s what my primary focus is that’s that’s what my primary focus is that’s that’s what my primary focus is today. I I I I still I’m still licensed today. I I I I still I’m still licensed today. I I I I still I’m still licensed in Calgary. I’m licensed here in Colona. in Calgary. I’m licensed here in Colona. in Calgary. I’m licensed here in Colona. So, I’ve got licenses in two provinces. So, I’ve got licenses in two provinces. So, I’ve got licenses in two provinces. Um, I don’t, you know, I’ve got I got a Um, I don’t, you know, I’ve got I got a Um, I don’t, you know, I’ve got I got a listing in Calgary. It’s co-listed with listing in Calgary. It’s co-listed with listing in Calgary. It’s co-listed with an agent there. It it isn’t my primary an agent there. It it isn’t my primary an agent there. It it isn’t my primary focus. My primary focus is on building focus. My primary focus is on building focus. My primary focus is on building community and uh helping agents build a community and uh helping agents build a

[27:01] community and uh helping agents build a bigger, more robust business that they bigger, more robust business that they bigger, more robust business that they can be proud of and one that isn’t going can be proud of and one that isn’t going can be proud of and one that isn’t going to completely suck all of their time to completely suck all of their time to completely suck all of their time away. away. away. >> Sure. >> Sure. >> Sure. >> I’ve been there. I’ve done that. you >> I’ve been there. I’ve done that. you >> I’ve been there. I’ve done that. you know, two kids at home, my wife would know, two kids at home, my wife would know, two kids at home, my wife would just, you know, she would get upset just, you know, she would get upset just, you know, she would get upset because I would jump and run. The phone because I would jump and run. The phone because I would jump and run. The phone would ring and I’d be out the door.

[27:21] would ring and I’d be out the door. would ring and I’d be out the door. >> Yeah. >> Yeah. >> Yeah. >> Finally, eventually she got wise to, you >> Finally, eventually she got wise to, you >> Finally, eventually she got wise to, you know, kind of the business and and the know, kind of the business and and the know, kind of the business and and the lingo and and she said to me one time as lingo and and she said to me one time as lingo and and she said to me one time as I was heading out the door to go meet I was heading out the door to go meet I was heading out the door to go meet these people that I’d never met. She these people that I’d never met. She these people that I’d never met. She said, “Well, have you met these people said, “Well, have you met these people said, “Well, have you met these people before?” “No.” “Well, are you going to before?” “No.” “Well, are you going to before?” “No.” “Well, are you going to qualify them? Did you qualify them?” qualify them? Did you qualify them?” qualify them? Did you qualify them?” Like this is my wife the teacher asking

[27:41] Like this is my wife the teacher asking Like this is my wife the teacher asking me like a sales question. Did you me like a sales question. Did you me like a sales question. Did you qualify these people? I’m like well qualify these people? I’m like well qualify these people? I’m like well >> no I’ll qualify them when I get and she >> no I’ll qualify them when I get and she >> no I’ll qualify them when I get and she said this to me and this is what really said this to me and this is what really said this to me and this is what really made me stop and think. She said don’t made me stop and think. She said don’t made me stop and think. She said don’t you think that your family deserves your you think that your family deserves your you think that your family deserves your time and attention? Like who are these time and attention? Like who are these time and attention? Like who are these people that you’re going out to run out people that you’re going out to run out people that you’re going out to run out run out and meet? They they don’t know run out and meet? They they don’t know

[28:00] run out and meet? They they don’t know you. You don’t know them. You don’t even you. You don’t know them. You don’t even you. You don’t know them. You don’t even know if they can buy a house or not. And know if they can buy a house or not. And know if they can buy a house or not. And you’re jumping and running. And that you’re jumping and running. And that you’re jumping and running. And that really gave me pause. that really kind really gave me pause. that really kind really gave me pause. that really kind of snapped me out of it and I was like, of snapped me out of it and I was like, of snapped me out of it and I was like, “Okay, I’ve got to fix some stuff. I got “Okay, I’ve got to fix some stuff. I got “Okay, I’ve got to fix some stuff. I got to figure out how to better qualify to figure out how to better qualify to figure out how to better qualify people over the phone.” And, you know, people over the phone.” And, you know, people over the phone.” And, you know, that’s where a lot of the sales training that’s where a lot of the sales training that’s where a lot of the sales training and stuff, the the things that I started

[28:19] and stuff, the the things that I started and stuff, the the things that I started looking into, that’s where that really looking into, that’s where that really looking into, that’s where that really started to come into play and I started started to come into play and I started started to come into play and I started to figure some things out. This is, you to figure some things out. This is, you to figure some things out. This is, you know, everything preai, right? So, you know, everything preai, right? So, you know, everything preai, right? So, you know, still had the internet, but, you know, still had the internet, but, you know, still had the internet, but, you know, pre- artificial intelligence.

[28:34] know, pre- artificial intelligence. know, pre- artificial intelligence. >> Yeah. I think I think there’s nothing >> Yeah. I think I think there’s nothing >> Yeah. I think I think there’s nothing harder than for me than being like you harder than for me than being like you harder than for me than being like you have a you know something urgent have a you know something urgent have a you know something urgent happening in a deal. You’re you’re you happening in a deal. You’re you’re you happening in a deal. You’re you’re you know there’s something there’s a big know there’s something there’s a big know there’s something there’s a big deal. You know that your client is just deal. You know that your client is just deal. You know that your client is just worked up, stressed out and you got to worked up, stressed out and you got to worked up, stressed out and you got to figure it out, figure it out, figure it out, >> but you’re also like around your family >> but you’re also like around your family >> but you’re also like around your family and your kids and they don’t get it. And

[28:57] and your kids and they don’t get it. And and your kids and they don’t get it. And and it’s just really hard to like and it’s just really hard to like and it’s just really hard to like because cuz also often it’s like you because cuz also often it’s like you because cuz also often it’s like you know I’m shooting a message and I’m know I’m shooting a message and I’m know I’m shooting a message and I’m waiting for a response and then I can be waiting for a response and then I can be waiting for a response and then I can be present and then it’s like back to present and then it’s like back to present and then it’s like back to stress and it’s like how do you how do stress and it’s like how do you how do stress and it’s like how do you how do you handle and deal with all that? It’s you handle and deal with all that? It’s you handle and deal with all that? It’s it can be can be incredibly hard. Um and it can be can be incredibly hard. Um and it can be can be incredibly hard. Um and it’s probably nothing that something it’s probably nothing that something it’s probably nothing that something that you can’t fully resolve but um I

[29:19] that you can’t fully resolve but um I that you can’t fully resolve but um I mean is that something you you were able mean is that something you you were able mean is that something you you were able to to find strategies for? to to find strategies for? to to find strategies for? >> Uh yes and no. um that specific >> Uh yes and no. um that specific >> Uh yes and no. um that specific situation is incredibly tough. Like you situation is incredibly tough. Like you situation is incredibly tough. Like you said, you’re in the middle of a said, you’re in the middle of a said, you’re in the middle of a transaction. It’s very hard for you just transaction. It’s very hard for you just transaction. It’s very hard for you just to shut off and say, “Nope, sorry. I’m to shut off and say, “Nope, sorry. I’m to shut off and say, “Nope, sorry. I’m not taking any more calls. I’m not not taking any more calls. I’m not not taking any more calls. I’m not responding to any more text messages.” responding to any more text messages.” responding to any more text messages.” Um you know, I think so that situation

[29:41] Um you know, I think so that situation Um you know, I think so that situation it the the strategy that I would deploy it the the strategy that I would deploy it the the strategy that I would deploy is to make sure that my wife knows is to make sure that my wife knows is to make sure that my wife knows exactly what’s going on. exactly what’s going on. exactly what’s going on. >> Yeah. >> Yeah. >> Yeah. >> And you know, my kids are not going to >> And you know, my kids are not going to >> And you know, my kids are not going to be able to know exactly what’s going on. be able to know exactly what’s going on. be able to know exactly what’s going on. So, it’s going to really be up to my So, it’s going to really be up to my So, it’s going to really be up to my partner to relay what’s happening with partner to relay what’s happening with partner to relay what’s happening with me to my kids. Hey, listen. Daddy’s got me to my kids. Hey, listen. Daddy’s got me to my kids. Hey, listen. Daddy’s got to work right now. It’s only going to to work right now. It’s only going to

[30:02] to work right now. It’s only going to take him a little while. His attention’s take him a little while. His attention’s take him a little while. His attention’s going to be turned for a little bit. going to be turned for a little bit. going to be turned for a little bit. And, you know, just give him some space And, you know, just give him some space And, you know, just give him some space and then he’ll be back, right? And so, and then he’ll be back, right? And so, and then he’ll be back, right? And so, that that that took a long time because that that that took a long time because that that that took a long time because a lot of it was I would be doing that a lot of it was I would be doing that a lot of it was I would be doing that thing. I’d be at a soccer game and I’d thing. I’d be at a soccer game and I’d thing. I’d be at a soccer game and I’d be typing those text messages and my be typing those text messages and my be typing those text messages and my wife would look at me and she would just wife would look at me and she would just wife would look at me and she would just she would be like what are you doing?

[30:23] she would be like what are you doing? she would be like what are you doing? Like we’re here watching your kid play Like we’re here watching your kid play Like we’re here watching your kid play soccer. Like why are you on your and she soccer. Like why are you on your and she soccer. Like why are you on your and she would always say like you’re always on would always say like you’re always on would always say like you’re always on your phone like you are you addicted to your phone like you are you addicted to your phone like you are you addicted to that thing? I still hear this today. I that thing? I still hear this today. I that thing? I still hear this today. I think you’re addicted to that thing. I’m think you’re addicted to that thing. I’m think you’re addicted to that thing. I’m like no more than you babe. Like I don’t like no more than you babe. Like I don’t like no more than you babe. Like I don’t know what you’re talking about. That’s know what you’re talking about. That’s know what you’re talking about. That’s always my comeback. She’s like you’re always my comeback. She’s like you’re

[30:41] always my comeback. She’s like you’re gaslighting me. gaslighting me. gaslighting me. So the you know if if you’re in this So the you know if if you’re in this So the you know if if you’re in this situation, if you’re uh if you’re in situation, if you’re uh if you’re in situation, if you’re uh if you’re in real estate and you’re you know you real estate and you’re you know you real estate and you’re you know you you’ve got a partner and you’ve got you’ve got a partner and you’ve got you’ve got a partner and you’ve got kids, you have to you have to be very kids, you have to you have to be very kids, you have to you have to be very transparent with your partner. You have transparent with your partner. You have transparent with your partner. You have to tell them exactly what’s going on.

[30:58] to tell them exactly what’s going on. to tell them exactly what’s going on. Babe, this this deal is falling apart. Babe, this this deal is falling apart. Babe, this this deal is falling apart. Remember I put that together just like Remember I put that together just like Remember I put that together just like two days ago? Yeah. Like the one that I two days ago? Yeah. Like the one that I two days ago? Yeah. Like the one that I was up until 11 o’clock at night putting was up until 11 o’clock at night putting was up until 11 o’clock at night putting together. Yeah, I remember. Okay. Well, together. Yeah, I remember. Okay. Well, together. Yeah, I remember. Okay. Well, it’s in danger of falling apart and I it’s in danger of falling apart and I it’s in danger of falling apart and I know we’re we’re headed out to, you know we’re we’re headed out to, you know we’re we’re headed out to, you know, our son’s soccer game, but I just know, our son’s soccer game, but I just know, our son’s soccer game, but I just need a little bit of leeway hereble in need a little bit of leeway hereble in need a little bit of leeway hereble in order for me to be able to save this

[31:17] order for me to be able to save this order for me to be able to save this thing and and be able to put it thing and and be able to put it thing and and be able to put it together. Like, know that I’m here. I together. Like, know that I’m here. I together. Like, know that I’m here. I will be present, but I just need a will be present, but I just need a will be present, but I just need a little bit of leeway. Like, when I when little bit of leeway. Like, when I when little bit of leeway. Like, when I when I would say things like that to my wife, I would say things like that to my wife, I would say things like that to my wife, it was great because she just wanted to it was great because she just wanted to it was great because she just wanted to be communicated to. She just wanted to be communicated to. She just wanted to be communicated to. She just wanted to know what was going on instead of me know what was going on instead of me know what was going on instead of me expecting her to know what was going on.

[31:33] expecting her to know what was going on. expecting her to know what was going on. Well, I’m on my phone. I’m working. Well, I’m on my phone. I’m working. Well, I’m on my phone. I’m working. Can’t you see that I’m working? Can’t you see that I’m working? Can’t you see that I’m working? >> Right? She doesn’t know. She has no idea >> Right? She doesn’t know. She has no idea >> Right? She doesn’t know. She has no idea what’s going on, right? She doesn’t have what’s going on, right? She doesn’t have what’s going on, right? She doesn’t have any idea of the importance of of what any idea of the importance of of what any idea of the importance of of what what this is like, you know, what if what this is like, you know, what if what this is like, you know, what if what if this is the only deal that I’ve what if this is the only deal that I’ve what if this is the only deal that I’ve done in the last 60 days, done in the last 60 days, done in the last 60 days, >> right? Because there’s a lot of agents >> right? Because there’s a lot of agents >> right? Because there’s a lot of agents that are in that that situation right

[31:52] that are in that that situation right that are in that that situation right now. And so, they feel the pressure to now. And so, they feel the pressure to now. And so, they feel the pressure to be able to to try to save that deal, to be able to to try to save that deal, to be able to to try to save that deal, to put that thing together so that they can put that thing together so that they can put that thing together so that they can make the mortgage payment, so that they make the mortgage payment, so that they make the mortgage payment, so that they can put the food on the table. can put the food on the table. can put the food on the table. >> Yeah. >> Yeah. >> Yeah. >> Right. So, it’s, you know, it’s it’s a >> Right. So, it’s, you know, it’s it’s a >> Right. So, it’s, you know, it’s it’s a delicate balance. My my biggest piece of delicate balance. My my biggest piece of delicate balance. My my biggest piece of advice is to make sure that you’re advice is to make sure that you’re advice is to make sure that you’re overcommunicating.

[32:09] overcommunicating. overcommunicating. >> That’s that’s really really good advice. >> That’s that’s really really good advice. >> That’s that’s really really good advice. And I think that is often one of the And I think that is often one of the And I think that is often one of the biggest pain points is that, you know, biggest pain points is that, you know, biggest pain points is that, you know, I’m so wrapped up in in this problem I’m so wrapped up in in this problem I’m so wrapped up in in this problem that I don’t do a great job that I don’t do a great job that I don’t do a great job communicating um to my spouse that there communicating um to my spouse that there communicating um to my spouse that there is a problem. Um and then then she can is a problem. Um and then then she can is a problem. Um and then then she can maybe help combat like that. It’s really maybe help combat like that. It’s really maybe help combat like that. It’s really hard. Kids don’t understand like if hard. Kids don’t understand like if hard. Kids don’t understand like if you’re on the phone like I have no

[32:33] you’re on the phone like I have no you’re on the phone like I have no ability to to them them them them them them them them them them them them them them them them them them them them them them them them them them them them them them them them them trying to like mouth them them them them trying to like mouth them them them them trying to like mouth something to me or whatever like trying something to me or whatever like trying something to me or whatever like trying to communicate like hey I want to watch to communicate like hey I want to watch to communicate like hey I want to watch TV or whatever they want to say to me it TV or whatever they want to say to me it TV or whatever they want to say to me it is like my mind’s going to explode like is like my mind’s going to explode like is like my mind’s going to explode like I can’t hear I can’t hear either of the I can’t hear I can’t hear either of the I can’t hear I can’t hear either of the people um right and yeah so yeah the people um right and yeah so yeah the people um right and yeah so yeah the clear communication I think is is clear communication I think is is

[32:52] clear communication I think is is definitely a really good advice for that definitely a really good advice for that definitely a really good advice for that situation and um situation and um situation and um >> yeah because your your kids don’t know I >> yeah because your your kids don’t know I >> yeah because your your kids don’t know I mean my kids didn’t Even even today, my mean my kids didn’t Even even today, my mean my kids didn’t Even even today, my kids are 16, they’ll be 17 in September. kids are 16, they’ll be 17 in September. kids are 16, they’ll be 17 in September. I mean, you know, there’s times where I mean, you know, there’s times where I mean, you know, there’s times where I’m in the office, my son will just walk I’m in the office, my son will just walk I’m in the office, my son will just walk into the office. I’m like I look at him into the office. I’m like I look at him into the office. I’m like I look at him like the the the look that’s on my face like the the the look that’s on my face like the the the look that’s on my face is like, “Dude, like what are you

[33:11] is like, “Dude, like what are you is like, “Dude, like what are you doing?” Like, I’m on the phone. He’s doing?” Like, I’m on the phone. He’s doing?” Like, I’m on the phone. He’s like, “Oh, oh, sorry. Sorry, Dad. Sorry, like, “Oh, oh, sorry. Sorry, Dad. Sorry, like, “Oh, oh, sorry. Sorry, Dad. Sorry, Dad.” Right? And he’s saying that out Dad.” Right? And he’s saying that out Dad.” Right? And he’s saying that out loud. I’m like, “I’m on the phone.” loud. I’m like, “I’m on the phone.” loud. I’m like, “I’m on the phone.” Sometimes my wife, like once a week, Sometimes my wife, like once a week, Sometimes my wife, like once a week, she’ll she’ll work from home. like she’s she’ll she’ll work from home. like she’s she’ll she’ll work from home. like she’s got her own office, but every Friday she got her own office, but every Friday she got her own office, but every Friday she she’ll take a couple of calls on on she’ll take a couple of calls on on she’ll take a couple of calls on on she’s a like I said, she’s a she’s a like I said, she’s a she’s a like I said, she’s a psychologist and so she’ll take a couple

[33:31] psychologist and so she’ll take a couple psychologist and so she’ll take a couple of calls on Friday and and the kids are of calls on Friday and and the kids are of calls on Friday and and the kids are on summer break right now. And so, you on summer break right now. And so, you on summer break right now. And so, you know, they for whatever reason are know, they for whatever reason are know, they for whatever reason are unaware that she’s working, that she’s unaware that she’s working, that she’s unaware that she’s working, that she’s on these calls. And you know, my son on these calls. And you know, my son on these calls. And you know, my son will go into the into the shower and will go into the into the shower and will go into the into the shower and like he’ll connect his phone to his like he’ll connect his phone to his like he’ll connect his phone to his Bluetooth speaker and crank the speaker Bluetooth speaker and crank the speaker Bluetooth speaker and crank the speaker up and my my wife is in the office up and my my wife is in the office up and my my wife is in the office going, “Oh my god.” like person on the

[33:52] going, “Oh my god.” like person on the going, “Oh my god.” like person on the other end could totally hear because other end could totally hear because other end could totally hear because everything’s paper thin, right? everything’s paper thin, right? everything’s paper thin, right? >> So, yeah, it’s, you know, like I said, >> So, yeah, it’s, you know, like I said, >> So, yeah, it’s, you know, like I said, they they just the kids don’t know. So, they they just the kids don’t know. So, they they just the kids don’t know. So, it’s important that the partner knows it’s important that the partner knows it’s important that the partner knows what the hell is going on so they they what the hell is going on so they they what the hell is going on so they they can effectively communicate that to the can effectively communicate that to the can effectively communicate that to the children.

[34:06] children. children. >> Yeah. >> Yeah. >> Yeah. >> That’s that’s great. Um, >> That’s that’s great. Um, >> That’s that’s great. Um, >> the the the the what you don’t want to >> the the the the what you don’t want to >> the the the the what you don’t want to have is your kids remembering you as have is your kids remembering you as have is your kids remembering you as being the one that was always on their being the one that was always on their being the one that was always on their phone, phone, phone, >> right? >> right? >> right? >> Yeah. >> Yeah. >> Yeah. or yeah or like constantly working, or yeah or like constantly working, or yeah or like constantly working, constantly like not able to like I mean constantly like not able to like I mean constantly like not able to like I mean that what I’m describing is I I hope not that what I’m describing is I I hope not that what I’m describing is I I hope not all the time but um just kind of the the all the time but um just kind of the the all the time but um just kind of the the the worst of my parenting like if like

[34:35] the worst of my parenting like if like the worst of my parenting like if like right I’m trying to to trying to balance right I’m trying to to trying to balance right I’m trying to to trying to balance parenting and problems not not just real parenting and problems not not just real parenting and problems not not just real estate like I mean for the most part I estate like I mean for the most part I estate like I mean for the most part I can shut off and I can you know respond can shut off and I can you know respond can shut off and I can you know respond to people I’m not responding to people to people I’m not responding to people to people I’m not responding to people all through the evening uh text messages all through the evening uh text messages all through the evening uh text messages etc. Uh but when when yeah when those etc. Uh but when when yeah when those etc. Uh but when when yeah when those issues arise, I think I just I feel like issues arise, I think I just I feel like issues arise, I think I just I feel like that’s like where I look back and I’m that’s like where I look back and I’m

[34:56] that’s like where I look back and I’m like, man, I hope they don’t just like, man, I hope they don’t just like, man, I hope they don’t just remember these like moments and that, remember these like moments and that, remember these like moments and that, >> right? >> right? >> right? >> Um you know, and and I’d love to have >> Um you know, and and I’d love to have >> Um you know, and and I’d love to have them, you know, have fun in the business them, you know, have fun in the business them, you know, have fun in the business because like, you know, I try to take because like, you know, I try to take because like, you know, I try to take them to to do some things every once in them to to do some things every once in them to to do some things every once in a while and they get to come see some a while and they get to come see some a while and they get to come see some cool properties or meet some people. Uh cool properties or meet some people. Uh cool properties or meet some people. Uh which I hope there’s some of that which I hope there’s some of that

[35:14] which I hope there’s some of that balance as well where they they can balance as well where they they can balance as well where they they can maybe see the flexibility um all that maybe see the flexibility um all that maybe see the flexibility um all that kind of stuff and have that be their kind of stuff and have that be their kind of stuff and have that be their their memories um from growing up. their memories um from growing up. their memories um from growing up. >> Yeah, I I had that as well. I you know I >> Yeah, I I had that as well. I you know I >> Yeah, I I had that as well. I you know I I brought my kids to on showings. I I brought my kids to on showings. I I brought my kids to on showings. I would bring them to uh you know as long would bring them to uh you know as long would bring them to uh you know as long as the properties were vacant sometimes as the properties were vacant sometimes as the properties were vacant sometimes they could come inside with the client they could come inside with the client they could come inside with the client and as long as the client was cool with

[35:34] and as long as the client was cool with and as long as the client was cool with it. Yeah. Um, you know, we we used to it. Yeah. Um, you know, we we used to it. Yeah. Um, you know, we we used to have rental properties in Calgary, so have rental properties in Calgary, so have rental properties in Calgary, so they would, you know, come into the they would, you know, come into the they would, you know, come into the rental property and help us out with, rental property and help us out with, rental property and help us out with, you know, clean up and and all that kind you know, clean up and and all that kind you know, clean up and and all that kind of stuff. So, they got to see the sweat of stuff. So, they got to see the sweat of stuff. So, they got to see the sweat equity side of it equity side of it equity side of it >> as well. So, I think I think that all of >> as well. So, I think I think that all of >> as well. So, I think I think that all of that’s important 100%. The thing that is that’s important 100%. The thing that is that’s important 100%. The thing that is the most important thing is when you

[35:52] the most important thing is when you the most important thing is when you know that you can put your phone down, know that you can put your phone down, know that you can put your phone down, put your devices down, and go throw the put your devices down, and go throw the put your devices down, and go throw the football. Like my son, last night we football. Like my son, last night we football. Like my son, last night we finished dinner, he’s like, “Dad, do you finished dinner, he’s like, “Dad, do you finished dinner, he’s like, “Dad, do you want to He’s like he’s plays senior want to He’s like he’s plays senior want to He’s like he’s plays senior football this year. this is his last football this year. this is his last football this year. this is his last year before he’s like potentially going year before he’s like potentially going year before he’s like potentially going to college to play. And uh he’s like, to college to play. And uh he’s like, to college to play. And uh he’s like, “Dad, will you come out to the field and “Dad, will you come out to the field and “Dad, will you come out to the field and throw with me?” And uh my wife is like,

[36:10] throw with me?” And uh my wife is like, throw with me?” And uh my wife is like, “Well, you know, why don’t you let your “Well, you know, why don’t you let your “Well, you know, why don’t you let your dad rest? Like he you know, you guys got dad rest? Like he you know, you guys got dad rest? Like he you know, you guys got I’m leaving tomorrow. Like you know, I’m leaving tomorrow. Like you know, I’m leaving tomorrow. Like you know, you’ve got tomorrow. You guys can go out you’ve got tomorrow. You guys can go out you’ve got tomorrow. You guys can go out tomorrow.” I’m like, “No, no, no, no. tomorrow.” I’m like, “No, no, no, no. tomorrow.” I’m like, “No, no, no, no. I’m good.” Like you do, you finish up I’m good.” Like you do, you finish up I’m good.” Like you do, you finish up the dishes. Give me 10 minutes. Let me the dishes. Give me 10 minutes. Let me the dishes. Give me 10 minutes. Let me finish this thing that I’m working on finish this thing that I’m working on finish this thing that I’m working on and I’ll come out, right? Like I again I and I’ll come out, right? Like I again I and I’ll come out, right? Like I again I don’t want him to to feel like I didn’t

[36:30] don’t want him to to feel like I didn’t don’t want him to to feel like I didn’t have the time to put down doing what I have the time to put down doing what I have the time to put down doing what I was doing to go spend time with him. I was doing to go spend time with him. I was doing to go spend time with him. I want him to remember those times like want him to remember those times like want him to remember those times like >> my dad was willing and my daughter as >> my dad was willing and my daughter as >> my dad was willing and my daughter as well. My dad was willing to come out to well. My dad was willing to come out to well. My dad was willing to come out to the field and throw with me.

[36:41] the field and throw with me. the field and throw with me. >> He was willing to put down because look, >> He was willing to put down because look, >> He was willing to put down because look, I’m modeling this behavior, right? This I’m modeling this behavior, right? This I’m modeling this behavior, right? This is something that they’re that they’re is something that they’re that they’re is something that they’re that they’re not only going to remember. It’s the not only going to remember. It’s the not only going to remember. It’s the legacy piece. They’re not only going to legacy piece. They’re not only going to legacy piece. They’re not only going to remember it as as, you know, later in remember it as as, you know, later in remember it as as, you know, later in their adolescence into their young their adolescence into their young their adolescence into their young adulthood, but they’re also going to see adulthood, but they’re also going to see adulthood, but they’re also going to see this type of behavior when they’re their this type of behavior when they’re their this type of behavior when they’re their own parent, right? When they’re

[37:00] own parent, right? When they’re own parent, right? When they’re parenting their own children. parenting their own children. parenting their own children. >> And so, if I’m modeling the behavior >> And so, if I’m modeling the behavior >> And so, if I’m modeling the behavior where I’m connected to these freaking where I’m connected to these freaking where I’m connected to these freaking devices all the time, right? They’re devices all the time, right? They’re devices all the time, right? They’re going to they they they learn what they going to they they they learn what they going to they they they learn what they live and they’re going to see that. live and they’re going to see that.

[37:11] live and they’re going to see that. That’s how they’re going to wind up That’s how they’re going to wind up That’s how they’re going to wind up parenting. But if I can put the devices parenting. But if I can put the devices parenting. But if I can put the devices down and I say, “Yes, absolutely. Let’s down and I say, “Yes, absolutely. Let’s down and I say, “Yes, absolutely. Let’s go.” Right? Let’s just go have fun. go.” Right? Let’s just go have fun. go.” Right? Let’s just go have fun. Let’s go do the thing. Hopefully, I’m Let’s go do the thing. Hopefully, I’m Let’s go do the thing. Hopefully, I’m modeling that right behavior so that modeling that right behavior so that modeling that right behavior so that they can be the same type of parent and they can be the same type of parent and they can be the same type of parent and improve upon that, improve upon that, improve upon that, >> right?

[37:27] >> right? >> right? >> Constantly making improvements. I mean, >> Constantly making improvements. I mean, >> Constantly making improvements. I mean, you know, I think I’ve improved from you know, I think I’ve improved from you know, I think I’ve improved from where my upbringing was. I had a pretty where my upbringing was. I had a pretty where my upbringing was. I had a pretty damn good upbringing, but I think I’ve damn good upbringing, but I think I’ve damn good upbringing, but I think I’ve been able to make some improvements and been able to make some improvements and been able to make some improvements and I’m I’m hoping that my kids feel the I’m I’m hoping that my kids feel the I’m I’m hoping that my kids feel the same way that they had a really good same way that they had a really good same way that they had a really good upbringing, but you know, there’s always upbringing, but you know, there’s always upbringing, but you know, there’s always room for improvement.

[37:43] room for improvement. room for improvement. >> Yeah, totally. And I think that um you >> Yeah, totally. And I think that um you >> Yeah, totally. And I think that um you know another thing I hope they are know another thing I hope they are know another thing I hope they are imparted with is you know my kids are my imparted with is you know my kids are my imparted with is you know my kids are my oldest is uh in school. She’s going oldest is uh in school. She’s going oldest is uh in school. She’s going she’s going to third grade and um she she’s going to third grade and um she she’s going to third grade and um she you know her world is like I want to be you know her world is like I want to be you know her world is like I want to be a teacher because like they’re in a teacher because like they’re in a teacher because like they’re in charge.

[38:02] charge. charge. >> That’s like how her brain works. >> That’s like how her brain works. >> That’s like how her brain works. >> And like I’m not saying I’m not I’m not >> And like I’m not saying I’m not I’m not >> And like I’m not saying I’m not I’m not never going to discourage her for being never going to discourage her for being never going to discourage her for being a teacher but I also think it’s really a teacher but I also think it’s really a teacher but I also think it’s really important uh because she’s not going to important uh because she’s not going to important uh because she’s not going to get this in school to see the other side get this in school to see the other side get this in school to see the other side of the world. like you you look at the of the world. like you you look at the of the world. like you you look at the Rich Dad Poor Dad kind of um thing and Rich Dad Poor Dad kind of um thing and Rich Dad Poor Dad kind of um thing and you know to see what it’s like to have you know to see what it’s like to have you know to see what it’s like to have your own business to to kind of set your

[38:22] your own business to to kind of set your your own business to to kind of set your own schedule and the guest and the the own schedule and the guest and the the own schedule and the guest and the the good and the bad with that. Uh but but good and the bad with that. Uh but but good and the bad with that. Uh but but also you mentioned the rentals, you also you mentioned the rentals, you also you mentioned the rentals, you know, like having, you know, having them know, like having, you know, having them know, like having, you know, having them we’ve we’ve had them, you know, do flips we’ve we’ve had them, you know, do flips we’ve we’ve had them, you know, do flips or clean help clean flips up or help be or clean help clean flips up or help be or clean help clean flips up or help be around us while we’re kind of finishing around us while we’re kind of finishing around us while we’re kind of finishing up a flip or um you know, rentals, all up a flip or um you know, rentals, all up a flip or um you know, rentals, all that kind of stuff, burst strategies.

[38:41] that kind of stuff, burst strategies. that kind of stuff, burst strategies. So, uh, and and it’s kind of it’s it’s So, uh, and and it’s kind of it’s it’s So, uh, and and it’s kind of it’s it’s kind of weird, uh, for me, uh, not kind of weird, uh, for me, uh, not kind of weird, uh, for me, uh, not having grown up with, uh, you know, having grown up with, uh, you know, having grown up with, uh, you know, wealthy family or anything like that to wealthy family or anything like that to wealthy family or anything like that to then also see what how that’s going to then also see what how that’s going to then also see what how that’s going to change their life. Um, you know, there’s change their life. Um, you know, there’s change their life. Um, you know, there’s good and bad potentially with that as good and bad potentially with that as good and bad potentially with that as well and and how they perceive the well and and how they perceive the well and and how they perceive the world. We have um world. We have um world. We have um >> we have a very large trailer park um on >> we have a very large trailer park um on

[39:06] >> we have a very large trailer park um on the bus bus route that my daughter uh the bus bus route that my daughter uh the bus bus route that my daughter uh goes to. So, it’s it’s about I would say goes to. So, it’s it’s about I would say goes to. So, it’s it’s about I would say 95% of the bus is filled with up with 95% of the bus is filled with up with 95% of the bus is filled with up with people from the trailer park people from the trailer park people from the trailer park >> and then then there’s like three white >> and then then there’s like three white >> and then then there’s like three white girls that get off at the the country girls that get off at the the country girls that get off at the the country club.

[39:26] club. club. >> Okay. Yeah. >> Okay. Yeah. >> Okay. Yeah. >> It’s just I’m like there’s dynamics like >> It’s just I’m like there’s dynamics like >> It’s just I’m like there’s dynamics like that. You’re just like how how is that that. You’re just like how how is that that. You’re just like how how is that going to play out for them? and and going to play out for them? and and going to play out for them? and and right, you know, us being married to uh right, you know, us being married to uh right, you know, us being married to uh women of psychology, uh you can’t help women of psychology, uh you can’t help women of psychology, uh you can’t help but but think about those things.

[39:41] but but think about those things. but but think about those things. >> Oh, 100%. And you know, I’ve got a >> Oh, 100%. And you know, I’ve got a >> Oh, 100%. And you know, I’ve got a daughter. It’s funny. Your daughter daughter. It’s funny. Your daughter daughter. It’s funny. Your daughter wants to be a teacher. Mine wants to be wants to be a teacher. Mine wants to be wants to be a teacher. Mine wants to be a psychologist. a psychologist. a psychologist. >> There you go. Yeah. >> There you go. Yeah. >> There you go. Yeah. >> Yeah. She’s she’s taking AP psychology >> Yeah. She’s she’s taking AP psychology >> Yeah. She’s she’s taking AP psychology next semester. So, Wow. And law. And she next semester. So, Wow. And law. And she next semester. So, Wow. And law. And she like she wants to marry those two like she wants to marry those two like she wants to marry those two things. So, I’m like, yes, 100% all in.

[39:57] things. So, I’m like, yes, 100% all in. things. So, I’m like, yes, 100% all in. You go. You go. You go. >> Yeah. >> Yeah. >> Yeah. >> That’s really cool. >> That’s really cool. >> That’s really cool. >> Yeah. >> Yeah. >> Yeah. >> Yeah. Well, um I I’m curious if you >> Yeah. Well, um I I’m curious if you >> Yeah. Well, um I I’m curious if you would have I mean you obviously probably would have I mean you obviously probably would have I mean you obviously probably have a lot of golden nuggets, but if you have a lot of golden nuggets, but if you have a lot of golden nuggets, but if you have one that you’d want to share to our have one that you’d want to share to our have one that you’d want to share to our listeners, it could be for people listeners, it could be for people listeners, it could be for people getting started or just, you know, in getting started or just, you know, in getting started or just, you know, in general for real estate sales, what general for real estate sales, what general for real estate sales, what would that be?

[40:17] would that be? would that be? >> Um well, I mean, yeah, there’s there’s a >> Um well, I mean, yeah, there’s there’s a >> Um well, I mean, yeah, there’s there’s a ton of stuff that I could talk about. I ton of stuff that I could talk about. I ton of stuff that I could talk about. I think the the biggest thing that I I think the the biggest thing that I I think the the biggest thing that I I want to talk about that I have been want to talk about that I have been want to talk about that I have been talking about talking about talking about >> at length for probably the last year or >> at length for probably the last year or >> at length for probably the last year or so now uh is artificial intelligence AI.

[40:31] so now uh is artificial intelligence AI. so now uh is artificial intelligence AI. Um, you know, I mentioned it a little Um, you know, I mentioned it a little Um, you know, I mentioned it a little bit earlier in the podcast, but this is bit earlier in the podcast, but this is bit earlier in the podcast, but this is this is something that I wrote an this is something that I wrote an this is something that I wrote an article. Um, we’ve got a a publication article. Um, we’ve got a a publication article. Um, we’ve got a a publication up here in Canada called Real Estate up here in Canada called Real Estate up here in Canada called Real Estate Magazine, and I wrote an article, and Magazine, and I wrote an article, and Magazine, and I wrote an article, and essentially I was I was making the case essentially I was I was making the case essentially I was I was making the case for artificial intelligence potentially for artificial intelligence potentially for artificial intelligence potentially replacing one side of the real estate replacing one side of the real estate replacing one side of the real estate transaction, and that being the buyer’s

[40:51] transaction, and that being the buyer’s transaction, and that being the buyer’s agent. Um, and I think I made a pretty agent. Um, and I think I made a pretty agent. Um, and I think I made a pretty darn good case for it. Um, darn good case for it. Um, darn good case for it. Um, it’s it should if artificial it’s it should if artificial it’s it should if artificial intelligence doesn’t have people freaked intelligence doesn’t have people freaked intelligence doesn’t have people freaked out, it should, especially in the out, it should, especially in the out, it should, especially in the business world. Not not just in real business world. Not not just in real business world. Not not just in real estate, but every business. I think it estate, but every business. I think it estate, but every business. I think it was Microsoft here a couple of months was Microsoft here a couple of months was Microsoft here a couple of months ago just laid off like 4,000 programmers ago just laid off like 4,000 programmers ago just laid off like 4,000 programmers or something crazy.

[41:13] or something crazy. or something crazy. >> And why do they do that? Well, because >> And why do they do that? Well, because >> And why do they do that? Well, because they’re utilizing their own artificial they’re utilizing their own artificial they’re utilizing their own artificial intelligence to replace those jobs. That intelligence to replace those jobs. That intelligence to replace those jobs. That is going to continue to happen. And I is going to continue to happen. And I is going to continue to happen. And I think the agents that really start to think the agents that really start to think the agents that really start to get in tune with and start to embrace get in tune with and start to embrace get in tune with and start to embrace artificial intelligence are going to be artificial intelligence are going to be artificial intelligence are going to be the ones that um grow and scale their the ones that um grow and scale their the ones that um grow and scale their business the fastest. Um I just finished business the fastest. Um I just finished business the fastest. Um I just finished teaching a course inside the uh the

[41:36] teaching a course inside the uh the teaching a course inside the uh the Remax network. It was a four-week course Remax network. It was a four-week course Remax network. It was a four-week course that I put together and uh it it that I put together and uh it it that I put together and uh it it basically, you know, took them from, you basically, you know, took them from, you basically, you know, took them from, you know, prompt engineering all the way to know, prompt engineering all the way to know, prompt engineering all the way to building um uh uh presentations inside building um uh uh presentations inside building um uh uh presentations inside of, you know, certain AI technologies of, you know, certain AI technologies of, you know, certain AI technologies where you put in a prompt and the entire where you put in a prompt and the entire where you put in a prompt and the entire like basically slide deck is built with like basically slide deck is built with like basically slide deck is built with you within seconds. Um to showing them you within seconds. Um to showing them you within seconds. Um to showing them how to utilize uh like avatar style

[42:01] how to utilize uh like avatar style how to utilize uh like avatar style videos and and uploading that content videos and and uploading that content videos and and uploading that content onto your social channels. um you know onto your social channels. um you know onto your social channels. um you know all the way into you know utilizing AI all the way into you know utilizing AI all the way into you know utilizing AI as an assistant to to help you with as an assistant to to help you with as an assistant to to help you with strategic initiatives to strategically strategic initiatives to strategically strategic initiatives to strategically grow your business. So I think agents grow your business. So I think agents grow your business. So I think agents that are they’re they’re not just going that are they’re they’re not just going that are they’re they’re not just going to catch GBT to help them build out to catch GBT to help them build out to catch GBT to help them build out their listing descriptions, their listing descriptions, their listing descriptions, >> but they’re actually starting to learn

[42:22] >> but they’re actually starting to learn >> but they’re actually starting to learn it and starting to embrace it as part of it and starting to embrace it as part of it and starting to embrace it as part of their business model. Those are going to their business model. Those are going to their business model. Those are going to be the ones in the next 3 to 5 years be the ones in the next 3 to 5 years be the ones in the next 3 to 5 years that will surpass those agents that are that will surpass those agents that are that will surpass those agents that are like top 1%, top 5%, top 10% in their like top 1%, top 5%, top 10% in their like top 1%, top 5%, top 10% in their marketplace. Um, we’ve got a guy here in marketplace. Um, we’ve got a guy here in marketplace. Um, we’ve got a guy here in our office, young guy. Um, you know, he our office, young guy. Um, you know, he our office, young guy. Um, you know, he he started door knockocking. I showed he started door knockocking. I showed he started door knockocking. I showed him how to how to do a market him how to how to do a market

[42:43] him how to how to do a market evaluation, how to have AI do a CMA for evaluation, how to have AI do a CMA for evaluation, how to have AI do a CMA for him, and then how to take that CMA and him, and then how to take that CMA and him, and then how to take that CMA and put it into uh, you know, another piece put it into uh, you know, another piece put it into uh, you know, another piece of AI technology to build out a build of AI technology to build out a build of AI technology to build out a build out a presentation. and it absolutely out a presentation. and it absolutely out a presentation. and it absolutely blew his mind. He’s his his goal, his blew his mind. He’s his his goal, his blew his mind. He’s his his goal, his focus is to build his database by seven focus is to build his database by seven focus is to build his database by seven people every single week. So he goes people every single week. So he goes people every single week. So he goes out, he door knocks, he wants to get out, he door knocks, he wants to get out, he door knocks, he wants to get seven people into his database every

[43:05] seven people into his database every seven people into his database every single week. And so how does he do that? single week. And so how does he do that? single week. And so how does he do that? One of the things that he offers is to One of the things that he offers is to One of the things that he offers is to do a market evaluation. So think about do a market evaluation. So think about do a market evaluation. So think about that. Like the average CMA that he does that. Like the average CMA that he does that. Like the average CMA that he does takes him two to three hours to perform. takes him two to three hours to perform. takes him two to three hours to perform. >> Yeah. >> Yeah.

[43:16] >> Yeah. >> If he’s if he’s doing putting seven >> If he’s if he’s doing putting seven >> If he’s if he’s doing putting seven people into his database every single people into his database every single people into his database every single week and all seven say yes, give me a week and all seven say yes, give me a week and all seven say yes, give me a CMA. Well, that’s that’s half of his CMA. Well, that’s that’s half of his CMA. Well, that’s that’s half of his week right there is eating up and doing week right there is eating up and doing week right there is eating up and doing CMAs. Well, the CMA this the AI can do CMAs. Well, the CMA this the AI can do CMAs. Well, the CMA this the AI can do the CMA in minutes. The the amount of the CMA in minutes. The the amount of the CMA in minutes. The the amount of time that it’s going to take you the time that it’s going to take you the time that it’s going to take you the most amount of time that it’s going to most amount of time that it’s going to most amount of time that it’s going to take you is to find the comparables

[43:34] take you is to find the comparables take you is to find the comparables inside of your matrix system and then inside of your matrix system and then inside of your matrix system and then upload them into the AI and give it the upload them into the AI and give it the upload them into the AI and give it the right prompt. The AI will do will take right prompt. The AI will do will take right prompt. The AI will do will take over and do the rest of the work. So, over and do the rest of the work. So, over and do the rest of the work. So, when he saw that, he was like, “Holy when he saw that, he was like, “Holy when he saw that, he was like, “Holy crap, I can do these all in like, you crap, I can do these all in like, you crap, I can do these all in like, you know, 200 minutes instead of 20 hours, know, 200 minutes instead of 20 hours, know, 200 minutes instead of 20 hours, right?” like absolutely like three hours right?” like absolutely like three hours right?” like absolutely like three hours versus 20. It’s absolutely mind-blowing versus 20. It’s absolutely mind-blowing versus 20. It’s absolutely mind-blowing stuff.

[43:54] stuff. stuff. >> Yeah, it it it’s definitely not going >> Yeah, it it it’s definitely not going >> Yeah, it it it’s definitely not going anywhere. That cat’s out of the bag. anywhere. That cat’s out of the bag. anywhere. That cat’s out of the bag. >> 100% it is. >> 100% it is. >> 100% it is. >> Yeah. I’ve got a good friend that’s uh >> Yeah. I’ve got a good friend that’s uh >> Yeah. I’ve got a good friend that’s uh he’s in IT security. He has he has a he’s in IT security. He has he has a he’s in IT security. He has he has a company in Silicon Valley and company in Silicon Valley and company in Silicon Valley and the stuff that he tells me, man, he’s the stuff that he tells me, man, he’s the stuff that he tells me, man, he’s like, you know, there they he told me like, you know, there they he told me like, you know, there they he told me two years ago that they were working on two years ago that they were working on two years ago that they were working on chatbt5 chatbt5 chatbt5 >> and this is when like 35 was out, right?

[44:18] >> and this is when like 35 was out, right? >> and this is when like 35 was out, right? He’s like, “They’re already working on G He’s like, “They’re already working on G He’s like, “They’re already working on G GPT5.” I’m like, “Well, what are they GPT5.” I’m like, “Well, what are they GPT5.” I’m like, “Well, what are they working on?” And everything that he told working on?” And everything that he told working on?” And everything that he told me they were working on is exactly what me they were working on is exactly what me they were working on is exactly what it is today. it is today. it is today. >> Came out. >> Came out. >> Came out. >> Like, yeah. He’s like, “Yeah.” So, I’m >> Like, yeah. He’s like, “Yeah.” So, I’m >> Like, yeah. He’s like, “Yeah.” So, I’m like, “Well, what are they working on like, “Well, what are they working on like, “Well, what are they working on now?” He’s like, “JBT8, now?” He’s like, “JBT8, now?” He’s like, “JBT8, right?” It’s like, and he told me this right?” It’s like, and he told me this right?” It’s like, and he told me this story about um, you know, a couple of

[44:36] story about um, you know, a couple of story about um, you know, a couple of years ago. So, there’s like really four years ago. So, there’s like really four years ago. So, there’s like really four or five companies that kind of control or five companies that kind of control or five companies that kind of control the AI matrix, right? And um these these the AI matrix, right? And um these these the AI matrix, right? And um these these uh engineers, these scientists decided uh engineers, these scientists decided uh engineers, these scientists decided that they were going to perform an that they were going to perform an that they were going to perform an experiment. They were going to open the experiment. They were going to open the experiment. They were going to open the door, let let the firewall open and see door, let let the firewall open and see door, let let the firewall open and see what happens with uh these these AI what happens with uh these these AI what happens with uh these these AI models. And uh he was telling me like models. And uh he was telling me like models. And uh he was telling me like within minutes these AI models were

[44:59] within minutes these AI models were within minutes these AI models were chatting back and forth with each other chatting back and forth with each other chatting back and forth with each other and within a couple of hours had already and within a couple of hours had already and within a couple of hours had already created their own language. created their own language. created their own language. They were speaking to I said, “Well, why They were speaking to I said, “Well, why They were speaking to I said, “Well, why why did they create their own language?” why did they create their own language?” why did they create their own language?” He said, “Two reasons. Number one, He said, “Two reasons. Number one, He said, “Two reasons. Number one, efficiency. Number two, so that humans efficiency. Number two, so that humans efficiency. Number two, so that humans couldn’t understand it.

[45:16] couldn’t understand it. couldn’t understand it. >> That’s crazy. >> That’s crazy. >> That’s crazy. >> Yeah. So then I’m like, “All right, >> Yeah. So then I’m like, “All right, >> Yeah. So then I’m like, “All right, Terminator, anyone?” Terminator, anyone?” Terminator, anyone?” >> Yeah, >> Yeah, >> Yeah, >> it can be it can be incredibly scary. I >> it can be it can be incredibly scary. I >> it can be it can be incredibly scary. I mean, did you hear about the u the the mean, did you hear about the u the the mean, did you hear about the u the the AI think it was a AI chat group um that AI think it was a AI chat group um that AI think it was a AI chat group um that one of them ended up creating a one of them ended up creating a one of them ended up creating a cryptocurrency that was then also had cryptocurrency that was then also had cryptocurrency that was then also had like a marketing campaign or something like a marketing campaign or something like a marketing campaign or something and it was worth I forget how much it

[45:38] and it was worth I forget how much it and it was worth I forget how much it was a lot. It was millions. was a lot. It was millions. was a lot. It was millions. >> Um But but you start seeing you start >> Um But but you start seeing you start >> Um But but you start seeing you start piecing together, okay, this is how like piecing together, okay, this is how like piecing together, okay, this is how like this internet computer could also also this internet computer could also also this internet computer could also also have power like right they can have power like right they can have power like right they can >> take that crypto and and turn it into US >> take that crypto and and turn it into US >> take that crypto and and turn it into US dollars somehow um maybe by paying dollars somehow um maybe by paying dollars somehow um maybe by paying somebody to do it somebody to do it somebody to do it >> but >> but >> but >> we’re we’re seeing AI generated art now >> we’re we’re seeing AI generated art now >> we’re we’re seeing AI generated art now like music

[46:01] like music like music >> there was a there was that that uh that >> there was a there was that that uh that >> there was a there was that that uh that group air quotes group uh that got put group air quotes group uh that got put group air quotes group uh that got put together and it was uh there was no together and it was uh there was no together and it was uh there was no group. It was it was an AI generated group. It was it was an AI generated group. It was it was an AI generated musical group and and they had like a musical group and and they had like a musical group and and they had like a hit song. So, whoever created the hit song. So, whoever created the hit song. So, whoever created the musical group wound up having this hit musical group wound up having this hit musical group wound up having this hit song and it like I actually I created I song and it like I actually I created I song and it like I actually I created I wanted to give my wife something wanted to give my wife something wanted to give my wife something completely different, something that I’d completely different, something that I’d

[46:25] completely different, something that I’d never given her before in our 19 years never given her before in our 19 years never given her before in our 19 years in marriage. And so, I wrote her a song. in marriage. And so, I wrote her a song. in marriage. And so, I wrote her a song. So, my AI, Carl and I sat down. We wrote So, my AI, Carl and I sat down. We wrote So, my AI, Carl and I sat down. We wrote a song together and then I put it into a a song together and then I put it into a a song together and then I put it into a piece of AI software and I I built out piece of AI software and I I built out piece of AI software and I I built out like the tune and then found the the AI like the tune and then found the the AI like the tune and then found the the AI voice that I wanted to sing the song and voice that I wanted to sing the song and voice that I wanted to sing the song and I put it all I produced this whole thing I put it all I produced this whole thing I put it all I produced this whole thing and I gave it to my wife as a as an and I gave it to my wife as a as an and I gave it to my wife as a as an anniversary gift.

[46:50] anniversary gift. anniversary gift. >> That’s awesome. >> That’s awesome. >> That’s awesome. >> Yeah. >> Yeah. >> Yeah. >> But yeah, it’s it could back to like it >> But yeah, it’s it could back to like it >> But yeah, it’s it could back to like it being scary. Um I think at the same time being scary. Um I think at the same time being scary. Um I think at the same time you you not participating in it is not you you not participating in it is not you you not participating in it is not going to make it stop. So like I I think going to make it stop. So like I I think going to make it stop. So like I I think I think it it is pertinent to um to I think it it is pertinent to um to I think it it is pertinent to um to learn as best as you can uh because it learn as best as you can uh because it learn as best as you can uh because it is rapidly evolving. I actually just uh is rapidly evolving. I actually just uh is rapidly evolving. I actually just uh I spent about $200 on a on like a a I spent about $200 on a on like a a I spent about $200 on a on like a a month worth of uh a community uh for for

[47:23] month worth of uh a community uh for for month worth of uh a community uh for for automations and and AI and everything. automations and and AI and everything. automations and and AI and everything. And I, you know, I think I got that out And I, you know, I think I got that out And I, you know, I think I got that out of it. I don’t know if I will continue of it. I don’t know if I will continue of it. I don’t know if I will continue for another month, but um I think it’s for another month, but um I think it’s for another month, but um I think it’s worth spending money. I think it’s worth worth spending money. I think it’s worth worth spending money. I think it’s worth spending, you know, having the at least spending, you know, having the at least spending, you know, having the at least >> Chat GPT um as you know, the the $20 a >> Chat GPT um as you know, the the $20 a >> Chat GPT um as you know, the the $20 a month uh program and if not others, if month uh program and if not others, if month uh program and if not others, if not doing the $200 a month um depending not doing the $200 a month um depending

[47:46] not doing the $200 a month um depending on how robust you’re going with it all. on how robust you’re going with it all. on how robust you’re going with it all. So I yeah, definitely agree on that. So I yeah, definitely agree on that. So I yeah, definitely agree on that. >> Yeah. Yeah. If you’re if you’re not on >> Yeah. Yeah. If you’re if you’re not on >> Yeah. Yeah. If you’re if you’re not on the train, it’s this is this is not and the train, it’s this is this is not and the train, it’s this is this is not and people call me, you know, hyperbolic for people call me, you know, hyperbolic for people call me, you know, hyperbolic for for saying this type of thing, but this for saying this type of thing, but this for saying this type of thing, but this is not the fax machine. It’s not the is not the fax machine. It’s not the is not the fax machine. It’s not the cell phone. This is not social media.

[48:05] cell phone. This is not social media. cell phone. This is not social media. This is not what this is. This this This is not what this is. This this This is not what this is. This this technology has the ability to replace technology has the ability to replace technology has the ability to replace entire industries while at the same time entire industries while at the same time entire industries while at the same time creating entire industries. creating entire industries. creating entire industries. >> Yeah. >> Yeah. >> Yeah. >> Right. So this like everything before >> Right. So this like everything before >> Right. So this like everything before where everybody said, “Oh, well this is where everybody said, “Oh, well this is where everybody said, “Oh, well this is a disruption. this a major Zillow like a disruption. this a major Zillow like a disruption. this a major Zillow like whatever call it whatever it is all whatever call it whatever it is all whatever call it whatever it is all these things that came before like this these things that came before like this

[48:26] these things that came before like this is not any of that it is a complete game is not any of that it is a complete game is not any of that it is a complete game changer complete game changer I’m 100% changer complete game changer I’m 100% changer complete game changer I’m 100% convinced of that convinced of that convinced of that >> yeah I agree >> yeah I agree >> yeah I agree um do you have any AI books you um do you have any AI books you um do you have any AI books you recommend I do want to pivot to the the recommend I do want to pivot to the the recommend I do want to pivot to the the book question um if you have any book question um if you have any book question um if you have any favorite fundamental books uh that you favorite fundamental books uh that you favorite fundamental books uh that you think everybody should read or just ones think everybody should read or just ones think everybody should read or just ones you’re enjoying now you’re enjoying now you’re enjoying now >> um there you know What I wish you would >> um there you know What I wish you would

[48:51] >> um there you know What I wish you would have uh I wish would have we would have have uh I wish would have we would have have uh I wish would have we would have you would have asked me that at the you would have asked me that at the you would have asked me that at the beginning. I actually do have an AI beginning. I actually do have an AI beginning. I actually do have an AI book. It was the very first one that I book. It was the very first one that I book. It was the very first one that I read. I read it um probably about a year read. I read it um probably about a year read. I read it um probably about a year and a half or so ago, year ago. I I’ll and a half or so ago, year ago. I I’ll and a half or so ago, year ago. I I’ll have to find it. Maybe you can put it in have to find it. Maybe you can put it in have to find it. Maybe you can put it in the show notes, but I’ll shoot you a the show notes, but I’ll shoot you a the show notes, but I’ll shoot you a message afterwards and you can kind of message afterwards and you can kind of message afterwards and you can kind of put it in the description. But uh yeah,

[49:08] put it in the description. But uh yeah, put it in the description. But uh yeah, it was it was that was an awesome book. it was it was that was an awesome book. it was it was that was an awesome book. Really kind of opened my eyes to Really kind of opened my eyes to Really kind of opened my eyes to assistance and agents and, you know, assistance and agents and, you know, assistance and agents and, you know, prompting and all the rest of that kind prompting and all the rest of that kind prompting and all the rest of that kind of stuff. Um so I’ll I’ll find that. of stuff. Um so I’ll I’ll find that. of stuff. Um so I’ll I’ll find that. I’ll get it over to you. One book that I I’ll get it over to you. One book that I I’ll get it over to you. One book that I I’ve read recently that I absolutely I’ve read recently that I absolutely I’ve read recently that I absolutely loved which I thought was an amazing loved which I thought was an amazing loved which I thought was an amazing book. It’s I think it’s a must for any book. It’s I think it’s a must for any book. It’s I think it’s a must for any any um any entrepreneur is uh it’s a

[49:28] any um any entrepreneur is uh it’s a any um any entrepreneur is uh it’s a book called 10x is easier than 2x. book called 10x is easier than 2x. book called 10x is easier than 2x. 10x is easier than 2x. So I read that 10x is easier than 2x. So I read that 10x is easier than 2x. So I read that book in I don’t know I think it took me book in I don’t know I think it took me book in I don’t know I think it took me less than a week and I’m a pretty slow less than a week and I’m a pretty slow less than a week and I’m a pretty slow reader. Uh but this was like and my reader. Uh but this was like and my reader. Uh but this was like and my pages were all dogeared and highlighted pages were all dogeared and highlighted pages were all dogeared and highlighted and all the rest of it. So and it’s a and all the rest of it. So and it’s a and all the rest of it. So and it’s a book that I usually recommend in my book that I usually recommend in my book that I usually recommend in my coaching as well. anybody that is kind coaching as well. anybody that is kind coaching as well. anybody that is kind of stuck in this this idea of man I want

[49:50] of stuck in this this idea of man I want of stuck in this this idea of man I want to grow my business and I just want to to grow my business and I just want to to grow my business and I just want to double um it’s this whole mentality of double um it’s this whole mentality of double um it’s this whole mentality of you know what it’s easier to go 10 times you know what it’s easier to go 10 times you know what it’s easier to go 10 times than it is just to try to double than it is just to try to double than it is just to try to double something right so and even if you don’t something right so and even if you don’t something right so and even if you don’t get to 10x but you’re you’re 4x it’s get to 10x but you’re you’re 4x it’s get to 10x but you’re you’re 4x it’s still better than 2x still better than 2x still better than 2x >> right so that’s kind of the premise of >> right so that’s kind of the premise of >> right so that’s kind of the premise of the book but yeah 10x is easier than 2x the book but yeah 10x is easier than 2x the book but yeah 10x is easier than 2x great read

[50:12] great read great read >> okay great awesome yeah that’s a that’s >> okay great awesome yeah that’s a that’s >> okay great awesome yeah that’s a that’s a good one and the same author as um Who a good one and the same author as um Who a good one and the same author as um Who Not How, right? Not How, right? Not How, right? >> Yes, that’s correct. >> Yes, that’s correct. >> Yes, that’s correct. >> Yeah. >> Yeah. >> Yeah. >> Yeah. Yeah. Those are those are some >> Yeah. Yeah. Those are those are some >> Yeah. Yeah. Those are those are some some good books. Um now, what about uh some good books. Um now, what about uh some good books. Um now, what about uh if people were interested in following if people were interested in following if people were interested in following you on social media? Um where where can you on social media? Um where where can you on social media? Um where where can they find you?

[50:33] they find you? they find you? >> Yeah, I mean I’m I’m pretty much >> Yeah, I mean I’m I’m pretty much >> Yeah, I mean I’m I’m pretty much everywhere. I’m I’m on YouTube. I’m on everywhere. I’m I’m on YouTube. I’m on everywhere. I’m I’m on YouTube. I’m on uh Facebook. But if you really if you uh Facebook. But if you really if you uh Facebook. But if you really if you want to get a hold of me and you want to want to get a hold of me and you want to want to get a hold of me and you want to have a conversation, find me on have a conversation, find me on have a conversation, find me on Instagram. So my Instagram handle is is Instagram. So my Instagram handle is is Instagram. So my Instagram handle is is exactly my my name there. Ke lysk a r.

[50:48] exactly my my name there. Ke lysk a r. exactly my my name there. Ke lysk a r. So it’s kel l e ysk a r kellcar. Easiest So it’s kel l e ysk a r kellcar. Easiest So it’s kel l e ysk a r kellcar. Easiest way to find me on Instagram. way to find me on Instagram. way to find me on Instagram. >> Okay, cool. Well, Kelly, thanks so much >> Okay, cool. Well, Kelly, thanks so much >> Okay, cool. Well, Kelly, thanks so much for being on the show. It’s been an for being on the show. It’s been an for being on the show. It’s been an honor. honor. honor. >> My pleasure, man. I It was great uh that >> My pleasure, man. I It was great uh that >> My pleasure, man. I It was great uh that you guys reached out. I had a blast.

[51:02] you guys reached out. I had a blast. you guys reached out. I had a blast. This has been a great conversation. This has been a great conversation. This has been a great conversation. >> Thanks for listening to the REI Agent. >> Thanks for listening to the REI Agent. >> Thanks for listening to the REI Agent. >> If you enjoyed this episode, hit >> If you enjoyed this episode, hit >> If you enjoyed this episode, hit subscribe to catch new shows every week. subscribe to catch new shows every week. subscribe to catch new shows every week. Visit reiagent.com Visit reiagent.com Visit reiagent.com for more content. for more content. for more content. >> Until next time, keep building the life >> Until next time, keep building the life >> Until next time, keep building the life you want.

[51:16] you want. you want. >> All content in the show is not >> All content in the show is not >> All content in the show is not investment advice or mental health investment advice or mental health investment advice or mental health therapy. It is intended for therapy. It is intended for therapy. It is intended for entertainment purposes