Redefining High-Level Success: Building a Life Beyond Sales with Garrett Maroon

[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 it’s >> Welcome back to the REI Agent. Uh it’s >> Welcome back to the REI Agent. Uh it’s your host, Matias. Um, you know, we have your host, Matias. Um, you know, we have your host, Matias. Um, you know, we have a really awesome guest today. Um, a really awesome guest today. Um, a really awesome guest today. Um, Garrett Maroon. Garrett uh has a very Garrett Maroon. Garrett uh has a very Garrett Maroon. Garrett uh has a very similar mindset that I do uh and kind of similar mindset that I do uh and kind of similar mindset that I do uh and kind of living a holistic life uh through real living a holistic life uh through real living a holistic life uh through real estate. Uh thinking about more than you

[0:43] estate. Uh thinking about more than you estate. Uh thinking about more than you know the numbers and the stats of how uh know the numbers and the stats of how uh know the numbers and the stats of how uh many houses you sold, how much money many houses you sold, how much money many houses you sold, how much money you’ve made. Uh that’s, you know, not you’ve made. Uh that’s, you know, not you’ve made. Uh that’s, you know, not really the whole picture of of why we’re really the whole picture of of why we’re really the whole picture of of why we’re here, why we want to be in real estate, here, why we want to be in real estate, here, why we want to be in real estate, why we work. Um, and it kind of just why we work. Um, and it kind of just why we work. Um, and it kind of just made me think a little bit more about made me think a little bit more about made me think a little bit more about some of the the books I used to read and some of the the books I used to read and some of the the books I used to read and and some of the things I used to think and some of the things I used to think and some of the things I used to think about. Um, there’s a book called

[1:06] about. Um, there’s a book called about. Um, there’s a book called Authentic Happiness and another book Authentic Happiness and another book Authentic Happiness and another book called uh Learned Optimism. And these called uh Learned Optimism. And these called uh Learned Optimism. And these were all kind of taking a a look at um were all kind of taking a a look at um were all kind of taking a a look at um what about positive psychology. So I I what about positive psychology. So I I what about positive psychology. So I I studied psychology when I was in um studied psychology when I was in um studied psychology when I was in um undergrad and psychology I think like undergrad and psychology I think like undergrad and psychology I think like has mostly focused on kind of the what has mostly focused on kind of the what has mostly focused on kind of the what problems there are where where the problems there are where where the problems there are where where the deficits are and doesn’t really look at deficits are and doesn’t really look at deficits are and doesn’t really look at how do you get to the positives and how

[1:33] how do you get to the positives and how how do you get to the positives and how do you like okay like so yes we got you do you like okay like so yes we got you do you like okay like so yes we got you away from the negative 20 uh affect away from the negative 20 uh affect away from the negative 20 uh affect where you’re feeling depressed you’re where you’re feeling depressed you’re where you’re feeling depressed you’re feeling anxious whatever we got you up feeling anxious whatever we got you up feeling anxious whatever we got you up to zero doesn’t really look hasn’t to zero doesn’t really look hasn’t to zero doesn’t really look hasn’t really looked much at you know how do we really looked much at you know how do we really looked much at you know how do we get you to to plus five plus 10 and So, get you to to plus five plus 10 and So, get you to to plus five plus 10 and So, it was these books that kind of looked a it was these books that kind of looked a it was these books that kind of looked a little bit about about those areas like little bit about about those areas like little bit about about those areas like what what brings about joy, what brings

[1:54] what what brings about joy, what brings what what brings about joy, what brings about happiness. And you know, if you’re about happiness. And you know, if you’re about happiness. And you know, if you’re thinking about your life and thinking thinking about your life and thinking thinking about your life and thinking about what uh you know, don’t you want about what uh you know, don’t you want about what uh you know, don’t you want to be happy? Don’t you want uh an to be happy? Don’t you want uh an to be happy? Don’t you want uh an enjoyable life? And if you’re designing enjoyable life? And if you’re designing enjoyable life? And if you’re designing your life, which I talk about a lot, and your life, which I talk about a lot, and your life, which I talk about a lot, and living intentionally, shouldn’t you then living intentionally, shouldn’t you then living intentionally, shouldn’t you then also put these things in into it um that also put these things in into it um that also put these things in into it um that that will help um bring in happiness and that will help um bring in happiness and

[2:16] that will help um bring in happiness and all that, you know? I think there’s a all that, you know? I think there’s a all that, you know? I think there’s a number of things that do that. One thing number of things that do that. One thing number of things that do that. One thing that sticks in my mind is uh you know that sticks in my mind is uh you know that sticks in my mind is uh you know deep work or the art of flow um can deep work or the art of flow um can deep work or the art of flow um can really uh bring about a positive really uh bring about a positive really uh bring about a positive long-lasting uh state of happiness. Um long-lasting uh state of happiness. Um long-lasting uh state of happiness. Um and I think that is something that can and I think that is something that can and I think that is something that can be easily lost in uh you know a very be easily lost in uh you know a very be easily lost in uh you know a very distracted business that we are in. you distracted business that we are in. you distracted business that we are in. you know, we we’re getting bombarded with

[2:43] know, we we’re getting bombarded with know, we we’re getting bombarded with texts, emails all the time, and we feel texts, emails all the time, and we feel texts, emails all the time, and we feel like we have to stay on top of those like we have to stay on top of those like we have to stay on top of those constantly. Um, and we’re going from one constantly. Um, and we’re going from one constantly. Um, and we’re going from one thing, one appointment to the other in thing, one appointment to the other in thing, one appointment to the other in between appointments in the car. We’re between appointments in the car. We’re between appointments in the car. We’re like answering the emails and texts that like answering the emails and texts that like answering the emails and texts that we got while we’re in that appointment, we got while we’re in that appointment, we got while we’re in that appointment, and then we’re, you know, going to the and then we’re, you know, going to the and then we’re, you know, going to the next thing. And it’s it’s a very busy next thing. And it’s it’s a very busy next thing. And it’s it’s a very busy and, you know, again, highly distracted

[3:03] and, you know, again, highly distracted and, you know, again, highly distracted job. Um, and so it’s rare that we get job. Um, and so it’s rare that we get job. Um, and so it’s rare that we get time to to do deep work and to do things time to to do deep work and to do things time to to do deep work and to do things that are uh going to take a longer that are uh going to take a longer that are uh going to take a longer focus, a longer concentration. Um, focus, a longer concentration. Um, focus, a longer concentration. Um, obviously social media doesn’t and a lot obviously social media doesn’t and a lot obviously social media doesn’t and a lot of us escape, myself included, uh, to, of us escape, myself included, uh, to, of us escape, myself included, uh, to, you know, Tik Tok or whatever and we’re you know, Tik Tok or whatever and we’re you know, Tik Tok or whatever and we’re we’re going through reals and it’s like we’re going through reals and it’s like we’re going through reals and it’s like boom, dopamine, boom, dopamine, boom, boom, dopamine, boom, dopamine, boom, boom, dopamine, boom, dopamine, boom, dopamine. And it and it just uh you know

[3:26] dopamine. And it and it just uh you know dopamine. And it and it just uh you know makes our attention span shorter and it makes our attention span shorter and it makes our attention span shorter and it gives us that quick hit but doesn’t gives us that quick hit but doesn’t gives us that quick hit but doesn’t really give us that lasting um really give us that lasting um really give us that lasting um thing you get from flow. And what flow thing you get from flow. And what flow thing you get from flow. And what flow is uh is when you are so engrossed in is uh is when you are so engrossed in is uh is when you are so engrossed in activity that you kind of lose track of activity that you kind of lose track of activity that you kind of lose track of time altogether. And for me, where that time altogether. And for me, where that time altogether. And for me, where that has really come into play the most is has really come into play the most is has really come into play the most is when I am in music, when I when I am when I am in music, when I when I am when I am in music, when I when I am into a song, and I’m playing, I’m

[3:53] into a song, and I’m playing, I’m into a song, and I’m playing, I’m singing, um, in a band, whatever. Um, singing, um, in a band, whatever. Um, singing, um, in a band, whatever. Um, and I I just kind of am totally into and I I just kind of am totally into and I I just kind of am totally into that song and in the feelings of it, that song and in the feelings of it, that song and in the feelings of it, into everything. And and I lose track of into everything. And and I lose track of into everything. And and I lose track of time. I lose track of everything else, time. I lose track of everything else, time. I lose track of everything else, all other problems, all other worries all other problems, all other worries all other problems, all other worries because I’m right there at that moment.

[4:09] because I’m right there at that moment. because I’m right there at that moment. Um, and you know that’s something that I Um, and you know that’s something that I Um, and you know that’s something that I have not had for a long time. Um, I grew have not had for a long time. Um, I grew have not had for a long time. Um, I grew up in a family that music was important up in a family that music was important up in a family that music was important to. So I was in piano lessons and choirs to. So I was in piano lessons and choirs to. So I was in piano lessons and choirs and glock and spiel lessons everything and glock and spiel lessons everything and glock and spiel lessons everything from very early on. Um, so it was kind from very early on. Um, so it was kind from very early on. Um, so it was kind of always part of my life. And then once of always part of my life. And then once of always part of my life. And then once you know I became a teenager and wanted you know I became a teenager and wanted you know I became a teenager and wanted to be cool and I wanted to get girls and to be cool and I wanted to get girls and

[4:32] to be cool and I wanted to get girls and stuff I like picked up the guitar and stuff I like picked up the guitar and stuff I like picked up the guitar and started learning that. Then I got the started learning that. Then I got the started learning that. Then I got the girl and I started focusing on the work. girl and I started focusing on the work. girl and I started focusing on the work. Um, and stopped worrying about the Um, and stopped worrying about the Um, and stopped worrying about the guitar. Um, and now, you know, maybe I’m guitar. Um, and now, you know, maybe I’m guitar. Um, and now, you know, maybe I’m going through a midlife crisis and I’m, going through a midlife crisis and I’m, going through a midlife crisis and I’m, you know, in a band now and I’m playing you know, in a band now and I’m playing you know, in a band now and I’m playing music again. But it’s it’s just it’s music again. But it’s it’s just it’s music again. But it’s it’s just it’s just such a nice nice thing and I wish, just such a nice nice thing and I wish, just such a nice nice thing and I wish, you know, that would have been something

[4:55] you know, that would have been something you know, that would have been something that I would have stuck with from, you that I would have stuck with from, you that I would have stuck with from, you know, throughout all of my years. I know, throughout all of my years. I know, throughout all of my years. I didn’t, you know, totally give it up, didn’t, you know, totally give it up, didn’t, you know, totally give it up, but I wasn’t really focused on it. and but I wasn’t really focused on it. and but I wasn’t really focused on it. and it just is a a source of joy for me. Um, it just is a a source of joy for me. Um, it just is a a source of joy for me. Um, I guess I kind of had that a little bit I guess I kind of had that a little bit I guess I kind of had that a little bit with photography. I got really into with photography. I got really into with photography. I got really into photography for a while as well. I think photography for a while as well. I think photography for a while as well. I think that creative process is it gets me into that creative process is it gets me into that creative process is it gets me into that flow state. But I think that’s, you

[5:16] that flow state. But I think that’s, you that flow state. But I think that’s, you know, something that we all should know, something that we all should know, something that we all should consider uh, you know, hobbies or just consider uh, you know, hobbies or just consider uh, you know, hobbies or just what area do you get that deep work kind what area do you get that deep work kind what area do you get that deep work kind of in in your in your life and how can of in in your in your life and how can of in in your in your life and how can you uh, find that state of flow um, in you uh, find that state of flow um, in you uh, find that state of flow um, in your life. I think chess is another way your life. I think chess is another way your life. I think chess is another way some people will get that. I don’t know some people will get that. I don’t know some people will get that. I don’t know if that would work for me. Um but you if that would work for me. Um but you if that would work for me. Um but you know that that could be an area. Uh I know that that could be an area. Uh I know that that could be an area. Uh I know there’s big I actually never played

[5:41] know there’s big I actually never played know there’s big I actually never played bridge but I think I’ve heard that’s bridge but I think I’ve heard that’s bridge but I think I’ve heard that’s another really like highly strate another really like highly strate another really like highly strate strategic game games and probably would strategic game games and probably would strategic game games and probably would take a lot of concentration and flow and take a lot of concentration and flow and take a lot of concentration and flow and you get really into that moment to to you get really into that moment to to you get really into that moment to to really uh try to win and strategize and really uh try to win and strategize and really uh try to win and strategize and that could be another way. But I think that could be another way. But I think that could be another way. But I think it’s just important to uh pick up those it’s just important to uh pick up those it’s just important to uh pick up those hobbies and to keep those things in mind hobbies and to keep those things in mind hobbies and to keep those things in mind um as you go and and when we we get into

[6:04] um as you go and and when we we get into um as you go and and when we we get into this conversation, I’ll let the podcast this conversation, I’ll let the podcast this conversation, I’ll let the podcast here roll here shortly, but you know, here roll here shortly, but you know, here roll here shortly, but you know, Garrett talks about you know, all those Garrett talks about you know, all those Garrett talks about you know, all those things, what’s really important in your things, what’s really important in your things, what’s really important in your life and, you know, why I talk about life and, you know, why I talk about life and, you know, why I talk about having that, you know, 5year vision of having that, you know, 5year vision of having that, you know, 5year vision of what you want your life to look like what you want your life to look like what you want your life to look like and, you know, making sure that you’re and, you know, making sure that you’re and, you know, making sure that you’re doing things on a day-to-day basis to doing things on a day-to-day basis to doing things on a day-to-day basis to get yourself there. And I think at the

[6:23] get yourself there. And I think at the get yourself there. And I think at the end of the day, you know, why I was end of the day, you know, why I was end of the day, you know, why I was drawn to positive psychology a is drawn to positive psychology a is drawn to positive psychology a is probably because I’m not I haven’t been probably because I’m not I haven’t been probably because I’m not I haven’t been I haven’t been dealing with like I haven’t been dealing with like I haven’t been dealing with like depression, anxiety very much in my depression, anxiety very much in my depression, anxiety very much in my life. I’m blessed on that front. Um but life. I’m blessed on that front. Um but life. I’m blessed on that front. Um but you know, I I I do want to be happy. How you know, I I I do want to be happy. How you know, I I I do want to be happy. How do I be more happy? Um and so I think do I be more happy? Um and so I think do I be more happy? Um and so I think that’s why I was drawn to that. And I that’s why I was drawn to that. And I that’s why I was drawn to that. And I think if you know those things, um you

[6:45] think if you know those things, um you think if you know those things, um you can kind of put those things into place can kind of put those things into place can kind of put those things into place that you can then uh you know have that that you can then uh you know have that that you can then uh you know have that satisfaction in your life as you go. Um, satisfaction in your life as you go. Um, satisfaction in your life as you go. Um, also that will make you probably happier also that will make you probably happier also that will make you probably happier and a more pleasant person to be around and a more pleasant person to be around and a more pleasant person to be around for business, for your family, for for business, for your family, for for business, for your family, for everything else that’s important to you.

[6:59] everything else that’s important to you. everything else that’s important to you. Uh, but this one’s a good one. This is Uh, but this one’s a good one. This is Uh, but this one’s a good one. This is going to be um, you know, a very this going to be um, you know, a very this going to be um, you know, a very this podcast is it it just it’s perfect for podcast is it it just it’s perfect for podcast is it it just it’s perfect for this show because it’s, you know, it’s this show because it’s, you know, it’s this show because it’s, you know, it’s all about a holistic approach to life all about a holistic approach to life all about a holistic approach to life through real estate. And, you know, at through real estate. And, you know, at through real estate. And, you know, at the end of the day, what’s the point of the end of the day, what’s the point of the end of the day, what’s the point of doing all this if you’re miserable, if doing all this if you’re miserable, if doing all this if you’re miserable, if you lose your family, and all that kind you lose your family, and all that kind you lose your family, and all that kind of stuff. So, definitely pay attention

[7:19] of stuff. So, definitely pay attention of stuff. So, definitely pay attention to this one. It’s a good one. Without to this one. It’s a good one. Without to this one. It’s a good one. Without further ado, here’s Garrett Maroon. Welcome back to the REI Agent with here Welcome back to the REI Agent with here Welcome back to the REI Agent with here with We’re here with Garrett Maroon. with We’re here with Garrett Maroon. with We’re here with Garrett Maroon. Garrett, thanks so much for joining us, Garrett, thanks so much for joining us, Garrett, thanks so much for joining us, >> man. Thanks for having me. We’ve been >> man. Thanks for having me. We’ve been >> man. Thanks for having me. We’ve been having fun pre-show, so I’m excited to having fun pre-show, so I’m excited to having fun pre-show, so I’m excited to dive into this, too, brother.

[7:37] dive into this, too, brother. dive into this, too, brother. >> We had a we had a whole episode um um >> We had a we had a whole episode um um >> We had a we had a whole episode um um probably inside baseball, so maybe only probably inside baseball, so maybe only probably inside baseball, so maybe only other like podcasters and stuff would other like podcasters and stuff would other like podcasters and stuff would appreciate that because Garrett, you are appreciate that because Garrett, you are appreciate that because Garrett, you are in uh Virginia as well, which is in uh Virginia as well, which is in uh Virginia as well, which is awesome. Um you also have a podcast. awesome. Um you also have a podcast.

[7:50] awesome. Um you also have a podcast. What’s what’s the podcast’s name again? What’s what’s the podcast’s name again? What’s what’s the podcast’s name again? >> Yeah, so it’s called The Faithful Agent >> Yeah, so it’s called The Faithful Agent >> Yeah, so it’s called The Faithful Agent for Christians in the real estate space. for Christians in the real estate space. for Christians in the real estate space. >> I love it. Um and um you’re you’re an >> I love it. Um and um you’re you’re an >> I love it. Um and um you’re you’re an author. Uh you have a a book coming out author. Uh you have a a book coming out author. Uh you have a a book coming out in November, right?

[8:02] in November, right? in November, right? >> Yeah, that’s right. Yeah. So, not my >> Yeah, that’s right. Yeah. So, not my >> Yeah, that’s right. Yeah. So, not my wife reminds me not yet. Uh when I you wife reminds me not yet. Uh when I you wife reminds me not yet. Uh when I you know, I’ll correct her on some grammar know, I’ll correct her on some grammar know, I’ll correct her on some grammar or she’ll correct me and I’ll say I’m an or she’ll correct me and I’ll say I’m an or she’ll correct me and I’ll say I’m an author. She’s like, you aren’t yet. So, author. She’s like, you aren’t yet. So, author. She’s like, you aren’t yet. So, yeah, that’s right. November 25th it yeah, that’s right. November 25th it yeah, that’s right. November 25th it officially comes out. So, I’m super officially comes out. So, I’m super officially comes out. So, I’m super excited for that.

[8:15] excited for that. excited for that. >> I mean, come on. Maybe not a published >> I mean, come on. Maybe not a published >> I mean, come on. Maybe not a published author yet, but you you did write it. author yet, but you you did write it. author yet, but you you did write it. >> That’s true. >> That’s true. >> That’s true. >> Something. Yeah. >> Something. Yeah. >> Something. Yeah. >> Um but but yeah, let’s let’s get into >> Um but but yeah, let’s let’s get into >> Um but but yeah, let’s let’s get into how you uh got into being a real estate how you uh got into being a real estate how you uh got into being a real estate agent to begin with. What was your agent to begin with. What was your agent to begin with. What was your journey like? Did you have a career journey like? Did you have a career journey like? Did you have a career before that or did you just wake up um before that or did you just wake up um before that or did you just wake up um as soon as you could remember that you as soon as you could remember that you

[8:36] as soon as you could remember that you wanted to be an agent from like five wanted to be an agent from like five wanted to be an agent from like five years old? years old? years old? >> Does that happen? You know, I feel like >> Does that happen? You know, I feel like >> Does that happen? You know, I feel like maybe it happens now because the younger maybe it happens now because the younger maybe it happens now because the younger generation growing up and seeing all the generation growing up and seeing all the generation growing up and seeing all the fun social media videos and all that fun social media videos and all that fun social media videos and all that stuff. stuff.

[8:48] stuff. >> Yeah. They’re like excited about it. But >> Yeah. They’re like excited about it. But >> Yeah. They’re like excited about it. But >> yeah, brother. So, I uh grew up in >> yeah, brother. So, I uh grew up in >> yeah, brother. So, I uh grew up in Richmond, Virginia, moved to Newport Richmond, Virginia, moved to Newport Richmond, Virginia, moved to Newport News, Virginia to go to university, go News, Virginia to go to university, go News, Virginia to go to university, go to Christopher Newport University. Uh I to Christopher Newport University. Uh I to Christopher Newport University. Uh I worked there as an assistant director of worked there as an assistant director of worked there as an assistant director of admission uh after I graduated. My wife admission uh after I graduated. My wife admission uh after I graduated. My wife was a my now wife was a student. We were was a my now wife was a student. We were was a my now wife was a student. We were dating. And uh in 2014 I you know I was dating. And uh in 2014 I you know I was dating. And uh in 2014 I you know I was like I’m not making enough money. I got

[9:12] like I’m not making enough money. I got like I’m not making enough money. I got to do something different. We didn’t to do something different. We didn’t to do something different. We didn’t have kids at the time and and now we have kids at the time and and now we have kids at the time and and now we have five. But I knew that it wasn’t have five. But I knew that it wasn’t have five. But I knew that it wasn’t going to be enough. And so uh I went to going to be enough. And so uh I went to going to be enough. And so uh I went to my boss, the dean, and said, “Man, how my boss, the dean, and said, “Man, how my boss, the dean, and said, “Man, how do I earn more money?” Said, “You got to do I earn more money?” Said, “You got to do I earn more money?” Said, “You got to go get a PhD.” And that just wasn’t go get a PhD.” And that just wasn’t go get a PhD.” And that just wasn’t interesting to me. And even that, you interesting to me. And even that, you interesting to me. And even that, you know, he was earning maybe $100,000 a know, he was earning maybe $100,000 a know, he was earning maybe $100,000 a year, which is not nothing. Uh but I I

[9:31] year, which is not nothing. Uh but I I year, which is not nothing. Uh but I I knew that I felt like I needed more. So knew that I felt like I needed more. So knew that I felt like I needed more. So my wife said, “I think you should get my wife said, “I think you should get my wife said, “I think you should get into real estate.” Well, my parents into real estate.” Well, my parents into real estate.” Well, my parents tried to talk me out of it. Um, we’re tried to talk me out of it. Um, we’re tried to talk me out of it. Um, we’re not a family based on commission. And not a family based on commission. And not a family based on commission. And they said, ‘Look, I’ve never met anyone they said, ‘Look, I’ve never met anyone they said, ‘Look, I’ve never met anyone that sold more than seven homes. I that sold more than seven homes. I that sold more than seven homes. I remember them telling me that. And I remember them telling me that. And I remember them telling me that. And I said, ‘Well, my intent is not to go be said, ‘Well, my intent is not to go be said, ‘Well, my intent is not to go be average. And so, I went into it not

[9:49] average. And so, I went into it not average. And so, I went into it not knowing I was an entrepreneur. Started knowing I was an entrepreneur. Started knowing I was an entrepreneur. Started on a team and had committed that if I on a team and had committed that if I on a team and had committed that if I didn’t sell a house in three months that didn’t sell a house in three months that didn’t sell a house in three months that I’d quit. Well, three months come, you I’d quit. Well, three months come, you I’d quit. Well, three months come, you know, came and went and I hadn’t sold a know, came and went and I hadn’t sold a know, came and went and I hadn’t sold a house. And I remember that night house. And I remember that night house. And I remember that night actually going to my wife. We were actually going to my wife. We were actually going to my wife. We were having dinner and I said, “Babe, I don’t having dinner and I said, “Babe, I don’t having dinner and I said, “Babe, I don’t know if I can figure it out. think I know if I can figure it out. think I know if I can figure it out. think I can. What do you think about another

[10:06] can. What do you think about another can. What do you think about another three months? And thankfully, she was three months? And thankfully, she was three months? And thankfully, she was working, too. So, we had some money working, too. So, we had some money working, too. So, we had some money coming in, right? But we agreed that coming in, right? But we agreed that coming in, right? But we agreed that night. All right, another three months. night. All right, another three months. night. All right, another three months. And thankfully, at five and a half And thankfully, at five and a half And thankfully, at five and a half months, I sold my first house, ended up months, I sold my first house, ended up months, I sold my first house, ended up selling uh 27 homes that year and then selling uh 27 homes that year and then selling uh 27 homes that year and then 50 the year after that and have done 50 the year after that and have done 50 the year after that and have done that ever since. Uh that was 11 years that ever since. Uh that was 11 years that ever since. Uh that was 11 years ago. And so, man, it’s been a crazy

[10:25] ago. And so, man, it’s been a crazy ago. And so, man, it’s been a crazy journey, a huge blessing. And uh man, I journey, a huge blessing. And uh man, I journey, a huge blessing. And uh man, I love this industry. It is the single love this industry. It is the single love this industry. It is the single greatest opportunity for an entrepreneur greatest opportunity for an entrepreneur greatest opportunity for an entrepreneur in in the world, if you ask me. the best in in the world, if you ask me. the best in in the world, if you ask me. the best place to get started and so I love this place to get started and so I love this place to get started and so I love this industry and want to serve this industry industry and want to serve this industry industry and want to serve this industry just like you.

[10:39] just like you. just like you. >> So were you uh licensed in 2014 or did >> So were you uh licensed in 2014 or did >> So were you uh licensed in 2014 or did that actually come in around 2015? that actually come in around 2015? that actually come in around 2015? >> Yeah, so licensed in 2014. >> Yeah, so licensed in 2014. >> Yeah, so licensed in 2014. >> Me too. >> Me too. >> Me too. >> Yeah. Oh, nice. Okay. Yeah. So was >> Yeah. Oh, nice. Okay. Yeah. So was >> Yeah. Oh, nice. Okay. Yeah. So was trying to figure something else out trying to figure something else out trying to figure something else out again. Didn’t know I was an entrepreneur again. Didn’t know I was an entrepreneur again. Didn’t know I was an entrepreneur and uh you know my my passion now is and uh you know my my passion now is and uh you know my my passion now is trying to encourage agents if you give trying to encourage agents if you give trying to encourage agents if you give yourself a long enough runway you can yourself a long enough runway you can

[10:59] yourself a long enough runway you can succeed. Right. is that the challenge is succeed. Right. is that the challenge is succeed. Right. is that the challenge is if you give yourself a three-month if you give yourself a three-month if you give yourself a three-month runway like I w was going to, I would runway like I w was going to, I would runway like I w was going to, I would have quit, right? And I wouldn’t be here have quit, right? And I wouldn’t be here have quit, right? And I wouldn’t be here anymore. If you give yourself a anymore. If you give yourself a anymore. If you give yourself a three-month runway, and I know you three-month runway, and I know you three-month runway, and I know you talked about this in your upcoming book, talked about this in your upcoming book, talked about this in your upcoming book, but if you give yourself a three-month but if you give yourself a three-month but if you give yourself a three-month runway on working by referral, right, runway on working by referral, right, runway on working by referral, right, which is what my business has been, and which is what my business has been, and

[11:17] which is what my business has been, and it doesn’t work, and you’re like, “All it doesn’t work, and you’re like, “All it doesn’t work, and you’re like, “All right, I guess I got to go buy Zillow right, I guess I got to go buy Zillow right, I guess I got to go buy Zillow leads like everybody else.” Well, you leads like everybody else.” Well, you leads like everybody else.” Well, you just didn’t give yourself a long enough just didn’t give yourself a long enough just didn’t give yourself a long enough runway, right? Any plane’s going to take runway, right? Any plane’s going to take runway, right? Any plane’s going to take off. It’s just how long you’re willing off. It’s just how long you’re willing off. It’s just how long you’re willing to work at it.

[11:27] to work at it. to work at it. >> And so, man, I’ I’ve just been >> And so, man, I’ I’ve just been >> And so, man, I’ I’ve just been passionate about that. helping agents passionate about that. helping agents passionate about that. helping agents figure out who are you and work to your figure out who are you and work to your figure out who are you and work to your strengths which is again your heart too strengths which is again your heart too strengths which is again your heart too in your coming upcoming book. Uh and you in your coming upcoming book. Uh and you in your coming upcoming book. Uh and you know man I’m trying to get that word out know man I’m trying to get that word out know man I’m trying to get that word out to as many agents as I can.

[11:39] to as many agents as I can. to as many agents as I can. >> When when you um when you decided to get >> When when you um when you decided to get >> When when you um when you decided to get into the space like did you consider into the space like did you consider into the space like did you consider holding your job? Like was it possible holding your job? Like was it possible holding your job? Like was it possible with the hours you were working to to do with the hours you were working to to do with the hours you were working to to do both? Um you obviously took the burn the both? Um you obviously took the burn the both? Um you obviously took the burn the the fleet uh approach where you just the fleet uh approach where you just the fleet uh approach where you just went all in. Sure. Um, and and what do went all in. Sure. Um, and and what do went all in. Sure. Um, and and what do you think about people who are how do you think about people who are how do you think about people who are how do you talk to people about that when you talk to people about that when you talk to people about that when they’re thinking about making that

[11:59] they’re thinking about making that they’re thinking about making that decision? decision? decision? >> Yeah, man. So, great question. Again, >> Yeah, man. So, great question. Again, >> Yeah, man. So, great question. Again, and I was fortunate was married, my wife and I was fortunate was married, my wife and I was fortunate was married, my wife had was making, you know, $40,000 a had was making, you know, $40,000 a had was making, you know, $40,000 a year. So, again, we weren’t going to year. So, again, we weren’t going to year. So, again, we weren’t going to starve. Uh, and we didn’t have kids at starve. Uh, and we didn’t have kids at starve. Uh, and we didn’t have kids at the time. So, I have so much respect for the time. So, I have so much respect for the time. So, I have so much respect for the person that isn’t in that scenario.

[12:14] the person that isn’t in that scenario. the person that isn’t in that scenario. Uh, right, that’s hard. But I would tell Uh, right, that’s hard. But I would tell Uh, right, that’s hard. But I would tell anyone and have told many, many people, anyone and have told many, many people, anyone and have told many, many people, it’s impossible to do this job part-time it’s impossible to do this job part-time it’s impossible to do this job part-time because you don’t know how well you can because you don’t know how well you can because you don’t know how well you can actually do, right? You kind of get actually do, right? You kind of get actually do, right? You kind of get stuck on I’ve got a buddy that does it stuck on I’ve got a buddy that does it stuck on I’ve got a buddy that does it and he’s stuck on he does his job and and he’s stuck on he does his job and and he’s stuck on he does his job and then he does some sales and yeah, it then he does some sales and yeah, it then he does some sales and yeah, it brings in a little bit of extra money, brings in a little bit of extra money, brings in a little bit of extra money, but he always will say, “Man, if I just

[12:33] but he always will say, “Man, if I just but he always will say, “Man, if I just knew I had those extra leads coming in, knew I had those extra leads coming in, knew I had those extra leads coming in, then I know that I would jump then I know that I would jump then I know that I would jump full-time.” I’m like, “Bro, you’re not full-time.” I’m like, “Bro, you’re not full-time.” I’m like, “Bro, you’re not going to know until you are full-time.” going to know until you are full-time.” going to know until you are full-time.” And that’s really hard. And so, like And that’s really hard. And so, like And that’s really hard. And so, like anybody, uh, I think most people would anybody, uh, I think most people would anybody, uh, I think most people would say, give yourself a six-month runway.

[12:47] say, give yourself a six-month runway. say, give yourself a six-month runway. Do you have the capital in place to try Do you have the capital in place to try Do you have the capital in place to try that and or go start on a team, right, that and or go start on a team, right, that and or go start on a team, right, that can generate you deals or hand you that can generate you deals or hand you that can generate you deals or hand you deals right away, day one, that’s going deals right away, day one, that’s going deals right away, day one, that’s going to help you get into not only to help you get into not only to help you get into not only production, but into a financial return. production, but into a financial return.

[13:00] production, but into a financial return. Uh, but man, it’s it this is a really Uh, but man, it’s it this is a really Uh, but man, it’s it this is a really hard job to do part-time. I don’t hard job to do part-time. I don’t hard job to do part-time. I don’t personally know, doesn’t mean it’s not personally know, doesn’t mean it’s not personally know, doesn’t mean it’s not possible, but I don’t personally know a possible, but I don’t personally know a possible, but I don’t personally know a part-time agent who has done this at a part-time agent who has done this at a part-time agent who has done this at a super high level. It’s just not that super high level. It’s just not that super high level. It’s just not that kind of career or job. Uh, right. You kind of career or job. Uh, right. You kind of career or job. Uh, right. You got to take it seriously. You got to own got to take it seriously. You got to own got to take it seriously. You got to own the business and and work it like that.

[13:17] the business and and work it like that. the business and and work it like that. So, it’s difficult. Uh, it’s difficult So, it’s difficult. Uh, it’s difficult So, it’s difficult. Uh, it’s difficult for a full-time person. for a full-time person. for a full-time person. >> But, I would say, man, if you want to >> But, I would say, man, if you want to >> But, I would say, man, if you want to give it a shot and you want to see if give it a shot and you want to see if give it a shot and you want to see if your plane can take off, you got to go. your plane can take off, you got to go. your plane can take off, you got to go. You just got to go. You just got to go. You just got to go. >> Yeah. And I mean, you you do like I >> Yeah. And I mean, you you do like I >> Yeah. And I mean, you you do like I mean, I think it’s one of those things mean, I think it’s one of those things mean, I think it’s one of those things that you’re you’re going to get back that you’re you’re going to get back that you’re you’re going to get back what you put in. M what you put in. M

[13:33] what you put in. M >> um and uh you know I think I I was a bit >> um and uh you know I think I I was a bit >> um and uh you know I think I I was a bit rare in in my case where I didn’t start rare in in my case where I didn’t start rare in in my case where I didn’t start off as strong as you did. So there’s off as strong as you did. So there’s off as strong as you did. So there’s definitely that but I was incredibly definitely that but I was incredibly definitely that but I was incredibly dedicated to building this business. dedicated to building this business. dedicated to building this business. >> Um and I was working a job until about >> Um and I was working a job until about >> Um and I was working a job until about 2:30. Uh it was in a high school so it 2:30. Uh it was in a high school so it 2:30. Uh it was in a high school so it was like an early kind of ending and it was like an early kind of ending and it was like an early kind of ending and it was also summers off. Um so we were at was also summers off. Um so we were at was also summers off. Um so we were at the time we were kind of paying off our

[13:59] the time we were kind of paying off our the time we were kind of paying off our all the student loans. That was kind of all the student loans. That was kind of all the student loans. That was kind of our primary objective. So just jumping our primary objective. So just jumping our primary objective. So just jumping out didn’t make sense for that main out didn’t make sense for that main out didn’t make sense for that main goal. The whole reason for getting a goal. The whole reason for getting a goal. The whole reason for getting a real estate license was to earn extra real estate license was to earn extra real estate license was to earn extra income uh to help pay off the loans. Um income uh to help pay off the loans. Um income uh to help pay off the loans. Um but anyway, it did take me a few years but anyway, it did take me a few years but anyway, it did take me a few years to really feel like the momentum was to really feel like the momentum was to really feel like the momentum was building. Um and and you have to to building. Um and and you have to to building. Um and and you have to to realize it just does take time. Like I

[14:20] realize it just does take time. Like I realize it just does take time. Like I mean even if you’re doing it full-time, mean even if you’re doing it full-time, mean even if you’re doing it full-time, like you’re not going to Yeah. It’s not like you’re not going to Yeah. It’s not like you’re not going to Yeah. It’s not going to be the phone’s not going to be going to be the phone’s not going to be going to be the phone’s not going to be ringing off the hook, you know, the ringing off the hook, you know, the ringing off the hook, you know, the first month. And and we both started first month. And and we both started first month. And and we both started 2014 was slow. I mean, I don’t know how 2014 was slow. I mean, I don’t know how 2014 was slow. I mean, I don’t know how Newport News is. There’s it’s much Newport News is. There’s it’s much Newport News is. There’s it’s much bigger. There’s much more houses uh bigger. There’s much more houses uh bigger. There’s much more houses uh moving at there than there are here. Uh moving at there than there are here. Uh moving at there than there are here. Uh but there’s also more agents.

[14:38] but there’s also more agents. but there’s also more agents. >> Yeah. >> Yeah. >> Yeah. >> Um but we um you know, it was it was a >> Um but we um you know, it was it was a >> Um but we um you know, it was it was a totally different market than it is now. totally different market than it is now. totally different market than it is now. people who started I almost feel worse people who started I almost feel worse people who started I almost feel worse for people who started in like 2021 for people who started in like 2021 for people who started in like 2021 >> where like maybe the the phones were >> where like maybe the the phones were >> where like maybe the the phones were just ring off the hook from the day from just ring off the hook from the day from just ring off the hook from the day from day one and it just seemed easy day one and it just seemed easy day one and it just seemed easy >> because like you probably didn’t have to >> because like you probably didn’t have to >> because like you probably didn’t have to really learn the ropes and how to you

[14:55] really learn the ropes and how to you really learn the ropes and how to you know call people or how to follow up or know call people or how to follow up or know call people or how to follow up or how to you know make sure um you had how to you know make sure um you had how to you know make sure um you had this long-term uh relationship you’re this long-term uh relationship you’re this long-term uh relationship you’re building with your sphere. building with your sphere. building with your sphere. >> Yeah. >> Yeah. >> Yeah. >> Yeah. Yeah, I mean in 20 so my lead >> Yeah. Yeah, I mean in 20 so my lead >> Yeah. Yeah, I mean in 20 so my lead agent John started with me in 2020 and agent John started with me in 2020 and agent John started with me in 2020 and it wasn’t until last year that he had to it wasn’t until last year that he had to it wasn’t until last year that he had to learn how to do a price reduction, learn how to do a price reduction, learn how to do a price reduction, right? Like that was not in his vocab.

[15:15] right? Like that was not in his vocab. right? Like that was not in his vocab. He called me one day, you’ll appreciate He called me one day, you’ll appreciate He called me one day, you’ll appreciate this. He called me one day last year and this. He called me one day last year and this. He called me one day last year and he was like, Garrett, man, this house he was like, Garrett, man, this house he was like, Garrett, man, this house has been sitting for three weeks. Like has been sitting for three weeks. Like has been sitting for three weeks. Like what do I need to do to sell this house? what do I need to do to sell this house? what do I need to do to sell this house? I’m like, bro, this is pretty normal.

[15:25] I’m like, bro, this is pretty normal. I’m like, bro, this is pretty normal. Like even three weeks is really short, Like even three weeks is really short, Like even three weeks is really short, right? But it is. And you know, you get right? But it is. And you know, you get right? But it is. And you know, you get into bad habits when things become easy. into bad habits when things become easy. into bad habits when things become easy. We’re definitely in a skill-based We’re definitely in a skill-based We’re definitely in a skill-based market. We’re definitely in a position market. We’re definitely in a position market. We’re definitely in a position where you have to play to your strengths where you have to play to your strengths where you have to play to your strengths because it’s not you. It’s not the only because it’s not you. It’s not the only because it’s not you. It’s not the only person that, you know, picks up the person that, you know, picks up the person that, you know, picks up the phone the fastest or, you know, just has phone the fastest or, you know, just has phone the fastest or, you know, just has a face in a business card. That’s not

[15:45] a face in a business card. That’s not a face in a business card. That’s not how this works. The people moving aren’t how this works. The people moving aren’t how this works. The people moving aren’t excited about it. They’re doing it excited about it. They’re doing it excited about it. They’re doing it because they have to, right? And so, if because they have to, right? And so, if because they have to, right? And so, if they have to, they’re going to be they have to, they’re going to be they have to, they’re going to be pickier about it, right? They’re going pickier about it, right? They’re going pickier about it, right? They’re going to be more challenging. Quite honestly, to be more challenging. Quite honestly, to be more challenging. Quite honestly, you’re going to have to learn how to you’re going to have to learn how to you’re going to have to learn how to navigate through their emotions. going navigate through their emotions. going navigate through their emotions. going to learn have to have to learn how to to learn have to have to learn how to to learn have to have to learn how to navigate into the rational part of how

[16:02] navigate into the rational part of how navigate into the rational part of how this works and how we talk to them about this works and how we talk to them about this works and how we talk to them about rates and and the trade-offs and all the rates and and the trade-offs and all the rates and and the trade-offs and all the things. We have to be skilled to do this things. We have to be skilled to do this things. We have to be skilled to do this and we have to be disciplined in our and we have to be disciplined in our and we have to be disciplined in our growth. You know, one of the things I growth. You know, one of the things I growth. You know, one of the things I talk about is what I call the three L’s.

[16:14] talk about is what I call the three L’s. talk about is what I call the three L’s. So, learning lead genen and launch. So, So, learning lead genen and launch. So, So, learning lead genen and launch. So, especially when I was getting started, I especially when I was getting started, I especially when I was getting started, I knew I mean I didn’t sell anything for knew I mean I didn’t sell anything for knew I mean I didn’t sell anything for five and a half months, right? But I was five and a half months, right? But I was five and a half months, right? But I was doing the activity. I knew that if I doing the activity. I knew that if I doing the activity. I knew that if I could outlearn people that eventually, could outlearn people that eventually, could outlearn people that eventually, not day one, but eventually someone who not day one, but eventually someone who not day one, but eventually someone who started the same day as me, I would started the same day as me, I would started the same day as me, I would outpace them because the compounding outpace them because the compounding outpace them because the compounding effect of the learning. So I’d read for

[16:34] effect of the learning. So I’d read for effect of the learning. So I’d read for one hour in the morning. The next hour I one hour in the morning. The next hour I one hour in the morning. The next hour I would lead generate and I was just would lead generate and I was just would lead generate and I was just talking to my sphere or going on coffee talking to my sphere or going on coffee talking to my sphere or going on coffee or whatever. And the next 15 minutes I or whatever. And the next 15 minutes I or whatever. And the next 15 minutes I would launch my day. I would just sit would launch my day. I would just sit would launch my day. I would just sit there and say, “Okay, now where do I there and say, “Okay, now where do I there and say, “Okay, now where do I want my day to go?” And I was trying to want my day to go?” And I was trying to want my day to go?” And I was trying to be as intentional as possible. But I be as intentional as possible. But I be as intentional as possible. But I knew that even if my day went crazy, knew that even if my day went crazy, knew that even if my day went crazy, right, because it could happen, that I

[16:51] right, because it could happen, that I right, because it could happen, that I had pushed my mind and my business had pushed my mind and my business had pushed my mind and my business forward, that’s better than like 99% of forward, that’s better than like 99% of forward, that’s better than like 99% of agents every single day. agents every single day. agents every single day. >> And so it’s not complex per se. It is >> And so it’s not complex per se. It is >> And so it’s not complex per se. It is challenging to be disciplined enough to challenging to be disciplined enough to challenging to be disciplined enough to do it. It’s still hard for me. And I’m do it. It’s still hard for me. And I’m do it. It’s still hard for me. And I’m 11 years in, right? So are you. It’s 11 years in, right? So are you. It’s 11 years in, right? So are you. It’s challenging to be that disciplined. It’s challenging to be that disciplined. It’s challenging to be that disciplined. It’s challenging to be disciplined enough to challenging to be disciplined enough to challenging to be disciplined enough to say and choose the things that are

[17:11] say and choose the things that are say and choose the things that are distractions, not tractions, right? distractions, not tractions, right? distractions, not tractions, right? meaning this is going to help me get meaning this is going to help me get meaning this is going to help me get where I want to go as opposed to all my where I want to go as opposed to all my where I want to go as opposed to all my friends are doing X Y and Z for Legion friends are doing X Y and Z for Legion friends are doing X Y and Z for Legion so I should too. That’s not how this so I should too. That’s not how this so I should too. That’s not how this works. You got to pick a path and stick works. You got to pick a path and stick works. You got to pick a path and stick to it so you become a master. Uh and I to it so you become a master. Uh and I to it so you become a master. Uh and I think that the 2021 the co years were think that the 2021 the co years were think that the 2021 the co years were amazing but they taught a lot of bad amazing but they taught a lot of bad amazing but they taught a lot of bad habits or you just never developed a

[17:34] habits or you just never developed a habits or you just never developed a habit. You just got in and sold some habit. You just got in and sold some habit. You just got in and sold some homes and made some money. So yeah, it’s homes and made some money. So yeah, it’s homes and made some money. So yeah, it’s a totally different market. It’s pretty a totally different market. It’s pretty a totally different market. It’s pretty interesting. interesting. interesting. >> Yeah. Um, it definitely if anybody’s >> Yeah. Um, it definitely if anybody’s >> Yeah. Um, it definitely if anybody’s listening to this that did start around listening to this that did start around listening to this that did start around then and and they’re having some then and and they’re having some then and and they’re having some learning pains, I mean that’s that’s learning pains, I mean that’s that’s learning pains, I mean that’s that’s normal. I would just, you know, stick normal. I would just, you know, stick normal. I would just, you know, stick with it and and know that this is going with it and and know that this is going

[17:51] with it and and know that this is going to be uh, you know, a time of of growth to be uh, you know, a time of of growth to be uh, you know, a time of of growth and learning. Um, it’s it’s not always and learning. Um, it’s it’s not always and learning. Um, it’s it’s not always easy. And um, yeah, the pace of things easy. And um, yeah, the pace of things easy. And um, yeah, the pace of things is very different. I mean, like, man, is very different. I mean, like, man, is very different. I mean, like, man, 2014, like 2014, like 2014, like >> you know, extensions and and all that, >> you know, extensions and and all that, >> you know, extensions and and all that, listing extensions and all that stuff listing extensions and all that stuff listing extensions and all that stuff was just like, you know, very common.

[18:09] was just like, you know, very common. was just like, you know, very common. >> Yeah, it was. and and you know, you had >> Yeah, it was. and and you know, you had >> Yeah, it was. and and you know, you had to it was just it’s just a buyer to it was just it’s just a buyer to it was just it’s just a buyer market’s different. But um market’s different. But um market’s different. But um >> yeah, where let me jump in real quick. >> yeah, where let me jump in real quick. >> yeah, where let me jump in real quick. So I heard a if you don’t mind, I heard So I heard a if you don’t mind, I heard So I heard a if you don’t mind, I heard a really well-known trainer and I a really well-known trainer and I a really well-known trainer and I honestly can’t remember who it was. This honestly can’t remember who it was. This honestly can’t remember who it was. This was last year, but he said, “Look guys, was last year, but he said, “Look guys, was last year, but he said, “Look guys, this is not going to be a season to this is not going to be a season to this is not going to be a season to thrive. It’s going to be a season to

[18:26] thrive. It’s going to be a season to thrive. It’s going to be a season to survive.” And it reminded me of a survive.” And it reminded me of a survive.” And it reminded me of a conversation uh with his name is Aaron conversation uh with his name is Aaron conversation uh with his name is Aaron Amui. He runs Real Estate Rockstars. Amui. He runs Real Estate Rockstars. Amui. He runs Real Estate Rockstars. I’ve been on his show a couple times. I’ve been on his show a couple times. I’ve been on his show a couple times. And anyways, he was telling me And anyways, he was telling me And anyways, he was telling me afterwards, pre-show or or post show uh afterwards, pre-show or or post show uh afterwards, pre-show or or post show uh one time that uh he he has made he’s one time that uh he he has made he’s one time that uh he he has made he’s been in for like 25 years. He can look been in for like 25 years. He can look been in for like 25 years. He can look and say pretty much most of his money and say pretty much most of his money and say pretty much most of his money was made five of those years. Everything

[18:47] was made five of those years. Everything was made five of those years. Everything else he essentially broke even, right? else he essentially broke even, right? else he essentially broke even, right? His job was just to keep going and he His job was just to keep going and he His job was just to keep going and he had some really rockstar years and most had some really rockstar years and most had some really rockstar years and most every other year was just okay or he every other year was just okay or he every other year was just okay or he survived it. And so I do think there’s survived it. And so I do think there’s survived it. And so I do think there’s this misnomer or misbelief that in real this misnomer or misbelief that in real this misnomer or misbelief that in real estate we have to just constantly crush estate we have to just constantly crush estate we have to just constantly crush it. We have to constantly be making a it. We have to constantly be making a it. We have to constantly be making a ton of money. We have to do all this ton of money. We have to do all this ton of money. We have to do all this stuff, right? Like, you know, uh if you

[19:09] stuff, right? Like, you know, uh if you stuff, right? Like, you know, uh if you want to keep selling as many homes, want to keep selling as many homes, want to keep selling as many homes, which that that could be good and maybe which that that could be good and maybe which that that could be good and maybe that is what you’re supposed to do, you that is what you’re supposed to do, you that is what you’re supposed to do, you better be on the phone 80 hours a week, better be on the phone 80 hours a week, better be on the phone 80 hours a week, even though I know that you built your even though I know that you built your even though I know that you built your business by relationship, whatever it business by relationship, whatever it business by relationship, whatever it is. Or we say, “Yeah, I want to do is. Or we say, “Yeah, I want to do is. Or we say, “Yeah, I want to do really well, but I’m not really willing really well, but I’m not really willing really well, but I’m not really willing to trade the things that matter to me to trade the things that matter to me to trade the things that matter to me most, like with my family.” Yeah.

[19:25] most, like with my family.” Yeah. most, like with my family.” Yeah. >> And my job right now is to do the right >> And my job right now is to do the right >> And my job right now is to do the right thing over and over and over again, thing over and over and over again, thing over and over and over again, survive this season so that I’m ready survive this season so that I’m ready survive this season so that I’m ready for the bounceback. Uh and and that was for the bounceback. Uh and and that was for the bounceback. Uh and and that was really helpful to remember that, right? really helpful to remember that, right? really helpful to remember that, right? It’s not that we don’t always want to It’s not that we don’t always want to It’s not that we don’t always want to thrive, but it’s not true that we can thrive, but it’s not true that we can thrive, but it’s not true that we can crush every single season, right? You crush every single season, right? You crush every single season, right? You know, uh my mom passed away October know, uh my mom passed away October know, uh my mom passed away October 2022. Man, I shut it down for like three

[19:47] 2022. Man, I shut it down for like three 2022. Man, I shut it down for like three months. I wasn’t going to crush it. I months. I wasn’t going to crush it. I months. I wasn’t going to crush it. I was in the grief stage, right? And was in the grief stage, right? And was in the grief stage, right? And people, you know, hopefully not everyone people, you know, hopefully not everyone people, you know, hopefully not everyone on this has has dealt with something on this has has dealt with something on this has has dealt with something like that. Maybe something a lot harder. like that. Maybe something a lot harder. like that. Maybe something a lot harder. But the reality is we judge our year off But the reality is we judge our year off But the reality is we judge our year off of what’s possible when we would be. We of what’s possible when we would be. We of what’s possible when we would be. We should be thinking about what’s should be thinking about what’s should be thinking about what’s probable, right? Anything is possible.

[20:05] probable, right? Anything is possible. probable, right? Anything is possible. But we assume everything’s going to go But we assume everything’s going to go But we assume everything’s going to go right and it’s not going to. And so we right and it’s not going to. And so we right and it’s not going to. And so we need to think more in probability, need to think more in probability, need to think more in probability, right? So if if my uh you know, I want right? So if if my uh you know, I want right? So if if my uh you know, I want to make whatever $100,000 this year. If to make whatever $100,000 this year. If to make whatever $100,000 this year. If you’re an agent, I want to make $100,000 you’re an agent, I want to make $100,000 you’re an agent, I want to make $100,000 this year. Uh fantastic. If you build a this year. Uh fantastic. If you build a this year. Uh fantastic. If you build a plan that gets you to 100K, assuming plan that gets you to 100K, assuming plan that gets you to 100K, assuming everything’s going to go right, that’s a everything’s going to go right, that’s a everything’s going to go right, that’s a terrible plan and not in a mean way,

[20:26] terrible plan and not in a mean way, terrible plan and not in a mean way, right? Like you need to sit there and right? Like you need to sit there and right? Like you need to sit there and say you’re not going to know what’s say you’re not going to know what’s say you’re not going to know what’s going to happen. But you got to make it going to happen. But you got to make it going to happen. But you got to make it so easy to execute and say this is the so easy to execute and say this is the so easy to execute and say this is the simplest thing I can do over and over simplest thing I can do over and over simplest thing I can do over and over and over again that it’s going to earn and over again that it’s going to earn and over again that it’s going to earn me 100K. That way I know if something me 100K. That way I know if something me 100K. That way I know if something rocks my world, I can keep doing it.

[20:44] rocks my world, I can keep doing it. rocks my world, I can keep doing it. Right? Because it’s the compounding Right? Because it’s the compounding Right? Because it’s the compounding effect of the effort since 2014. Me and effect of the effort since 2014. Me and effect of the effort since 2014. Me and you, right? It’s that compounding you, right? It’s that compounding you, right? It’s that compounding effect. And so, we’ve got to think in a effect. And so, we’ve got to think in a effect. And so, we’ve got to think in a deeper way. Not in a hyper, man, I’m deeper way. Not in a hyper, man, I’m deeper way. Not in a hyper, man, I’m living in this one year or this one living in this one year or this one living in this one year or this one month or I can’t wait till rates, you month or I can’t wait till rates, you month or I can’t wait till rates, you know, drop, which I’m excited about, know, drop, which I’m excited about, know, drop, which I’m excited about, too, if they do.

[20:59] too, if they do. too, if they do. >> But it’s, man, what can I do? What’s the >> But it’s, man, what can I do? What’s the >> But it’s, man, what can I do? What’s the simplest thing I can do to make sure simplest thing I can do to make sure simplest thing I can do to make sure that for me, man, the blessing has been that for me, man, the blessing has been that for me, man, the blessing has been for 10 years in a row, I’ve literally for 10 years in a row, I’ve literally for 10 years in a row, I’ve literally never missed a month of the lead never missed a month of the lead never missed a month of the lead generation I knew I needed to do, even generation I knew I needed to do, even generation I knew I needed to do, even when my mom passed away, because I know when my mom passed away, because I know when my mom passed away, because I know what the simple things were that were what the simple things were that were what the simple things were that were the leverage points to push my the leverage points to push my the leverage points to push my relationships and business forward. So,

[21:17] relationships and business forward. So, relationships and business forward. So, I was able to still accomplish that. I was able to still accomplish that. I was able to still accomplish that. Didn’t have some three hours a day on Didn’t have some three hours a day on Didn’t have some three hours a day on the phone, which doesn’t mean that’s the phone, which doesn’t mean that’s the phone, which doesn’t mean that’s wrong, right? But there was a system in wrong, right? But there was a system in wrong, right? But there was a system in place that meant if I couldn’t show up place that meant if I couldn’t show up place that meant if I couldn’t show up the way that I always did, my business the way that I always did, my business the way that I always did, my business was going to be okay. And I think a lot was going to be okay. And I think a lot was going to be okay. And I think a lot of agents came into COVID and it was, of agents came into COVID and it was, of agents came into COVID and it was, “Oh my gosh, there’s so much chaos.” I “Oh my gosh, there’s so much chaos.” I “Oh my gosh, there’s so much chaos.” I know my lead agent did, there’s so much

[21:36] know my lead agent did, there’s so much know my lead agent did, there’s so much chaos, I don’t even have time to stop chaos, I don’t even have time to stop chaos, I don’t even have time to stop and think. Like, I’ll deal with that and think. Like, I’ll deal with that and think. Like, I’ll deal with that when that happens. And now it’s, uhoh, when that happens. And now it’s, uhoh, when that happens. And now it’s, uhoh, I’m behind. How do I do it? Right? My I’m behind. How do I do it? Right? My I’m behind. How do I do it? Right? My last encouragement for those agents, last encouragement for those agents, last encouragement for those agents, just like you said, just hang on. You just like you said, just hang on. You just like you said, just hang on. You know, Charles Ketering, one of my know, Charles Ketering, one of my know, Charles Ketering, one of my favorite quotes ever, the only time you favorite quotes ever, the only time you favorite quotes ever, the only time you can’t afford to fail is the last time can’t afford to fail is the last time can’t afford to fail is the last time you try. So, just keep going, right? You

[21:55] you try. So, just keep going, right? You you try. So, just keep going, right? You have an infinite runway if you’re have an infinite runway if you’re have an infinite runway if you’re unwilling to give up. And we should be unwilling to give up. And we should be unwilling to give up. And we should be those kinds of people. Just be unwilling those kinds of people. Just be unwilling those kinds of people. Just be unwilling to give up and go figure it out. And you to give up and go figure it out. And you to give up and go figure it out. And you will figure it out. It’s just hard. And will figure it out. It’s just hard. And will figure it out. It’s just hard. And that’s okay. that’s okay. that’s okay. >> Yeah. you know, going back quickly to >> Yeah. you know, going back quickly to >> Yeah. you know, going back quickly to the the thing you said about uh learning the the thing you said about uh learning the the thing you said about uh learning for an hour a day or whatever. I think, for an hour a day or whatever. I think, for an hour a day or whatever. I think, you know, a lot often times people that

[22:16] you know, a lot often times people that you know, a lot often times people that when they get into the business, they when they get into the business, they when they get into the business, they think about uh like cold calling, door think about uh like cold calling, door think about uh like cold calling, door knocking, going to, you know, an open knocking, going to, you know, an open knocking, going to, you know, an open house every single day, hosting an open house every single day, hosting an open house every single day, hosting an open house every single day if you can. Um house every single day if you can. Um house every single day if you can. Um that kind of stuff to to build in uh that kind of stuff to to build in uh that kind of stuff to to build in uh that the the possible business. But I I that the the possible business. But I I that the the possible business. But I I think that learning piece is is huge as think that learning piece is is huge as think that learning piece is is huge as well. And I think one thing that people well. And I think one thing that people well. And I think one thing that people may not think about as much is um see if

[22:36] may not think about as much is um see if may not think about as much is um see if you can go to other people’s home you can go to other people’s home you can go to other people’s home inspections. Like sit in on the home inspections. Like sit in on the home inspections. Like sit in on the home inspections and start learning um from inspections and start learning um from inspections and start learning um from like very common things and and what like very common things and and what like very common things and and what what happens a lot in the home what happens a lot in the home what happens a lot in the home inspection process because that will inspection process because that will inspection process because that will help you um a seem more knowledgeable help you um a seem more knowledgeable help you um a seem more knowledgeable when you’re in a showing. Um, and then when you’re in a showing. Um, and then when you’re in a showing. Um, and then B, like also be able to prepare for um, B, like also be able to prepare for um, B, like also be able to prepare for um, how to handle uh, that because like you

[22:57] how to handle uh, that because like you how to handle uh, that because like you know the first time you get some big know the first time you get some big know the first time you get some big problem like in a home inspection when problem like in a home inspection when problem like in a home inspection when you’re new, it’s like, oh my gosh, what you’re new, it’s like, oh my gosh, what you’re new, it’s like, oh my gosh, what >> we’re more freaked out than the buyer. >> we’re more freaked out than the buyer. >> we’re more freaked out than the buyer. Yeah. Yeah. Yeah. >> Um, and so like yeah, if you have a >> Um, and so like yeah, if you have a >> Um, and so like yeah, if you have a little bit more experience there, I little bit more experience there, I little bit more experience there, I think that’s going to be very very think that’s going to be very very think that’s going to be very very helpful. And it can also be really helpful. And it can also be really helpful. And it can also be really strategic cuz like I’ve I’ve been I’ve strategic cuz like I’ve I’ve been I’ve

[23:17] strategic cuz like I’ve I’ve been I’ve won deals before where like so for a won deals before where like so for a won deals before where like so for a townhouse for example like I like okay townhouse for example like I like okay townhouse for example like I like okay all the town houses around us they’re all the town houses around us they’re all the town houses around us they’re they’re like either having their roof they’re like either having their roof they’re like either having their roof replaced or they looks like they very replaced or they looks like they very replaced or they looks like they very much need it. This one has not been much need it. This one has not been much need it. This one has not been replaced. Um I guarantee you this is replaced. Um I guarantee you this is replaced. Um I guarantee you this is going to be they’re all built at the going to be they’re all built at the going to be they’re all built at the same time. This is around 25 to 30 years same time. This is around 25 to 30 years same time. This is around 25 to 30 years old or whatever. Um this this roof is old or whatever. Um this this roof is

[23:36] old or whatever. Um this this roof is going to need to be replaced going to need to be replaced going to need to be replaced >> in a multiple offer scenario. Like I >> in a multiple offer scenario. Like I >> in a multiple offer scenario. Like I know that roof also is going only going know that roof also is going only going know that roof also is going only going to cost like 3,500 bucks to replace this to cost like 3,500 bucks to replace this to cost like 3,500 bucks to replace this a small townhouse. a small townhouse. a small townhouse. >> Like like factor that in to your offer. >> Like like factor that in to your offer. >> Like like factor that in to your offer. say that it’s either ASIS say that it’s either ASIS say that it’s either ASIS and or you know we’re taking the roof as and or you know we’re taking the roof as and or you know we’re taking the roof as is. And then you know you’ve we we is. And then you know you’ve we we is. And then you know you’ve we we actually beat the next best offer went actually beat the next best offer went actually beat the next best offer went seven grand above uh what we were what

[24:02] seven grand above uh what we were what seven grand above uh what we were what we were us we were us we were us >> and so like we budgeted in $3,500 but we >> and so like we budgeted in $3,500 but we >> and so like we budgeted in $3,500 but we actually made another 35 by actually made another 35 by actually made another 35 by >> yeah it’s amazing >> yeah it’s amazing >> yeah it’s amazing >> not going up as high. So like you can if >> not going up as high. So like you can if >> not going up as high. So like you can if you know that kind of stuff like it can you know that kind of stuff like it can you know that kind of stuff like it can really really really >> help give you a competitive edge um >> help give you a competitive edge um >> help give you a competitive edge um >> in that process. And that’s education is >> in that process. And that’s education is >> in that process. And that’s education is the only competitive edge in my opinion, the only competitive edge in my opinion, the only competitive edge in my opinion, right? You you even think of uh you

[24:24] right? You you even think of uh you right? You you even think of uh you know, you’re near JMU, they’re all of a know, you’re near JMU, they’re all of a know, you’re near JMU, they’re all of a sudden a good football team. Uh like I’m sudden a good football team. Uh like I’m sudden a good football team. Uh like I’m a huge football fan. Well, these guys uh a huge football fan. Well, these guys uh a huge football fan. Well, these guys uh that play football, they don’t just run that play football, they don’t just run that play football, they don’t just run around all day and lift weights. They around all day and lift weights. They around all day and lift weights. They sit there. I mean, they do that, but sit there. I mean, they do that, but sit there. I mean, they do that, but they sit there and they study the they sit there and they study the they sit there and they study the playbook, right? They’re watching film playbook, right? They’re watching film playbook, right? They’re watching film of what everybody else is doing and and of what everybody else is doing and and of what everybody else is doing and and how they can adjust accordingly. They’re

[24:42] how they can adjust accordingly. They’re how they can adjust accordingly. They’re spending time learning. And it’s not spending time learning. And it’s not spending time learning. And it’s not about being the busiest agent, in my about being the busiest agent, in my about being the busiest agent, in my opinion. It’s about being the most opinion. It’s about being the most opinion. It’s about being the most productive and most learned agent productive and most learned agent productive and most learned agent because a year from now if you start because a year from now if you start because a year from now if you start reading even if you don’t do it every reading even if you don’t do it every reading even if you don’t do it every day if you do it twice a week and you day if you do it twice a week and you day if you do it twice a week and you read two hours a day right so that’s a read two hours a day right so that’s a read two hours a day right so that’s a 100 hours over the 50 weeks if you read 100 hours over the 50 weeks if you read 100 hours over the 50 weeks if you read for a 100 hours and then you do it again

[25:02] for a 100 hours and then you do it again for a 100 hours and then you do it again next year and then you do it again next next year and then you do it again next next year and then you do it again next year the compounding effect of year the compounding effect of year the compounding effect of intentional learning or going to intentional learning or going to intentional learning or going to inspections like you’re talking about inspections like you’re talking about inspections like you’re talking about the compounding effect of you having 300 the compounding effect of you having 300 the compounding effect of you having 300 extra hours of developing and growing extra hours of developing and growing extra hours of developing and growing your brain and your skill set you may your brain and your skill set you may your brain and your skill set you may not sell as many homes as agent, you not sell as many homes as agent, you not sell as many homes as agent, you know, agent X in your office this year know, agent X in your office this year know, agent X in your office this year or next year, but I guarantee you you

[25:23] or next year, but I guarantee you you or next year, but I guarantee you you will year three and year four. And will year three and year four. And will year three and year four. And you’ll do it more efficiently. You’ll do you’ll do it more efficiently. You’ll do you’ll do it more efficiently. You’ll do it in a more effective, profitable way. it in a more effective, profitable way. it in a more effective, profitable way. Uh and and so like it is about that, Uh and and so like it is about that, Uh and and so like it is about that, right? That’s what I love about being an right? That’s what I love about being an right? That’s what I love about being an entrepreneur. At the end of the day, entrepreneur. At the end of the day, entrepreneur. At the end of the day, it’s my brain versus your brain. And am it’s my brain versus your brain. And am it’s my brain versus your brain. And am I willing to outlearn you? Because if I I willing to outlearn you? Because if I I willing to outlearn you? Because if I can outthink somebody, then I don’t have can outthink somebody, then I don’t have can outthink somebody, then I don’t have to outwork them. If I outthank them and

[25:41] to outwork them. If I outthank them and to outwork them. If I outthank them and outwork them, then that’s a really good outwork them, then that’s a really good outwork them, then that’s a really good recipe for success, right? So man, we recipe for success, right? So man, we recipe for success, right? So man, we just uh I think as an industry we need just uh I think as an industry we need just uh I think as an industry we need to remember that we have to stay to remember that we have to stay to remember that we have to stay learning based and if we aren’t learning learning based and if we aren’t learning learning based and if we aren’t learning based that we need to listen to podcasts based that we need to listen to podcasts based that we need to listen to podcasts like this, right? If we’re not learning like this, right? If we’re not learning like this, right? If we’re not learning based, then yes, we can we’ll still based, then yes, we can we’ll still based, then yes, we can we’ll still learn because we’ll go through learn because we’ll go through learn because we’ll go through experiences or or X Y and Z, whatever.

[26:01] experiences or or X Y and Z, whatever. experiences or or X Y and Z, whatever. Um but we could go through experiences Um but we could go through experiences Um but we could go through experiences and compound that with new thoughts from and compound that with new thoughts from and compound that with new thoughts from other people, new ideas, whatever. And other people, new ideas, whatever. And other people, new ideas, whatever. And man, we’re going to look so much man, we’re going to look so much man, we’re going to look so much different. My business can’t grow beyond different. My business can’t grow beyond different. My business can’t grow beyond where I’ve grown. So, if I want my where I’ve grown. So, if I want my where I’ve grown. So, if I want my business to get better, I better look at business to get better, I better look at business to get better, I better look at myself and say, you know, if I want to myself and say, you know, if I want to myself and say, you know, if I want to go make a million bucks, well, am I the go make a million bucks, well, am I the go make a million bucks, well, am I the guy who earns a million dollars a year?

[26:21] guy who earns a million dollars a year? guy who earns a million dollars a year? Well, not yet. So, who do I need to Well, not yet. So, who do I need to Well, not yet. So, who do I need to become first? And I I think it was Gary become first? And I I think it was Gary become first? And I I think it was Gary Keller who said, uh, it’s be, do, have, Keller who said, uh, it’s be, do, have, Keller who said, uh, it’s be, do, have, not have, do, be. Meaning, not have, do, be. Meaning, not have, do, be. Meaning, >> most people think I’m going to have >> most people think I’m going to have >> most people think I’m going to have those things and I get to do what, you those things and I get to do what, you those things and I get to do what, you know, the wealthy people do and then know, the wealthy people do and then know, the wealthy people do and then I’ll be like them. No, it’s you got to I’ll be like them. No, it’s you got to I’ll be like them. No, it’s you got to become like them, then do what they do, become like them, then do what they do, become like them, then do what they do, and then you get to have what they have.

[26:40] and then you get to have what they have. and then you get to have what they have. Uh, right. And so, we got to get the Uh, right. And so, we got to get the Uh, right. And so, we got to get the order right. And and it all starts with order right. And and it all starts with order right. And and it all starts with what’s the what are you learning about, what’s the what are you learning about, what’s the what are you learning about, right? What’s going on between the ears right? What’s going on between the ears right? What’s going on between the ears and how are you growing? and how are you growing? and how are you growing? >> And and a very simple practical example >> And and a very simple practical example >> And and a very simple practical example of like what you’re talking about is, of like what you’re talking about is, of like what you’re talking about is, you know, the client I helped with that.

[26:53] you know, the client I helped with that. you know, the client I helped with that. They trust me now. They trust me now. They trust me now. >> You know, they they they they I was >> You know, they they they they I was >> You know, they they they they I was right. The roof needed to be replaced. I right. The roof needed to be replaced. I right. The roof needed to be replaced. I was right. The seller was worried about was right. The seller was worried about was right. The seller was worried about that. They were willing to take a that. They were willing to take a that. They were willing to take a discount on it. So, they got the house discount on it. So, they got the house discount on it. So, they got the house for the amount that I expected it to be.

[27:07] for the amount that I expected it to be. for the amount that I expected it to be. Um and uh they they won out because of Um and uh they they won out because of Um and uh they they won out because of it. And so they’re they’re they’re it. And so they’re they’re they’re it. And so they’re they’re they’re already calling me again. We’re already already calling me again. We’re already already calling me again. We’re already talking about buying another house. And talking about buying another house. And talking about buying another house. And um you know, I wouldn’t probably even um you know, I wouldn’t probably even um you know, I wouldn’t probably even have to be I I am connected with this have to be I I am connected with this have to be I I am connected with this person and you know, nurturing my person and you know, nurturing my person and you know, nurturing my sphere, you know, as I go. But probably sphere, you know, as I go. But probably sphere, you know, as I go. But probably wouldn’t even have to. They probably wouldn’t even have to. They probably wouldn’t even have to. They probably would just come back to me because like

[27:27] would just come back to me because like would just come back to me because like this is a big decision. This is a big this is a big decision. This is a big this is a big decision. This is a big process and it’s nerve-wracking. And if process and it’s nerve-wracking. And if process and it’s nerve-wracking. And if you trust that person, they have your you trust that person, they have your you trust that person, they have your best intentions and in mind, and they best intentions and in mind, and they best intentions and in mind, and they know what they’re doing, that you’re know what they’re doing, that you’re know what they’re doing, that you’re going to go back to that person for sure going to go back to that person for sure going to go back to that person for sure instead of taking a risk on some random instead of taking a risk on some random instead of taking a risk on some random Zillow. So true.

[27:40] Zillow. So true. Zillow. So true. >> Absolutely. Absolutely. >> Absolutely. Absolutely. >> Absolutely. Absolutely. >> So, um, but yeah, that’s that’s amazing. >> So, um, but yeah, that’s that’s amazing. >> So, um, but yeah, that’s that’s amazing. I like I think, you know, studying the I like I think, you know, studying the I like I think, you know, studying the people that are in your office that are people that are in your office that are people that are in your office that are killing it, um, is a good way to to to killing it, um, is a good way to to to killing it, um, is a good way to to to be, right? Like, what are they doing? be, right? Like, what are they doing?

[27:54] be, right? Like, what are they doing? What are they doing that makes them What are they doing that makes them What are they doing that makes them successful compared to others? Um, and successful compared to others? Um, and successful compared to others? Um, and and you’re exactly right. I mean, like, and you’re exactly right. I mean, like, and you’re exactly right. I mean, like, you have to be that person before it all you have to be that person before it all you have to be that person before it all comes to you. comes to you. comes to you. >> Yeah. And I would say >> Yeah. And I would say >> Yeah. And I would say >> right away. >> right away. >> right away. >> Yeah. A big part of of of my book is >> Yeah. A big part of of of my book is >> Yeah. A big part of of of my book is about redefining the win, right? So, uh about redefining the win, right? So, uh about redefining the win, right? So, uh it it’s funny because we I use this it it’s funny because we I use this it it’s funny because we I use this word, too. We say, “Oh, well, look at

[28:14] word, too. We say, “Oh, well, look at word, too. We say, “Oh, well, look at the successful people.” Well, it’s it’s the successful people.” Well, it’s it’s the successful people.” Well, it’s it’s as if ingrained in us, we have an as if ingrained in us, we have an as if ingrained in us, we have an immediate idea of what that means. immediate idea of what that means. immediate idea of what that means. They’re selling a bunch of homes. They’re selling a bunch of homes. They’re selling a bunch of homes. They’re making a bunch of money. Well, I They’re making a bunch of money. Well, I They’re making a bunch of money. Well, I know plenty of people like that who lost know plenty of people like that who lost know plenty of people like that who lost their marriage or don’t talk to their their marriage or don’t talk to their their marriage or don’t talk to their kids or or or actually weren’t kids or or or actually weren’t kids or or or actually weren’t profitable. Um profitable. Um profitable. Um >> you know, whatever. They define it their >> you know, whatever. They define it their

[28:31] >> you know, whatever. They define it their own way. That’s not what success looks own way. That’s not what success looks own way. That’s not what success looks like to me. And so I actually saw a like to me. And so I actually saw a like to me. And so I actually saw a video, it’s funny you said that. I saw a video, it’s funny you said that. I saw a video, it’s funny you said that. I saw a video of a top trainer and she’s on her video of a top trainer and she’s on her video of a top trainer and she’s on her boat and it’s literally, hey, if you boat and it’s literally, hey, if you boat and it’s literally, hey, if you want to if you want to do what the want to if you want to do what the want to if you want to do what the successful people do, then uh or if you successful people do, then uh or if you successful people do, then uh or if you want to be like successful people, you want to be like successful people, you want to be like successful people, you got to do the things they do. Like you got to do the things they do. Like you got to do the things they do. Like you got to work every weekend, you got to do

[28:49] got to work every weekend, you got to do got to work every weekend, you got to do this, you got to answer the phone, even this, you got to answer the phone, even this, you got to answer the phone, even with your friends, you know, when you’re with your friends, you know, when you’re with your friends, you know, when you’re around your friends, all these things. around your friends, all these things. around your friends, all these things. And I was thinking, first of all, it’s And I was thinking, first of all, it’s And I was thinking, first of all, it’s as if we just naturally assume that we as if we just naturally assume that we as if we just naturally assume that we all agree on the same definition of all agree on the same definition of all agree on the same definition of success. I totally don’t. That’s not success. I totally don’t. That’s not success. I totally don’t. That’s not success to me. Success to me is I’m success to me. Success to me is I’m success to me. Success to me is I’m going to crush it as much as I can, going to crush it as much as I can, going to crush it as much as I can, right? Do my best in the hours I all lot

[29:07] right? Do my best in the hours I all lot right? Do my best in the hours I all lot for work, but man, when I’m done, I’m for work, but man, when I’m done, I’m for work, but man, when I’m done, I’m shutting it off. I’m going to try to be shutting it off. I’m going to try to be shutting it off. I’m going to try to be present with my kids. I I got just got present with my kids. I I got just got present with my kids. I I got just got home an hour ago taking my kids to the home an hour ago taking my kids to the home an hour ago taking my kids to the trampoline park, the oldest four, and trampoline park, the oldest four, and trampoline park, the oldest four, and that is success to me, right? It’s the that is success to me, right? It’s the that is success to me, right? It’s the freedom to do that. Okay, someone else freedom to do that. Okay, someone else freedom to do that. Okay, someone else was on the phone crushing it. They they was on the phone crushing it. They they was on the phone crushing it. They they picked up an appointment. That’s great.

[29:25] picked up an appointment. That’s great. picked up an appointment. That’s great. Like, it genuinely is. But they can have Like, it genuinely is. But they can have Like, it genuinely is. But they can have their own definition. I’m going to have their own definition. I’m going to have their own definition. I’m going to have my own definition. The only one that my own definition. The only one that my own definition. The only one that constantly wins if we just continue to constantly wins if we just continue to constantly wins if we just continue to give up the people that we love just to give up the people that we love just to give up the people that we love just to sell more homes is the industry, right?

[29:37] sell more homes is the industry, right? sell more homes is the industry, right? Is the broker that just keeps making Is the broker that just keeps making Is the broker that just keeps making money. They don’t care if we throw our money. They don’t care if we throw our money. They don’t care if we throw our lives away. They they care about us make lives away. They they care about us make lives away. They they care about us make we’re the we’re the dairy cows, right? we’re the we’re the dairy cows, right? we’re the we’re the dairy cows, right? If we stay there, they keep we keep If we stay there, they keep we keep If we stay there, they keep we keep producing milk for them. That’s good. Um producing milk for them. That’s good. Um producing milk for them. That’s good. Um the reality is, right? So to your point, the reality is, right? So to your point, the reality is, right? So to your point, I agree. Find the person that’s I agree. Find the person that’s I agree. Find the person that’s successful. Do what they do. But I would successful. Do what they do. But I would successful. Do what they do. But I would say first define what success looks

[29:56] say first define what success looks say first define what success looks like. Find that person, right? and then like. Find that person, right? and then like. Find that person, right? and then do what that person does. Uh and and be do what that person does. Uh and and be do what that person does. Uh and and be really intentional with who we pay really intentional with who we pay really intentional with who we pay attention to. If not, we accidentally attention to. If not, we accidentally attention to. If not, we accidentally become somebody we weren’t trying to be. become somebody we weren’t trying to be. become somebody we weren’t trying to be. >> No, it’s a very good point. Um and you >> No, it’s a very good point. Um and you >> No, it’s a very good point. Um and you know, I just I just interviewed somebody know, I just I just interviewed somebody know, I just I just interviewed somebody who year one um they they immediately who year one um they they immediately who year one um they they immediately started with a uh a hire a partner. They started with a uh a hire a partner. They

[30:21] started with a uh a hire a partner. They they went in together as partners. they they went in together as partners. they they went in together as partners. they had a a full-time position from day one had a a full-time position from day one had a a full-time position from day one that they had hired out, which who does that they had hired out, which who does that they had hired out, which who does that? And then and then uh uh the the that? And then and then uh uh the the that? And then and then uh uh the the second year uh so the first year they second year uh so the first year they second year uh so the first year they they did work weekends and and past 9 they did work weekends and and past 9 they did work weekends and and past 9 to5. The second year they didn’t work to5. The second year they didn’t work to5. The second year they didn’t work anymore past 5. They didn’t do anything anymore past 5. They didn’t do anything anymore past 5. They didn’t do anything on the weekends. And I was like, where on the weekends. And I was like, where on the weekends. And I was like, where have you hear that? Where do you hear

[30:44] have you hear that? Where do you hear have you hear that? Where do you hear that? And it’s possible like you can that? And it’s possible like you can that? And it’s possible like you can choose choose choose >> um to work in a way that is uh you know >> um to work in a way that is uh you know >> um to work in a way that is uh you know conducive to your family, but you have conducive to your family, but you have conducive to your family, but you have to prioritize it. that you have to to prioritize it. that you have to to prioritize it. that you have to prioritize what is most important to prioritize what is most important to prioritize what is most important to you. you. you. >> Um and and we all see to go even further >> Um and and we all see to go even further >> Um and and we all see to go even further than what you’re talking about too and I than what you’re talking about too and I than what you’re talking about too and I preach this a lot is like you know preach this a lot is like you know preach this a lot is like you know investing in real estate um doing

[31:05] investing in real estate um doing investing in real estate um doing syndications if they’re good that kind syndications if they’re good that kind syndications if they’re good that kind of stuff as well is also you know of stuff as well is also you know of stuff as well is also you know important to do along the way because important to do along the way because important to do along the way because you also want don’t want to be the you also want don’t want to be the you also want don’t want to be the 90-year-old agent in the office that has 90-year-old agent in the office that has 90-year-old agent in the office that has to be there because they have not to be there because they have not to be there because they have not planned. Um so there’s a lot of things planned. Um so there’s a lot of things planned. Um so there’s a lot of things there like you don’t want to rent the there like you don’t want to rent the there like you don’t want to rent the Porsche. uh you don’t want to lease the Porsche. uh you don’t want to lease the Porsche. uh you don’t want to lease the Porsche your year one to look successful

[31:25] Porsche your year one to look successful Porsche your year one to look successful so you can you know be your lifestyle is so you can you know be your lifestyle is so you can you know be your lifestyle is always higher than what your income is always higher than what your income is always higher than what your income is and you’re always chasing that. Um so so and you’re always chasing that. Um so so and you’re always chasing that. Um so so being financially practical, keeping being financially practical, keeping being financially practical, keeping that in mind, keeping your family in that in mind, keeping your family in that in mind, keeping your family in mind, there’s a lot of elements to keep mind, there’s a lot of elements to keep mind, there’s a lot of elements to keep in mind, but um it’s all possible and in mind, but um it’s all possible and in mind, but um it’s all possible and surrounding yourself with people that surrounding yourself with people that surrounding yourself with people that are on the same journey as you have the are on the same journey as you have the are on the same journey as you have the same kind of priorities with you is huge

[31:45] same kind of priorities with you is huge same kind of priorities with you is huge to to to >> to get there. >> to get there. >> to get there. >> 100%. Man, I you know, I’m sure you’re >> 100%. Man, I you know, I’m sure you’re >> 100%. Man, I you know, I’m sure you’re the exact same way. I have so many the exact same way. I have so many the exact same way. I have so many people that I can thank along the way, people that I can thank along the way, people that I can thank along the way, you know, that that acted as guard rails you know, that that acted as guard rails you know, that that acted as guard rails essentially to Man, this is not who you essentially to Man, this is not who you essentially to Man, this is not who you are. Don’t do that. Oh, okay. You’re are. Don’t do that. Oh, okay. You’re are. Don’t do that. Oh, okay. You’re right. like or uh when I had a larger right. like or uh when I had a larger right. like or uh when I had a larger team, there was four agents, I had three team, there was four agents, I had three team, there was four agents, I had three full-time admin, and we were doing

[32:05] full-time admin, and we were doing full-time admin, and we were doing really well, but uh I realized like, really well, but uh I realized like, really well, but uh I realized like, man, that’s not even what I want. Like, man, that’s not even what I want. Like, man, that’s not even what I want. Like, I was just doing what I thought the next I was just doing what I thought the next I was just doing what I thought the next step was when for me, what I wanted was step was when for me, what I wanted was step was when for me, what I wanted was simplicity. So, I cut down to one agent simplicity. So, I cut down to one agent simplicity. So, I cut down to one agent in a part-time TC and now I’ve been out in a part-time TC and now I’ve been out in a part-time TC and now I’ve been out of production because he effectively of production because he effectively of production because he effectively operates that business. And I have so operates that business. And I have so operates that business. And I have so much time freedom. I didn’t even know much time freedom. I didn’t even know much time freedom. I didn’t even know that was possible because no one talked

[32:23] that was possible because no one talked that was possible because no one talked about it, right? It was about build about it, right? It was about build about it, right? It was about build building this big massive seventh level building this big massive seventh level building this big massive seventh level team. I’m not saying that’s bad. you can team. I’m not saying that’s bad. you can team. I’m not saying that’s bad. you can totally go do that. Uh but maybe you totally go do that. Uh but maybe you totally go do that. Uh but maybe you don’t want to. And my gut says most don’t want to. And my gut says most don’t want to. And my gut says most agents never want to do that, right? agents never want to do that, right?

[32:34] agents never want to do that, right? They’re like, I just don’t want to have They’re like, I just don’t want to have They’re like, I just don’t want to have to do this forever. Uh you know, you get to do this forever. Uh you know, you get to do this forever. Uh you know, you get to that point where you’re you’re early to that point where you’re you’re early to that point where you’re you’re early on in your career and you’re like, man, on in your career and you’re like, man, on in your career and you’re like, man, how do I get to 100K? Awesome. I’ll how do I get to 100K? Awesome. I’ll how do I get to 100K? Awesome. I’ll hustle. I’ll do all that stuff. Then you hustle. I’ll do all that stuff. Then you hustle. I’ll do all that stuff. Then you get to 100K and you start doing that get to 100K and you start doing that get to 100K and you start doing that pretty consistently and then you pretty consistently and then you pretty consistently and then you realize, man, how do I just not have to realize, man, how do I just not have to realize, man, how do I just not have to work all the time, right? How do I not

[32:50] work all the time, right? How do I not work all the time, right? How do I not be available all the time? And and then be available all the time? And and then be available all the time? And and then you start asking different questions, you start asking different questions, you start asking different questions, right? And so, you know, I think that’s right? And so, you know, I think that’s right? And so, you know, I think that’s the hardest place for agents to be, the hardest place for agents to be, the hardest place for agents to be, quite honestly, is they’re kind of stuck quite honestly, is they’re kind of stuck quite honestly, is they’re kind of stuck in that 10 to 20. And it’s like, I don’t in that 10 to 20. And it’s like, I don’t in that 10 to 20. And it’s like, I don’t know how to get the leverage that I know how to get the leverage that I know how to get the leverage that I need. I don’t know how to stop working need. I don’t know how to stop working need. I don’t know how to stop working all the time. Uh, and there’s no all the time. Uh, and there’s no all the time. Uh, and there’s no consistency. There’s no support. There’s

[33:06] consistency. There’s no support. There’s consistency. There’s no support. There’s no real help. What do I do? And I have a no real help. What do I do? And I have a no real help. What do I do? And I have a real heart for those people because I real heart for those people because I real heart for those people because I think that they would love to find their think that they would love to find their think that they would love to find their way out of always having to be the the way out of always having to be the the way out of always having to be the the guy, the girl that’s in front of guy, the girl that’s in front of guy, the girl that’s in front of everyone, everyone, everyone, >> but it’s a really hard decision. It’s a >> but it’s a really hard decision. It’s a >> but it’s a really hard decision. It’s a really hard transition to know how to really hard transition to know how to really hard transition to know how to get the right pieces in place, right?

[33:22] get the right pieces in place, right? get the right pieces in place, right? But again, at the end of the day, you But again, at the end of the day, you But again, at the end of the day, you know, what I’ve had to learn, you know, know, what I’ve had to learn, you know, know, what I’ve had to learn, you know, many, many times I failed at this, man. many, many times I failed at this, man. many, many times I failed at this, man. But what I’ve had to learn is when I But what I’ve had to learn is when I But what I’ve had to learn is when I created my own scoreboard, right? So the created my own scoreboard, right? So the created my own scoreboard, right? So the industry would say, “How many deals, you industry would say, “How many deals, you industry would say, “How many deals, you know, what’s your GCI? What’s your know, what’s your GCI? What’s your know, what’s your GCI? What’s your volume?” And, you know, did you get an volume?” And, you know, did you get an volume?” And, you know, did you get an award at Realtor Problem? It’s totally award at Realtor Problem? It’s totally award at Realtor Problem? It’s totally realtor problem, right? At the end uh

[33:40] realtor problem, right? At the end uh realtor problem, right? At the end uh and and that’s what they judge, right? and and that’s what they judge, right? and and that’s what they judge, right? And that’s okay. That’s the industry. And that’s okay. That’s the industry. And that’s okay. That’s the industry. I’m not mad at them. But everything I I’m not mad at them. But everything I I’m not mad at them. But everything I was doing was geared towards that and was doing was geared towards that and was doing was geared towards that and that alone because that’s all I was that alone because that’s all I was that alone because that’s all I was measuring, too. When I changed the way I measuring, too. When I changed the way I measuring, too. When I changed the way I kept score to, yeah, I have a profit kept score to, yeah, I have a profit kept score to, yeah, I have a profit goal, but now I have a wife goal and now goal, but now I have a wife goal and now goal, but now I have a wife goal and now I have a family goal. So, my wife goal I have a family goal. So, my wife goal I have a family goal. So, my wife goal is two dates a month. My family goal is

[33:57] is two dates a month. My family goal is is two dates a month. My family goal is take every seventh week off. Now, I have take every seventh week off. Now, I have take every seventh week off. Now, I have a different way to keep score and to a different way to keep score and to a different way to keep score and to measure whether I’m succeeding or not, measure whether I’m succeeding or not, measure whether I’m succeeding or not, right? So, uh, if I get, you know, I got right? So, uh, if I get, you know, I got right? So, uh, if I get, you know, I got an offer recently to to go speak at this an offer recently to to go speak at this an offer recently to to go speak at this cool event, hit my profit goal. Yeah.

[34:07] cool event, hit my profit goal. Yeah. cool event, hit my profit goal. Yeah. Would I still be able to have two two Would I still be able to have two two Would I still be able to have two two dates uh that month? Absolutely. It was dates uh that month? Absolutely. It was dates uh that month? Absolutely. It was right smack dab in a month or it was a right smack dab in a month or it was a right smack dab in a month or it was a week that I was off. Hey, man, I week that I was off. Hey, man, I week that I was off. Hey, man, I appreciate it. I can’t do it. you know, appreciate it. I can’t do it. you know, appreciate it. I can’t do it. you know, I got to figure out and and everybody I got to figure out and and everybody I got to figure out and and everybody gets to decide for themselves. You got gets to decide for themselves. You got gets to decide for themselves. You got to figure out what scoring looks like to figure out what scoring looks like to figure out what scoring looks like for you. And once you figure out what for you. And once you figure out what for you. And once you figure out what that looks like, then you have the right

[34:26] that looks like, then you have the right that looks like, then you have the right question to figure out what kind of question to figure out what kind of question to figure out what kind of business you need, right? So, if it’s, business you need, right? So, if it’s, business you need, right? So, if it’s, you know, let’s say it’s I I want to you know, let’s say it’s I I want to you know, let’s say it’s I I want to make 100K profit goal. My spouse goal is make 100K profit goal. My spouse goal is make 100K profit goal. My spouse goal is two dates a month and my family goal two dates a month and my family goal two dates a month and my family goal every seventh week off. Whatever. We’ll every seventh week off. Whatever. We’ll every seventh week off. Whatever. We’ll just essentially use the same thing.

[34:39] just essentially use the same thing. just essentially use the same thing. Now, you get to ask the right question. Now, you get to ask the right question. Now, you get to ask the right question. The question is, what kind of business The question is, what kind of business The question is, what kind of business allows me to take every seventh week allows me to take every seventh week allows me to take every seventh week off, have two dates a month with my off, have two dates a month with my off, have two dates a month with my spouse, and makes 100k. Now, you’ve spouse, and makes 100k. Now, you’ve spouse, and makes 100k. Now, you’ve asked the right question, and you get to asked the right question, and you get to asked the right question, and you get to go solve that problem. The challenge is go solve that problem. The challenge is go solve that problem. The challenge is most of us don’t ask the right question.

[34:56] most of us don’t ask the right question. most of us don’t ask the right question. So, if you don’t ask the right question, So, if you don’t ask the right question, So, if you don’t ask the right question, you don’t get the right answer. Um, and you don’t get the right answer. Um, and you don’t get the right answer. Um, and so, we’re just kind of doing what so, we’re just kind of doing what so, we’re just kind of doing what everybody tells us to do. And the everybody tells us to do. And the everybody tells us to do. And the industry says, “Good job. You get to be industry says, “Good job. You get to be industry says, “Good job. You get to be up on stage. I know that, you know, you up on stage. I know that, you know, you up on stage. I know that, you know, you don’t talk to your kids anymore, but don’t talk to your kids anymore, but don’t talk to your kids anymore, but hey, congratulations. You were the hey, congratulations. You were the hey, congratulations. You were the number one agent.” Uh, I’m not saying number one agent.” Uh, I’m not saying number one agent.” Uh, I’m not saying being number one agent is, you know,

[35:12] being number one agent is, you know, being number one agent is, you know, synonymous with that. Don’t hear me say synonymous with that. Don’t hear me say synonymous with that. Don’t hear me say that. But, you know, those people still that. But, you know, those people still that. But, you know, those people still get celebrated. Uh, man, I don’t care if get celebrated. Uh, man, I don’t care if get celebrated. Uh, man, I don’t care if the industry cheers for me. I care if my the industry cheers for me. I care if my the industry cheers for me. I care if my kids think that daddy is present and kids think that daddy is present and kids think that daddy is present and loves them, right? So, what is I I would loves them, right? So, what is I I would loves them, right? So, what is I I would venture to say that’s the vast majority venture to say that’s the vast majority venture to say that’s the vast majority of agents. We just get caught up in the of agents. We just get caught up in the of agents. We just get caught up in the industry speed, the industry talk, the industry speed, the industry talk, the

[35:31] industry speed, the industry talk, the industry celebration. And that’s okay industry celebration. And that’s okay industry celebration. And that’s okay sometimes, but make sure that the people sometimes, but make sure that the people sometimes, but make sure that the people you care about are the ones celebrating you care about are the ones celebrating you care about are the ones celebrating you, right? And if they celebrate you you, right? And if they celebrate you you, right? And if they celebrate you too, fantastic. That’s a bonus. Uh but too, fantastic. That’s a bonus. Uh but too, fantastic. That’s a bonus. Uh but it’s about it’s about the people that it’s about it’s about the people that it’s about it’s about the people that you love and care about, right?

[35:45] you love and care about, right? you love and care about, right? >> Yeah. Well, so I think um I would I >> Yeah. Well, so I think um I would I >> Yeah. Well, so I think um I would I would venture to guess that you would be would venture to guess that you would be would venture to guess that you would be a dreamer like myself, like where you uh a dreamer like myself, like where you uh a dreamer like myself, like where you uh have like, you know, vision of the have like, you know, vision of the have like, you know, vision of the future and and and you want to go after future and and and you want to go after future and and and you want to go after that and you want to chase it. And I that and you want to chase it. And I that and you want to chase it. And I think that’s something that some people think that’s something that some people think that’s something that some people are more naturally able to do than are more naturally able to do than are more naturally able to do than others. But I think whether you’re not others. But I think whether you’re not others. But I think whether you’re not whether you are or not that you can

[36:04] whether you are or not that you can whether you are or not that you can always sit down and do a vivid vision always sit down and do a vivid vision always sit down and do a vivid vision like think through what you want. What like think through what you want. What like think through what you want. What do you want your life to look like in do you want your life to look like in do you want your life to look like in five years? Do you want your do you want five years? Do you want your do you want five years? Do you want your do you want to be divorced? Do you want to have your to be divorced? Do you want to have your to be divorced? Do you want to have your parent kids like like you, but you have parent kids like like you, but you have parent kids like like you, but you have tons of money? Um, you know, is that is tons of money? Um, you know, is that is tons of money? Um, you know, is that is that what you want? You’re probably not that what you want? You’re probably not that what you want? You’re probably not going to design that. If you’re going to going to design that. If you’re going to

[36:21] going to design that. If you’re going to design, you know, a happ happy marriage design, you know, a happ happy marriage design, you know, a happ happy marriage uh with kids that, you know, adore you uh with kids that, you know, adore you uh with kids that, you know, adore you and success, whatever that defines, and success, whatever that defines, and success, whatever that defines, whatever that is. And then you start whatever that is. And then you start whatever that is. And then you start backtracking it. Then you start like backtracking it. Then you start like backtracking it. Then you start like looking at what does that mean that I looking at what does that mean that I looking at what does that mean that I have to do, you know, in three years?

[36:36] have to do, you know, in three years? have to do, you know, in three years? what does that mean I have to do in one what does that mean I have to do in one what does that mean I have to do in one year? What does that mean I have to do year? What does that mean I have to do year? What does that mean I have to do each quarter? each quarter? each quarter? >> What does that mean I have to do each >> What does that mean I have to do each >> What does that mean I have to do each week? Um, and so just like like you’re week? Um, and so just like like you’re week? Um, and so just like like you’re saying, you can come up with these uh saying, you can come up with these uh saying, you can come up with these uh score cards, these metrics, these KPIs score cards, these metrics, these KPIs score cards, these metrics, these KPIs uh to figure out exactly what will get uh to figure out exactly what will get uh to figure out exactly what will get you to that place that you want to be you to that place that you want to be you to that place that you want to be and then you’re living life

[36:54] and then you’re living life and then you’re living life intentionally instead of just having intentionally instead of just having intentionally instead of just having life handed to you. Um and and you know, life handed to you. Um and and you know, life handed to you. Um and and you know, most of us just wake up and answer the most of us just wake up and answer the most of us just wake up and answer the emails we have to answer and and like emails we have to answer and and like emails we have to answer and and like you said, get you said, get you said, get >> stuck in the um >> stuck in the um >> stuck in the um >> in the machine and it’s not necessarily >> in the machine and it’s not necessarily >> in the machine and it’s not necessarily the life that you want. You because you the life that you want. You because you the life that you want. You because you haven’t designed it. You haven’t gone haven’t designed it. You haven’t gone haven’t designed it. You haven’t gone out and uh you know figured out exactly out and uh you know figured out exactly out and uh you know figured out exactly what you want and how to get there.

[37:16] what you want and how to get there. what you want and how to get there. >> The reality is we’re all going to die >> The reality is we’re all going to die >> The reality is we’re all going to die one day, right? That’s I hope that’s not one day, right? That’s I hope that’s not one day, right? That’s I hope that’s not news to anybody. Um on your headstone, news to anybody. Um on your headstone, news to anybody. Um on your headstone, right? This is what I’ve been right? This is what I’ve been right? This is what I’ve been challenging myself and and people around challenging myself and and people around challenging myself and and people around me. on your headstone. Are they going to me. on your headstone. Are they going to me. on your headstone. Are they going to write real estate agent? Right. And is write real estate agent? Right. And is write real estate agent? Right. And is that what you would want them to write?

[37:30] that what you would want them to write? that what you would want them to write? I would say for most of us, they’re not I would say for most of us, they’re not I would say for most of us, they’re not going to write real estate agent. I hope going to write real estate agent. I hope going to write real estate agent. I hope they don’t write that for me. Uh and I they don’t write that for me. Uh and I they don’t write that for me. Uh and I would would would >> deal a year. >> deal a year. >> deal a year. >> Right. Right. Exactly. It’s like woohoo. >> Right. Right. Exactly. It’s like woohoo. >> Right. Right. Exactly. It’s like woohoo. Ah, that guy is awesome. That’s not what Ah, that guy is awesome. That’s not what Ah, that guy is awesome. That’s not what they’re going to comment on. Right. It’s they’re going to comment on. Right. It’s they’re going to comment on. Right. It’s going to be hopefully for me, devoted going to be hopefully for me, devoted going to be hopefully for me, devoted follower of Jesus, great husband, loving follower of Jesus, great husband, loving

[37:47] follower of Jesus, great husband, loving dad, right? Great grandfather. If I if dad, right? Great grandfather. If I if dad, right? Great grandfather. If I if I, you know, Lord will really live that I, you know, Lord will really live that I, you know, Lord will really live that long to see grandkids, whatever it is, long to see grandkids, whatever it is, long to see grandkids, whatever it is, like poured into people. what I don’t like poured into people. what I don’t like poured into people. what I don’t know what it would say, but it’s not know what it would say, but it’s not know what it would say, but it’s not going to talk about real estate, right? going to talk about real estate, right? going to talk about real estate, right? Oh, you owned 50 houses. Um, that’s not Oh, you owned 50 houses. Um, that’s not Oh, you owned 50 houses. Um, that’s not what our legacy is going to be. And so, what our legacy is going to be. And so, what our legacy is going to be. And so, if that’s true, it doesn’t mean we if that’s true, it doesn’t mean we if that’s true, it doesn’t mean we shouldn’t pursue excellence because we

[38:03] shouldn’t pursue excellence because we shouldn’t pursue excellence because we should. We’re in this industry, so if should. We’re in this industry, so if should. We’re in this industry, so if we’re going to do this, let’s do it we’re going to do this, let’s do it we’re going to do this, let’s do it well. However, it does mean pursue what well. However, it does mean pursue what well. However, it does mean pursue what actually matters, what is going to actually matters, what is going to actually matters, what is going to matter at the end of your life. It’s not matter at the end of your life. It’s not matter at the end of your life. It’s not that I sold a bunch of homes. My kids that I sold a bunch of homes. My kids that I sold a bunch of homes. My kids aren’t going to care. Now, they love it aren’t going to care. Now, they love it aren’t going to care. Now, they love it because I can, you know, buy them because I can, you know, buy them because I can, you know, buy them things. We can go on vacation, whatever.

[38:20] things. We can go on vacation, whatever. things. We can go on vacation, whatever. That’s good. You should go provide for That’s good. You should go provide for That’s good. You should go provide for your family. be excellent at it. But your family. be excellent at it. But your family. be excellent at it. But what they won’t care about at the end of what they won’t care about at the end of what they won’t care about at the end of the day is, “Oh, Dad, you know, if I was the day is, “Oh, Dad, you know, if I was the day is, “Oh, Dad, you know, if I was on my deathbed,” again, not trying to be on my deathbed,” again, not trying to be on my deathbed,” again, not trying to be morbid, but if I’m on my deathbed, morbid, but if I’m on my deathbed, morbid, but if I’m on my deathbed, they’re like, “Dad, you know what we they’re like, “Dad, you know what we they’re like, “Dad, you know what we love most about you is you sold so many love most about you is you sold so many love most about you is you sold so many houses every year.” Like, that’s not houses every year.” Like, that’s not houses every year.” Like, that’s not going to be it at all. It’ll be, “I’m so

[38:35] going to be it at all. It’ll be, “I’m so going to be it at all. It’ll be, “I’m so glad you didn’t miss my games.” Right? glad you didn’t miss my games.” Right? glad you didn’t miss my games.” Right? It’s I’m so glad you picked me up from It’s I’m so glad you picked me up from It’s I’m so glad you picked me up from school. Uh, it’s my wife who says, school. Uh, it’s my wife who says, school. Uh, it’s my wife who says, “Honey, we got to spend so much good “Honey, we got to spend so much good “Honey, we got to spend so much good quality time together.” Uh, man, and quality time together.” Uh, man, and quality time together.” Uh, man, and that’s convicting to me because I’m not that’s convicting to me because I’m not that’s convicting to me because I’m not great at those things either, and I’m great at those things either, and I’m great at those things either, and I’m trying, right? We all should be striving trying, right? We all should be striving trying, right? We all should be striving for that. But the reality is we work for that. But the reality is we work for that. But the reality is we work like the only thing that’s going to

[38:53] like the only thing that’s going to like the only thing that’s going to matter at the end of our lives is how matter at the end of our lives is how matter at the end of our lives is how much stuff we had and what our rank is. much stuff we had and what our rank is. much stuff we had and what our rank is. It won’t matter, right? It won’t matter. It won’t matter, right? It won’t matter. It won’t matter, right? It won’t matter. And so we’ve got to intentionally use And so we’ve got to intentionally use And so we’ve got to intentionally use the word which I agree. Intentionally the word which I agree. Intentionally the word which I agree. Intentionally choose what matters and then choose what matters and then choose what matters and then intentionally pursue a business that intentionally pursue a business that intentionally pursue a business that serves what matters, right? It could be serves what matters, right? It could be serves what matters, right? It could be a 100 homes a year, could be 10, it a 100 homes a year, could be 10, it a 100 homes a year, could be 10, it could be whatever. And I would love,

[39:16] could be whatever. And I would love, could be whatever. And I would love, man, one day for the industry to have man, one day for the industry to have man, one day for the industry to have the person on stage who sold 200 homes the person on stage who sold 200 homes the person on stage who sold 200 homes next to the stay-at-home mom who next to the stay-at-home mom who next to the stay-at-home mom who homeschool her kids who get 10 because homeschool her kids who get 10 because homeschool her kids who get 10 because that’s what she could do, but she kept that’s what she could do, but she kept that’s what she could do, but she kept her feet where she wanted to. Man, her feet where she wanted to. Man, her feet where she wanted to. Man, that’s s both of those are success if that’s s both of those are success if that’s s both of those are success if that’s what success is for them and they that’s what success is for them and they that’s what success is for them and they were still able to provide for the were still able to provide for the were still able to provide for the family. So, you know, I just hope

[39:36] family. So, you know, I just hope family. So, you know, I just hope there’s a revolution in terms of the way there’s a revolution in terms of the way there’s a revolution in terms of the way we view we view we view >> who won and who didn’t. Uh, it’s not >> who won and who didn’t. Uh, it’s not >> who won and who didn’t. Uh, it’s not cleancut and uh and man, you get to cleancut and uh and man, you get to cleancut and uh and man, you get to choose audience. You get to choose what choose audience. You get to choose what choose audience. You get to choose what matters to you and then go pursue that. matters to you and then go pursue that. matters to you and then go pursue that. And don’t let anybody tell you it’s And don’t let anybody tell you it’s And don’t let anybody tell you it’s wrong or don’t let anybody tell you you wrong or don’t let anybody tell you you wrong or don’t let anybody tell you you got to do something else. You choose how got to do something else. You choose how got to do something else. You choose how to do it.

[39:53] to do it. to do it. >> If you’re building again your life and >> If you’re building again your life and >> If you’re building again your life and your career and all that stuff in a way your career and all that stuff in a way your career and all that stuff in a way that you’re not ahead of what you’re that you’re not ahead of what you’re that you’re not ahead of what you’re earning, you’re behind and you’re earning, you’re behind and you’re earning, you’re behind and you’re building up your passive, you’re building up your passive, you’re building up your passive, you’re building up your wealth, etc. that those building up your wealth, etc. that those building up your wealth, etc. that those decisions become a little bit easier.

[40:05] decisions become a little bit easier. decisions become a little bit easier. Like if you are, you know, up to your Like if you are, you know, up to your Like if you are, you know, up to your eyeballs in debt and you can only like eyeballs in debt and you can only like eyeballs in debt and you can only like you have to keep going, it’s a very you have to keep going, it’s a very you have to keep going, it’s a very different conversation. Um, but if you different conversation. Um, but if you different conversation. Um, but if you have this the blessing of of having that have this the blessing of of having that have this the blessing of of having that kind of life where you were kind of kind of life where you were kind of kind of life where you were kind of delaying the gratification, you were not delaying the gratification, you were not delaying the gratification, you were not getting the new car right away because getting the new car right away because getting the new car right away because you you knew you wanted to get a rental you you knew you wanted to get a rental you you knew you wanted to get a rental first or whatever, however you want to

[40:23] first or whatever, however you want to first or whatever, however you want to play it. Um, you’re going to be in a play it. Um, you’re going to be in a play it. Um, you’re going to be in a position where you’re if if there are position where you’re if if there are position where you’re if if there are clients that have a problem with these clients that have a problem with these clients that have a problem with these boundaries that you set for yourself, boundaries that you set for yourself, boundaries that you set for yourself, like you’re going to be like, I don’t like you’re going to be like, I don’t like you’re going to be like, I don’t care. Like, do do you want to work with care. Like, do do you want to work with care. Like, do do you want to work with the person that’s like, you know, like the person that’s like, you know, like the person that’s like, you know, like doesn’t respect that you want to have a doesn’t respect that you want to have a doesn’t respect that you want to have a relationship with your wife or your relationship with your wife or your relationship with your wife or your kids? Like, you don’t want that

[40:41] kids? Like, you don’t want that kids? Like, you don’t want that business. like and and you can and you business. like and and you can and you business. like and and you can and you can make those decisions and it’s can make those decisions and it’s can make those decisions and it’s probably hard to hear when you’re first probably hard to hear when you’re first probably hard to hear when you’re first starting out and you just want anything. starting out and you just want anything. starting out and you just want anything. >> Um but and and there is a grind phase, >> Um but and and there is a grind phase, >> Um but and and there is a grind phase, don’t get me wrong. Like I think, you don’t get me wrong. Like I think, you don’t get me wrong. Like I think, you know, I’ve took on listings and I worked know, I’ve took on listings and I worked know, I’ve took on listings and I worked with people more than I should have.

[40:56] with people more than I should have. with people more than I should have. >> Me, too. Um because yeah, I just needed >> Me, too. Um because yeah, I just needed >> Me, too. Um because yeah, I just needed to I wanted to have business and and and to I wanted to have business and and and to I wanted to have business and and and I’m in a position now that like if I I’m in a position now that like if I I’m in a position now that like if I have somebody coming in that is have somebody coming in that is have somebody coming in that is stressing me out too much and has too stressing me out too much and has too stressing me out too much and has too high of expectations of what I should be high of expectations of what I should be high of expectations of what I should be doing or just very rude, don’t doing or just very rude, don’t doing or just very rude, don’t understand my life. I don’t need to work understand my life. I don’t need to work understand my life. I don’t need to work with them.

[41:16] with them. with them. >> I don’t need to work with them. I’ I’d >> I don’t need to work with them. I’ I’d >> I don’t need to work with them. I’ I’d rather be happy. rather be happy. rather be happy. >> Yeah, man. I totally agree. And I’ve had >> Yeah, man. I totally agree. And I’ve had >> Yeah, man. I totally agree. And I’ve had plenty of those. And you’re right, man. plenty of those. And you’re right, man. plenty of those. And you’re right, man. I there was a grind out season for me, I there was a grind out season for me, I there was a grind out season for me, too, at the beginning. And it’s why it too, at the beginning. And it’s why it too, at the beginning. And it’s why it matters to try to do the right thing as matters to try to do the right thing as matters to try to do the right thing as often as you can so that you eventually often as you can so that you eventually often as you can so that you eventually get out of the grind.

[41:32] get out of the grind. get out of the grind. >> Yes. >> Yes. >> Yes. >> Right. And and you can build that. But I >> Right. And and you can build that. But I >> Right. And and you can build that. But I agree with you. What is freedom in our agree with you. What is freedom in our agree with you. What is freedom in our industry? It’s the freedom to choose who industry? It’s the freedom to choose who industry? It’s the freedom to choose who you work with. Like that to me is you work with. Like that to me is you work with. Like that to me is freedom of, you know, I had a client who freedom of, you know, I had a client who freedom of, you know, I had a client who who called me and uh and they had, you who called me and uh and they had, you who called me and uh and they had, you know, they wanted to offer this a couple know, they wanted to offer this a couple know, they wanted to offer this a couple years ago. They wanted to offer like years ago. They wanted to offer like years ago. They wanted to offer like $70,000 off. The house had just hit the $70,000 off. The house had just hit the

[41:49] $70,000 off. The house had just hit the market. And I’m actually in a training. market. And I’m actually in a training. market. And I’m actually in a training. I forget where I was, but I wasn’t in I forget where I was, but I wasn’t in I forget where I was, but I wasn’t in the area. And they call me and I just the area. And they call me and I just the area. And they call me and I just said and they said we want to offer 70k said and they said we want to offer 70k said and they said we want to offer 70k off. I said look that’s not going to off. I said look that’s not going to off. I said look that’s not going to happen. Like there’s no way the seller’s happen. Like there’s no way the seller’s happen. Like there’s no way the seller’s going to do that. And she literally said going to do that. And she literally said going to do that. And she literally said I thought you said you were a really I thought you said you were a really I thought you said you were a really good negotiator. I’m like I don’t good negotiator. I’m like I don’t good negotiator. I’m like I don’t remember telling you that. I think I am

[42:05] remember telling you that. I think I am remember telling you that. I think I am but you’re asking me to do something but you’re asking me to do something but you’re asking me to do something that’s not possible. And quite honestly that’s not possible. And quite honestly that’s not possible. And quite honestly it’s going to offend everybody. I’m not it’s going to offend everybody. I’m not it’s going to offend everybody. I’m not willing to do that. And so they just willing to do that. And so they just willing to do that. And so they just kept giving me junk and crap and kept giving me junk and crap and kept giving me junk and crap and whatever. So uh we didn’t even submit whatever. So uh we didn’t even submit whatever. So uh we didn’t even submit the offer. I remember when I got home I the offer. I remember when I got home I the offer. I remember when I got home I reached out said hey you know what I reached out said hey you know what I reached out said hey you know what I respect what you guys are trying to do.

[42:20] respect what you guys are trying to do. respect what you guys are trying to do. I’m not the person for you, right? I’m not the person for you, right? I’m not the person for you, right? Because this is not the way I want to be Because this is not the way I want to be Because this is not the way I want to be treated. This is not the way I want to treated. This is not the way I want to treated. This is not the way I want to run my business. And so I let him go. run my business. And so I let him go. run my business. And so I let him go. And man, what a what a relief, right? And man, what a what a relief, right? And man, what a what a relief, right? Like I was spending 90% of my time on Like I was spending 90% of my time on Like I was spending 90% of my time on 10% of my problem. Like everything else 10% of my problem. Like everything else 10% of my problem. Like everything else I was doing was working fine. Let’s let I was doing was working fine. Let’s let I was doing was working fine. Let’s let go of those things that just don’t go of those things that just don’t go of those things that just don’t matter. Uh right, the anchors that hold

[42:40] matter. Uh right, the anchors that hold matter. Uh right, the anchors that hold us back. Again, to your point, the us back. Again, to your point, the us back. Again, to your point, the caveat of if you’re new, if you’re young caveat of if you’re new, if you’re young caveat of if you’re new, if you’re young in this business, you’re trying to in this business, you’re trying to in this business, you’re trying to figure it out. You know what? You got to figure it out. You know what? You got to figure it out. You know what? You got to go through that junk to get to the other go through that junk to get to the other go through that junk to get to the other side. Just make sure once you get to the side. Just make sure once you get to the side. Just make sure once you get to the other side, you don’t keep grinding it other side, you don’t keep grinding it other side, you don’t keep grinding it out like you did at the beginning to try out like you did at the beginning to try out like you did at the beginning to try to get traction. Start doing the right to get traction. Start doing the right to get traction. Start doing the right thing. Start start having the

[42:58] thing. Start start having the thing. Start start having the conversation with your spouse. Hey, what conversation with your spouse. Hey, what conversation with your spouse. Hey, what does winning look like for you? Do you does winning look like for you? Do you does winning look like for you? Do you want me to go sell a bunch of more homes want me to go sell a bunch of more homes want me to go sell a bunch of more homes or like do you want me just to figure or like do you want me just to figure or like do you want me just to figure out how to come home more often? And out how to come home more often? And out how to come home more often? And just make sure that after you go through just make sure that after you go through just make sure that after you go through that season of striving, you know how that season of striving, you know how that season of striving, you know how many times we’re like, it’s just a many times we’re like, it’s just a many times we’re like, it’s just a season of striving or just a season of season of striving or just a season of season of striving or just a season of crying it out and then we get to the end

[43:15] crying it out and then we get to the end crying it out and then we get to the end of that and guess what we keep doing? of that and guess what we keep doing? of that and guess what we keep doing? and we just keep crying it out because and we just keep crying it out because and we just keep crying it out because we’ve built that habit. Make sure when we’ve built that habit. Make sure when we’ve built that habit. Make sure when you get to the end of that that you you get to the end of that that you you get to the end of that that you actually pause and reflect and ask the actually pause and reflect and ask the actually pause and reflect and ask the people that matter to you, all right, people that matter to you, all right, people that matter to you, all right, that was a season. What do we want the that was a season. What do we want the that was a season. What do we want the next season to look like, right? And and next season to look like, right? And and next season to look like, right? And and I think we just got to be willing to I think we just got to be willing to I think we just got to be willing to have those conversations.

[43:34] have those conversations. have those conversations. >> The season part is is very true, very >> The season part is is very true, very >> The season part is is very true, very true in this industry, too. Even like, true in this industry, too. Even like, true in this industry, too. Even like, you know, you’re talking about like that you know, you’re talking about like that you know, you’re talking about like that in a bigger scale, but I mean, it’s also in a bigger scale, but I mean, it’s also in a bigger scale, but I mean, it’s also just, you know, seasonal. like I mean just, you know, seasonal. like I mean just, you know, seasonal. like I mean we’re going to be a lot busier in the we’re going to be a lot busier in the we’re going to be a lot busier in the summer and that’s just kind of how it is summer and that’s just kind of how it is summer and that’s just kind of how it is too and and like there there is the um too and and like there there is the um too and and like there there is the um the es and flows of the business that the es and flows of the business that the es and flows of the business that like if you are you know in it you know

[43:54] like if you are you know in it you know like if you are you know in it you know dayto-day that you might just have to dayto-day that you might just have to dayto-day that you might just have to explain to your kids and family that explain to your kids and family that explain to your kids and family that it’s just going to be a little bit it’s just going to be a little bit it’s just going to be a little bit busier right now and um you know and try busier right now and um you know and try busier right now and um you know and try to make up for it later. Not that you to make up for it later. Not that you to make up for it later. Not that you have to completely ignore your family have to completely ignore your family have to completely ignore your family for four or six months of the the year for four or six months of the the year for four or six months of the the year but you’re gonna but you’re gonna but you’re gonna >> you’re gonna maybe you know be able to >> you’re gonna maybe you know be able to >> you’re gonna maybe you know be able to take longer trips. Um, you know, I I

[44:14] take longer trips. Um, you know, I I take longer trips. Um, you know, I I have a a a really good friend in the have a a a really good friend in the have a a a really good friend in the business and he’s a really good example business and he’s a really good example business and he’s a really good example of of prioritizing what is important to of of prioritizing what is important to of of prioritizing what is important to him. And they they have taken month-long him. And they they have taken month-long him. And they they have taken month-long trips. Um, and often that happens in the trips. Um, and often that happens in the trips. Um, and often that happens in the winter. So, they’ll like they’ll go to winter. So, they’ll like they’ll go to winter. So, they’ll like they’ll go to like uh you know the Cancun area for a like uh you know the Cancun area for a like uh you know the Cancun area for a month or they you’ve gone to like Italy month or they you’ve gone to like Italy month or they you’ve gone to like Italy for a month and like for a month and like for a month and like >> um you know they it’s just important to

[44:35] >> um you know they it’s just important to >> um you know they it’s just important to them and they have a kid now. they they them and they have a kid now. they they them and they have a kid now. they they take the kid to these awesome adventures take the kid to these awesome adventures take the kid to these awesome adventures and you know there’s a lot of people and you know there’s a lot of people and you know there’s a lot of people that would not uh do that or think that would not uh do that or think that would not uh do that or think that’s crazy because you know all the that’s crazy because you know all the that’s crazy because you know all the momentum you’re going to lose if you’re momentum you’re going to lose if you’re momentum you’re going to lose if you’re not in the business day and and and not in the business day and and and not in the business day and and and what’s going to the next month going to what’s going to the next month going to what’s going to the next month going to look like because you haven’t had put look like because you haven’t had put look like because you haven’t had put anything under contract in the meantime

[44:52] anything under contract in the meantime anything under contract in the meantime and and and >> but they’ve figured it out. They’ve made >> but they’ve figured it out. They’ve made >> but they’ve figured it out. They’ve made it a priority and it’s it’s great. it a priority and it’s it’s great. it a priority and it’s it’s great. >> So good, man. And I I think agents any >> So good, man. And I I think agents any >> So good, man. And I I think agents any anytime we make any money, right? Like anytime we make any money, right? Like anytime we make any money, right? Like at the end of the day just ask what was at the end of the day just ask what was at the end of the day just ask what was the point of making money?

[45:05] the point of making money? the point of making money? >> Yes. >> Yes. >> Yes. >> Right. If it’s not to spend it on the >> Right. If it’s not to spend it on the >> Right. If it’s not to spend it on the people you love, then what was the people you love, then what was the people you love, then what was the point? Is it just to keep score compared point? Is it just to keep score compared point? Is it just to keep score compared to your neighbor? Like, okay, that’s to your neighbor? Like, okay, that’s to your neighbor? Like, okay, that’s fine. But you’re either putting it in fine. But you’re either putting it in fine. But you’re either putting it in your ego account or your bank account, your ego account or your bank account, your ego account or your bank account, right? Like, I don’t want it in my ego right? Like, I don’t want it in my ego right? Like, I don’t want it in my ego account, though. I struggle with pride, account, though. I struggle with pride, account, though. I struggle with pride, too. Like, I want it to be in my bank too. Like, I want it to be in my bank

[45:22] too. Like, I want it to be in my bank account. It’s going to honor the people account. It’s going to honor the people account. It’s going to honor the people that I love. I’d rather go spend it on that I love. I’d rather go spend it on that I love. I’d rather go spend it on my family. You know, I need to put money my family. You know, I need to put money my family. You know, I need to put money away like we all do, but I’d rather away like we all do, but I’d rather away like we all do, but I’d rather spend it on my family. Like, what’s the spend it on my family. Like, what’s the spend it on my family. Like, what’s the point? What’s the point of working hard point? What’s the point of working hard point? What’s the point of working hard if you’re not going to do it on the if you’re not going to do it on the if you’re not going to do it on the people that you like? It just doesn’t people that you like? It just doesn’t people that you like? It just doesn’t make sense. And yet, we operate that way make sense. And yet, we operate that way make sense. And yet, we operate that way all the time. And so, man, I love that

[45:39] all the time. And so, man, I love that all the time. And so, man, I love that your friend does that. I think that’s your friend does that. I think that’s your friend does that. I think that’s absolutely right. Great. He worked hard absolutely right. Great. He worked hard absolutely right. Great. He worked hard so he could stop for a month and be so he could stop for a month and be so he could stop for a month and be present with the people that he wanted present with the people that he wanted present with the people that he wanted to be present with. That’s awesome. to be present with. That’s awesome. to be present with. That’s awesome. >> It’s almost like looking at it like, >> It’s almost like looking at it like, >> It’s almost like looking at it like, “All right, I got a quota. I need to “All right, I got a quota. I need to “All right, I got a quota. I need to sell this much this year.

[45:54] sell this much this year. sell this much this year. >> I’m gonna get there faster. I get >> I’m gonna get there faster. I get >> I’m gonna get there faster. I get there.” there.” there.” >> Seriously though, >> Seriously though, >> Seriously though, >> right? And you totally could. And I have >> right? And you totally could. And I have >> right? And you totally could. And I have people that I know or have coached and people that I know or have coached and people that I know or have coached and it’s like, “Hey, it’s September. You did it’s like, “Hey, it’s September. You did it’s like, “Hey, it’s September. You did what you need to do.” So, do you want to what you need to do.” So, do you want to what you need to do.” So, do you want to keep going or do you actually want to keep going or do you actually want to keep going or do you actually want to just hang out? And most of the time just hang out? And most of the time just hang out? And most of the time they’re like, man, I totally want to they’re like, man, I totally want to they’re like, man, I totally want to hang out. And that’s awesome, man. You

[46:12] hang out. And that’s awesome, man. You hang out. And that’s awesome, man. You know, good for you. You know, do a know, good for you. You know, do a know, good for you. You know, do a little bit here and there, maybe. Don’t little bit here and there, maybe. Don’t little bit here and there, maybe. Don’t let everything fall apart. That’s fine. let everything fall apart. That’s fine. let everything fall apart. That’s fine. >> Keep up with your spirit. >> Keep up with your spirit. >> Keep up with your spirit. >> Yeah, you’re right. But like it’s it’s >> Yeah, you’re right. But like it’s it’s >> Yeah, you’re right. But like it’s it’s it’s a choice. And you made mention of it’s a choice. And you made mention of it’s a choice. And you made mention of something earlier made me think. John something earlier made me think. John something earlier made me think. John Akuff wrote a book called Soundtracks, Akuff wrote a book called Soundtracks, Akuff wrote a book called Soundtracks, which I love this book. And uh he says, which I love this book. And uh he says, which I love this book. And uh he says, “Every morning you wake up, you either

[46:29] “Every morning you wake up, you either “Every morning you wake up, you either chance it or you choose it.” And he was chance it or you choose it.” And he was chance it or you choose it.” And he was talking about what’s your mindset, talking about what’s your mindset, talking about what’s your mindset, right? And most of us, myself included, right? And most of us, myself included, right? And most of us, myself included, often wake up and we just chance it. often wake up and we just chance it. often wake up and we just chance it. It’s like, “Oh man, you know, the day is It’s like, “Oh man, you know, the day is It’s like, “Oh man, you know, the day is starting and now what do I do?” Uh, starting and now what do I do?” Uh, starting and now what do I do?” Uh, let’s be the kind of people that choose let’s be the kind of people that choose let’s be the kind of people that choose it more often. And that’s going to help it more often. And that’s going to help it more often. And that’s going to help us be intentional where we want to go.

[46:47] us be intentional where we want to go. us be intentional where we want to go. >> Yeah, we’ve got like probably four more >> Yeah, we’ve got like probably four more >> Yeah, we’ve got like probably four more hours, so we could talk about this, but hours, so we could talk about this, but hours, so we could talk about this, but I do need to shift it into some of those I do need to shift it into some of those I do need to shift it into some of those those questions. Um, so do you have a those questions. Um, so do you have a those questions. Um, so do you have a golden nugget you want you could share golden nugget you want you could share golden nugget you want you could share with our audience?

[47:01] with our audience? with our audience? Yeah, I mean everything so far has been Yeah, I mean everything so far has been Yeah, I mean everything so far has been gold. I’m totally kidding. Uh so man, I gold. I’m totally kidding. Uh so man, I gold. I’m totally kidding. Uh so man, I I there are so many thoughts I have. I I there are so many thoughts I have. I I there are so many thoughts I have. I would say based on our conversation and would say based on our conversation and would say based on our conversation and based on your book too, right, is what based on your book too, right, is what based on your book too, right, is what what the industry tries to tell you. I what the industry tries to tell you. I what the industry tries to tell you. I was selling 50 homes a year and I hired was selling 50 homes a year and I hired was selling 50 homes a year and I hired a coach and I done it all by referral.

[47:18] a coach and I done it all by referral. a coach and I done it all by referral. Never cold called. I’ve never done an Never cold called. I’ve never done an Never cold called. I’ve never done an open house. I’ve never done any of those open house. I’ve never done any of those open house. I’ve never done any of those things. I hire a coach and I say, “Look, things. I hire a coach and I say, “Look, things. I hire a coach and I say, “Look, here’s the stated reason we’re here. Uh here’s the stated reason we’re here. Uh here’s the stated reason we’re here. Uh I want to keep selling 50 homes. I just I want to keep selling 50 homes. I just I want to keep selling 50 homes. I just want to do it in less time. I want to go want to do it in less time. I want to go want to do it in less time. I want to go home.” And she said, “Garrett, here’s home.” And she said, “Garrett, here’s home.” And she said, “Garrett, here’s your homework for the first week. you your homework for the first week. you your homework for the first week. you need to cold call 300 people. You need need to cold call 300 people. You need

[47:33] need to cold call 300 people. You need to door knock a hundred doors. And I was to door knock a hundred doors. And I was to door knock a hundred doors. And I was like, I told you I’ve literally never like, I told you I’ve literally never like, I told you I’ve literally never done that. I don’t intend to do that, done that. I don’t intend to do that, done that. I don’t intend to do that, right? I’m selling 50 homes. Was in the right? I’m selling 50 homes. Was in the right? I’m selling 50 homes. Was in the top 1%. I felt good. And she said, then top 1%. I felt good. And she said, then top 1%. I felt good. And she said, then Garrett, you’re not going to succeed. I Garrett, you’re not going to succeed. I Garrett, you’re not going to succeed. I literally remember her saying that. And literally remember her saying that. And literally remember her saying that. And so we hang up. Yeah. We hang up the next so we hang up. Yeah. We hang up the next so we hang up. Yeah. We hang up the next week. I get on the phone and this is at week. I get on the phone and this is at week. I get on the phone and this is at a big big brokerage, right? Like this

[47:49] a big big brokerage, right? Like this a big big brokerage, right? Like this was their coaching uh company. And uh was their coaching uh company. And uh was their coaching uh company. And uh and she says, “Did you do your and she says, “Did you do your and she says, “Did you do your homework?” I said, “No.” But she said, homework?” I said, “No.” But she said, homework?” I said, “No.” But she said, “Garrett, you’re not going to succeed. “Garrett, you’re not going to succeed. “Garrett, you’re not going to succeed. This is what success looks like.” And This is what success looks like.” And This is what success looks like.” And man, that was the start for me to be man, that was the start for me to be man, that was the start for me to be like, “No, it doesn’t. that this can’t like, “No, it doesn’t. that this can’t like, “No, it doesn’t. that this can’t be it. Yeah. Right. And so my point in be it. Yeah. Right. And so my point in be it. Yeah. Right. And so my point in saying that is as a as a golden nugget saying that is as a as a golden nugget saying that is as a as a golden nugget is no matter where you are in your

[48:06] is no matter where you are in your is no matter where you are in your journey, especially if you’re newer or journey, especially if you’re newer or journey, especially if you’re newer or you’re trying to go to that next level, you’re trying to go to that next level, you’re trying to go to that next level, you’re going to hear a lot of people you’re going to hear a lot of people you’re going to hear a lot of people say, “This is what it looks like. This say, “This is what it looks like. This say, “This is what it looks like. This is how you do it. You got to cold call is how you do it. You got to cold call is how you do it. You got to cold call three hours. You got to be on social three hours. You got to be on social three hours. You got to be on social media. You got to door knock. You got to media. You got to door knock. You got to media. You got to door knock. You got to open house. You got to do all of these open house. You got to do all of these open house. You got to do all of these things.” And none of that’s true, right?

[48:23] things.” And none of that’s true, right? things.” And none of that’s true, right? You were made very specifically. You are You were made very specifically. You are You were made very specifically. You are wired very uniquely from everyone else. wired very uniquely from everyone else. wired very uniquely from everyone else. So, your job is not to go do what So, your job is not to go do what So, your job is not to go do what everybody else does. Your job is to everybody else does. Your job is to everybody else does. Your job is to figure out who you are and go be figure out who you are and go be figure out who you are and go be excellent at that. If you love people, excellent at that. If you love people, excellent at that. If you love people, go be an amazing referral agent. If you go be an amazing referral agent. If you go be an amazing referral agent. If you love social media and creating content, love social media and creating content, love social media and creating content, go be amazing at that. Right? If you go be amazing at that. Right? If you go be amazing at that. Right? If you love being on the phone, go be amazing

[48:46] love being on the phone, go be amazing love being on the phone, go be amazing at that. But your job is not to be at that. But your job is not to be at that. But your job is not to be amazing at everything. It’s not amazing at everything. It’s not amazing at everything. It’s not possible. Your job is to be amazing what possible. Your job is to be amazing what possible. Your job is to be amazing what you were made for. And man, that’s my you were made for. And man, that’s my you were made for. And man, that’s my encouragement is to build and live encouragement is to build and live encouragement is to build and live authentically. Not only is that the best authentically. Not only is that the best authentically. Not only is that the best way for you to succeed, but it’s also way for you to succeed, but it’s also way for you to succeed, but it’s also the way you’re going to be most the way you’re going to be most the way you’re going to be most consistent, and consistency wins every consistent, and consistency wins every consistent, and consistency wins every single time. Uh, right. So, man, that’d

[49:04] single time. Uh, right. So, man, that’d single time. Uh, right. So, man, that’d be my my big encouragement to everybody. be my my big encouragement to everybody. be my my big encouragement to everybody. >> That’s awesome. So, well said. Um, >> That’s awesome. So, well said. Um, >> That’s awesome. So, well said. Um, you’ve mentioned a couple books. Uh, but you’ve mentioned a couple books. Uh, but you’ve mentioned a couple books. Uh, but do you have one that you think is like a do you have one that you think is like a do you have one that you think is like a fundamental read everybody should read fundamental read everybody should read fundamental read everybody should read or maybe just one that you currently are or maybe just one that you currently are or maybe just one that you currently are loving?

[49:18] loving? loving? >> Well, so I would say read mine first and >> Well, so I would say read mine first and >> Well, so I would say read mine first and then get yours. Uh, how’s that for a then get yours. Uh, how’s that for a then get yours. Uh, how’s that for a pitch? pitch? pitch? >> Yeah, man. No. So, uh, you know, there >> Yeah, man. No. So, uh, you know, there >> Yeah, man. No. So, uh, you know, there are so many great books out there and I are so many great books out there and I are so many great books out there and I do have a book coming out in November do have a book coming out in November do have a book coming out in November which I am obviously super super excited which I am obviously super super excited which I am obviously super super excited about that is the intent is to reset the about that is the intent is to reset the about that is the intent is to reset the way we look at success as we’ve been way we look at success as we’ve been way we look at success as we’ve been talking about and then gives them really talking about and then gives them really

[49:38] talking about and then gives them really practical uh plan to go then achieve it practical uh plan to go then achieve it practical uh plan to go then achieve it in a way that makes sense inside of in a way that makes sense inside of in a way that makes sense inside of their new definition what I call the PDA their new definition what I call the PDA their new definition what I call the PDA formula. So, how do you build a formula. So, how do you build a formula. So, how do you build a predictable profitable business that predictable profitable business that predictable profitable business that aligns with who you are? And then the aligns with who you are? And then the aligns with who you are? And then the last part is what you’ve been talking last part is what you’ve been talking last part is what you’ve been talking about too is how do we go intentionally about too is how do we go intentionally about too is how do we go intentionally achieve that, right? The people in our achieve that, right? The people in our achieve that, right? The people in our lives, the things we choose to do, the

[49:58] lives, the things we choose to do, the lives, the things we choose to do, the decisions we make, that kind of stuff. decisions we make, that kind of stuff. decisions we make, that kind of stuff. So, uh, man, I I hope that this makes a So, uh, man, I I hope that this makes a So, uh, man, I I hope that this makes a difference in the real estate industry, difference in the real estate industry, difference in the real estate industry, just like I’m sure you do, too. This is just like I’m sure you do, too. This is just like I’m sure you do, too. This is why I wrote it. It wasn’t for fun. Uh, why I wrote it. It wasn’t for fun. Uh, why I wrote it. It wasn’t for fun. Uh, because it wasn’t that fun. I mean, because it wasn’t that fun. I mean, because it wasn’t that fun. I mean, sometimes it is. Uh, but you get it.

[50:11] sometimes it is. Uh, but you get it. sometimes it is. Uh, but you get it. This is a labor of love, man. And so, This is a labor of love, man. And so, This is a labor of love, man. And so, uh, my heart is that this will bless a uh, my heart is that this will bless a uh, my heart is that this will bless a lot of people called the balance lot of people called the balance lot of people called the balance breakthrough. Winning at work without breakthrough. Winning at work without breakthrough. Winning at work without losing at life. Uh, and man, so I would losing at life. Uh, and man, so I would losing at life. Uh, and man, so I would love for anybody to go read that and I love for anybody to go read that and I love for anybody to go read that and I hope that it makes a difference for hope that it makes a difference for hope that it makes a difference for them.

[50:25] them. them. >> I love it. Um, where would people be >> I love it. Um, where would people be >> I love it. Um, where would people be able to follow you? Um, this this book able to follow you? Um, this this book able to follow you? Um, this this book isn’t out yet, so I I’m assuming it’s isn’t out yet, so I I’m assuming it’s isn’t out yet, so I I’m assuming it’s going to be on Amazon and stuff like going to be on Amazon and stuff like going to be on Amazon and stuff like that, but is there social media? Where that, but is there social media? Where that, but is there social media? Where could they follow you to to make sure could they follow you to to make sure could they follow you to to make sure they can get it?

[50:37] they can get it? they can get it? >> Yeah, man. So, right now, I would >> Yeah, man. So, right now, I would >> Yeah, man. So, right now, I would encourage go to the encourage go to the encourage go to the balancedbreakthrough.com. balancedbreakthrough.com. balancedbreakthrough.com. It’ll take you to a free download of the It’ll take you to a free download of the It’ll take you to a free download of the PDA formula that will help you start PDA formula that will help you start PDA formula that will help you start thinking in how do I use my personality, thinking in how do I use my personality, thinking in how do I use my personality, my unique strengths to build a more my unique strengths to build a more my unique strengths to build a more predictable, profitable business. Uh, I predictable, profitable business. Uh, I predictable, profitable business. Uh, I would love for you to go grab that and would love for you to go grab that and would love for you to go grab that and then it’s going to put you on a list so then it’s going to put you on a list so then it’s going to put you on a list so that when the book comes out, you’ll get

[50:59] that when the book comes out, you’ll get that when the book comes out, you’ll get notified. It’ll be Barnes & Noble, you notified. It’ll be Barnes & Noble, you notified. It’ll be Barnes & Noble, you know, Target, Walmart, Amazon, those know, Target, Walmart, Amazon, those know, Target, Walmart, Amazon, those places. Uh, but for now, like I don’t places. Uh, but for now, like I don’t places. Uh, but for now, like I don’t want people to have to wait. I want you want people to have to wait. I want you want people to have to wait. I want you to start winning now. So, go to the to start winning now. So, go to the to start winning now. So, go to the balancebrethrough.com, grab that free balancebrethrough.com, grab that free balancebrethrough.com, grab that free download. I think it’ll be hopefully a download. I think it’ll be hopefully a download. I think it’ll be hopefully a blessing to you and your business.

[51:14] blessing to you and your business. blessing to you and your business. >> Awesome. Well, Garrett, thanks so much >> Awesome. Well, Garrett, thanks so much >> Awesome. Well, Garrett, thanks so much for being on. It was a a great for being on. It was a a great for being on. It was a a great conversation. Like I said, I’m sure we conversation. Like I said, I’m sure we conversation. Like I said, I’m sure we could keep going for another two hours could keep going for another two hours could keep going for another two hours at least. at least. at least. >> Next time when we’re both, you know, Joe >> Next time when we’re both, you know, Joe >> Next time when we’re both, you know, Joe Rogan and Millions of Dollars Rogan and Millions of Dollars Rogan and Millions of Dollars podcasting. No, man. A blessing to be podcasting. No, man. A blessing to be podcasting. No, man. A blessing to be here, buddy. I appreciate it.

[51:29] here, buddy. I appreciate it. here, buddy. I appreciate it. >> 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. Until next time, keep for more content. Until next time, keep for more content. Until next time, keep building the life you want. building the life you want.

[51:40] building the life 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.