Rise Into Your Absolute Highest Success-Potential with Justin Konikow

[0:03] Welcome back to the REI Agent. We are Welcome back to the REI Agent. We are Welcome back to the REI Agent. We are here with Justin Kico. Justin, thanks so here with Justin Kico. Justin, thanks so here with Justin Kico. Justin, thanks so much for joining us. Yeah, I appreciate much for joining us. Yeah, I appreciate much for joining us. Yeah, I appreciate you having me on. Uh excited for this you having me on. Uh excited for this you having me on. Uh excited for this conversation, Justin. You’re coming out conversation, Justin. You’re coming out conversation, Justin. You’re coming out of the the south, did you say eastern of the the south, did you say eastern of the the south, did you say eastern part of Ontario?

[0:16] part of Ontario? part of Ontario? >> Southwestern, just north of Michigan, >> Southwestern, just north of Michigan, >> Southwestern, just north of Michigan, actually. Yeah, actually. Yeah, actually. Yeah, >> got it. Um yeah, so give us a give us a >> got it. Um yeah, so give us a give us a >> got it. Um yeah, so give us a give us a bird’s eye view of what you do in the bird’s eye view of what you do in the bird’s eye view of what you do in the real estate space. Um then we’ll get real estate space. Um then we’ll get real estate space. Um then we’ll get into your story. into your story. into your story. Yeah. So, I mean, if you looked at me Yeah. So, I mean, if you looked at me Yeah. So, I mean, if you looked at me online, you would see first that I’m an online, you would see first that I’m an online, you would see first that I’m an active agent in production. I run a active agent in production. I run a active agent in production. I run a team, but I actually own my brokerage team, but I actually own my brokerage team, but I actually own my brokerage outright as well, um, with my incredible

[0:36] outright as well, um, with my incredible outright as well, um, with my incredible wife, but we’re not really a brokerage. wife, but we’re not really a brokerage. wife, but we’re not really a brokerage. Um, we’re the only brokerage that I know Um, we’re the only brokerage that I know Um, we’re the only brokerage that I know that acts like an actual company. that acts like an actual company. that acts like an actual company. Doesn’t do any recruiting. Think of us Doesn’t do any recruiting. Think of us Doesn’t do any recruiting. Think of us more like a tactical Navy Seal team of more like a tactical Navy Seal team of more like a tactical Navy Seal team of experts. And also very unique to us, we experts. And also very unique to us, we experts. And also very unique to us, we cover every asset class, residential, cover every asset class, residential, cover every asset class, residential, commercial, investment, agriculture. Um, commercial, investment, agriculture. Um, commercial, investment, agriculture. Um, for example, I have a cash crop advisor for example, I have a cash crop advisor for example, I have a cash crop advisor on staff who actually raises grass-fed

[0:59] on staff who actually raises grass-fed on staff who actually raises grass-fed beef and has done rodeo. Very unique, beef and has done rodeo. Very unique, beef and has done rodeo. Very unique, right? Um, each asset class has kind of right? Um, each asset class has kind of right? Um, each asset class has kind of a division leader and then we have a division leader and then we have a division leader and then we have territory specialist. So, I said territory specialist. So, I said territory specialist. So, I said southwestern Ontario, London, Ontario is southwestern Ontario, London, Ontario is southwestern Ontario, London, Ontario is like the hub of the market. If you like the hub of the market. If you like the hub of the market. If you looked at Toronto, Canada on a map and looked at Toronto, Canada on a map and looked at Toronto, Canada on a map and Detroit, we’re like smack dab in the Detroit, we’re like smack dab in the Detroit, we’re like smack dab in the middle. Um, so we’ve taken that entire middle. Um, so we’ve taken that entire middle. Um, so we’ve taken that entire region as our market share, kind of

[1:20] region as our market share, kind of region as our market share, kind of everywhere in between. and also do a lot everywhere in between. and also do a lot everywhere in between. and also do a lot of speaking, collaborating, podcasting. of speaking, collaborating, podcasting. of speaking, collaborating, podcasting. Um, good friend of mine, Mr. Ryan Um, good friend of mine, Mr. Ryan Um, good friend of mine, Mr. Ryan Sirhant, spoke on stage at his event Sirhant, spoke on stage at his event Sirhant, spoke on stage at his event last year and just a normal guy who last year and just a normal guy who last year and just a normal guy who somehow got in front of some really somehow got in front of some really somehow got in front of some really interesting people and I still feel like interesting people and I still feel like interesting people and I still feel like I’m failing every day trying to figure I’m failing every day trying to figure I’m failing every day trying to figure it out. So, here I am.

[1:37] it out. So, here I am. it out. So, here I am. >> I love it. Uh, we’re going to have to >> I love it. Uh, we’re going to have to >> I love it. Uh, we’re going to have to dive into uh tease out how you you dive into uh tease out how you you dive into uh tease out how you you separate or how you differentiate separate or how you differentiate separate or how you differentiate yourself self as like not just a yourself self as like not just a yourself self as like not just a brokerage but like a a company. Uh, brokerage but like a a company. Uh, brokerage but like a a company. Uh, because I think that’s really because I think that’s really because I think that’s really interesting and I have some thoughts on interesting and I have some thoughts on interesting and I have some thoughts on it. Uh but I I do want to hear first it. Uh but I I do want to hear first it. Uh but I I do want to hear first about how you got started with real about how you got started with real about how you got started with real estate was um yeah when did you actually estate was um yeah when did you actually

[1:57] estate was um yeah when did you actually get into the business? get into the business? get into the business? >> My wife tricked me. It was 2012. I was >> My wife tricked me. It was 2012. I was >> My wife tricked me. It was 2012. I was in hospitality and I had worked my way in hospitality and I had worked my way in hospitality and I had worked my way up through that company from being a up through that company from being a up through that company from being a bouncer to a barback to director of bouncer to a barback to director of bouncer to a barback to director of marketing coordination for all the marketing coordination for all the marketing coordination for all the restaurants. and she had come in up restaurants. and she had come in up restaurants. and she had come in up grown up in a family that built an grown up in a family that built an grown up in a family that built an automotive business in the middle of automotive business in the middle of automotive business in the middle of nowhere to one of like the biggest nowhere to one of like the biggest nowhere to one of like the biggest powerhouses for Ford and Lincoln in

[2:20] powerhouses for Ford and Lincoln in powerhouses for Ford and Lincoln in Canada. Um, and we just wanted to do our Canada. Um, and we just wanted to do our Canada. Um, and we just wanted to do our own thing, right? She wasn’t really own thing, right? She wasn’t really own thing, right? She wasn’t really wanted to go down the nepotism path. wanted to go down the nepotism path. wanted to go down the nepotism path. She’s like, I want to build something. I She’s like, I want to build something. I She’s like, I want to build something. I want to build something. And initially, want to build something. And initially, want to build something. And initially, we had thought about hospitality because we had thought about hospitality because we had thought about hospitality because she has her MBA from the Richard Ivy she has her MBA from the Richard Ivy she has her MBA from the Richard Ivy School of Business. She’s a killer at School of Business. She’s a killer at School of Business. She’s a killer at ops. But she had been licensed seven ops. But she had been licensed seven ops. But she had been licensed seven years before me. um which she had given

[2:38] years before me. um which she had given years before me. um which she had given up to go help her family with the up to go help her family with the up to go help her family with the medical situation within the family, but medical situation within the family, but medical situation within the family, but she had always loved it. And when she she had always loved it. And when she she had always loved it. And when she told me about being a real estate agent, told me about being a real estate agent, told me about being a real estate agent, my exact response was, “I don’t want to my exact response was, “I don’t want to my exact response was, “I don’t want to be a grease ball on a golf course. They be a grease ball on a golf course. They be a grease ball on a golf course. They don’t work hard.” Um the agents I knew don’t work hard.” Um the agents I knew don’t work hard.” Um the agents I knew didn’t, right? You would set up a didn’t, right? You would set up a didn’t, right? You would set up a portal, find your own house. They portal, find your own house. They portal, find your own house. They brought little to no value or they’d

[2:54] brought little to no value or they’d brought little to no value or they’d come and list your house and all show come and list your house and all show come and list your house and all show you the same comps, show you their great you the same comps, show you their great you the same comps, show you their great slide deck and how great they are. Um slide deck and how great they are. Um slide deck and how great they are. Um and then it would just be a competition and then it would just be a competition and then it would just be a competition on commission. So I was like, I don’t on commission. So I was like, I don’t on commission. So I was like, I don’t want to be that guy. her idea with her want to be that guy. her idea with her want to be that guy. her idea with her background in business consulting was background in business consulting was background in business consulting was the nexus of what we created which was the nexus of what we created which was the nexus of what we created which was no no we won’t be agents we won’t be a no no we won’t be agents we won’t be a no no we won’t be agents we won’t be a brokerage we’re going to build a company

[3:13] brokerage we’re going to build a company brokerage we’re going to build a company that specializes in pricing marketing that specializes in pricing marketing that specializes in pricing marketing and negotiation but an actual company and negotiation but an actual company and negotiation but an actual company where you’re not getting an individual where you’re not getting an individual where you’re not getting an individual agent one out of 200 to fight for you agent one out of 200 to fight for you agent one out of 200 to fight for you getting the entire company hence where getting the entire company hence where getting the entire company hence where we are today we are today we are today >> that’s awesome so so where did that >> that’s awesome so so where did that >> that’s awesome so so where did that start then so that you both got your start then so that you both got your start then so that you both got your licenses and you I I mean I don’t know licenses and you I I mean I don’t know licenses and you I I mean I don’t know what it is in Canada around here. Uh you

[3:36] what it is in Canada around here. Uh you what it is in Canada around here. Uh you have to be licensed what for three years have to be licensed what for three years have to be licensed what for three years before you can jump into get uh your before you can jump into get uh your before you can jump into get uh your brokerage license. So So where did that brokerage license. So So where did that brokerage license. So So where did that lead? lead? lead? >> Well, I I like to explain it like this, >> Well, I I like to explain it like this, >> Well, I I like to explain it like this, right? You have three things. You have right? You have three things. You have right? You have three things. You have time, skill, and money. Um we had a lot time, skill, and money. Um we had a lot time, skill, and money. Um we had a lot of time, no skill, no money. And it of time, no skill, no money. And it of time, no skill, no money. And it started opening up shop or getting started opening up shop or getting started opening up shop or getting licensed and working at a brokerage. You licensed and working at a brokerage. You

[3:54] licensed and working at a brokerage. You have to do it for two years there. have to do it for two years there. have to do it for two years there. >> And we just wanted to sell a house. And >> And we just wanted to sell a house. And >> And we just wanted to sell a house. And the market in 2012 here was garbage. And the market in 2012 here was garbage. And the market in 2012 here was garbage. And we couldn’t. We were listing properties we couldn’t. We were listing properties we couldn’t. We were listing properties but nothing was selling. So that was my but nothing was selling. So that was my but nothing was selling. So that was my entrance into the industry and then we entrance into the industry and then we entrance into the industry and then we started getting some traction because of started getting some traction because of started getting some traction because of what I was doing on the marketing side what I was doing on the marketing side what I was doing on the marketing side in media and her tactical approach to in media and her tactical approach to in media and her tactical approach to pricing. I actually started off in

[4:15] pricing. I actually started off in pricing. I actually started off in commercial real estate first. She was on commercial real estate first. She was on commercial real estate first. She was on res. Um but after that 2-year period, res. Um but after that 2-year period, res. Um but after that 2-year period, you know, we ended up having a child and you know, we ended up having a child and you know, we ended up having a child and she really didn’t want to be she really didn’t want to be she really didn’t want to be front-facing with clients, right? like I front-facing with clients, right? like I front-facing with clients, right? like I definitely of the two of us like you definitely of the two of us like you definitely of the two of us like you don’t see anything of her online. You don’t see anything of her online. You don’t see anything of her online. You wouldn’t even know she exists cuz she wouldn’t even know she exists cuz she wouldn’t even know she exists cuz she doesn’t have social media. She doesn’t doesn’t have social media. She doesn’t doesn’t have social media. She doesn’t like it. It’s not her thing.

[4:35] like it. It’s not her thing. like it. It’s not her thing. >> And she wanted to move into more of an >> And she wanted to move into more of an >> And she wanted to move into more of an operations role. And after we had our operations role. And after we had our operations role. And after we had our child, she showed me the business plan. child, she showed me the business plan. child, she showed me the business plan. And it’s interesting because like I And it’s interesting because like I And it’s interesting because like I pushed against her. I was like, “We’re pushed against her. I was like, “We’re pushed against her. I was like, “We’re crushing it. We finally have traction. crushing it. We finally have traction.

[4:45] crushing it. We finally have traction. We’re at a big national brokerage, big We’re at a big national brokerage, big We’re at a big national brokerage, big national brand. All our clients are national brand. All our clients are national brand. All our clients are going to that means so much to them.” going to that means so much to them.” going to that means so much to them.” And she was like, “That’s cute. This is And she was like, “That’s cute. This is And she was like, “That’s cute. This is what we’re doing.” And it’s interesting what we’re doing.” And it’s interesting what we’re doing.” And it’s interesting because in a relationship a lot of times because in a relationship a lot of times because in a relationship a lot of times you do those back and forths and I was you do those back and forths and I was you do those back and forths and I was like okay if you really feel this way like okay if you really feel this way like okay if you really feel this way let’s try it. Um so she moved purely let’s try it. Um so she moved purely let’s try it. Um so she moved purely into operations. I was in sales and then

[5:03] into operations. I was in sales and then into operations. I was in sales and then had too many clients to deal with had too many clients to deal with had too many clients to deal with myself. So brought on one agent to help myself. So brought on one agent to help myself. So brought on one agent to help me with the overflow. Brought on VAS me with the overflow. Brought on VAS me with the overflow. Brought on VAS admins and I mean I painted a really big admins and I mean I painted a really big admins and I mean I painted a really big vision of what we are today. But it vision of what we are today. But it vision of what we are today. But it literally started in a 300 foot literally started in a 300 foot literally started in a 300 foot co-working space with a VA um and us co-working space with a VA um and us co-working space with a VA um and us just scrapping it out. Going from just scrapping it out. Going from just scrapping it out. Going from selling a house to a bunch of houses and selling a house to a bunch of houses and selling a house to a bunch of houses and neighborhoods to different asset classes

[5:23] neighborhoods to different asset classes neighborhoods to different asset classes in a city to now we cover a bunch of in a city to now we cover a bunch of in a city to now we cover a bunch of different territories. Um and it was different territories. Um and it was different territories. Um and it was just showing up every day just trying to just showing up every day just trying to just showing up every day just trying to get 1% better. That that’s the story. get 1% better. That that’s the story. get 1% better. That that’s the story. >> Yeah. Okay. Okay. Well, let’s let’s go >> Yeah. Okay. Okay. Well, let’s let’s go >> Yeah. Okay. Okay. Well, let’s let’s go ahead and dive into then why ahead and dive into then why ahead and dive into then why the how or if you can explain more why the how or if you can explain more why the how or if you can explain more why it’s different to like run a business it’s different to like run a business it’s different to like run a business that specializes in selling real estate, that specializes in selling real estate, that specializes in selling real estate, right? I mean, um versus uh you know,

[5:47] right? I mean, um versus uh you know, right? I mean, um versus uh you know, having just a traditional brokerage. having just a traditional brokerage. having just a traditional brokerage. >> Well, I mean, it’s a lot more >> Well, I mean, it’s a lot more >> Well, I mean, it’s a lot more complicated from the standpoint that complicated from the standpoint that complicated from the standpoint that you’re taking on all of your transaction you’re taking on all of your transaction you’re taking on all of your transaction coordination and compliance, right? like coordination and compliance, right? like coordination and compliance, right? like it would probably be easier for me to it would probably be easier for me to it would probably be easier for me to just bolt this on to one of the large just bolt this on to one of the large just bolt this on to one of the large nationals, but we have a level of nationals, but we have a level of nationals, but we have a level of control that they just simply don’t. And control that they just simply don’t. And control that they just simply don’t. And we’re building enterprise value within

[6:07] we’re building enterprise value within we’re building enterprise value within our company that we wouldn’t be able to our company that we wouldn’t be able to our company that we wouldn’t be able to do if we were just working at any do if we were just working at any do if we were just working at any national brokerage, virtual or bricks national brokerage, virtual or bricks national brokerage, virtual or bricks and mortar. Um, and I also think like and mortar. Um, and I also think like and mortar. Um, and I also think like with the future of real estate, we are with the future of real estate, we are with the future of real estate, we are we’re truthfully now we’re a real estate we’re truthfully now we’re a real estate we’re truthfully now we’re a real estate a media and a tech company. the tech a media and a tech company. the tech a media and a tech company. the tech company is really going to be in our company is really going to be in our company is really going to be in our crosshairs in the next year, especially crosshairs in the next year, especially crosshairs in the next year, especially with AI, but like literally looking for

[6:27] with AI, but like literally looking for with AI, but like literally looking for AI engineers because, you know, every AI engineers because, you know, every AI engineers because, you know, every national is bolting on their virtual AI national is bolting on their virtual AI national is bolting on their virtual AI chat bots and everything else. That’s chat bots and everything else. That’s chat bots and everything else. That’s great. Um, but I think we’re going to great. Um, but I think we’re going to great. Um, but I think we’re going to take it to a different level internally take it to a different level internally take it to a different level internally here in terms of building it really to here in terms of building it really to here in terms of building it really to help our clients, not necessarily our help our clients, not necessarily our help our clients, not necessarily our agents. Where if I look at every other agents. Where if I look at every other agents. Where if I look at every other brokerage that’s out there, every brokerage that’s out there, every brokerage that’s out there, every solution they’re coming up with is

[6:51] solution they’re coming up with is solution they’re coming up with is actually to help their agents because actually to help their agents because actually to help their agents because their clients are their agents, their clients are their agents, their clients are their agents, >> right? >> right? >> right? >> So like the biggest difference is my >> So like the biggest difference is my >> So like the biggest difference is my clients are my clients. My clients clients are my clients. My clients clients are my clients. My clients aren’t my agents. My agents are I don’t aren’t my agents. My agents are I don’t aren’t my agents. My agents are I don’t even like the terminology G agents or even like the terminology G agents or even like the terminology G agents or team or brokerage because it doesn’t team or brokerage because it doesn’t team or brokerage because it doesn’t really define how we operate. Um we just really define how we operate. Um we just really define how we operate. Um we just have our own little ecosystem and it have our own little ecosystem and it

[7:10] have our own little ecosystem and it means that obviously being active in means that obviously being active in means that obviously being active in sales and generating opportunities for sales and generating opportunities for sales and generating opportunities for the team it is a big part of what I do the team it is a big part of what I do the team it is a big part of what I do and being in negotiations but it means and being in negotiations but it means and being in negotiations but it means I’m much more of a business owner um I’m much more of a business owner um I’m much more of a business owner um than I am a salesperson if that answers than I am a salesperson if that answers than I am a salesperson if that answers your question.

[7:26] your question. your question. >> Yeah, I I love it. And I think I I you >> Yeah, I I love it. And I think I I you >> Yeah, I I love it. And I think I I you know I’m going through processes of of know I’m going through processes of of know I’m going through processes of of building a team um exploring things like building a team um exploring things like building a team um exploring things like organizational charts and and and that organizational charts and and and that organizational charts and and and that kind of thing uh where you have your kind of thing uh where you have your kind of thing uh where you have your traditional um CEO role visionary type traditional um CEO role visionary type traditional um CEO role visionary type thing. I’m wondering if you’re if you’re thing. I’m wondering if you’re if you’re thing. I’m wondering if you’re if you’re filling that role. You’ve already talked filling that role. You’ve already talked filling that role. You’ve already talked about your wife being kind of the about your wife being kind of the about your wife being kind of the operations person. So she might be the

[7:47] operations person. So she might be the operations person. So she might be the integrator. Um underneath that you’re integrator. Um underneath that you’re integrator. Um underneath that you’re going to have sales um op uh sales going to have sales um op uh sales going to have sales um op uh sales operations and finance maybe. And um I operations and finance maybe. And um I operations and finance maybe. And um I would from what you’ve already described would from what you’ve already described would from what you’ve already described you would have in the sales uh category you would have in the sales uh category you would have in the sales uh category branches. So you have specializations in branches. So you have specializations in branches. So you have specializations in um you know different sectors. So like um you know different sectors. So like um you know different sectors. So like commercial the is is that accurate?

[8:07] commercial the is is that accurate? commercial the is is that accurate? >> Yeah. Yeah. I mean silos um if whether >> Yeah. Yeah. I mean silos um if whether >> Yeah. Yeah. I mean silos um if whether you look at EOS, whether you look at you look at EOS, whether you look at you look at EOS, whether you look at like there’s a ton of different programs like there’s a ton of different programs like there’s a ton of different programs out there that all basically say the out there that all basically say the out there that all basically say the same thing and business is not hard. You same thing and business is not hard. You same thing and business is not hard. You literally have to offer a product, literally have to offer a product, literally have to offer a product, generate leads for the product, intake generate leads for the product, intake generate leads for the product, intake product, deliver service, close out, product, deliver service, close out, product, deliver service, close out, retain clients, rinse and repeat. Um I I retain clients, rinse and repeat. Um I I retain clients, rinse and repeat. Um I I would say from our organizational

[8:27] would say from our organizational would say from our organizational structure that would be fairly accurate. structure that would be fairly accurate. structure that would be fairly accurate. Um there’s the prime group of companies, Um there’s the prime group of companies, Um there’s the prime group of companies, prime real estate is a part of that. prime real estate is a part of that. prime real estate is a part of that. Prime media and prime technologies, Prime media and prime technologies, Prime media and prime technologies, which next year will be a bigger part of which next year will be a bigger part of which next year will be a bigger part of it. it. it. >> My wife would be CEO role operations. I >> My wife would be CEO role operations. I >> My wife would be CEO role operations. I would be more CMO, which is leading would be more CMO, which is leading would be more CMO, which is leading content driving opportunities. But the content driving opportunities. But the content driving opportunities. But the two of us really do we lay out the two of us really do we lay out the

[8:46] two of us really do we lay out the vision and it’s our job to lead the vision and it’s our job to lead the vision and it’s our job to lead the organization to make sure that the organization to make sure that the organization to make sure that the vision is being executed take the risks vision is being executed take the risks vision is being executed take the risks um look around corners in terms of okay um look around corners in terms of okay um look around corners in terms of okay what really matters to the people that what really matters to the people that what really matters to the people that are in our ecosystem um and then also are in our ecosystem um and then also are in our ecosystem um and then also provide opportunities for them right provide opportunities for them right provide opportunities for them right because I don’t want my sales people to because I don’t want my sales people to because I don’t want my sales people to always just be salespeople um I want to always just be salespeople um I want to always just be salespeople um I want to create a an organization that allows

[9:09] create a an organization that allows create a an organization that allows them to become better humans through them to become better humans through them to become better humans through their work and thus we all probably are their work and thus we all probably are their work and thus we all probably are going to make a lot more money if we going to make a lot more money if we going to make a lot more money if we have really good people doing really have really good people doing really have really good people doing really good work, right? good work, right? good work, right? >> Yeah, totally. Um, having those, you >> Yeah, totally. Um, having those, you >> Yeah, totally. Um, having those, you know, the I don’t know if they have know, the I don’t know if they have know, the I don’t know if they have their own like kind of goals and and you their own like kind of goals and and you their own like kind of goals and and you know, three-year plans, visions, big know, three-year plans, visions, big know, three-year plans, visions, big visions, things. Uh but it it is really

[9:29] visions, things. Uh but it it is really visions, things. Uh but it it is really cool to yeah help facilitate, help cool to yeah help facilitate, help cool to yeah help facilitate, help support people under you to to get to support people under you to to get to support people under you to to get to where they’re wanting to go along the where they’re wanting to go along the where they’re wanting to go along the way, even if it’s not necessarily 100% way, even if it’s not necessarily 100% way, even if it’s not necessarily 100% directed uh in where it’s adding the directed uh in where it’s adding the directed uh in where it’s adding the most money to your pocket, like if they most money to your pocket, like if they most money to your pocket, like if they want to move in a slightly different want to move in a slightly different want to move in a slightly different direction, being able to help them still direction, being able to help them still direction, being able to help them still with those dreams.

[9:48] with those dreams. with those dreams. >> Yeah, you caught me on the right day. Um >> Yeah, you caught me on the right day. Um >> Yeah, you caught me on the right day. Um we just did business planning about we just did business planning about we just did business planning about three weeks ago and I’m doing my one-on- three weeks ago and I’m doing my one-on- three weeks ago and I’m doing my one-on- ones with them now. We give them what’s ones with them now. We give them what’s ones with them now. We give them what’s called the prime planner. And then I did called the prime planner. And then I did called the prime planner. And then I did another talk um to a very large another talk um to a very large another talk um to a very large developer sales office. So their developer sales office. So their developer sales office. So their property management group and we all property management group and we all property management group and we all know that like property managers that know that like property managers that know that like property managers that have people that answer phones, right,

[10:05] have people that answer phones, right, have people that answer phones, right, for tenants, for tenants, for tenants, >> not the best job in the world. Entry >> not the best job in the world. Entry >> not the best job in the world. Entry level probably doesn’t pay a lot and level probably doesn’t pay a lot and level probably doesn’t pay a lot and you’re dealing with some pretty you’re dealing with some pretty you’re dealing with some pretty miserable people sometimes on the phone. miserable people sometimes on the phone. miserable people sometimes on the phone. >> Yeah. >> Yeah. >> Yeah. >> And I walked in there and I’m like, >> And I walked in there and I’m like, >> And I walked in there and I’m like, “What do you want from me?” And she’s “What do you want from me?” And she’s “What do you want from me?” And she’s like, “Just fire them up.” like, you like, “Just fire them up.” like, you like, “Just fire them up.” like, you know, we had gone to a a wealth private know, we had gone to a a wealth private know, we had gone to a a wealth private dinner and I was telling her what we

[10:19] dinner and I was telling her what we dinner and I was telling her what we were doing on the sales side to like were doing on the sales side to like were doing on the sales side to like affect change in a really tough market. affect change in a really tough market. affect change in a really tough market. It’s bad here right now. Um, It’s bad here right now. Um, It’s bad here right now. Um, >> and she got excited. >> and she got excited. >> and she got excited. >> So, I walked in there and I was like, >> So, I walked in there and I was like, >> So, I walked in there and I was like, the first thing I said to everybody the first thing I said to everybody the first thing I said to everybody sitting in the room, like, she’s going sitting in the room, like, she’s going sitting in the room, like, she’s going to get mad at me, but the first thing to get mad at me, but the first thing to get mad at me, but the first thing I’m going to say to you guys is your I’m going to say to you guys is your I’m going to say to you guys is your work is the least important thing on

[10:35] work is the least important thing on work is the least important thing on this list of what we’re about to talk this list of what we’re about to talk this list of what we’re about to talk about. like she called me in here to about. like she called me in here to about. like she called me in here to talk to you about sales, but I’m going talk to you about sales, but I’m going talk to you about sales, but I’m going to tell you if you’re if you’re not to tell you if you’re if you’re not to tell you if you’re if you’re not physically, mentally fit, you don’t have physically, mentally fit, you don’t have physically, mentally fit, you don’t have good relationships, and you’re not not good relationships, and you’re not not good relationships, and you’re not not having fun, you’re not going to make any having fun, you’re not going to make any having fun, you’re not going to make any money. You’re going to suck. And then we money. You’re going to suck. And then we money. You’re going to suck. And then we really dug into that piece of like my really dug into that piece of like my really dug into that piece of like my personal stack is faith, family,

[10:51] personal stack is faith, family, personal stack is faith, family, fitness, fun, finances. If my heart’s fitness, fun, finances. If my heart’s fitness, fun, finances. If my heart’s right with God, then I’m in a better right with God, then I’m in a better right with God, then I’m in a better place to serve my wife and daughter. If place to serve my wife and daughter. If place to serve my wife and daughter. If they are okay, then I know I’m going to they are okay, then I know I’m going to they are okay, then I know I’m going to be able to work out and not be be able to work out and not be be able to work out and not be distracted. Then if all that’s taken distracted. Then if all that’s taken distracted. Then if all that’s taken care of, maybe I can go shoot some care of, maybe I can go shoot some care of, maybe I can go shoot some photos, go fishing, whatever. Um do photos, go fishing, whatever. Um do photos, go fishing, whatever. Um do stuff with my family. And then if all stuff with my family. And then if all stuff with my family. And then if all four of those are taken care of, I’m four of those are taken care of, I’m

[11:08] four of those are taken care of, I’m happy at work. But we live in a world happy at work. But we live in a world happy at work. But we live in a world that does the complete opposite. We work that does the complete opposite. We work that does the complete opposite. We work jobs we hate to buy stuff we don’t want jobs we hate to buy stuff we don’t want jobs we hate to buy stuff we don’t want to impress people we don’t like. And to impress people we don’t like. And to impress people we don’t like. And then we wonder why we’re miserable. then we wonder why we’re miserable. then we wonder why we’re miserable. Right? So I do think like for yourself Right? So I do think like for yourself Right? So I do think like for yourself if you’re building your team out or if you’re building your team out or if you’re building your team out or going down that path, anybody watching going down that path, anybody watching going down that path, anybody watching this, like ask yourself, how good are this, like ask yourself, how good are this, like ask yourself, how good are you in those first four before you start

[11:27] you in those first four before you start you in those first four before you start worrying about closing deals and making worrying about closing deals and making worrying about closing deals and making money? money? money? >> Yeah, I love it. How do you keep >> Yeah, I love it. How do you keep >> Yeah, I love it. How do you keep yourself um how do you keep yourself on yourself um how do you keep yourself on yourself um how do you keep yourself on track? Um, so like I mean do you and and track? Um, so like I mean do you and and track? Um, so like I mean do you and and and where did you create this from? I and where did you create this from? I and where did you create this from? I mean did you have uh do you do you have mean did you have uh do you do you have mean did you have uh do you do you have like intentional vivid uh vision kind of like intentional vivid uh vision kind of like intentional vivid uh vision kind of retreats or vision retreats or whatever retreats or vision retreats or whatever retreats or vision retreats or whatever to to check in to see where you’re

[11:46] to to check in to see where you’re to to check in to see where you’re wanting to be in five years, three wanting to be in five years, three wanting to be in five years, three years, 10 years, etc. Like what what do years, 10 years, etc. Like what what do years, 10 years, etc. Like what what do you do to kind of keep yourself on the you do to kind of keep yourself on the you do to kind of keep yourself on the right path? right path? right path? >> Yeah, I’d say like mentors, reading >> Yeah, I’d say like mentors, reading >> Yeah, I’d say like mentors, reading books, looking for signs of success, books, looking for signs of success, books, looking for signs of success, listening to podcasts, like really that listening to podcasts, like really that listening to podcasts, like really that was probably my journey initially. Now was probably my journey initially. Now was probably my journey initially. Now it’s a lot more structured. Um so once a it’s a lot more structured. Um so once a it’s a lot more structured. Um so once a year we take a massive founders retreat year we take a massive founders retreat

[12:05] year we take a massive founders retreat I call it just me and my wife and we go I call it just me and my wife and we go I call it just me and my wife and we go back and we take all the problems we back and we take all the problems we back and we take all the problems we encountered in the year look at our encountered in the year look at our encountered in the year look at our business and then adapt everything business and then adapt everything business and then adapt everything moving forward we look at our four apps moving forward we look at our four apps moving forward we look at our four apps we ask ourselves honestly how are we we ask ourselves honestly how are we we ask ourselves honestly how are we doing rate them one out of 10 seven’s doing rate them one out of 10 seven’s doing rate them one out of 10 seven’s not an option what can we do yearly not an option what can we do yearly not an option what can we do yearly monthly quarterly daily to affect change monthly quarterly daily to affect change monthly quarterly daily to affect change in those things and then I literally in those things and then I literally

[12:24] in those things and then I literally just put it on my calendar and then I just put it on my calendar and then I just put it on my calendar and then I just follow my calendar and then I just follow my calendar and then I just follow my calendar and then I review it and I think this is something review it and I think this is something review it and I think this is something I don’t even know where I heard this I I don’t even know where I heard this I I don’t even know where I heard this I Maybe back in the clubhouse days, if Maybe back in the clubhouse days, if Maybe back in the clubhouse days, if some I know it was Amanda Doll who said some I know it was Amanda Doll who said some I know it was Amanda Doll who said it, who worked for the Jeff Borum team it, who worked for the Jeff Borum team it, who worked for the Jeff Borum team in Florida. Shout out Amanda Doll. I in Florida. Shout out Amanda Doll. I in Florida. Shout out Amanda Doll. I always like to credit stuff. If I could always like to credit stuff. If I could always like to credit stuff. If I could only judge you by your bank account and

[12:42] only judge you by your bank account and only judge you by your bank account and your calendar, what story would it tell your calendar, what story would it tell your calendar, what story would it tell me? And bank accounts and calendars me? And bank accounts and calendars me? And bank accounts and calendars don’t lie. If I’m buying nothing but don’t lie. If I’m buying nothing but don’t lie. If I’m buying nothing but chips and pizza, I’m probably not going chips and pizza, I’m probably not going chips and pizza, I’m probably not going to be in the best health, right? If I’m to be in the best health, right? If I’m to be in the best health, right? If I’m spending all my time doom scrolling spending all my time doom scrolling spending all my time doom scrolling TikTok, I’m probably not going to get TikTok, I’m probably not going to get TikTok, I’m probably not going to get better at my job. So, I take a look at better at my job. So, I take a look at better at my job. So, I take a look at my calendar, my bank account once a my calendar, my bank account once a my calendar, my bank account once a month, make adjustments against the

[13:00] month, make adjustments against the month, make adjustments against the vision that is very, very vision that is very, very vision that is very, very [clears throat] detailed and mapped out [clears throat] detailed and mapped out [clears throat] detailed and mapped out where we’re living, what we’re doing, where we’re living, what we’re doing, where we’re living, what we’re doing, who we’re working with. Um, and then my who we’re working with. Um, and then my who we’re working with. Um, and then my decisions become a lot easier to track decisions become a lot easier to track decisions become a lot easier to track against. If I get a call for a coffee against. If I get a call for a coffee against. If I get a call for a coffee with a mortgage broker, does that track with a mortgage broker, does that track with a mortgage broker, does that track towards the vision? And if it’s somebody towards the vision? And if it’s somebody towards the vision? And if it’s somebody that like I genuinely love, it’s not all that like I genuinely love, it’s not all that like I genuinely love, it’s not all business, maybe it does track to the

[13:19] business, maybe it does track to the business, maybe it does track to the vision. Maybe it isn’t all about the vision. Maybe it isn’t all about the vision. Maybe it isn’t all about the actual business side, right? So, actual business side, right? So, actual business side, right? So, >> I love it. Yeah. I think I think the >> I love it. Yeah. I think I think the >> I love it. Yeah. I think I think the more um you dive into this space, the more um you dive into this space, the more um you dive into this space, the more you understand um you know success more you understand um you know success more you understand um you know success that’s not just financial, that’s that’s not just financial, that’s that’s not just financial, that’s personal, that’s health, all that um personal, that’s health, all that um personal, that’s health, all that um family. Um the more you understand like family. Um the more you understand like family. Um the more you understand like the the the level of intentionality it the the the level of intentionality it the the the level of intentionality it just takes and and how you are basically

[13:44] just takes and and how you are basically just takes and and how you are basically a lot of people just have life, you a lot of people just have life, you a lot of people just have life, you know, happen to them and uh it’s the know, happen to them and uh it’s the know, happen to them and uh it’s the people that choose to to to to see where people that choose to to to to see where people that choose to to to to see where they want to go and then take steps they want to go and then take steps they want to go and then take steps towards it. on a daily basis that really towards it. on a daily basis that really towards it. on a daily basis that really get places. So, um I love hearing get places. So, um I love hearing get places. So, um I love hearing different versions of that. Uh but it different versions of that. Uh but it different versions of that. Uh but it kind of all boils down to intentionality kind of all boils down to intentionality kind of all boils down to intentionality really.

[14:04] really. really. >> Yeah. Yeah. I find journaling and >> Yeah. Yeah. I find journaling and >> Yeah. Yeah. I find journaling and writing has been helping me a lot lately writing has been helping me a lot lately writing has been helping me a lot lately as well too. Um writing stuff out as well too. Um writing stuff out as well too. Um writing stuff out physically like on a note. I don’t even physically like on a note. I don’t even physically like on a note. I don’t even have good handwriting. I could show you have good handwriting. I could show you have good handwriting. I could show you my notepad. Nobody can read it because my notepad. Nobody can read it because my notepad. Nobody can read it because my handwriting is so bad. Um, but my handwriting is so bad. Um, but my handwriting is so bad. Um, but there’s this, it’s hard to describe, but there’s this, it’s hard to describe, but there’s this, it’s hard to describe, but there’s like a different thought there’s like a different thought there’s like a different thought connection where my mind moves very connection where my mind moves very

[14:23] connection where my mind moves very quick as you can tell. Um, when I write quick as you can tell. Um, when I write quick as you can tell. Um, when I write stuff down, it it p makes me pause and stuff down, it it p makes me pause and stuff down, it it p makes me pause and look at each word, right? So, I find look at each word, right? So, I find look at each word, right? So, I find sometimes like I love doing stuff like sometimes like I love doing stuff like sometimes like I love doing stuff like this because ideiating with other people this because ideiating with other people this because ideiating with other people who are driven will make me realize like who are driven will make me realize like who are driven will make me realize like am what I saying is does that actually am what I saying is does that actually am what I saying is does that actually track to who I am or who I’m pretending track to who I am or who I’m pretending track to who I am or who I’m pretending to be for this podcast? And then as I’m to be for this podcast? And then as I’m to be for this podcast? And then as I’m writing stuff down like does that is

[14:46] writing stuff down like does that is writing stuff down like does that is that actually who I am or who I’m trying that actually who I am or who I’m trying that actually who I am or who I’m trying to be or what do I need to change? And I to be or what do I need to change? And I to be or what do I need to change? And I do want to encourage people watching do want to encourage people watching do want to encourage people watching that are listening that if it’s not yet that are listening that if it’s not yet that are listening that if it’s not yet that’s okay. It just means yet. And it’s that’s okay. It just means yet. And it’s that’s okay. It just means yet. And it’s the simple language difference of the simple language difference of the simple language difference of deciding like you know I’m trying to deciding like you know I’m trying to deciding like you know I’m trying to quit smoking or I’m not a smoker quit smoking or I’m not a smoker quit smoking or I’m not a smoker anymore. Like you may still be smoking anymore. Like you may still be smoking anymore. Like you may still be smoking but if you say I’m not a smoker anymore

[15:06] but if you say I’m not a smoker anymore but if you say I’m not a smoker anymore you’re gonna have a very different you’re gonna have a very different you’re gonna have a very different connection to that next cigarette than connection to that next cigarette than connection to that next cigarette than you would if you chose different you would if you chose different you would if you chose different language. Right. language. Right. language. Right. Yeah. No, I agree. And I think I think Yeah. No, I agree. And I think I think Yeah. No, I agree. And I think I think another piece of the puzzle here too another piece of the puzzle here too another piece of the puzzle here too that that people need to understand is that that people need to understand is that that people need to understand is that they should really understand that they should really understand that they should really understand themselves well. Um I think I think themselves well. Um I think I think themselves well. Um I think I think having a lot of information about having a lot of information about having a lot of information about yourself um through self-reflection like

[15:26] yourself um through self-reflection like yourself um through self-reflection like you’re talking about. I think through you’re talking about. I think through you’re talking about. I think through like different uh personality like different uh personality like different uh personality assessments um you know I’ve done a assessments um you know I’ve done a assessments um you know I’ve done a bunch of different ones um currently bunch of different ones um currently bunch of different ones um currently loving the cultural assessment um one loving the cultural assessment um one loving the cultural assessment um one but but anyway I think I think having a but but anyway I think I think having a but but anyway I think I think having a really good understanding of how you really good understanding of how you really good understanding of how you operate will also help you on this path operate will also help you on this path operate will also help you on this path because for me I’m not a tracker. I’m because for me I’m not a tracker. I’m because for me I’m not a tracker. I’m not a person that uh will do like the

[15:49] not a person that uh will do like the not a person that uh will do like the the checklist of making sure I got all the checklist of making sure I got all the checklist of making sure I got all my habits done every day. That’s that is my habits done every day. That’s that is my habits done every day. That’s that is that’s just not me at all. Um, but I, that’s just not me at all. Um, but I, that’s just not me at all. Um, but I, you know, have to find my way of of you know, have to find my way of of you know, have to find my way of of doing this intentional living. And most doing this intentional living. And most doing this intentional living. And most of that just really comes down to that, of that just really comes down to that, of that just really comes down to that, you know, the routine of it and setting you know, the routine of it and setting you know, the routine of it and setting myself up for, uh, wanting to be in myself up for, uh, wanting to be in myself up for, uh, wanting to be in these spaces. Like for me, uh, I I’m not these spaces. Like for me, uh, I I’m not these spaces. Like for me, uh, I I’m not a home gym person. Um, if it if I had a

[16:15] a home gym person. Um, if it if I had a a home gym person. Um, if it if I had a home gym, it probably would get dusty home gym, it probably would get dusty home gym, it probably would get dusty very quickly. U, but I am a social very quickly. U, but I am a social very quickly. U, but I am a social person. I am like competitive. I’m I person. I am like competitive. I’m I person. I am like competitive. I’m I enjoy um classes. I enjoy going into enjoy um classes. I enjoy going into enjoy um classes. I enjoy going into some sort of uh form of class, building some sort of uh form of class, building some sort of uh form of class, building that community up. Um holding that community up. Um holding that community up. Um holding accountability accountability and so I accountability accountability and so I accountability accountability and so I know that if I’m ever in a place where know that if I’m ever in a place where know that if I’m ever in a place where I’m not doing the class I’m doing now um I’m not doing the class I’m doing now um I’m not doing the class I’m doing now um if I move whatever I need to put that in

[16:40] if I move whatever I need to put that in if I move whatever I need to put that in place or else my fitness my physical place or else my fitness my physical place or else my fitness my physical fitness will go down and no no checklist fitness will go down and no no checklist fitness will go down and no no checklist is going to do that for me but I can set is going to do that for me but I can set is going to do that for me but I can set my life up for that. Um, so I, yeah, I my life up for that. Um, so I, yeah, I my life up for that. Um, so I, yeah, I think it’s also important to note just think it’s also important to note just think it’s also important to note just because you see somebody else who’s a because you see somebody else who’s a because you see somebody else who’s a really good tracker, uh, being super really good tracker, uh, being super really good tracker, uh, being super disciplined, disciplined, disciplined, >> know that that’s their strength, you >> know that that’s their strength, you >> know that that’s their strength, you know, know that’s how they operate well.

[17:00] know, know that’s how they operate well. know, know that’s how they operate well. Um, and it’s not the same for everybody. Um, and it’s not the same for everybody. Um, and it’s not the same for everybody. >> Yeah. I I would also say to that, um, >> Yeah. I I would also say to that, um, >> Yeah. I I would also say to that, um, there’s a few things that I’ve learned there’s a few things that I’ve learned there’s a few things that I’ve learned over the years where like I’ve talked to over the years where like I’ve talked to over the years where like I’ve talked to hundreds of people about this kind of hundreds of people about this kind of hundreds of people about this kind of structure that I’ve created for myself.

[17:12] structure that I’ve created for myself. structure that I’ve created for myself. It was necessary because of my story. I It was necessary because of my story. I It was necessary because of my story. I have a very addictive personality. have a very addictive personality. have a very addictive personality. actually came from addiction, broke that actually came from addiction, broke that actually came from addiction, broke that 20 23 years ago, 15 years, completely 20 23 years ago, 15 years, completely 20 23 years ago, 15 years, completely sober. Um, but I needed it as a tool. sober. Um, but I needed it as a tool. sober. Um, but I needed it as a tool. Like it was simply a tool, right? And I Like it was simply a tool, right? And I Like it was simply a tool, right? And I would say like for somebody like would say like for somebody like would say like for somebody like yourself as you’re speaking about the yourself as you’re speaking about the yourself as you’re speaking about the social aspect of it and the classes and social aspect of it and the classes and social aspect of it and the classes and the fitness piece. I can tell fitness is

[17:33] the fitness piece. I can tell fitness is the fitness piece. I can tell fitness is important to you. I can tell that those important to you. I can tell that those important to you. I can tell that those pieces are important to you. I would pieces are important to you. I would pieces are important to you. I would just challenge you to like frontload just challenge you to like frontload just challenge you to like frontload your year and be like, man, like just your year and be like, man, like just your year and be like, man, like just make sure that you have that in your make sure that you have that in your make sure that you have that in your calendar. And it’s not even tracking it. calendar. And it’s not even tracking it.

[17:41] calendar. And it’s not even tracking it. It’s just it’s just there. And then as It’s just it’s just there. And then as It’s just it’s just there. And then as you look back, you can really take a you look back, you can really take a you look back, you can really take a grasp at like, okay, what did I do? What grasp at like, okay, what did I do? What grasp at like, okay, what did I do? What didn’t I do? And what’s interesting is didn’t I do? And what’s interesting is didn’t I do? And what’s interesting is you will find out all kinds of different you will find out all kinds of different you will find out all kinds of different stuff about yourself through through the stuff about yourself through through the stuff about yourself through through the journey, right? You’ll look back like, journey, right? You’ll look back like, journey, right? You’ll look back like, you know, I love fly fishing, but I’m at you know, I love fly fishing, but I’m at you know, I love fly fishing, but I’m at a phase of my life where if I look at my a phase of my life where if I look at my a phase of my life where if I look at my last year, my daughter’s 11. It’s so

[18:01] last year, my daughter’s 11. It’s so last year, my daughter’s 11. It’s so important to me to be doing things with important to me to be doing things with important to me to be doing things with her that she loves. I love photography her that she loves. I love photography her that she loves. I love photography as well. I’ve been shooting since I was as well. I’ve been shooting since I was as well. I’ve been shooting since I was a kid. She loves it as well. probably a kid. She loves it as well. probably a kid. She loves it as well. probably gonna scrap fly fishing and spend more gonna scrap fly fishing and spend more gonna scrap fly fishing and spend more time going out into the woods, hiking, time going out into the woods, hiking, time going out into the woods, hiking, shooting stuff, going to eat good food.

[18:13] shooting stuff, going to eat good food. shooting stuff, going to eat good food. Like what the the ability of mapping Like what the the ability of mapping Like what the the ability of mapping things out and looking at your calendar things out and looking at your calendar things out and looking at your calendar and and the bank account is more on the and and the bank account is more on the and and the bank account is more on the finance side, but just the calendar finance side, but just the calendar finance side, but just the calendar really allows you to slowly start really allows you to slowly start really allows you to slowly start tweaking your life so that it doesn’t tweaking your life so that it doesn’t tweaking your life so that it doesn’t feel cumbersome because like the struct feel cumbersome because like the struct feel cumbersome because like the struct there’s two things I’ll say as well.

[18:31] there’s two things I’ll say as well. there’s two things I’ll say as well. One, the structure that I have, I hate One, the structure that I have, I hate One, the structure that I have, I hate it like 60 to 70% of the time and I’m it like 60 to 70% of the time and I’m it like 60 to 70% of the time and I’m not impressed about it. And here’s the not impressed about it. And here’s the not impressed about it. And here’s the other thing. If I lose all my notebooks other thing. If I lose all my notebooks other thing. If I lose all my notebooks and all my calendars for a month, I’m and all my calendars for a month, I’m and all my calendars for a month, I’m good. I’m not dependent on it because I good. I’m not dependent on it because I good. I’m not dependent on it because I used to have a track and then I took used to have a track and then I took used to have a track and then I took months off or I’m like, I’m not tracking months off or I’m like, I’m not tracking months off or I’m like, I’m not tracking [snorts] nothing.

[18:47] [snorts] nothing. [snorts] nothing. >> And you need to have that variability >> And you need to have that variability >> And you need to have that variability because the human body, if you’re so because the human body, if you’re so because the human body, if you’re so adapted to doing something one way and adapted to doing something one way and adapted to doing something one way and then you miss a cold plunge and your then you miss a cold plunge and your then you miss a cold plunge and your whole day is ruined, that’s not good. whole day is ruined, that’s not good. whole day is ruined, that’s not good. Like that’s not healthy. Like that’s not healthy. Like that’s not healthy. >> You need to be in flow. But I I think >> You need to be in flow. But I I think >> You need to be in flow. But I I think when you’re zooming out, it’s exactly when you’re zooming out, it’s exactly when you’re zooming out, it’s exactly what you said. Do you know what you what you said. Do you know what you what you said. Do you know what you want? Like do you know who you want to

[19:05] want? Like do you know who you want to want? Like do you know who you want to become? become? become? >> Yeah. And I love the calendar as a tool >> Yeah. And I love the calendar as a tool >> Yeah. And I love the calendar as a tool because it doesn’t lie. Like what is on because it doesn’t lie. Like what is on because it doesn’t lie. Like what is on your calendar? If it’s fly fishing every your calendar? If it’s fly fishing every your calendar? If it’s fly fishing every single weekend for four hours at a time, single weekend for four hours at a time, single weekend for four hours at a time, well, my daughter doesn’t actually well, my daughter doesn’t actually well, my daughter doesn’t actually matter that much to me, no matter what I matter that much to me, no matter what I matter that much to me, no matter what I tell myself, right? The calendar to me tell myself, right? The calendar to me tell myself, right? The calendar to me works no matter who you are. Um, works no matter who you are. Um, works no matter who you are. Um, depending on where you want to go if you depending on where you want to go if you

[19:24] depending on where you want to go if you use it the right way. No, it makes use it the right way. No, it makes use it the right way. No, it makes sense. Um, totally. And I can say that, sense. Um, totally. And I can say that, sense. Um, totally. And I can say that, you know, the times that I was not I you know, the times that I was not I you know, the times that I was not I mean I mean calendar, you know, I will I mean I mean calendar, you know, I will I mean I mean calendar, you know, I will I will like plan out my week to try to will like plan out my week to try to will like plan out my week to try to make sure I can stay in a a CrossFit make sure I can stay in a a CrossFit make sure I can stay in a a CrossFit class or whatever within the class or whatever within the class or whatever within the >> uh time frame and and try to work around >> uh time frame and and try to work around >> uh time frame and and try to work around the the kids schedules and stuff like the the kids schedules and stuff like the the kids schedules and stuff like that. But that. But that. But >> um there’s times where I’ve had like,

[19:47] >> um there’s times where I’ve had like, >> um there’s times where I’ve had like, you know, individual habits or or goals you know, individual habits or or goals you know, individual habits or or goals or whatever tracking on a daily basis, or whatever tracking on a daily basis, or whatever tracking on a daily basis, that kind of thing. And it definitely it that kind of thing. And it definitely it that kind of thing. And it definitely it it does really um help you become it does really um help you become it does really um help you become intentional about you know whatever it intentional about you know whatever it intentional about you know whatever it is you’re trying to and it does it does is you’re trying to and it does it does is you’re trying to and it does it does make a difference. Um, I just also have make a difference. Um, I just also have make a difference. Um, I just also have gone through times and I think that this gone through times and I think that this gone through times and I think that this is probably true for a lot of people is probably true for a lot of people

[20:07] is probably true for a lot of people when you when you build up a uh, you when you when you build up a uh, you when you when you build up a uh, you know, if you’re if you’re trying to know, if you’re if you’re trying to know, if you’re if you’re trying to become a real estate agent and you and become a real estate agent and you and become a real estate agent and you and you try to model yourself after a you try to model yourself after a you try to model yourself after a mentor, somebody that you’re you’re mentor, somebody that you’re you’re mentor, somebody that you’re you’re >> you’re not, um, >> you’re not, um, >> you’re not, um, >> for sure >> for sure >> for sure >> you can try to beat yourself up about >> you can try to beat yourself up about >> you can try to beat yourself up about the ways that you’re not them and think the ways that you’re not them and think the ways that you’re not them and think you need to get better at being them you need to get better at being them you need to get better at being them when in reality you’re your own version

[20:26] when in reality you’re your own version when in reality you’re your own version of [laughter] of a real estate agent. of [laughter] of a real estate agent. of [laughter] of a real estate agent. And dude, on Instagram or social, sorry, And dude, on Instagram or social, sorry, And dude, on Instagram or social, sorry, sorry to jump on jump on that, but I I sorry to jump on jump on that, but I I sorry to jump on jump on that, but I I preach this all the time, right? You preach this all the time, right? You preach this all the time, right? You need to find who you are cuz like the need to find who you are cuz like the need to find who you are cuz like the people that pop usually popped because people that pop usually popped because people that pop usually popped because they were uniquely themselves. And then they were uniquely themselves. And then they were uniquely themselves. And then when people try and replicate what they when people try and replicate what they when people try and replicate what they did, it never works. And the calendar did, it never works. And the calendar did, it never works. And the calendar and that whole process that I was

[20:43] and that whole process that I was and that whole process that I was explaining is kind of the exact same explaining is kind of the exact same explaining is kind of the exact same thing where like, you know, you may not thing where like, you know, you may not thing where like, you know, you may not like fly fishing, you may not have a like fly fishing, you may not have a like fly fishing, you may not have a daughter, you may not have kids or like daughter, you may not have kids or like daughter, you may not have kids or like CrossFit. What are the things in your CrossFit. What are the things in your CrossFit. What are the things in your life that you actually do care about? life that you actually do care about?

[20:52] life that you actually do care about? Like what are you passionate about and Like what are you passionate about and Like what are you passionate about and who are you trying to become? And that who are you trying to become? And that who are you trying to become? And that flexibility of I laugh because like I flexibility of I laugh because like I flexibility of I laugh because like I stopped tracking my habits for almost a stopped tracking my habits for almost a stopped tracking my habits for almost a year. Um and I recently started again year. Um and I recently started again year. Um and I recently started again because there’s two habits I’m trying to because there’s two habits I’m trying to because there’s two habits I’m trying to break and I just tracked them for two break and I just tracked them for two break and I just tracked them for two weeks and I was like I’m like zero out weeks and I was like I’m like zero out weeks and I was like I’m like zero out of seven both weeks and I’m like huh of seven both weeks and I’m like huh of seven both weeks and I’m like huh that’s super interesting. Like what do I

[21:13] that’s super interesting. Like what do I that’s super interesting. Like what do I need to do to change why I keep being in need to do to change why I keep being in need to do to change why I keep being in that position? Right? And it’s more of that position? Right? And it’s more of that position? Right? And it’s more of just a curiosity loop. Um, but I do just a curiosity loop. Um, but I do just a curiosity loop. Um, but I do think that people tie themselves too think that people tie themselves too think that people tie themselves too much to other people’s versions of much to other people’s versions of much to other people’s versions of success and their success today success and their success today success and their success today >> where I’m like, “No, don’t look at what >> where I’m like, “No, don’t look at what >> where I’m like, “No, don’t look at what I did today. Look at like what I I did today. Look at like what I I did today. Look at like what I explained to Matias I did in the first explained to Matias I did in the first explained to Matias I did in the first 10 years to get here. Do that and that

[21:33] 10 years to get here. Do that and that 10 years to get here. Do that and that you’re more likely to succeed than you you’re more likely to succeed than you you’re more likely to succeed than you are trying to do what I’m doing today.” are trying to do what I’m doing today.” are trying to do what I’m doing today.” Right. Right. Right. >> Yeah. No, 100%. And I think I think no >> Yeah. No, 100%. And I think I think no >> Yeah. No, 100%. And I think I think no matter how you go about it, the act of matter how you go about it, the act of matter how you go about it, the act of continuing to reflect to continuing to continuing to reflect to continuing to continuing to reflect to continuing to like be intentional about where you’re like be intentional about where you’re like be intentional about where you’re going, being intentional about your life going, being intentional about your life going, being intentional about your life is important and uh something you is important and uh something you is important and uh something you shouldn’t lose sight of.

[21:53] shouldn’t lose sight of. shouldn’t lose sight of. >> Yeah. Yeah. And be okay letting go of >> Yeah. Yeah. And be okay letting go of >> Yeah. Yeah. And be okay letting go of stuff, letting go of the past version of stuff, letting go of the past version of stuff, letting go of the past version of yourself that you thought you were going yourself that you thought you were going yourself that you thought you were going to be. to be. to be. >> Um yeah, life life will re reveal a lot >> Um yeah, life life will re reveal a lot >> Um yeah, life life will re reveal a lot to you, right? So to you, right? So to you, right? So >> yeah, totally. I’m curious if you uh >> yeah, totally. I’m curious if you uh >> yeah, totally. I’m curious if you uh have found you’re able to channel um the have found you’re able to channel um the have found you’re able to channel um the addictive side of yourself um in addictive side of yourself um in addictive side of yourself um in positive ways and what that looks for positive ways and what that looks for positive ways and what that looks for you now like is it obviously

[22:19] you now like is it obviously you now like is it obviously probably was a really hard time in your probably was a really hard time in your probably was a really hard time in your life that to get to get through that to life that to get to get through that to life that to get to get through that to get past it etc. Um but what is the get past it etc. Um but what is the get past it etc. Um but what is the positive um in it now? Yeah, I mean from positive um in it now? Yeah, I mean from positive um in it now? Yeah, I mean from a reflection standpoint, it really was I a reflection standpoint, it really was I a reflection standpoint, it really was I can tell you the day I was 17 years old. can tell you the day I was 17 years old.

[22:37] can tell you the day I was 17 years old. I chose to go with a bad group of people I chose to go with a bad group of people I chose to go with a bad group of people versus somebody who was my best friend versus somebody who was my best friend versus somebody who was my best friend on his birthday. Um, and that led me on his birthday. Um, and that led me on his birthday. Um, and that led me down a very dark path. Like we’ve we down a very dark path. Like we’ve we down a very dark path. Like we’ve we buil men that bridge. Um, we’re really buil men that bridge. Um, we’re really buil men that bridge. Um, we’re really good friends again now. But it really good friends again now. But it really good friends again now. But it really was like, man, you need to be careful of was like, man, you need to be careful of was like, man, you need to be careful of who you surround yourself with. um who you surround yourself with. um who you surround yourself with. um because you become the people that you because you become the people that you because you become the people that you surround yourself with and what they do

[22:56] surround yourself with and what they do surround yourself with and what they do becomes standardized and normal in your becomes standardized and normal in your becomes standardized and normal in your world, right? And then the second piece world, right? And then the second piece world, right? And then the second piece was your story is not over. It doesn’t was your story is not over. It doesn’t was your story is not over. It doesn’t matter how far you’ve come, there is a matter how far you’ve come, there is a matter how far you’ve come, there is a God up there that wants more for you. God up there that wants more for you. God up there that wants more for you. And if you are willing to just listen And if you are willing to just listen And if you are willing to just listen and take a step forward and another step and take a step forward and another step and take a step forward and another step and another step, it doesn’t mean it’s and another step, it doesn’t mean it’s and another step, it doesn’t mean it’s going to happen overnight. But like I going to happen overnight. But like I going to happen overnight. But like I said, like I still feel like I’m failing

[23:19] said, like I still feel like I’m failing said, like I still feel like I’m failing every day. But the exciting part is in every day. But the exciting part is in every day. But the exciting part is in one of the hardest markets I’ve ever one of the hardest markets I’ve ever one of the hardest markets I’ve ever been in in my career, I’m probably more been in in my career, I’m probably more been in in my career, I’m probably more excited for the next phase of growth excited for the next phase of growth excited for the next phase of growth that we’re in than I ever was during the that we’re in than I ever was during the that we’re in than I ever was during the bull run of 2020 to 2022 because I know bull run of 2020 to 2022 because I know bull run of 2020 to 2022 because I know what it’s going to build in us in terms what it’s going to build in us in terms what it’s going to build in us in terms of a foundation for 2028 to 2035. Um, I of a foundation for 2028 to 2035. Um, I of a foundation for 2028 to 2035. Um, I couldn’t pay a consultant enough money couldn’t pay a consultant enough money

[23:45] couldn’t pay a consultant enough money to show me what we’re going to earn to show me what we’re going to earn to show me what we’re going to earn through tough times, right? So that was through tough times, right? So that was through tough times, right? So that was a big part of it is that your past a big part of it is that your past a big part of it is that your past doesn’t define you unless you let it. doesn’t define you unless you let it. doesn’t define you unless you let it. Your past refineses you if you let it. Your past refineses you if you let it. Your past refineses you if you let it. >> I love that. That’s a really good quote. >> I love that. That’s a really good quote.

[24:01] >> I love that. That’s a really good quote. Um what yeah what are what are some of Um what yeah what are what are some of Um what yeah what are what are some of the strategies that you’re going through the strategies that you’re going through the strategies that you’re going through or you all are doing? Has it flipped or you all are doing? Has it flipped or you all are doing? Has it flipped completely to a buyer market now? You completely to a buyer market now? You completely to a buyer market now? You mentioned this a couple times that it’s mentioned this a couple times that it’s mentioned this a couple times that it’s a tough market. Um and and what are the a tough market. Um and and what are the a tough market. Um and and what are the things that you’re doing to overcome it?

[24:14] things that you’re doing to overcome it? things that you’re doing to overcome it? >> Um well we cover a lot of asset classes >> Um well we cover a lot of asset classes >> Um well we cover a lot of asset classes in a lot of areas. So like we’re very in a lot of areas. So like we’re very in a lot of areas. So like we’re very diversified which is a strength of ours diversified which is a strength of ours diversified which is a strength of ours right so like agriculture commercial right so like agriculture commercial right so like agriculture commercial still very healthy markets still very still very healthy markets still very still very healthy markets still very busy um subsets of commercial are a busy um subsets of commercial are a busy um subsets of commercial are a little bit slower but like I said we we little bit slower but like I said we we little bit slower but like I said we we deal in all asset classes residential deal in all asset classes residential deal in all asset classes residential home buyers it’s more of a feels like home buyers it’s more of a feels like

[24:31] home buyers it’s more of a feels like more of a buyer market out there but more of a buyer market out there but more of a buyer market out there but like are you in a primary market like like are you in a primary market like like are you in a primary market like London Ontario that has half a million London Ontario that has half a million London Ontario that has half a million people or are you in Grand Ben with 200 people or are you in Grand Ben with 200 people or are you in Grand Ben with 200 um are you selling a entrylevel home for um are you selling a entrylevel home for um are you selling a entrylevel home for $500,000 or are you selling a $3.6 $6 $500,000 or are you selling a $3.6 $6 $500,000 or are you selling a $3.6 $6 million lake from property really really million lake from property really really million lake from property really really depends on the asset class in the area.

[24:48] depends on the asset class in the area. depends on the asset class in the area. What I can tell you is the thing that is What I can tell you is the thing that is What I can tell you is the thing that is working across all asset classes in all working across all asset classes in all working across all asset classes in all area is treating this like an actual job area is treating this like an actual job area is treating this like an actual job and not trying to be an influencer but and not trying to be an influencer but and not trying to be an influencer but an actual real estate agent, right? And an actual real estate agent, right? And an actual real estate agent, right? And it’s not really complicated. All you it’s not really complicated. All you it’s not really complicated. All you need to do is a go to work every day, need to do is a go to work every day, need to do is a go to work every day, know your stuff, learn the market. So know your stuff, learn the market. So know your stuff, learn the market. So like read up on real estate and be like read up on real estate and be like read up on real estate and be educated on just look at the dailies,

[25:09] educated on just look at the dailies, educated on just look at the dailies, look at what’s old and start calling look at what’s old and start calling look at what’s old and start calling people and getting info. prospecting people and getting info. prospecting people and getting info. prospecting daily, which no agent wants to do, but daily, which no agent wants to do, but daily, which no agent wants to do, but they all know if they did, they’d they all know if they did, they’d they all know if they did, they’d probably make more money. And then probably make more money. And then probably make more money. And then market. And that’s really simple because market. And that’s really simple because market. And that’s really simple because you just tell everybody everything you you just tell everybody everything you you just tell everybody everything you learned while you were prospecting or learned while you were prospecting or learned while you were prospecting or learning the market. And just do that learning the market. And just do that learning the market. And just do that four days a week. I’ll give you Fridays

[25:25] four days a week. I’ll give you Fridays four days a week. I’ll give you Fridays off consistently for eight months and off consistently for eight months and off consistently for eight months and you will succeed. And we have a team of you will succeed. And we have a team of you will succeed. And we have a team of 30 here. Um, our team right now is at 30 here. Um, our team right now is at 30 here. Um, our team right now is at the highest frequency I’ve ever seen. the highest frequency I’ve ever seen. the highest frequency I’ve ever seen. Um, we’ve simplified everything. Um, we’ve simplified everything. Um, we’ve simplified everything. simplified our CRM, our daily kind of simplified our CRM, our daily kind of simplified our CRM, our daily kind of routine, how we’re prospecting. We’re in routine, how we’re prospecting. We’re in routine, how we’re prospecting. We’re in the trenches and I’m there with them the trenches and I’m there with them the trenches and I’m there with them with my shovel. Um, and that’s what’s with my shovel. Um, and that’s what’s with my shovel. Um, and that’s what’s working is treat it like a job and go to

[25:49] working is treat it like a job and go to working is treat it like a job and go to work and you’ll be okay. work and you’ll be okay. work and you’ll be okay. >> What [snorts] are um some of the >> What [snorts] are um some of the >> What [snorts] are um some of the marketing efforts you all do uh as a marketing efforts you all do uh as a marketing efforts you all do uh as a company or what do you encourage agents company or what do you encourage agents company or what do you encourage agents individually to do? individually to do? individually to do? >> Um, I think as a company definitely high >> Um, I think as a company definitely high >> Um, I think as a company definitely high level, we have our own platform. Um, level, we have our own platform. Um, level, we have our own platform. Um, YouTube’s been great for us and our YouTube’s been great for us and our YouTube’s been great for us and our newsletters are dialed. Um, we have our newsletters are dialed. Um, we have our newsletters are dialed. Um, we have our own social media channels for Prime Real

[26:10] own social media channels for Prime Real own social media channels for Prime Real Estate, which is my actual brokerage. Estate, which is my actual brokerage. Estate, which is my actual brokerage. And then I have my my own, which is And then I have my my own, which is And then I have my my own, which is bigger than theirs for sure, but the bigger than theirs for sure, but the bigger than theirs for sure, but the personal brand typically is. And I think personal brand typically is. And I think personal brand typically is. And I think frequency and getting good at frequency and getting good at frequency and getting good at communicating. I said, go to work every communicating. I said, go to work every communicating. I said, go to work every day. Well, get better at writing copy day. Well, get better at writing copy day. Well, get better at writing copy every day. Understand how to engage with every day. Understand how to engage with every day. Understand how to engage with people online. One random thing that I people online. One random thing that I people online. One random thing that I tried, two random things I did. One is I

[26:30] tried, two random things I did. One is I tried, two random things I did. One is I had a business page, Justin Kico, full had a business page, Justin Kico, full had a business page, Justin Kico, full suit, whatever. Um, I deleted it and I suit, whatever. Um, I deleted it and I suit, whatever. Um, I deleted it and I had 15,000 followers on that page and I had 15,000 followers on that page and I had 15,000 followers on that page and I was scared when I did it and my main was scared when I did it and my main was scared when I did it and my main page had been dormant for years. My page had been dormant for years. My page had been dormant for years. My personal page is absolutely crushing personal page is absolutely crushing personal page is absolutely crushing right now and all I’ve been doing on right now and all I’ve been doing on right now and all I’ve been doing on there is going in once a week and there is going in once a week and there is going in once a week and telling people what I think of the telling people what I think of the telling people what I think of the market and then just being rid just me.

[26:53] market and then just being rid just me. market and then just being rid just me. Um, and I also think that frequency of Um, and I also think that frequency of Um, and I also think that frequency of now writing has repositioned me in the now writing has repositioned me in the now writing has repositioned me in the marketplace with people that I’ve known marketplace with people that I’ve known marketplace with people that I’ve known for decades um, in terms of my aptitude for decades um, in terms of my aptitude for decades um, in terms of my aptitude for the industry. So like you I kind of for the industry. So like you I kind of for the industry. So like you I kind of wanted to give you both answers. One is wanted to give you both answers. One is wanted to give you both answers. One is from a brokerage a agency perspective, from a brokerage a agency perspective, from a brokerage a agency perspective, team perspective.

[27:12] team perspective. team perspective. >> What is your platform that you’re able >> What is your platform that you’re able >> What is your platform that you’re able to provide to the people that are with to provide to the people that are with to provide to the people that are with you and does it actually amplify their you and does it actually amplify their you and does it actually amplify their voice or does it just feel like you just voice or does it just feel like you just voice or does it just feel like you just did the caption on chatbt and put it on did the caption on chatbt and put it on did the caption on chatbt and put it on later to schedule post because you may later to schedule post because you may later to schedule post because you may as well just not do it. And then the as well just not do it. And then the as well just not do it. And then the second piece is for the individual, who second piece is for the individual, who second piece is for the individual, who are you? What do you sell? Where do you are you? What do you sell? Where do you are you? What do you sell? Where do you sell it? How are you telling people what

[27:30] sell it? How are you telling people what sell it? How are you telling people what you do? What is the frequency? Pick one you do? What is the frequency? Pick one you do? What is the frequency? Pick one platform. You don’t have to do what platform. You don’t have to do what platform. You don’t have to do what Justin does today. Pick one platform, be Justin does today. Pick one platform, be Justin does today. Pick one platform, be consistent on that platform, be in consistent on that platform, be in consistent on that platform, be in conversation, DM people. I had a girl, conversation, DM people. I had a girl, conversation, DM people. I had a girl, actually, random girl. Um, I posted a actually, random girl. Um, I posted a actually, random girl. Um, I posted a living in Bayfield, Ontario video, living in Bayfield, Ontario video, living in Bayfield, Ontario video, crushed in the group, and this one girl crushed in the group, and this one girl crushed in the group, and this one girl had gone on two of my posts and put the had gone on two of my posts and put the had gone on two of my posts and put the little angry face. And that’s what I

[27:53] little angry face. And that’s what I little angry face. And that’s what I noticed out of all the other like likes noticed out of all the other like likes noticed out of all the other like likes and comments and everything, right? So, and comments and everything, right? So, and comments and everything, right? So, I DM’d her and I was like, “Hey, what is I DM’d her and I was like, “Hey, what is I DM’d her and I was like, “Hey, what is it about my post that made you upset?” it about my post that made you upset?” it about my post that made you upset?” And like two, I said, “I genuinely want And like two, I said, “I genuinely want And like two, I said, “I genuinely want to know. Like, I’m not trying to like to know. Like, I’m not trying to like to know. Like, I’m not trying to like cause any friction.” We got into the cause any friction.” We got into the cause any friction.” We got into the best conversation I think I’ve had and best conversation I think I’ve had and best conversation I think I’ve had and she didn’t know I was local. She thought she didn’t know I was local. She thought she didn’t know I was local. She thought I was just a sleas ball agent, but like

[28:11] I was just a sleas ball agent, but like I was just a sleas ball agent, but like I live along like you’re on. Like I I I live along like you’re on. Like I I I live along like you’re on. Like I I know the area and I support business know the area and I support business know the area and I support business owners. Like she’s like, “Yeah, I just owners. Like she’s like, “Yeah, I just owners. Like she’s like, “Yeah, I just it’s hard for me to watch my little town it’s hard for me to watch my little town it’s hard for me to watch my little town grow the way it’s growing.” And when I grow the way it’s growing.” And when I grow the way it’s growing.” And when I told her that my heart was for told her that my heart was for told her that my heart was for protecting that town probably more than protecting that town probably more than protecting that town probably more than the seasonal residents and like my depth the seasonal residents and like my depth the seasonal residents and like my depth of ties in that town, I got so much of ties in that town, I got so much of ties in that town, I got so much intel from her on how I need to create

[28:31] intel from her on how I need to create intel from her on how I need to create my messaging for that group so that they my messaging for that group so that they my messaging for that group so that they know that I I am local to the area. But know that I I am local to the area. But know that I I am local to the area. But then B, I got so much feedback as to then B, I got so much feedback as to then B, I got so much feedback as to what matters to the people that live in what matters to the people that live in what matters to the people that live in that community. So really good tip for that community. So really good tip for that community. So really good tip for anybody that’s watching this, anybody that’s watching this, anybody that’s watching this, >> every person that follows you, send them >> every person that follows you, send them >> every person that follows you, send them a DM and get into conversation with a DM and get into conversation with a DM and get into conversation with them. you here for real estate, you’re them. you here for real estate, you’re them. you here for real estate, you’re here for content. Who are you? Where are

[28:50] here for content. Who are you? Where are here for content. Who are you? Where are you from? What do you tell me about you from? What do you tell me about you from? What do you tell me about yourself? Like genuinely me writing yourself? Like genuinely me writing yourself? Like genuinely me writing these messages, not copy and paste, and these messages, not copy and paste, and these messages, not copy and paste, and listen and then adjust based on the listen and then adjust based on the listen and then adjust based on the feedback. I think a lot of times too feedback. I think a lot of times too feedback. I think a lot of times too many people on social, they’re just many people on social, they’re just many people on social, they’re just screaming into the ether expecting screaming into the ether expecting screaming into the ether expecting people to come follow them, but they’re people to come follow them, but they’re people to come follow them, but they’re not in conversation. And it’s social not in conversation. And it’s social not in conversation. And it’s social media, so maybe be a little bit more

[29:10] media, so maybe be a little bit more media, so maybe be a little bit more social, social, social, >> you know. Um this it reminded me of >> you know. Um this it reminded me of >> you know. Um this it reminded me of another tip I got once uh of if you are another tip I got once uh of if you are another tip I got once uh of if you are following up with people if you have a following up with people if you have a following up with people if you have a regular uh follow-up plan for your regular uh follow-up plan for your regular uh follow-up plan for your sphere um to consider doing it through sphere um to consider doing it through sphere um to consider doing it through whatever uh social media platform you whatever uh social media platform you whatever uh social media platform you are most active in like if you are an are most active in like if you are an are most active in like if you are an Instagram person DM that person instead Instagram person DM that person instead Instagram person DM that person instead of texting them or you know emailing of texting them or you know emailing

[29:31] of texting them or you know emailing them even if you have that information them even if you have that information them even if you have that information uh because that you are then more likely uh because that you are then more likely uh because that you are then more likely to get their like that your content will to get their like that your content will to get their like that your content will get fed to them more um on the platform get fed to them more um on the platform get fed to them more um on the platform uh which I thought was pretty clever. uh which I thought was pretty clever. uh which I thought was pretty clever. So, that’s another good reason to uh So, that’s another good reason to uh So, that’s another good reason to uh yeah, do the DMs, yeah, do the DMs, yeah, do the DMs, >> dude. I will go on to Instagram >> dude. I will go on to Instagram >> dude. I will go on to Instagram specifically to engage with people that specifically to engage with people that specifically to engage with people that I have texting me, right? Like people I have texting me, right? Like people

[29:53] I have texting me, right? Like people that you want to get to know. It’s the that you want to get to know. It’s the that you want to get to know. It’s the digital bus sign. I’ll even go um Dustin digital bus sign. I’ll even go um Dustin digital bus sign. I’ll even go um Dustin Bome is on my podcast later on today and Bome is on my podcast later on today and Bome is on my podcast later on today and I’ve known Dustin for 10 years. He’s I’ve known Dustin for 10 years. He’s I’ve known Dustin for 10 years. He’s he’s the homie, right? I like actively he’s the homie, right? I like actively he’s the homie, right? I like actively go on Instagram, click his profile, and go on Instagram, click his profile, and go on Instagram, click his profile, and chat with him so that it shows me more chat with him so that it shows me more chat with him so that it shows me more of his stuff so I can support it just of his stuff so I can support it just of his stuff so I can support it just because he’s my boy and like the because he’s my boy and like the because he’s my boy and like the algorithm for some reason isn’t showing

[30:13] algorithm for some reason isn’t showing algorithm for some reason isn’t showing his stuff to me as much, right? Like his stuff to me as much, right? Like his stuff to me as much, right? Like again, social media um multi-billion again, social media um multi-billion again, social media um multi-billion dollar companies that are going to dollar companies that are going to dollar companies that are going to repurpose and show my content to my repurpose and show my content to my repurpose and show my content to my clients over and over and over and I clients over and over and over and I clients over and over and over and I don’t have to do the heavy lifting. Sign don’t have to do the heavy lifting. Sign don’t have to do the heavy lifting. Sign me up.

[30:25] me up. me up. >> Yeah, I love it. Um curious uh if you >> Yeah, I love it. Um curious uh if you >> Yeah, I love it. Um curious uh if you have I mean we’ve we’ve got a ton of have I mean we’ve we’ve got a ton of have I mean we’ve we’ve got a ton of golden nuggets in this show already. Um golden nuggets in this show already. Um golden nuggets in this show already. Um I’m curious if you have one prepared for I’m curious if you have one prepared for I’m curious if you have one prepared for the audience. the audience. the audience. >> Yeah, I would say the biggest thing is >> Yeah, I would say the biggest thing is >> Yeah, I would say the biggest thing is really just take some time this week, really just take some time this week, really just take some time this week, grab a tea or a coffee, whatever you grab a tea or a coffee, whatever you grab a tea or a coffee, whatever you love the most. Go to the place that you love the most. Go to the place that you love the most. Go to the place that you love the most and don’t turn on your love the most and don’t turn on your

[30:48] love the most and don’t turn on your phone. Sit down with a piece of paper phone. Sit down with a piece of paper phone. Sit down with a piece of paper and a pen and just start writing to and a pen and just start writing to and a pen and just start writing to yourself. Write a letter to yourself in yourself. Write a letter to yourself in yourself. Write a letter to yourself in 10 years. And sorry, write a letter to 10 years. And sorry, write a letter to 10 years. And sorry, write a letter to yourself from yourself in 10 years and yourself from yourself in 10 years and yourself from yourself in 10 years and picture the life that would just make picture the life that would just make picture the life that would just make you so excited to be living. And I think you so excited to be living. And I think you so excited to be living. And I think if you do that, then identify what are if you do that, then identify what are if you do that, then identify what are the things that you would need to do the things that you would need to do the things that you would need to do between now and then to make that happen

[31:13] between now and then to make that happen between now and then to make that happen and then just put it on your calendar. and then just put it on your calendar. and then just put it on your calendar. >> Yep. I love it. Um, such a good >> Yep. I love it. Um, such a good >> Yep. I love it. Um, such a good practice. That setting that vision uh is practice. That setting that vision uh is practice. That setting that vision uh is is powerful. And again, being is powerful. And again, being is powerful. And again, being intentional about how you’re going to intentional about how you’re going to intentional about how you’re going to live uh instead of having life just live uh instead of having life just live uh instead of having life just happen to you is is crucial. And another happen to you is is crucial. And another happen to you is is crucial. And another point to what you just said is like that point to what you just said is like that point to what you just said is like that is a opportunity to get into deep flow, is a opportunity to get into deep flow, is a opportunity to get into deep flow, right? I mean, you can uh so everything

[31:38] right? I mean, you can uh so everything right? I mean, you can uh so everything we have is designed to distract us right we have is designed to distract us right we have is designed to distract us right now. Um our our phones, so turning them now. Um our our phones, so turning them now. Um our our phones, so turning them off is huge. And there is nothing like off is huge. And there is nothing like off is huge. And there is nothing like getting uh into a deep state of flow getting uh into a deep state of flow getting uh into a deep state of flow where you know time just stops. You where you know time just stops. You where you know time just stops. You don’t really think about time at all. don’t really think about time at all.

[31:52] don’t really think about time at all. You’re just in that moment what with You’re just in that moment what with You’re just in that moment what with what you’re doing and you’re just so what you’re doing and you’re just so what you’re doing and you’re just so much happier. I I’m always in such a much happier. I I’m always in such a much happier. I I’m always in such a better mood when I get through doing better mood when I get through doing better mood when I get through doing something in that state. So I love it. something in that state. So I love it. something in that state. So I love it. >> Yeah. I I always say like try and find a >> Yeah. I I always say like try and find a >> Yeah. I I always say like try and find a provincial park and get outdoors.

[32:07] provincial park and get outdoors. provincial park and get outdoors. There’s something about being outdoors There’s something about being outdoors There’s something about being outdoors >> in nature that really repositions you. >> in nature that really repositions you. >> in nature that really repositions you. get away from the screams, the lights, get away from the screams, the lights, get away from the screams, the lights, all that stuff, too. Um, and I find all that stuff, too. Um, and I find all that stuff, too. Um, and I find sometimes taking pauses and breaks sometimes taking pauses and breaks sometimes taking pauses and breaks really does help as well, too. It uh really does help as well, too. It uh really does help as well, too. It uh slows you down. Again, I’m very high slows you down. Again, I’m very high slows you down. Again, I’m very high energy person. I do my best thinking energy person. I do my best thinking energy person. I do my best thinking when I’m in the most random places. So, when I’m in the most random places. So, when I’m in the most random places. So, >> yeah. And we’re, you know, we’re coming

[32:29] >> yeah. And we’re, you know, we’re coming >> yeah. And we’re, you know, we’re coming up uh when this airs, it’s going to be, up uh when this airs, it’s going to be, up uh when this airs, it’s going to be, you know, halfway through the the you know, halfway through the the you know, halfway through the the quarter of of the of the last quarter of quarter of of the of the last quarter of quarter of of the of the last quarter of this year. So, it’s a great time to this year. So, it’s a great time to this year. So, it’s a great time to start, you know, getting 2026 in the start, you know, getting 2026 in the start, you know, getting 2026 in the sites and and figuring out how you’re sites and and figuring out how you’re sites and and figuring out how you’re going to break down 2026 to get to your going to break down 2026 to get to your going to break down 2026 to get to your 10 year, 5 year, three year vision.

[32:48] 10 year, 5 year, three year vision. 10 year, 5 year, three year vision. >> Yeah. Well, going back to what you said >> Yeah. Well, going back to what you said >> Yeah. Well, going back to what you said earlier, like some people, they hear the earlier, like some people, they hear the earlier, like some people, they hear the word planning, checklists, calendars, word planning, checklists, calendars, word planning, checklists, calendars, and it can make them feel like there’s a and it can make them feel like there’s a and it can make them feel like there’s a a reaction to that. I don’t want to have a reaction to that. I don’t want to have a reaction to that. I don’t want to have that structure. My wife is that person.

[32:59] that structure. My wife is that person. that structure. My wife is that person. But I remember saying to her one day, But I remember saying to her one day, But I remember saying to her one day, I’m like, “Yeah, totally fine.” Like, I’m like, “Yeah, totally fine.” Like, I’m like, “Yeah, totally fine.” Like, you either build a plan or you don’t. you either build a plan or you don’t. you either build a plan or you don’t. not building a plan is also a plan, but not building a plan is also a plan, but not building a plan is also a plan, but your plan is just not to build a plan. your plan is just not to build a plan. your plan is just not to build a plan. That’s okay, right? That’s okay, right? That’s okay, right? >> Um it doesn’t it doesn’t have to have >> Um it doesn’t it doesn’t have to have >> Um it doesn’t it doesn’t have to have that attachment that some people feel that attachment that some people feel that attachment that some people feel like it has because it doesn’t define like it has because it doesn’t define like it has because it doesn’t define you. Like I’ve built plans that are

[33:19] you. Like I’ve built plans that are you. Like I’ve built plans that are completely different than who I am today completely different than who I am today completely different than who I am today and I’ve changed those plans because my and I’ve changed those plans because my and I’ve changed those plans because my identity is not wrapped up in being a identity is not wrapped up in being a identity is not wrapped up in being a real estate agent or my identity isn’t real estate agent or my identity isn’t real estate agent or my identity isn’t wrapped up in building a mega team. Like wrapped up in building a mega team. Like wrapped up in building a mega team. Like I’m shrinking my team. I got rid of five I’m shrinking my team. I got rid of five I’m shrinking my team. I got rid of five to seven people that I I had told the to seven people that I I had told the to seven people that I I had told the team last year like we’re objectively team last year like we’re objectively team last year like we’re objectively going to shrink and the industry is going to shrink and the industry is going to shrink and the industry is gonna think oh no look at all the people

[33:38] gonna think oh no look at all the people gonna think oh no look at all the people that are leaving like we’re actively that are leaving like we’re actively that are leaving like we’re actively going to do this because of X Y and Z going to do this because of X Y and Z going to do this because of X Y and Z and it worked and we may even shrink and it worked and we may even shrink and it worked and we may even shrink down a little bit more and that’s okay down a little bit more and that’s okay down a little bit more and that’s okay right because my identity isn’t tied right because my identity isn’t tied right because my identity isn’t tied into the industry per se right into the industry per se right into the industry per se right >> totally no I love that um yeah and I >> totally no I love that um yeah and I >> totally no I love that um yeah and I agree and and when we talk about this as agree and and when we talk about this as agree and and when we talk about this as well like I just would say that you well like I just would say that you well like I just would say that you know, for me, I live in the future.

[34:04] know, for me, I live in the future. know, for me, I live in the future. [laughter] [laughter] [laughter] So, like the the the vision, the plan, So, like the the the vision, the plan, So, like the the the vision, the plan, that part comes easy to me. Um, and so that part comes easy to me. Um, and so that part comes easy to me. Um, and so then it’s for me, yeah, like setting then it’s for me, yeah, like setting then it’s for me, yeah, like setting myself up to do the the day-to-day stuff myself up to do the the day-to-day stuff myself up to do the the day-to-day stuff is definitely um can be it can be hard is definitely um can be it can be hard is definitely um can be it can be hard to not go to the new exciting thing. Uh to not go to the new exciting thing. Uh to not go to the new exciting thing. Uh it can be easier to it can be easier to it can be easier to >> Yeah, it’s harder to sometimes stay the >> Yeah, it’s harder to sometimes stay the >> Yeah, it’s harder to sometimes stay the course long enough to get to where we course long enough to get to where we course long enough to get to where we want to go. So, uh but yeah, that

[34:27] want to go. So, uh but yeah, that want to go. So, uh but yeah, that intentionality makes a huge difference. intentionality makes a huge difference. intentionality makes a huge difference. Um are you a reader? Do you have a book Um are you a reader? Do you have a book Um are you a reader? Do you have a book prepared that you think that every prepared that you think that every prepared that you think that every person maybe should read as a person maybe should read as a person maybe should read as a fundamental book or just one you’re fundamental book or just one you’re fundamental book or just one you’re currently really really enjoying? currently really really enjoying? currently really really enjoying? >> I’ll give you two. Um the Bible again >> I’ll give you two. Um the Bible again >> I’ll give you two. Um the Bible again just my faith is a big part of my life.

[34:42] just my faith is a big part of my life. just my faith is a big part of my life. I’ve been seeing it with very new eyes I’ve been seeing it with very new eyes I’ve been seeing it with very new eyes too. So I’ve actually been trying to too. So I’ve actually been trying to too. So I’ve actually been trying to take the biblical principles from the take the biblical principles from the take the biblical principles from the Bible and apply them to situations that Bible and apply them to situations that Bible and apply them to situations that I’ve had from a work perspective. I’m I’ve had from a work perspective. I’m I’ve had from a work perspective. I’m doing actually this on my YouTube doing actually this on my YouTube doing actually this on my YouTube personal YouTube channel which is tiny.

[34:55] personal YouTube channel which is tiny. personal YouTube channel which is tiny. I just do it because I enjoy doing it I just do it because I enjoy doing it I just do it because I enjoy doing it and sharing stories around how those and sharing stories around how those and sharing stories around how those principles have saved me in situations principles have saved me in situations principles have saved me in situations that could have broken me differently. that could have broken me differently. that could have broken me differently. The second would be Buy Back Your Time The second would be Buy Back Your Time The second would be Buy Back Your Time by Dan Martell, which a lot of people by Dan Martell, which a lot of people by Dan Martell, which a lot of people know that book. Um, I’ve been personally know that book. Um, I’ve been personally know that book. Um, I’ve been personally coaching with Dan for quite some time coaching with Dan for quite some time coaching with Dan for quite some time and it’s been a gamecher just to get in and it’s been a gamecher just to get in and it’s been a gamecher just to get in a room with people that are doing it at

[35:15] a room with people that are doing it at a room with people that are doing it at a very high level. Um, he’s he’s an a very high level. Um, he’s he’s an a very high level. Um, he’s he’s an absolute killer. So, that’s a great absolute killer. So, that’s a great absolute killer. So, that’s a great book. book. book. >> He has a new one out, doesn’t he? >> He has a new one out, doesn’t he? >> He has a new one out, doesn’t he? >> He’s writing one right now. I don’t know >> He’s writing one right now. I don’t know >> He’s writing one right now. I don’t know if he released it yet or not. To be if he released it yet or not. To be if he released it yet or not. To be honest with you, I haven’t paid that honest with you, I haven’t paid that honest with you, I haven’t paid that close attention.

[35:26] close attention. close attention. >> Maybe I’m thinking of a different he he >> Maybe I’m thinking of a different he he >> Maybe I’m thinking of a different he he does it. He co-writes right with does it. He co-writes right with does it. He co-writes right with >> no buyback buyback my time was him. Like >> no buyback buyback my time was him. Like >> no buyback buyback my time was him. Like it’s his book. It’s his systems. He it’s his book. It’s his systems. He it’s his book. It’s his systems. He built a SAS company, sold it for all built a SAS company, sold it for all built a SAS company, sold it for all kinds of money. He’s in he’s a director kinds of money. He’s in he’s a director kinds of money. He’s in he’s a director on I don’t even know how many companies on I don’t even know how many companies on I don’t even know how many companies at this point. Uh massive YouTube at this point. Uh massive YouTube at this point. Uh massive YouTube channel and he’s literally like channel and he’s literally like channel and he’s literally like >> I see him doing his meetings from his

[35:48] >> I see him doing his meetings from his >> I see him doing his meetings from his boats, wakeboarding his scooters. He’s boats, wakeboarding his scooters. He’s boats, wakeboarding his scooters. He’s doing meetups in Australia. like his doing meetups in Australia. like his doing meetups in Australia. like his content machine and his media company is content machine and his media company is content machine and his media company is on a whole other level. Um he’s coached on a whole other level. Um he’s coached on a whole other level. Um he’s coached with like Ed Milelet was his coach at with like Ed Milelet was his coach at with like Ed Milelet was his coach at one point too. And like he’s he’s a one point too. And like he’s he’s a one point too. And like he’s he’s a version of you and I um that is version of you and I um that is version of you and I um that is constantly searching for knowledge and constantly searching for knowledge and constantly searching for knowledge and information, but his ability to look at information, but his ability to look at information, but his ability to look at >> human systems as code is fascinating

[36:11] >> human systems as code is fascinating >> human systems as code is fascinating because when he runs his company, he because when he runs his company, he because when he runs his company, he looks at it like code looks at it like code looks at it like code >> at this equals this equals this. Like it >> at this equals this equals this. Like it >> at this equals this equals this. Like it the flow structure is very very simple. the flow structure is very very simple. the flow structure is very very simple. Uh but it’s allowed me to simplify my my Uh but it’s allowed me to simplify my my Uh but it’s allowed me to simplify my my organizational structure and workflow organizational structure and workflow organizational structure and workflow quite a bit. So quite a bit. So quite a bit. So >> cool. I love it. Um, and then you’ve >> cool. I love it. Um, and then you’ve >> cool. I love it. Um, and then you’ve mentioned a couple different platforms mentioned a couple different platforms mentioned a couple different platforms you’re on, but what’s the best place for

[36:31] you’re on, but what’s the best place for you’re on, but what’s the best place for people to follow if they want to see people to follow if they want to see people to follow if they want to see more? more? more? >> Probably Instagram is the easiest. >> Probably Instagram is the easiest. >> Probably Instagram is the easiest. Justin.com and go my username is the Justin.com and go my username is the Justin.com and go my username is the exact way to write it. Um, that would be exact way to write it. Um, that would be exact way to write it. Um, that would be the best place. Shoot me a DM and then the best place. Shoot me a DM and then the best place. Shoot me a DM and then from there you can find everything else.

[36:43] from there you can find everything else. from there you can find everything else. Um, my personal YouTube channel’s got Um, my personal YouTube channel’s got Um, my personal YouTube channel’s got some fun stuff in it if you like the some fun stuff in it if you like the some fun stuff in it if you like the type of content that I’m sharing here type of content that I’m sharing here type of content that I’m sharing here and some interviews with some absolutely and some interviews with some absolutely and some interviews with some absolutely killer agents. It’s all on there. So, killer agents. It’s all on there. So, killer agents. It’s all on there. So, >> I love it. Cool. Hey, well, thank you so >> I love it. Cool. Hey, well, thank you so >> I love it. Cool. Hey, well, thank you so much for being on the show. It’s been a much for being on the show. It’s been a much for being on the show. It’s been a great conversation. I appreciate you great conversation. I appreciate you great conversation. I appreciate you having me.

[36:59] having me. having me. >> Thanks for listening to the REI Agent. >> Thanks for listening to the REI Agent. >> Thanks for listening to the REI Agent. >> If you enjoyed this episode, hit >> If you enjoyed this episode, hit >> If you enjoyed this episode, hit subscribe to catch new shows every week. subscribe to catch new shows every week. subscribe to catch new shows every week. >> Visit reiagent.com >> Visit reiagent.com >> Visit reiagent.com for more content. for more content. for more content. >> Until next [music] time, keep building >> Until next [music] time, keep building >> Until next [music] time, keep building the life you want.

[37:10] the life you want. 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. It is intended for therapy. It is intended for therapy. It is intended for entertainment purposes