Rising From Rock Bottom to Purpose Driven Success with Michael Coxen

[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 Michael Coxin. Did I say that here with Michael Coxin. Did I say that here with Michael Coxin. Did I say that right? I I we just talked about it and I right? I I we just talked about it and I right? I I we just talked about it and I said I would have guessed right. Did I said I would have guessed right. Did I said I would have guessed right. Did I say it right? Coxin, say it right? Coxin, say it right? Coxin, >> you nailed it. >> you nailed it. >> you nailed it. >> Okay, thank goodness. I always have that >> Okay, thank goodness. I always have that >> Okay, thank goodness. I always have that anxiety. I don’t know about you. Michael anxiety. I don’t know about you. Michael anxiety. I don’t know about you. Michael has a podcast as well. Do you want to has a podcast as well. Do you want to has a podcast as well. Do you want to interview people? Do you have that interview people? Do you have that interview people? Do you have that anxiety about um saying names wrong? I

[0:20] anxiety about um saying names wrong? I anxiety about um saying names wrong? I always jump in and and I’m like, “Ah always jump in and and I’m like, “Ah always jump in and and I’m like, “Ah crap, I don’t remember.” crap, I don’t remember.” crap, I don’t remember.” >> Oh, absolutely. I’m notorious. My wife >> Oh, absolutely. I’m notorious. My wife >> Oh, absolutely. I’m notorious. My wife always makes fun of me for being so always makes fun of me for being so always makes fun of me for being so confident when I say people’s names confident when I say people’s names confident when I say people’s names wrong. wrong. wrong. But it’s like, you know, everything in But it’s like, you know, everything in But it’s like, you know, everything in sales, it’s not necessarily what you sales, it’s not necessarily what you sales, it’s not necessarily what you say, it’s how you say it. Yeah. And say, it’s how you say it. Yeah. And say, it’s how you say it. Yeah. And people at least appreciate the effort.

[0:37] people at least appreciate the effort. people at least appreciate the effort. But yeah, good job. My name’s Michael But yeah, good job. My name’s Michael But yeah, good job. My name’s Michael Cox. Cox. Cox. >> All right, Michael. Well, thanks for >> All right, Michael. Well, thanks for >> All right, Michael. Well, thanks for being on the show. Can you give our being on the show. Can you give our being on the show. Can you give our listeners a bird’s eye view of kind of listeners a bird’s eye view of kind of listeners a bird’s eye view of kind of who you are in the real estate space? who you are in the real estate space? who you are in the real estate space? >> Yeah, so I’m I’m in sales. I’m a real >> Yeah, so I’m I’m in sales. I’m a real >> Yeah, so I’m I’m in sales. I’m a real estate broker. I have my own company in estate broker. I have my own company in estate broker. I have my own company in Las Vegas. Uh work in the whole city, Las Vegas. Uh work in the whole city, Las Vegas. Uh work in the whole city, but I’m based out of a nice area called but I’m based out of a nice area called

[0:54] but I’m based out of a nice area called Summerland up here in the mountains. Um Summerland up here in the mountains. Um Summerland up here in the mountains. Um in addition to uh you know being active in addition to uh you know being active in addition to uh you know being active in sales uh I invest uh I mentioned I’m in sales uh I invest uh I mentioned I’m in sales uh I invest uh I mentioned I’m a broker I’m coach uh coach agents all a broker I’m coach uh coach agents all a broker I’m coach uh coach agents all over the country and um after overcoming over the country and um after overcoming over the country and um after overcoming you know like a serious serious health you know like a serious serious health you know like a serious serious health crisis personally I kind of had to crisis personally I kind of had to crisis personally I kind of had to rebuild my life and my business rebuild my life and my business rebuild my life and my business >> uh from the inside out I like to say so >> uh from the inside out I like to say so >> uh from the inside out I like to say so now I I try to help ambitious

[1:18] now I I try to help ambitious now I I try to help ambitious entrepreneurs who are looking to do the entrepreneurs who are looking to do the entrepreneurs who are looking to do the same and even if you haven’t had a same and even if you haven’t had a same and even if you haven’t had a serious crisis how to prevent one from serious crisis how to prevent one from serious crisis how to prevent one from happening because uh burnout is real and happening because uh burnout is real and happening because uh burnout is real and a lot of top performing agents and a lot of top performing agents and a lot of top performing agents and investors and entrepreneurs are faced investors and entrepreneurs are faced investors and entrepreneurs are faced with it every day and it’s something I with it every day and it’s something I with it every day and it’s something I want to talk about.

[1:33] want to talk about. want to talk about. >> I love it. You are absolutely perfect >> I love it. You are absolutely perfect >> I love it. You are absolutely perfect for the show. Michael um mentioned all for the show. Michael um mentioned all for the show. Michael um mentioned all the the key pillars and and before we the the key pillars and and before we the the key pillars and and before we got on the air uh you you mentioned that got on the air uh you you mentioned that got on the air uh you you mentioned that you you love to talk about kind of you you you love to talk about kind of you you you love to talk about kind of you know be living holistically which is you know be living holistically which is you know be living holistically which is you know exactly what you were just know exactly what you were just know exactly what you were just describing. So um tell us a little bit describing. So um tell us a little bit describing. So um tell us a little bit how you got started in the business and how you got started in the business and how you got started in the business and and you know walk us into that that you

[1:52] and you know walk us into that that you and you know walk us into that that you know that crisis if you don’t mind. know that crisis if you don’t mind. know that crisis if you don’t mind. >> Sure. uh always had an interest in real >> Sure. uh always had an interest in real >> Sure. uh always had an interest in real estate. So like going back to high estate. So like going back to high estate. So like going back to high school, even though I didn’t have any school, even though I didn’t have any school, even though I didn’t have any money, I would read like basic personal money, I would read like basic personal money, I would read like basic personal finance and real estate books. Um some finance and real estate books. Um some finance and real estate books. Um some of the favorites that a lot of your of the favorites that a lot of your of the favorites that a lot of your clients and a lot of your uh uh guests clients and a lot of your uh uh guests clients and a lot of your uh uh guests probably talk about, you know, uh Rich probably talk about, you know, uh Rich probably talk about, you know, uh Rich Dad, Poor Dad, uh being the big one. Um

[2:12] Dad, Poor Dad, uh being the big one. Um Dad, Poor Dad, uh being the big one. Um so those books intrigued me and and that so those books intrigued me and and that so those books intrigued me and and that kind of hooked me at a young age. Uh kind of hooked me at a young age. Uh kind of hooked me at a young age. Uh came up from an entrepreneurial family. came up from an entrepreneurial family. came up from an entrepreneurial family. Um my brother’s an entrepreneur, my Um my brother’s an entrepreneur, my Um my brother’s an entrepreneur, my father had he’s a police officer, but he father had he’s a police officer, but he father had he’s a police officer, but he always had a side business. Um, so I was always had a side business. Um, so I was always had a side business. Um, so I was kind of encouraged to grow up in in like kind of encouraged to grow up in in like kind of encouraged to grow up in in like a sales and entrepreneur world. Uh, a sales and entrepreneur world. Uh, a sales and entrepreneur world. Uh, never had a fear of of failure. I mean, never had a fear of of failure. I mean, never had a fear of of failure. I mean, I did, but I I I was encouraged,

[2:33] I did, but I I I was encouraged, I did, but I I I was encouraged, thankfully, to to do my own thing. And thankfully, to to do my own thing. And thankfully, to to do my own thing. And that manifested first I was selling that manifested first I was selling that manifested first I was selling advertising uh and sponsorships for a advertising uh and sponsorships for a advertising uh and sponsorships for a music magazine that my brother owned. music magazine that my brother owned. music magazine that my brother owned. Uh, so I’ve always been commission based Uh, so I’ve always been commission based Uh, so I’ve always been commission based my entire career outside of a few uh my entire career outside of a few uh my entire career outside of a few uh high school summer jobs. Uh, I’ve always high school summer jobs. Uh, I’ve always high school summer jobs. Uh, I’ve always had commissionbased career. My first had commissionbased career. My first had commissionbased career. My first business I started on my own was uh business I started on my own was uh business I started on my own was uh actually with my wife when we moved to

[2:53] actually with my wife when we moved to actually with my wife when we moved to Las Vegas in 2010. And that was a a Las Vegas in 2010. And that was a a Las Vegas in 2010. And that was a a graphic design studio. We did like graphic design studio. We did like graphic design studio. We did like high-end wedding invitations was our high-end wedding invitations was our high-end wedding invitations was our bread and butter. Uh when we got married bread and butter. Uh when we got married bread and butter. Uh when we got married in Vegas, like most entrepreneurs, we in Vegas, like most entrepreneurs, we in Vegas, like most entrepreneurs, we were kind of uh looking around and were kind of uh looking around and were kind of uh looking around and seeing what the opportunities were in seeing what the opportunities were in seeing what the opportunities were in this city we were about to move into.

[3:08] this city we were about to move into. this city we were about to move into. And as we met all these wedding vendors, And as we met all these wedding vendors, And as we met all these wedding vendors, we realized no one’s doing invitations we realized no one’s doing invitations we realized no one’s doing invitations on a level that uh we can do. My wife on a level that uh we can do. My wife on a level that uh we can do. My wife was in that industry in New York. And uh was in that industry in New York. And uh was in that industry in New York. And uh we saw the opportunity. We saw that void we saw the opportunity. We saw that void we saw the opportunity. We saw that void and we filled it and it just kind of and we filled it and it just kind of and we filled it and it just kind of took off. We started from uh this this took off. We started from uh this this took off. We started from uh this this coincides with real estate because we coincides with real estate because we coincides with real estate because we started from our house which uh my wife started from our house which uh my wife started from our house which uh my wife bought in 2009 and as anyone old enough

[3:30] bought in 2009 and as anyone old enough bought in 2009 and as anyone old enough to remember will recall uh everything to remember will recall uh everything to remember will recall uh everything was on sale especially in Vegas. It was was on sale especially in Vegas. It was was on sale especially in Vegas. It was such a low depressed market. Thankfully such a low depressed market. Thankfully such a low depressed market. Thankfully my brother-in-law Seth uh was a real my brother-in-law Seth uh was a real my brother-in-law Seth uh was a real estate agent here and he said you guys estate agent here and he said you guys estate agent here and he said you guys got to buy something. And we weren’t got to buy something. And we weren’t got to buy something. And we weren’t married at the time and I was broke as a married at the time and I was broke as a married at the time and I was broke as a joke. So my wife put it together uh joke. So my wife put it together uh joke. So my wife put it together uh borrowed a few bucks from family to put borrowed a few bucks from family to put borrowed a few bucks from family to put down a small down payment and we got

[3:51] down a small down payment and we got down a small down payment and we got into this house and she rented it out. into this house and she rented it out. into this house and she rented it out. Um a year later we moved into that house Um a year later we moved into that house Um a year later we moved into that house because we were paying 2,400 bucks a because we were paying 2,400 bucks a because we were paying 2,400 bucks a month in rent in Brooklyn and we had a month in rent in Brooklyn and we had a month in rent in Brooklyn and we had a mortgage for 800 bucks in Vegas. So mortgage for 800 bucks in Vegas. So mortgage for 800 bucks in Vegas. So eventually I grew up eventually I grew up eventually I grew up >> $2,400 a month. That’s >> $2,400 a month. That’s >> $2,400 a month. That’s >> and it’s a steal now. But um you know >> and it’s a steal now. But um you know >> and it’s a steal now. But um you know like that old adage, you know, you’re like that old adage, you know, you’re like that old adage, you know, you’re paying somebody’s mortgage, you might as

[4:09] paying somebody’s mortgage, you might as paying somebody’s mortgage, you might as well pay your own. Not not to mention at well pay your own. Not not to mention at well pay your own. Not not to mention at the time it was less than rent. So, it the time it was less than rent. So, it the time it was less than rent. So, it was a no-brainer and that kind of got us was a no-brainer and that kind of got us was a no-brainer and that kind of got us into real estate. That was our f we into real estate. That was our f we into real estate. That was our f we lived in the house. We did what you call lived in the house. We did what you call lived in the house. We did what you call a flip in, which anyone trying to get a flip in, which anyone trying to get a flip in, which anyone trying to get started in real estate, that’s step one started in real estate, that’s step one started in real estate, that’s step one for you is for me, I would buy a house for you is for me, I would buy a house for you is for me, I would buy a house with the smallest money down and fix it with the smallest money down and fix it

[4:26] with the smallest money down and fix it up while you live in it yourself. Uh, up while you live in it yourself. Uh, up while you live in it yourself. Uh, you need a roof over your head, you you need a roof over your head, you you need a roof over your head, you might as well turn it into investment. might as well turn it into investment. might as well turn it into investment. If you can tolerate some dust and some If you can tolerate some dust and some If you can tolerate some dust and some patience, go for it. So, we we fixed up patience, go for it. So, we we fixed up patience, go for it. So, we we fixed up that house on credit cards little by that house on credit cards little by that house on credit cards little by little, man. Like 0% interest credit little, man. Like 0% interest credit little, man. Like 0% interest credit cards were our friends. Home Depot, cards were our friends. Home Depot, cards were our friends. Home Depot, Lowe’s, etc. Furniture stores, flooring Lowe’s, etc. Furniture stores, flooring Lowe’s, etc. Furniture stores, flooring places, anyone that would give us a line

[4:45] places, anyone that would give us a line places, anyone that would give us a line of credit, we took it and we just we of credit, we took it and we just we of credit, we took it and we just we would take a year or 18 months and pay would take a year or 18 months and pay would take a year or 18 months and pay it off and we just to it took us a few it off and we just to it took us a few it off and we just to it took us a few years and we fixed up that house. Uh the years and we fixed up that house. Uh the years and we fixed up that house. Uh the business grew, we moved out the business grew, we moved out the business grew, we moved out the business. It we uh moved it to a retail business. It we uh moved it to a retail business. It we uh moved it to a retail store. I was able to hire myself out of store. I was able to hire myself out of store. I was able to hire myself out of the day-to-day operation. Uh my wife the day-to-day operation. Uh my wife the day-to-day operation. Uh my wife stayed in it and I got my real estate stayed in it and I got my real estate stayed in it and I got my real estate license during this time and I was doing

[5:08] license during this time and I was doing license during this time and I was doing so deals basically. I knew no one in so deals basically. I knew no one in so deals basically. I knew no one in Vegas. Uh I knew people in the wedding Vegas. Uh I knew people in the wedding Vegas. Uh I knew people in the wedding industry and that was my first um you industry and that was my first um you industry and that was my first um you know real pillar of business. Uh was SOI know real pillar of business. Uh was SOI know real pillar of business. Uh was SOI marketing to those in my industry and uh marketing to those in my industry and uh marketing to those in my industry and uh I started doing you know open houses. I I started doing you know open houses. I I started doing you know open houses. I tried everything. Expired listings, tried everything. Expired listings, tried everything. Expired listings, withdrawns, uh FSBOs, online leads. I’ve withdrawns, uh FSBOs, online leads. I’ve withdrawns, uh FSBOs, online leads. I’ve done almost every single pillar one can done almost every single pillar one can

[5:30] done almost every single pillar one can think of uh for business. And what think of uh for business. And what think of uh for business. And what really turned the corner for me was really turned the corner for me was really turned the corner for me was getting mentorship. So, I went from getting mentorship. So, I went from getting mentorship. So, I went from being part-time as a broker, as an being part-time as a broker, as an being part-time as a broker, as an agent, to being a full-time team agent, to being a full-time team agent, to being a full-time team associate on a team in Summerland, which associate on a team in Summerland, which associate on a team in Summerland, which was the area I wanted to specialize and was the area I wanted to specialize and was the area I wanted to specialize and know the most. Uh, so to anyone looking know the most. Uh, so to anyone looking know the most. Uh, so to anyone looking for a plan, if you don’t know where what for a plan, if you don’t know where what for a plan, if you don’t know where what you’re doing, find yourself a mentor, a you’re doing, find yourself a mentor, a

[5:53] you’re doing, find yourself a mentor, a team leader, a coach in your market. And team leader, a coach in your market. And team leader, a coach in your market. And I can already hear the objection. Well, I can already hear the objection. Well, I can already hear the objection. Well, they don’t want to talk to me because they don’t want to talk to me because they don’t want to talk to me because they don’t want me to compete with them. they don’t want me to compete with them. they don’t want me to compete with them. Well, what value are you offering that Well, what value are you offering that Well, what value are you offering that person? So in my case, we were on 50/50 person? So in my case, we were on 50/50 person? So in my case, we were on 50/50 splits and I crushed it and I was real splits and I crushed it and I was real splits and I crushed it and I was real happy to get half of something then all happy to get half of something then all happy to get half of something then all of nothing. So I was glad to give up of nothing. So I was glad to give up of nothing. So I was glad to give up half my commission to my team leader and

[6:13] half my commission to my team leader and half my commission to my team leader and he was very glad to accept that and I he was very glad to accept that and I he was very glad to accept that and I grew to be his top producer year after grew to be his top producer year after grew to be his top producer year after year after year. And with that years of year after year. And with that years of year after year. And with that years of splits and years of mentorship, I built splits and years of mentorship, I built splits and years of mentorship, I built a big SOI, a big database of past a big SOI, a big database of past a big SOI, a big database of past clients. Um at that time those leads clients. Um at that time those leads clients. Um at that time those leads came from Zillow. This was marketbased came from Zillow. This was marketbased came from Zillow. This was marketbased pricing. We were getting zip code leads pricing. We were getting zip code leads pricing. We were getting zip code leads again in Summerland. So, I was focused again in Summerland. So, I was focused again in Summerland. So, I was focused on my niche. Uh, and I grew it and now I

[6:39] on my niche. Uh, and I grew it and now I on my niche. Uh, and I grew it and now I run my business all off of past client run my business all off of past client run my business all off of past client marketing and referrals. Um, long story marketing and referrals. Um, long story marketing and referrals. Um, long story short, I’m now the broker owner of my short, I’m now the broker owner of my short, I’m now the broker owner of my own brokerage. Um, that mentor and I own brokerage. Um, that mentor and I own brokerage. Um, that mentor and I became partners and then he eventually became partners and then he eventually became partners and then he eventually sold uh my wife and I the company and sold uh my wife and I the company and sold uh my wife and I the company and that’s where we are today.

[6:54] that’s where we are today. that’s where we are today. >> Okay. Yeah. Yeah, I mean that’s one key >> Okay. Yeah. Yeah, I mean that’s one key >> Okay. Yeah. Yeah, I mean that’s one key thing I just heard in there is you went thing I just heard in there is you went thing I just heard in there is you went the uh paid lead route, but you didn’t the uh paid lead route, but you didn’t the uh paid lead route, but you didn’t neglect the the nurturing of those once neglect the the nurturing of those once neglect the the nurturing of those once you you got them because I think that’s you you got them because I think that’s you you got them because I think that’s the trap probably a lot of people fall the trap probably a lot of people fall the trap probably a lot of people fall into, right? Where you you have this into, right? Where you you have this into, right? Where you you have this source of leads and so you kind of don’t source of leads and so you kind of don’t source of leads and so you kind of don’t think about keeping track of your own think about keeping track of your own

[7:12] think about keeping track of your own sphere if I understood you properly. sphere if I understood you properly. sphere if I understood you properly. Like I mean that’s key. Like I mean that’s key. Like I mean that’s key. >> Uh the sphere to me it’s like why would >> Uh the sphere to me it’s like why would >> Uh the sphere to me it’s like why would you not? I see that all the time. I look you not? I see that all the time. I look you not? I see that all the time. I look in some of my agents database and they in some of my agents database and they in some of my agents database and they just haven’t called a past client in just haven’t called a past client in just haven’t called a past client in months or years and that’s a free source months or years and that’s a free source months or years and that’s a free source of business and not even them of business and not even them of business and not even them transacting again but the referrals they transacting again but the referrals they transacting again but the referrals they can give you. So I I treated every lead can give you. So I I treated every lead

[7:32] can give you. So I I treated every lead like and I still do every relationship’s like and I still do every relationship’s like and I still do every relationship’s a lifetime relationship. People move a lifetime relationship. People move a lifetime relationship. People move every the number varies seven years nine every the number varies seven years nine every the number varies seven years nine years we’ve heard that before. Well like years we’ve heard that before. Well like years we’ve heard that before. Well like Michael Coxin seven years from now wants Michael Coxin seven years from now wants Michael Coxin seven years from now wants a sale. So, I treat my future self a sale. So, I treat my future self a sale. So, I treat my future self kindly by keeping in touch with every kindly by keeping in touch with every kindly by keeping in touch with every client. And it’s all systemized. It’s client. And it’s all systemized. It’s client. And it’s all systemized. It’s not willy-nilly. Uh we do it through not willy-nilly. Uh we do it through not willy-nilly. Uh we do it through monthly uh newsletters. We do it through

[7:55] monthly uh newsletters. We do it through monthly uh newsletters. We do it through events. We do it through outreach, CMAs. events. We do it through outreach, CMAs. events. We do it through outreach, CMAs. Um every touch point you can think of, Um every touch point you can think of, Um every touch point you can think of, we do. I have it in my system in my we do. I have it in my system in my we do. I have it in my system in my follow-up boss CRM to constantly keep in follow-up boss CRM to constantly keep in follow-up boss CRM to constantly keep in touch with clients. And it’s from a touch with clients. And it’s from a touch with clients. And it’s from a genuine standpoint. That’s what’s most genuine standpoint. That’s what’s most genuine standpoint. That’s what’s most important.

[8:09] important. important. >> Yeah, that’s that’s key. Uh we >> Yeah, that’s that’s key. Uh we >> Yeah, that’s that’s key. Uh we definitely you have to think about definitely you have to think about definitely you have to think about what’s providing value. Um and the more what’s providing value. Um and the more what’s providing value. Um and the more notes you can take about your clients as notes you can take about your clients as notes you can take about your clients as you kind of get to know them, the more you kind of get to know them, the more you kind of get to know them, the more questions you’re asking, I would say questions you’re asking, I would say questions you’re asking, I would say like the Ford method, um you know, the like the Ford method, um you know, the like the Ford method, um you know, the more that you’re pushing those kind of more that you’re pushing those kind of more that you’re pushing those kind of questions out, you’re going to you’re questions out, you’re going to you’re questions out, you’re going to you’re going to get little tidbits and and take

[8:27] going to get little tidbits and and take going to get little tidbits and and take the notes cuz I don’t maybe you have a the notes cuz I don’t maybe you have a the notes cuz I don’t maybe you have a better memory than I do, but you know, better memory than I do, but you know, better memory than I do, but you know, try to remember their their their names, try to remember their their their names, try to remember their their their names, the kids’ names. Um, if you can figure the kids’ names. Um, if you can figure the kids’ names. Um, if you can figure out their when they were born, what year out their when they were born, what year out their when they were born, what year they’re born, um, when you want to they’re born, um, when you want to they’re born, um, when you want to follow back up with them in a year or follow back up with them in a year or follow back up with them in a year or two, it’s going to be really helpful.

[8:41] two, it’s going to be really helpful. two, it’s going to be really helpful. You can be like, “So, your kids’s like You can be like, “So, your kids’s like You can be like, “So, your kids’s like seven now? You Justin’s seven now?” Like seven now? You Justin’s seven now?” Like seven now? You Justin’s seven now?” Like that kind of thing. And that’s going to that kind of thing. And that’s going to that kind of thing. And that’s going to make a huge difference because that’s make a huge difference because that’s make a huge difference because that’s what they care about. what they care about. what they care about. >> Exactly. The Ford method is my method. >> Exactly. The Ford method is my method.

[8:52] >> Exactly. The Ford method is my method. Ninja selling. I love that acronym. It’s Ninja selling. I love that acronym. It’s Ninja selling. I love that acronym. It’s basically my only script at this point basically my only script at this point basically my only script at this point and my only framework, I should say. Um, and my only framework, I should say. Um, and my only framework, I should say. Um, but it does have to be genuine. Um, but it does have to be genuine. Um, but it does have to be genuine. Um, that’s what I always tell people. If that’s what I always tell people. If that’s what I always tell people. If you’re a robot and you’re just like, you’re a robot and you’re just like, you’re a robot and you’re just like, “How’s your family? How’s work? How’s” “How’s your family? How’s work? How’s” “How’s your family? How’s work? How’s” and you’re not asking actual follow-up and you’re not asking actual follow-up and you’re not asking actual follow-up questions, nor are you listening to the questions, nor are you listening to the questions, nor are you listening to the answers, um, people can smell that right

[9:10] answers, um, people can smell that right answers, um, people can smell that right away that you’re just being a sleazy away that you’re just being a sleazy away that you’re just being a sleazy salesman. So, take genuine interest in salesman. So, take genuine interest in salesman. So, take genuine interest in people. Um, if that’s going to be a people. Um, if that’s going to be a people. Um, if that’s going to be a pillar that you work on, and I think you pillar that you work on, and I think you pillar that you work on, and I think you need to, I don’t care who you are in need to, I don’t care who you are in need to, I don’t care who you are in this business. If you just rely on the this business. If you just rely on the this business. If you just rely on the next online lead, you’re going to have a next online lead, you’re going to have a next online lead, you’re going to have a very stressful, tough life. Uh, and very stressful, tough life. Uh, and very stressful, tough life. Uh, and you’re going to be doing it to an old you’re going to be doing it to an old you’re going to be doing it to an old age with no repeat business. I don’t

[9:29] age with no repeat business. I don’t age with no repeat business. I don’t envy you. envy you. envy you. >> Yeah. And I think I think that’s I’ve >> Yeah. And I think I think that’s I’ve >> Yeah. And I think I think that’s I’ve heard the advice never to build a heard the advice never to build a heard the advice never to build a business off of somebody else’s platform business off of somebody else’s platform business off of somebody else’s platform and they can change it. They can they and they can change it. They can they and they can change it. They can they can it just completely you have no can it just completely you have no can it just completely you have no control over it and now leads are double control over it and now leads are double control over it and now leads are double the expense or whatever.

[9:43] the expense or whatever. the expense or whatever. >> Yeah. And honestly like when you spend >> Yeah. And honestly like when you spend >> Yeah. And honestly like when you spend those Zillow leads were I remember at those Zillow leads were I remember at those Zillow leads were I remember at one point my team leader brought into a one point my team leader brought into a one point my team leader brought into a meeting uh $100 bills and like stacks of meeting uh $100 bills and like stacks of meeting uh $100 bills and like stacks of five and he was like every phone call is five and he was like every phone call is five and he was like every phone call is $500. Every phone call, not even like $500. Every phone call, not even like $500. Every phone call, not even like every conversion. And it was like if you every conversion. And it was like if you every conversion. And it was like if you if you screw up a call, you just burn if you screw up a call, you just burn if you screw up a call, you just burn 500 bucks. And you know, not let’s just 500 bucks. And you know, not let’s just

[10:02] 500 bucks. And you know, not let’s just say one out of three would convert. Like say one out of three would convert. Like say one out of three would convert. Like the leads themselves, the first the leads themselves, the first the leads themselves, the first commission was a very small profit for commission was a very small profit for commission was a very small profit for for us. It was more about can you for us. It was more about can you for us. It was more about can you convert that to a second, third, and convert that to a second, third, and convert that to a second, third, and fourth sale. That was always what my fourth sale. That was always what my fourth sale. That was always what my mindset was, was I’m not trying to get mindset was, was I’m not trying to get mindset was, was I’m not trying to get paid on the first one. I’m trying to paid on the first one. I’m trying to paid on the first one. I’m trying to establish a relationship on the first establish a relationship on the first establish a relationship on the first one and get my money back with a small one and get my money back with a small

[10:23] one and get my money back with a small profit. Um, and that was our mindset. profit. Um, and that was our mindset. profit. Um, and that was our mindset. And the ones that followed that And the ones that followed that And the ones that followed that succeeded and the ones that waited for succeeded and the ones that waited for succeeded and the ones that waited for the next lead failed. the next lead failed. the next lead failed. >> Yeah, that’s awesome. I wanted to go >> Yeah, that’s awesome. I wanted to go >> Yeah, that’s awesome. I wanted to go back to to you mentioned phone call like back to to you mentioned phone call like back to to you mentioned phone call like you need to call your database like is you need to call your database like is you need to call your database like is this uh do you have varying like you you this uh do you have varying like you you this uh do you have varying like you you talked about different approaches for talked about different approaches for talked about different approaches for for communicating with people so for communicating with people so

[10:42] for communicating with people so obviously newsletters, email, um you obviously newsletters, email, um you obviously newsletters, email, um you know in person with in events etc. Now know in person with in events etc. Now know in person with in events etc. Now if you’re trying to make a personal if you’re trying to make a personal if you’re trying to make a personal contact of somebody that you you know contact of somebody that you you know contact of somebody that you you know you worked with in the past um do you you worked with in the past um do you you worked with in the past um do you always make that as a phone call? No, I always make that as a phone call? No, I always make that as a phone call? No, I rotate all ways of communication. So, rotate all ways of communication. So, rotate all ways of communication. So, phone call, text, email, mail, uh pop phone call, text, email, mail, uh pop phone call, text, email, mail, uh pop by, which I will like now I’ll send by, which I will like now I’ll send by, which I will like now I’ll send gifts, you know, I’ll send a runner to gifts, you know, I’ll send a runner to

[11:06] gifts, you know, I’ll send a runner to just drop off gifts, uh DMs, likes, just drop off gifts, uh DMs, likes, just drop off gifts, uh DMs, likes, comments. Basically, every form of comments. Basically, every form of comments. Basically, every form of communication I try to rotate. So, like communication I try to rotate. So, like communication I try to rotate. So, like I’ll look in my CRM, I’m like, “Oh, we I’ll look in my CRM, I’m like, “Oh, we I’ll look in my CRM, I’m like, “Oh, we spoke three months ago about XYZ.” I’ll spoke three months ago about XYZ.” I’ll spoke three months ago about XYZ.” I’ll send a text. If I sent an email three send a text. If I sent an email three send a text. If I sent an email three months ago, I’ll pick up the phone and months ago, I’ll pick up the phone and months ago, I’ll pick up the phone and call. um a CMA in the mail once a year call. um a CMA in the mail once a year call. um a CMA in the mail once a year and I do that in the mail on purpose and I do that in the mail on purpose and I do that in the mail on purpose because I just want another different

[11:29] because I just want another different because I just want another different form of touch point and not another form of touch point and not another form of touch point and not another email. So, I rotate. Um, it’s not a email. So, I rotate. Um, it’s not a email. So, I rotate. Um, it’s not a strict strict system, but that it’s just strict strict system, but that it’s just strict strict system, but that it’s just like that. I look at what’s my last form like that. I look at what’s my last form like that. I look at what’s my last form of communication. Let me do a different of communication. Let me do a different of communication. Let me do a different one. And that could include like one. And that could include like one. And that could include like commenting on social media. Um, I’ve had commenting on social media. Um, I’ve had commenting on social media. Um, I’ve had to become disciplined with that because to become disciplined with that because to become disciplined with that because social media is meant to trap you in and social media is meant to trap you in and social media is meant to trap you in and distract you. And I definitely am guilty

[11:48] distract you. And I definitely am guilty distract you. And I definitely am guilty of that sometimes, but like I’ll I’ll do of that sometimes, but like I’ll I’ll do of that sometimes, but like I’ll I’ll do it with intention. Like, all right, I’m it with intention. Like, all right, I’m it with intention. Like, all right, I’m going on Instagram to like coordinate going on Instagram to like coordinate going on Instagram to like coordinate and talk to friends and see what’s going and talk to friends and see what’s going and talk to friends and see what’s going on um as part of my outreach. And again, on um as part of my outreach. And again, on um as part of my outreach. And again, genuine interest. Like I don’t follow genuine interest. Like I don’t follow genuine interest. Like I don’t follow every client. Like if I didn’t get along every client. Like if I didn’t get along every client. Like if I didn’t get along with them, I didn’t necessarily want with them, I didn’t necessarily want with them, I didn’t necessarily want their business. So because it’s just their business. So because it’s just

[12:06] their business. So because it’s just disingenuine. disingenuine. disingenuine. >> Yeah. Yeah. Totally. And I and it that’s >> Yeah. Yeah. Totally. And I and it that’s >> Yeah. Yeah. Totally. And I and it that’s a really good method too because if a really good method too because if a really good method too because if you’re you’re posting on uh social media you’re you’re posting on uh social media you’re you’re posting on uh social media that the algorithm will then uh put you that the algorithm will then uh put you that the algorithm will then uh put you in front of that person more as well if in front of that person more as well if in front of that person more as well if you’re if you’re doing that. So you’re if you’re doing that. So you’re if you’re doing that. So >> one thing I want to add on the phone >> one thing I want to add on the phone >> one thing I want to add on the phone calls Mati is about voicemail. So like calls Mati is about voicemail. So like calls Mati is about voicemail. So like it’s it’s 2026. People don’t even like it’s it’s 2026. People don’t even like

[12:25] it’s it’s 2026. People don’t even like the phone at all. Right. Like text the phone at all. Right. Like text the phone at all. Right. Like text better. I agree. I don’t want to get better. I agree. I don’t want to get better. I agree. I don’t want to get calls. In fact, if I don’t have the calls. In fact, if I don’t have the calls. In fact, if I don’t have the number programmed in my phone, it goes number programmed in my phone, it goes number programmed in my phone, it goes to voicemail. Like, I don’t want calls to voicemail. Like, I don’t want calls to voicemail. Like, I don’t want calls like everyone else. But I do like like everyone else. But I do like like everyone else. But I do like voicemails. Like, I do like if someone voicemails. Like, I do like if someone voicemails. Like, I do like if someone leaves me a voicemail, I listen to it.

[12:40] leaves me a voicemail, I listen to it. leaves me a voicemail, I listen to it. And I I get sent a voicemail nine times And I I get sent a voicemail nine times And I I get sent a voicemail nine times out of 10 when I call past clients. And out of 10 when I call past clients. And out of 10 when I call past clients. And in my voicemail, I’m sure to say, “You in my voicemail, I’m sure to say, “You in my voicemail, I’m sure to say, “You don’t have to call me back. I was just don’t have to call me back. I was just don’t have to call me back. I was just checking in or seeing if you need checking in or seeing if you need checking in or seeing if you need anything or I was in the neighborhood or anything or I was in the neighborhood or anything or I was in the neighborhood or like I heard this news I wanted to like I heard this news I wanted to like I heard this news I wanted to share.” Uh, you know, no need to call me share.” Uh, you know, no need to call me share.” Uh, you know, no need to call me back. Text me if you want or call me if back. Text me if you want or call me if back. Text me if you want or call me if you want. Have a great day. Hey, hope

[12:58] you want. Have a great day. Hey, hope you want. Have a great day. Hey, hope you’re doing well. Yeah, hope Jeremy’s you’re doing well. Yeah, hope Jeremy’s you’re doing well. Yeah, hope Jeremy’s doing good. Right, your seven-year-old. doing good. Right, your seven-year-old. doing good. Right, your seven-year-old. And it takes away the obligation of, “Oh And it takes away the obligation of, “Oh And it takes away the obligation of, “Oh man, I got to call this guy.” And he man, I got to call this guy.” And he man, I got to call this guy.” And he went from being a resource to a chore. went from being a resource to a chore. went from being a resource to a chore. >> So, I like to give him the permission >> So, I like to give him the permission >> So, I like to give him the permission not to call me back.

[13:11] not to call me back. not to call me back. >> That’s a really good tip because that’s >> That’s a really good tip because that’s >> That’s a really good tip because that’s exactly the way I have been approaching exactly the way I have been approaching exactly the way I have been approaching is like, you know, I don’t I just don’t is like, you know, I don’t I just don’t is like, you know, I don’t I just don’t think people are going to want to hear think people are going to want to hear think people are going to want to hear they don’t want to like they might be they don’t want to like they might be they don’t want to like they might be happy to text me back and forth like happy to text me back and forth like happy to text me back and forth like that kind of, you know, personal that kind of, you know, personal that kind of, you know, personal relationship or whatever. um they’re relationship or whatever. um they’re relationship or whatever. um they’re gonna love to text me back and forth, gonna love to text me back and forth, gonna love to text me back and forth, but they’re probably gonna really not

[13:30] but they’re probably gonna really not but they’re probably gonna really not want to talk to me on the phone. want to talk to me on the phone. want to talk to me on the phone. >> Yeah, >> Yeah, >> Yeah, >> most people. >> most people. >> most people. >> Yeah, >> Yeah, >> Yeah, >> it’s sad, but it’s the reality. So, I >> it’s sad, but it’s the reality. So, I >> it’s sad, but it’s the reality. So, I like to give people the option. like to give people the option. like to give people the option. >> Sure. I I know I’ve heard other people >> Sure. I I know I’ve heard other people >> Sure. I I know I’ve heard other people uh suggesting doing things like sending uh suggesting doing things like sending uh suggesting doing things like sending a quick video. Um that’s another maybe a quick video. Um that’s another maybe a quick video. Um that’s another maybe angle of trying to get a little more angle of trying to get a little more angle of trying to get a little more personal um communication more than just

[13:48] personal um communication more than just personal um communication more than just a text. Uh that a text. Uh that a text. Uh that >> yeah, depending on how you do it, it >> yeah, depending on how you do it, it >> yeah, depending on how you do it, it might feel a little bit hokey, but might feel a little bit hokey, but might feel a little bit hokey, but there’s I think there’s ways ways to there’s I think there’s ways ways to there’s I think there’s ways ways to pull that off. For sure. pull that off. For sure. pull that off. For sure. >> I tried that. Tom Ferry’s big on that. >> I tried that. Tom Ferry’s big on that. >> I tried that. Tom Ferry’s big on that. Um, I’ve tried it. It’s It didn’t feel Um, I’ve tried it. It’s It didn’t feel Um, I’ve tried it. It’s It didn’t feel right for me. I don’t know why. Yeah.

[14:00] right for me. I don’t know why. Yeah. right for me. I don’t know why. Yeah. >> I think that’s It just goes back to like >> I think that’s It just goes back to like >> I think that’s It just goes back to like you got to make it feel genuine. Like if you got to make it feel genuine. Like if you got to make it feel genuine. Like if it just feels like weird, then you’re it just feels like weird, then you’re it just feels like weird, then you’re probably going to come across as weird probably going to come across as weird probably going to come across as weird to the to the to the >> I think it comes It’s weird because no >> I think it comes It’s weird because no >> I think it comes It’s weird because no one does it in real life. Like like my one does it in real life. Like like my one does it in real life. Like like my friends and I don’t do it to each other.

[14:15] friends and I don’t do it to each other. friends and I don’t do it to each other. So it’s not an actual form of So it’s not an actual form of So it’s not an actual form of communication. It’s a sales form of communication. It’s a sales form of communication. It’s a sales form of communication. communication. communication. >> Yeah. So, you don’t want to stand out >> Yeah. So, you don’t want to stand out >> Yeah. So, you don’t want to stand out like, “Oh, he he Matias saw this on a on like, “Oh, he he Matias saw this on a on like, “Oh, he he Matias saw this on a on a YouTube video or at a seminar and now a YouTube video or at a seminar and now a YouTube video or at a seminar and now he’s doing it. He’s trying something new he’s doing it. He’s trying something new he’s doing it. He’s trying something new as a salesperson.” as a salesperson.” as a salesperson.” >> Uh, that’s why I don’t think it worked >> Uh, that’s why I don’t think it worked >> Uh, that’s why I don’t think it worked for me. It It didn’t feel natural.

[14:34] for me. It It didn’t feel natural. for me. It It didn’t feel natural. >> That makes sense. That totally makes >> That makes sense. That totally makes >> That makes sense. That totally makes sense. sense. sense. >> Yeah. If somebody does it to me, if I >> Yeah. If somebody does it to me, if I >> Yeah. If somebody does it to me, if I got a client that sends me videos, hey, got a client that sends me videos, hey, got a client that sends me videos, hey, what’s up? I’ll they’ll do it back, I what’s up? I’ll they’ll do it back, I what’s up? I’ll they’ll do it back, I guess. And that’s the other thing is you guess. And that’s the other thing is you guess. And that’s the other thing is you kind of want to communicate where they kind of want to communicate where they kind of want to communicate where they communicate. Like, what’s their communicate. Like, what’s their communicate. Like, what’s their preferred method of communication?

[14:46] preferred method of communication? preferred method of communication? >> Yeah. I got I got one client who just >> Yeah. I got I got one client who just >> Yeah. I got I got one client who just sends me reals all day long like on sends me reals all day long like on sends me reals all day long like on Instagram. Instagram. Instagram. >> We we I see him once or twice a year. We >> We we I see him once or twice a year. We >> We we I see him once or twice a year. We don’t talk. We don’t text. It’s just don’t talk. We don’t text. It’s just don’t talk. We don’t text. It’s just real exchange and I’m like cool. That’s real exchange and I’m like cool. That’s real exchange and I’m like cool. That’s like how we keep in touch.

[14:58] like how we keep in touch. like how we keep in touch. >> Yeah. Another one we get hot dogs every >> Yeah. Another one we get hot dogs every >> Yeah. Another one we get hot dogs every other month on Friday. Like I know other month on Friday. Like I know other month on Friday. Like I know that’s his thing and it’s I love it too. that’s his thing and it’s I love it too. that’s his thing and it’s I love it too. So it’s like everybody want I meet So it’s like everybody want I meet So it’s like everybody want I meet people where they are and what they’re people where they are and what they’re people where they are and what they’re comfortable. comfortable. comfortable. >> Yeah. No, I love that. Or you know the >> Yeah. No, I love that. Or you know the >> Yeah. No, I love that. Or you know the video thing could be something that like video thing could be something that like video thing could be something that like if you actually came across something if you actually came across something if you actually came across something that made you think of the person. Yes.

[15:16] that made you think of the person. Yes. that made you think of the person. Yes. Um and and maybe you like, you know, Um and and maybe you like, you know, Um and and maybe you like, you know, wanted to describe it and show them and wanted to describe it and show them and wanted to describe it and show them and it makes sense that you would do that as it makes sense that you would do that as it makes sense that you would do that as a video. That would maybe be a route a video. That would maybe be a route a video. That would maybe be a route that that would work better. that that would work better. that that would work better. >> Agreed. >> Agreed. >> Agreed. >> But yeah, no, that’s that’s awesome. So, >> But yeah, no, that’s that’s awesome. So, >> But yeah, no, that’s that’s awesome. So, um let’s get into I don’t know if you’re um let’s get into I don’t know if you’re um let’s get into I don’t know if you’re at this point in your story yet, but um at this point in your story yet, but um at this point in your story yet, but um what what happened with the health

[15:32] what what happened with the health what what happened with the health crisis and and then what did you have to crisis and and then what did you have to crisis and and then what did you have to do to kind of rebuild everything? Yeah, do to kind of rebuild everything? Yeah, do to kind of rebuild everything? Yeah, I I kind of uh glossed over that in the I I kind of uh glossed over that in the I I kind of uh glossed over that in the in the real estate story, but there was in the real estate story, but there was in the real estate story, but there was this transition uh where I was a this transition uh where I was a this transition uh where I was a part-time licensed agent and trying to part-time licensed agent and trying to part-time licensed agent and trying to build that business as we all know how build that business as we all know how build that business as we all know how hard that is while running another hard that is while running another hard that is while running another business uh with my wife. So, we’re both business uh with my wife. So, we’re both business uh with my wife. So, we’re both no guaranteed paycheck lifestyle. Um I

[15:55] no guaranteed paycheck lifestyle. Um I no guaranteed paycheck lifestyle. Um I had been doing this entrepreneur had been doing this entrepreneur had been doing this entrepreneur commissionon thing for it was at least commissionon thing for it was at least commissionon thing for it was at least 10 years at this point. I’m in my 10 years at this point. I’m in my 10 years at this point. I’m in my mid30s, early 30s, and I just been mid30s, early 30s, and I just been mid30s, early 30s, and I just been burning the candle at both ends for that burning the candle at both ends for that burning the candle at both ends for that long. Um, went through a lot of stress long. Um, went through a lot of stress long. Um, went through a lot of stress and put a lot of pressure on myself to and put a lot of pressure on myself to and put a lot of pressure on myself to succeed. Uh, I think a lot of high succeed. Uh, I think a lot of high succeed. Uh, I think a lot of high achievers go through that. It’s a gift achievers go through that. It’s a gift achievers go through that. It’s a gift and a curse. Like we feel like if we

[16:20] and a curse. Like we feel like if we and a curse. Like we feel like if we slow down, we’re going to drown. So, we slow down, we’re going to drown. So, we slow down, we’re going to drown. So, we keep swimming. And ultimately, if you keep swimming. And ultimately, if you keep swimming. And ultimately, if you keep swimming and don’t rest, you’ll keep swimming and don’t rest, you’ll keep swimming and don’t rest, you’ll drown. drown. drown. >> Yeah. >> Yeah. >> Yeah. >> So, either way, you drown. So the third >> So, either way, you drown. So the third >> So, either way, you drown. So the third option is to take a breather and float option is to take a breather and float option is to take a breather and float once in a while and regain the strength once in a while and regain the strength once in a while and regain the strength and know that it’s not a weakness to and know that it’s not a weakness to and know that it’s not a weakness to stop and slow down. Those are the stop and slow down. Those are the stop and slow down. Those are the lessons I learned from what happened to

[16:39] lessons I learned from what happened to lessons I learned from what happened to me which was about with ulcerative me which was about with ulcerative me which was about with ulcerative colitis. Um it’s a a disease autoimmune colitis. Um it’s a a disease autoimmune colitis. Um it’s a a disease autoimmune disease in which you know ulcers occur. disease in which you know ulcers occur. disease in which you know ulcers occur. Your body attacks itself within uh your Your body attacks itself within uh your Your body attacks itself within uh your colon and intestines and for some people colon and intestines and for some people colon and intestines and for some people have Crohn’s. It goes all the way up have Crohn’s. It goes all the way up have Crohn’s. It goes all the way up their stomach and uh esophagus. For me, their stomach and uh esophagus. For me, their stomach and uh esophagus. For me, it was all in the lower intestine and it it was all in the lower intestine and it it was all in the lower intestine and it was absolutely painful and brutal. It was absolutely painful and brutal. It was absolutely painful and brutal. It involved uh going to the toilet upwards

[17:06] involved uh going to the toilet upwards involved uh going to the toilet upwards of 20 times per day. Uh and every single of 20 times per day. Uh and every single of 20 times per day. Uh and every single thing I ate just was not being absorbed, thing I ate just was not being absorbed, thing I ate just was not being absorbed, the nutrition. So, I became anemic. I the nutrition. So, I became anemic. I the nutrition. So, I became anemic. I lost uh 80 lbs. I was down to 115. I’m lost uh 80 lbs. I was down to 115. I’m lost uh 80 lbs. I was down to 115. I’m nearly 6’ tall. I was literally skin and nearly 6’ tall. I was literally skin and nearly 6’ tall. I was literally skin and bones. bones. bones. >> Wow. Uh you could see my rib cage, you >> Wow. Uh you could see my rib cage, you >> Wow. Uh you could see my rib cage, you could see every uh knot in my spine. Uh could see every uh knot in my spine. Uh could see every uh knot in my spine. Uh I lost every ounce of muscle in my body.

[17:29] I lost every ounce of muscle in my body. I lost every ounce of muscle in my body. Um I literally bottomed out. I um two Um I literally bottomed out. I um two Um I literally bottomed out. I um two bottoming out stories are one was bottoming out stories are one was bottoming out stories are one was showing homes in this state because I showing homes in this state because I showing homes in this state because I don’t have good health insurance nor do don’t have good health insurance nor do don’t have good health insurance nor do I have paid paid time off. Uh and I’ve I have paid paid time off. Uh and I’ve I have paid paid time off. Uh and I’ve got a mortgage and I’ve got car payments got a mortgage and I’ve got car payments got a mortgage and I’ve got car payments and etc. So I kept working. Um and I was and etc. So I kept working. Um and I was and etc. So I kept working. Um and I was showing a house. It was a two-story showing a house. It was a two-story showing a house. It was a two-story house and I just couldn’t walk up the house and I just couldn’t walk up the house and I just couldn’t walk up the stairs. I didn’t have the strength. I

[17:53] stairs. I didn’t have the strength. I stairs. I didn’t have the strength. I was done. And I remember saying to my was done. And I remember saying to my was done. And I remember saying to my clients who thankfully were friends from clients who thankfully were friends from clients who thankfully were friends from the wedding industry like, “Hey, go, you the wedding industry like, “Hey, go, you the wedding industry like, “Hey, go, you know, go upstairs. Let me know if you know, go upstairs. Let me know if you know, go upstairs. Let me know if you have any questions.” Like, and I’m have any questions.” Like, and I’m have any questions.” Like, and I’m waiting, I’m literally waiting at the waiting, I’m literally waiting at the waiting, I’m literally waiting at the bottom of the stairs like, “Okay.” bottom of the stairs like, “Okay.” bottom of the stairs like, “Okay.” Yelling at them upstairs and answering Yelling at them upstairs and answering Yelling at them upstairs and answering questions. I’m like, “This can’t go on.

[18:07] questions. I’m like, “This can’t go on. questions. I’m like, “This can’t go on. Like, I can’t do my job.” Um, and that Like, I can’t do my job.” Um, and that Like, I can’t do my job.” Um, and that was a moment where it was like was a moment where it was like was a moment where it was like absolutely devastating that I let myself absolutely devastating that I let myself absolutely devastating that I let myself get to this point. And I’m trying to get to this point. And I’m trying to get to this point. And I’m trying to like work my way through it. Like, it’s like work my way through it. Like, it’s like work my way through it. Like, it’s just I just all I knew was like, “Keep just I just all I knew was like, “Keep just I just all I knew was like, “Keep fighting, keep fighting, keep fighting.” fighting, keep fighting, keep fighting.” fighting, keep fighting, keep fighting.” And I I I one day was at my brother’s And I I I one day was at my brother’s And I I I one day was at my brother’s daughter’s christening and I needed to daughter’s christening and I needed to daughter’s christening and I needed to nap because again ran out of energy. I

[18:28] nap because again ran out of energy. I nap because again ran out of energy. I was able to get upstairs. I remember it was able to get upstairs. I remember it was able to get upstairs. I remember it was a bedroom and I took a nap and then was a bedroom and I took a nap and then was a bedroom and I took a nap and then I sat on a chair to put my shoes on to I sat on a chair to put my shoes on to I sat on a chair to put my shoes on to go back downstairs to the party and I go back downstairs to the party and I go back downstairs to the party and I didn’t realize it was a rocking chair didn’t realize it was a rocking chair didn’t realize it was a rocking chair and if you lean forward in a rocking and if you lean forward in a rocking and if you lean forward in a rocking chair uh you know it leans forward and I chair uh you know it leans forward and I chair uh you know it leans forward and I had no quad muscles so I just collapsed had no quad muscles so I just collapsed had no quad muscles so I just collapsed into myself and hit the floor. I into myself and hit the floor. I into myself and hit the floor. I couldn’t sit up in the chair and they

[18:47] couldn’t sit up in the chair and they couldn’t sit up in the chair and they heard somebody heard the thud. My wife heard somebody heard the thud. My wife heard somebody heard the thud. My wife came running up. family came running up came running up. family came running up came running up. family came running up uh and it was just like embarrassing and uh and it was just like embarrassing and uh and it was just like embarrassing and awful. It was such a terrible feeling. awful. It was such a terrible feeling. awful. It was such a terrible feeling. They were like, I can’t even get out of They were like, I can’t even get out of They were like, I can’t even get out of a chair. Like that’s how bad it got. So, a chair. Like that’s how bad it got. So, a chair. Like that’s how bad it got. So, um yeah, it was like rock bottom moment um yeah, it was like rock bottom moment um yeah, it was like rock bottom moment where I had to just change everything.

[19:03] where I had to just change everything. where I had to just change everything. >> That’s powerful. Uh and what a place to >> That’s powerful. Uh and what a place to >> That’s powerful. Uh and what a place to come from to be able to share your story come from to be able to share your story come from to be able to share your story and and get people to to feel it uh so and and get people to to feel it uh so and and get people to to feel it uh so that they can also or try to be that they can also or try to be that they can also or try to be preventative, you know, not try to get preventative, you know, not try to get preventative, you know, not try to get to that point. But to that point. But to that point. But >> yeah.

[19:17] >> yeah. >> yeah. >> Yeah. Where’d it go from there? It was a >> Yeah. Where’d it go from there? It was a >> Yeah. Where’d it go from there? It was a lot of work. A lot of work mentally, a lot of work. A lot of work mentally, a lot of work. A lot of work mentally, a lot of work physically, uh, spiritually, lot of work physically, uh, spiritually, lot of work physically, uh, spiritually, emotionally, like to recover from emotionally, like to recover from emotionally, like to recover from something like that takes a lot. So, it something like that takes a lot. So, it something like that takes a lot. So, it took, um, from the beginning steroids, took, um, from the beginning steroids, took, um, from the beginning steroids, like predinazone, drugs, uh, to get like predinazone, drugs, uh, to get like predinazone, drugs, uh, to get myself just functioning. I was doing myself just functioning. I was doing myself just functioning. I was doing blood transfusions. I needed donated blood transfusions. I needed donated blood transfusions. I needed donated blood because I was so anemic. And I

[19:40] blood because I was so anemic. And I blood because I was so anemic. And I would do that and I’d feel great. I’d would do that and I’d feel great. I’d would do that and I’d feel great. I’d feel like Popeye. So like I’d have this feel like Popeye. So like I’d have this feel like Popeye. So like I’d have this like western intervention but then like western intervention but then like western intervention but then eastern modalities uh took on a lot of eastern modalities uh took on a lot of eastern modalities uh took on a lot of meditation visualization uh nutrition meditation visualization uh nutrition meditation visualization uh nutrition counseling stress management counseling counseling stress management counseling counseling stress management counseling uh and really like self-t talk. Um uh and really like self-t talk. Um uh and really like self-t talk. Um there’s a wonderful book the hidden there’s a wonderful book the hidden there’s a wonderful book the hidden messages of water that I changed my messages of water that I changed my messages of water that I changed my whole concept. So we all know I think

[20:03] whole concept. So we all know I think whole concept. So we all know I think our bodies are something about 70% water our bodies are something about 70% water our bodies are something about 70% water I want to say. Um don’t quote me there I want to say. Um don’t quote me there I want to say. Um don’t quote me there but majority is made up of water and our but majority is made up of water and our but majority is made up of water and our cells are made up of water. And in this cells are made up of water. And in this cells are made up of water. And in this book, the experimenttor um took water book, the experimenttor um took water book, the experimenttor um took water molecules in a little petri dish and set molecules in a little petri dish and set molecules in a little petri dish and set up different stations where some of them up different stations where some of them up different stations where some of them would receive positive enforcement. So would receive positive enforcement. So would receive positive enforcement. So on like a recording of I love you, on like a recording of I love you,

[20:25] on like a recording of I love you, you’re great, you’re doing great, you’re you’re great, you’re doing great, you’re you’re great, you’re doing great, you’re safe, um everything’s working out for safe, um everything’s working out for safe, um everything’s working out for you, a positive affirmations. The other you, a positive affirmations. The other you, a positive affirmations. The other petri dish, the opposite, you’re ugly, I petri dish, the opposite, you’re ugly, I petri dish, the opposite, you’re ugly, I hate you, you’re a failure, etc. hate you, you’re a failure, etc. hate you, you’re a failure, etc. repeated verbally at these little drops repeated verbally at these little drops repeated verbally at these little drops of water. And other things they did were of water. And other things they did were of water. And other things they did were visuals. They would play television visuals. They would play television visuals. They would play television visuals, you know, happy cartoon loving visuals, you know, happy cartoon loving visuals, you know, happy cartoon loving sunshine type of uh visuals, TV shows

[20:49] sunshine type of uh visuals, TV shows sunshine type of uh visuals, TV shows here. And on this one, I believe they here. And on this one, I believe they here. And on this one, I believe they actually used like war videos, um actually used like war videos, um actually used like war videos, um marches, um I think like even like marches, um I think like even like marches, um I think like even like featured Hitler and uh different featured Hitler and uh different featured Hitler and uh different dictators and terrible imagery. And in dictators and terrible imagery. And in dictators and terrible imagery. And in each one of these various experiments, each one of these various experiments, each one of these various experiments, the water molecules acted very the water molecules acted very the water molecules acted very differently. Um the water molecules on differently. Um the water molecules on differently. Um the water molecules on the happy side were beautiful crystals the happy side were beautiful crystals the happy side were beautiful crystals like snowflakes that were like works of like snowflakes that were like works of

[21:12] like snowflakes that were like works of art and they were in perfect symmetry art and they were in perfect symmetry art and they were in perfect symmetry and then on the other side they were and then on the other side they were and then on the other side they were like ink blot test just splattered all like ink blot test just splattered all like ink blot test just splattered all over ugly no symmetry no rhyme or reason over ugly no symmetry no rhyme or reason over ugly no symmetry no rhyme or reason and they look broken and disjointed and and they look broken and disjointed and and they look broken and disjointed and that was the first like I’m a very that was the first like I’m a very that was the first like I’m a very spiritual man but also like where’s the spiritual man but also like where’s the spiritual man but also like where’s the proof and I know a lot of people are um proof and I know a lot of people are um proof and I know a lot of people are um uh what’s the word I’m looking for but uh what’s the word I’m looking for but uh what’s the word I’m looking for but you know not they need to see they need

[21:34] you know not they need to see they need you know not they need to see they need to see the the truth and see some to see the the truth and see some to see the the truth and see some physical evidence. physical evidence. physical evidence. >> Yeah. >> Yeah. >> Yeah. >> Um they’re uh skeptics is the word I’m >> Um they’re uh skeptics is the word I’m >> Um they’re uh skeptics is the word I’m looking for. And this book made me a looking for. And this book made me a looking for. And this book made me a real believer from a physical standpoint real believer from a physical standpoint real believer from a physical standpoint that it was actual measurable response that it was actual measurable response that it was actual measurable response to what we put in our body mentally as to what we put in our body mentally as to what we put in our body mentally as well as physically really matters as far well as physically really matters as far well as physically really matters as far as our health and happiness goes. And as our health and happiness goes. And as our health and happiness goes. And that was the big turning point. I was

[21:57] that was the big turning point. I was that was the big turning point. I was big on affirmations, journaling, big on affirmations, journaling, big on affirmations, journaling, gratitude every day, just working my way gratitude every day, just working my way gratitude every day, just working my way through a better mindset and mental through a better mindset and mental through a better mindset and mental state. and man did it work because one state. and man did it work because one state. and man did it work because one thing leads to the next because when you thing leads to the next because when you thing leads to the next because when you start talking positively to yourself and start talking positively to yourself and start talking positively to yourself and you start believing in yourself and you you start believing in yourself and you you start believing in yourself and you say I can do this and you you do feel say I can do this and you you do feel say I can do this and you you do feel good and then like that motiv motivated good and then like that motiv motivated good and then like that motiv motivated me to go to physical therapy um I

[22:19] me to go to physical therapy um I me to go to physical therapy um I started my journey doing Tai Chi in a started my journey doing Tai Chi in a started my journey doing Tai Chi in a swimming pool with geriatric people that swimming pool with geriatric people that swimming pool with geriatric people that was how I started my physical recovery was how I started my physical recovery was how I started my physical recovery from skin and bones because I couldn’t from skin and bones because I couldn’t from skin and bones because I couldn’t stand up straight I couldn’t I needed stand up straight I couldn’t I needed stand up straight I couldn’t I needed the buoyancy of water so I could like the buoyancy of water so I could like the buoyancy of water so I could like stand on one leg and I was doing Tai Chi stand on one leg and I was doing Tai Chi stand on one leg and I was doing Tai Chi in the pool with seniors and literally in the pool with seniors and literally in the pool with seniors and literally there was a woman in my class who was there was a woman in my class who was there was a woman in my class who was 100 years old and you know like and I

[22:41] 100 years old and you know like and I 100 years old and you know like and I was 30ome and then I elevated to Tai was 30ome and then I elevated to Tai was 30ome and then I elevated to Tai Chi, you know, on land where I could do Chi, you know, on land where I could do Chi, you know, on land where I could do it standing up and I did that for months it standing up and I did that for months it standing up and I did that for months and months and even over a year it was and months and even over a year it was and months and even over a year it was and then yoga and you know like easy and then yoga and you know like easy and then yoga and you know like easy gentle yoga and then into better yoga, gentle yoga and then into better yoga, gentle yoga and then into better yoga, power yoga and then like I started power yoga and then like I started power yoga and then like I started lifting a little bit of weights and then lifting a little bit of weights and then lifting a little bit of weights and then I got into cycling. All of a sudden, it I got into cycling. All of a sudden, it I got into cycling. All of a sudden, it was just like this snowball of

[23:03] was just like this snowball of was just like this snowball of positivity just grew and I wanted to eat positivity just grew and I wanted to eat positivity just grew and I wanted to eat better because now I’m starting to feel better because now I’m starting to feel better because now I’m starting to feel better and I’m seeing results and it’s better and I’m seeing results and it’s better and I’m seeing results and it’s just like it snowballed and now it’s just like it snowballed and now it’s just like it snowballed and now it’s just who I am. It’s I’m programmed. The just who I am. It’s I’m programmed. The just who I am. It’s I’m programmed. The water cells, the cells in my body are water cells, the cells in my body are water cells, the cells in my body are programmed. And don’t get me wrong, like programmed. And don’t get me wrong, like programmed. And don’t get me wrong, like I’m human. I get sad, I get anxious, all I’m human. I get sad, I get anxious, all I’m human. I get sad, I get anxious, all those things. But I can quickly like those things. But I can quickly like those things. But I can quickly like catch myself now um self-aware of well

[23:24] catch myself now um self-aware of well catch myself now um self-aware of well what what’s on my mind? Is it that what what’s on my mind? Is it that what what’s on my mind? Is it that client that was kind of mean to me and client that was kind of mean to me and client that was kind of mean to me and yelled at me or this other agent who’s yelled at me or this other agent who’s yelled at me or this other agent who’s acting out of out of line? Like I could acting out of out of line? Like I could acting out of out of line? Like I could really feel that negative energy in my really feel that negative energy in my really feel that negative energy in my body now and I have methods to cleanse body now and I have methods to cleanse body now and I have methods to cleanse it out and reset and find myself and it out and reset and find myself and it out and reset and find myself and find my happiness. And it’s just become find my happiness. And it’s just become find my happiness. And it’s just become who I am. And I encourage anyone like who I am. And I encourage anyone like who I am. And I encourage anyone like who’s on this journey just know it’s not

[23:46] who’s on this journey just know it’s not who’s on this journey just know it’s not there’s no overnight fix. There’s no there’s no overnight fix. There’s no there’s no overnight fix. There’s no drug. There’s no like journaling habit drug. There’s no like journaling habit drug. There’s no like journaling habit that’s going to fix you. But these that’s going to fix you. But these that’s going to fix you. But these compound effect of all these positive compound effect of all these positive compound effect of all these positive things do pay off. things do pay off. things do pay off. Yeah, that’s that’s a powerful story. Yeah, that’s that’s a powerful story. Yeah, that’s that’s a powerful story. That’s really cool. And you know, it’s That’s really cool. And you know, it’s That’s really cool. And you know, it’s it’s speaks to a lot of truths I’ve I’ve it’s speaks to a lot of truths I’ve I’ve it’s speaks to a lot of truths I’ve I’ve realized and recognized over the years.

[24:04] realized and recognized over the years. realized and recognized over the years. And, you know, certainly just one simple And, you know, certainly just one simple And, you know, certainly just one simple thing that, you know, I’ve tried to do thing that, you know, I’ve tried to do thing that, you know, I’ve tried to do is is just kind of surround myself by is is just kind of surround myself by is is just kind of surround myself by positive people as well. I think um positive people as well. I think um positive people as well. I think um often, you know, there’s there there can often, you know, there’s there there can often, you know, there’s there there can be people that will want to tear you be people that will want to tear you be people that will want to tear you down or or just have a kind of a down or or just have a kind of a down or or just have a kind of a pessimistic outlook on life and uh that pessimistic outlook on life and uh that pessimistic outlook on life and uh that doesn’t really accomplish much. Um but doesn’t really accomplish much. Um but doesn’t really accomplish much. Um but yeah, that’s that’s really cool. Yeah,

[24:24] yeah, that’s that’s really cool. Yeah, yeah, that’s that’s really cool. Yeah, negative people like you don’t want to negative people like you don’t want to negative people like you don’t want to surround yourself with negative people surround yourself with negative people surround yourself with negative people by any means, but they do actually help by any means, but they do actually help by any means, but they do actually help you accomplish something. They do you accomplish something. They do you accomplish something. They do there’s a reason for them. Um there’s no there’s a reason for them. Um there’s no there’s a reason for them. Um there’s no such thing as positive without negative. such thing as positive without negative.

[24:35] such thing as positive without negative. We can never experience what a positive We can never experience what a positive We can never experience what a positive friendship is like without a negative friendship is like without a negative friendship is like without a negative one. So yeah, I never resent those one. So yeah, I never resent those one. So yeah, I never resent those people anymore. I thank them for what people anymore. I thank them for what people anymore. I thank them for what they taught me and quickly move on as they taught me and quickly move on as they taught me and quickly move on as fast as I can. is we should not try to fast as I can. is we should not try to fast as I can. is we should not try to avoid negativity but rather um there’s a avoid negativity but rather um there’s a avoid negativity but rather um there’s a great monk who said somebody asked him great monk who said somebody asked him great monk who said somebody asked him have you ever do you ever feel emotions have you ever do you ever feel emotions have you ever do you ever feel emotions like anger or sadness and he said I do

[24:55] like anger or sadness and he said I do like anger or sadness and he said I do but it’s like writing on water where as but it’s like writing on water where as but it’s like writing on water where as soon as the letter is written it soon as the letter is written it soon as the letter is written it disappears disappears disappears >> it’s not an avoidance of anger and >> it’s not an avoidance of anger and >> it’s not an avoidance of anger and avoidance of negativity it’s just not avoidance of negativity it’s just not avoidance of negativity it’s just not letting it stick to you. letting it stick to you. letting it stick to you. >> Yeah. Wow. Yeah. That’s awesome. Um what >> Yeah. Wow. Yeah. That’s awesome. Um what >> Yeah. Wow. Yeah. That’s awesome. Um what how did that then translate to your how did that then translate to your how did that then translate to your business practices? I mean how are you business practices? I mean how are you business practices? I mean how are you >> Yeah. Hey friend, >> Yeah. Hey friend, >> Yeah. Hey friend, >> if you’re a real estate agent, you know

[25:15] >> if you’re a real estate agent, you know >> if you’re a real estate agent, you know what I’m talking about. Like I what I’m talking about. Like I what I’m talking about. Like I mentioned, a a seller with unrealist mentioned, a a seller with unrealist mentioned, a a seller with unrealist realistic expectations who’s blaming you realistic expectations who’s blaming you realistic expectations who’s blaming you perhaps for slow traffic when their perhaps for slow traffic when their perhaps for slow traffic when their house might be uh not in good shape and house might be uh not in good shape and house might be uh not in good shape and slightly overpriced and they attack your slightly overpriced and they attack your slightly overpriced and they attack your marketing, right? Like a lot of times we marketing, right? Like a lot of times we marketing, right? Like a lot of times we take that personally. I still do. As I take that personally. I still do. As I take that personally. I still do. As I mentioned, I’m not at all perfect, but I mentioned, I’m not at all perfect, but I mentioned, I’m not at all perfect, but I I just hold on to it less and for a

[25:38] I just hold on to it less and for a I just hold on to it less and for a shorter period of time. So, if you’re shorter period of time. So, if you’re shorter period of time. So, if you’re getting attacked by somebody, another getting attacked by somebody, another getting attacked by somebody, another agent, a client, like step back, hold agent, a client, like step back, hold agent, a client, like step back, hold yourself accountable. Like, did I do the yourself accountable. Like, did I do the yourself accountable. Like, did I do the thing? Am I at fault here? Is there thing? Am I at fault here? Is there thing? Am I at fault here? Is there something I can do to correct it? Or is something I can do to correct it? Or is something I can do to correct it? Or is this person bringing their baggage and this person bringing their baggage and this person bringing their baggage and their emotional stress and anxiety over their emotional stress and anxiety over their emotional stress and anxiety over the sale on to me? Like, that’s we need the sale on to me? Like, that’s we need the sale on to me? Like, that’s we need that to be clear. You need to dissolve

[26:00] that to be clear. You need to dissolve that to be clear. You need to dissolve your ego to be able to say, you know your ego to be able to say, you know your ego to be able to say, you know what, you’re right. I did do this wrong what, you’re right. I did do this wrong what, you’re right. I did do this wrong if you did. and if not to address them if you did. and if not to address them if you did. and if not to address them carefully and know that it’s not a carefully and know that it’s not a carefully and know that it’s not a personal attack. Um, and to separate personal attack. Um, and to separate personal attack. Um, and to separate yourself from perhaps that negative yourself from perhaps that negative yourself from perhaps that negative energy. Um, also if it’s something energy. Um, also if it’s something energy. Um, also if it’s something that’s too toxic, like have the that’s too toxic, like have the that’s too toxic, like have the confidence to fire a client truly like confidence to fire a client truly like confidence to fire a client truly like you’ve probably done it before. If

[26:22] you’ve probably done it before. If you’ve probably done it before. If they’re truly causing you grief, fire they’re truly causing you grief, fire they’re truly causing you grief, fire them. And the universe has a way of them. And the universe has a way of them. And the universe has a way of bringing you a better client. There’s a bringing you a better client. There’s a bringing you a better client. There’s a lack and desperation energy to I’m going lack and desperation energy to I’m going lack and desperation energy to I’m going to take this person’s abuse and hold on to take this person’s abuse and hold on to take this person’s abuse and hold on to this listing to the very end cuz I to this listing to the very end cuz I to this listing to the very end cuz I need it. That is not a position you want need it. That is not a position you want need it. That is not a position you want to be in. You want to be a salesperson to be in. You want to be a salesperson to be in. You want to be a salesperson who’s absolutely confident and does not who’s absolutely confident and does not who’s absolutely confident and does not need the client. They need you. I always

[26:41] need the client. They need you. I always need the client. They need you. I always tell people those industries, we’re in a tell people those industries, we’re in a tell people those industries, we’re in a bad spot because of a lot of reasons. A bad spot because of a lot of reasons. A bad spot because of a lot of reasons. A lot of agents aren’t respected. We need lot of agents aren’t respected. We need lot of agents aren’t respected. We need to be respected more like attorneys and to be respected more like attorneys and to be respected more like attorneys and accountants and even a little bit more accountants and even a little bit more accountants and even a little bit more like doctors. And you know, this is not like doctors. And you know, this is not like doctors. And you know, this is not any sort of life-threatening uh deal any sort of life-threatening uh deal any sort of life-threatening uh deal we’re doing, but it is an important we’re doing, but it is an important we’re doing, but it is an important financial and emotional deal for a lot financial and emotional deal for a lot financial and emotional deal for a lot of people. And we need to be experts who

[27:01] of people. And we need to be experts who of people. And we need to be experts who gain respect from our clients, not beg gain respect from our clients, not beg gain respect from our clients, not beg for their approval. for their approval. for their approval. >> 100%. 100%. >> 100%. 100%. >> 100%. 100%. >> My lawyer doesn’t beg for my approval. >> My lawyer doesn’t beg for my approval. >> My lawyer doesn’t beg for my approval. He’s like, “This is what I suggest. It’s He’s like, “This is what I suggest. It’s He’s like, “This is what I suggest. It’s your life. What do you want to do?” Oh, your life. What do you want to do?” Oh, your life. What do you want to do?” Oh, you don’t want to listen to me? Okay.

[27:14] you don’t want to listen to me? Okay. you don’t want to listen to me? Okay. Next. Next. Next. >> Yeah. Now there was a point there was a >> Yeah. Now there was a point there was a >> Yeah. Now there was a point there was a shift in my uh life or in my business shift in my uh life or in my business shift in my uh life or in my business where you know I went from I wouldn’t where you know I went from I wouldn’t where you know I went from I wouldn’t say I had that anything near that level say I had that anything near that level say I had that anything near that level but I definitely had a number of things but I definitely had a number of things but I definitely had a number of things pile up on me number of difficult pile up on me number of difficult pile up on me number of difficult clients difficult properties problems clients difficult properties problems clients difficult properties problems kind of pile at the same time was when I kind of pile at the same time was when I kind of pile at the same time was when I kind of maybe one of the one of the kind of maybe one of the one of the

[27:35] kind of maybe one of the one of the takeoffs where I got like busier than I takeoffs where I got like busier than I takeoffs where I got like busier than I could really handle or you know could really handle or you know could really handle or you know something to that extent. Yep. And I something to that extent. Yep. And I something to that extent. Yep. And I just remember getting really down and just remember getting really down and just remember getting really down and and then um kind of once I got through and then um kind of once I got through and then um kind of once I got through it, I kind of started learning like you it, I kind of started learning like you it, I kind of started learning like you know what I was I I had I was so 100% know what I was I I had I was so 100% know what I was I I had I was so 100% invested in this business uh building invested in this business uh building invested in this business uh building it. I was just you know all in. I cared it. I was just you know all in. I cared it. I was just you know all in. I cared so much about everything which is good

[27:57] so much about everything which is good so much about everything which is good right but I was also then emotionally right but I was also then emotionally right but I was also then emotionally invested and you know like you said like invested and you know like you said like invested and you know like you said like they are going to take the the clients they are going to take the the clients they are going to take the the clients are going through an incredibly are going through an incredibly are going through an incredibly stressful time and there’s often a lot stressful time and there’s often a lot stressful time and there’s often a lot of high anxiety involved. um and you of high anxiety involved. um and you of high anxiety involved. um and you getting fed up in or if you getting getting fed up in or if you getting getting fed up in or if you getting caught up in that emotion um isn’t going caught up in that emotion um isn’t going caught up in that emotion um isn’t going to help them make a better decision.

[28:16] to help them make a better decision. to help them make a better decision. It’s not going to help you do your job It’s not going to help you do your job It’s not going to help you do your job better. You’re going to feel it more, better. You’re going to feel it more, better. You’re going to feel it more, which you might feel like that means you which you might feel like that means you which you might feel like that means you care, but at the end of the day, you care, but at the end of the day, you care, but at the end of the day, you kind of have to let it go and just know kind of have to let it go and just know kind of have to let it go and just know that you got to just do the next best that you got to just do the next best that you got to just do the next best thing is not to get too uh cliche with thing is not to get too uh cliche with thing is not to get too uh cliche with Frozen, but um that’s all you can really Frozen, but um that’s all you can really Frozen, but um that’s all you can really do is do is do is >> let it go.

[28:32] >> let it go. >> let it go. >> Yeah. >> Yeah. >> Yeah. um is is just is just show up, you know, um is is just is just show up, you know, um is is just is just show up, you know, be there and make solid, you know, be there and make solid, you know, be there and make solid, you know, rational decisions or or advice and let rational decisions or or advice and let rational decisions or or advice and let them choose what they want to do, etc. them choose what they want to do, etc. them choose what they want to do, etc. Um and you don’t get kind of too caught Um and you don’t get kind of too caught Um and you don’t get kind of too caught up in the outcome or or whatever it is.

[28:47] up in the outcome or or whatever it is. up in the outcome or or whatever it is. >> Yep. I always say I make suggestions, >> Yep. I always say I make suggestions, >> Yep. I always say I make suggestions, you make decisions to my clients, and my you make decisions to my clients, and my you make decisions to my clients, and my suggestions are educated. So, I’m not suggestions are educated. So, I’m not suggestions are educated. So, I’m not just I’m prepared. Like, if we want to just I’m prepared. Like, if we want to just I’m prepared. Like, if we want to level up professionally, we need to level up professionally, we need to level up professionally, we need to level up professionally. Like, if the level up professionally. Like, if the level up professionally. Like, if the industry is going to level up, the industry is going to level up, the industry is going to level up, the individuals need to level up. So, go individuals need to level up. So, go individuals need to level up. So, go into your appointment with your into your appointment with your into your appointment with your marketing plan, with your data, with

[29:04] marketing plan, with your data, with marketing plan, with your data, with your stats, with your comps, and your stats, with your comps, and your stats, with your comps, and understand why you’re pricing it where understand why you’re pricing it where understand why you’re pricing it where you are and what the market’s telling you are and what the market’s telling you are and what the market’s telling you and be able to explain that to your you and be able to explain that to your you and be able to explain that to your client. And then say, “Okay, what would client. And then say, “Okay, what would client. And then say, “Okay, what would you like to do?” And I let them choose. you like to do?” And I let them choose.

[29:15] you like to do?” And I let them choose. I come with three prices typically. And I come with three prices typically. And I come with three prices typically. And I say, “These these are this is what I say, “These these are this is what I say, “These these are this is what will happen if we price at these three will happen if we price at these three will happen if we price at these three different levels.” And I let the seller different levels.” And I let the seller different levels.” And I let the seller choose. And why do I do that? A, I choose. And why do I do that? A, I choose. And why do I do that? A, I empower them, but B, like if it’s a empower them, but B, like if it’s a empower them, but B, like if it’s a problem, I go, “Well, that you wanted to problem, I go, “Well, that you wanted to problem, I go, “Well, that you wanted to push the price, remember?” and we agreed push the price, remember?” and we agreed push the price, remember?” and we agreed we’d give it two weeks and it didn’t we’d give it two weeks and it didn’t we’d give it two weeks and it didn’t work so now we need to come down and

[29:34] work so now we need to come down and work so now we need to come down and it’s all non-emotional and still they it’s all non-emotional and still they it’s all non-emotional and still they try to get emotional about it but I go try to get emotional about it but I go try to get emotional about it but I go hey remember that conversation when we hey remember that conversation when we hey remember that conversation when we went over the numbers these were the went over the numbers these were the went over the numbers these were the three options and you chose option A and three options and you chose option A and three options and you chose option A and I unfortunately it didn’t work so let’s I unfortunately it didn’t work so let’s I unfortunately it didn’t work so let’s go down to option B go down to option B go down to option B >> yeah no totally and and having that in >> yeah no totally and and having that in >> yeah no totally and and having that in advance even if you know that the advance even if you know that the advance even if you know that the integrity or maybe it’s just you know do

[29:53] integrity or maybe it’s just you know do integrity or maybe it’s just you know do you want to work with everybody um if you want to work with everybody um if you want to work with everybody um if you’re that person that professional you’re that person that professional you’re that person that professional that doesn’t need it um you know if that doesn’t need it um you know if that doesn’t need it um you know if you’re coming into a multiple if you’re you’re coming into a multiple if you’re you’re coming into a multiple if you’re if you’re working, you know, one of the if you’re working, you know, one of the if you’re working, you know, one of the agents out of like three that are trying agents out of like three that are trying agents out of like three that are trying to get this listing. Um, and there’s the to get this listing. Um, and there’s the to get this listing. Um, and there’s the people that will just price it too high people that will just price it too high people that will just price it too high and, you know, tell the seller they can and, you know, tell the seller they can

[30:10] and, you know, tell the seller they can do it and and like, you know, you kind do it and and like, you know, you kind do it and and like, you know, you kind of have to let those things go too of have to let those things go too of have to let those things go too because uh, you know, does it do you because uh, you know, does it do you because uh, you know, does it do you want that listing then? You know, if you want that listing then? You know, if you want that listing then? You know, if you list it for list it for list it for >> spin your wheels for six months and >> spin your wheels for six months and >> spin your wheels for six months and Yeah. Yeah. Yeah. >> Glad you brought that up. So, if I know >> Glad you brought that up. So, if I know >> Glad you brought that up. So, if I know I’m competing, I that’s part of my I’m competing, I that’s part of my I’m competing, I that’s part of my presentation is, you know, I said, I presentation is, you know, I said, I presentation is, you know, I said, I guarantee one of the agents you’re guarantee one of the agents you’re

[30:29] guarantee one of the agents you’re talking to is going to come in here with talking to is going to come in here with talking to is going to come in here with a higher price than me. And that’s a higher price than me. And that’s a higher price than me. And that’s called buying your listing. And they’re called buying your listing. And they’re called buying your listing. And they’re doing it because, yeah, they they really doing it because, yeah, they they really doing it because, yeah, they they really want the listing. They’re desperate, and want the listing. They’re desperate, and want the listing. They’re desperate, and they’re going to just beat you up for a they’re going to just beat you up for a they’re going to just beat you up for a price reduction later, which is actually price reduction later, which is actually price reduction later, which is actually going to cost you money versus pricing going to cost you money versus pricing going to cost you money versus pricing it right from the beginning. So, I just it right from the beginning. So, I just it right from the beginning. So, I just want you to know that that’s a tactic

[30:46] want you to know that that’s a tactic want you to know that that’s a tactic other agents might uh like try on you. other agents might uh like try on you. other agents might uh like try on you. >> And when you say that and then it >> And when you say that and then it >> And when you say that and then it happens, they’re like, “Oh, it’s happens, they’re like, “Oh, it’s happens, they’re like, “Oh, it’s happening.” This is what Michael said. happening.” This is what Michael said. happening.” This is what Michael said. Yeah. And you and you get the listing. Yeah. And you and you get the listing. Yeah. And you and you get the listing. Um and then Yeah. Um and then Yeah. Um and then Yeah. >> Sorry. Go ahead. Finish.

[30:57] >> Sorry. Go ahead. Finish. >> Sorry. Go ahead. Finish. >> So, there’s been times where like people >> So, there’s been times where like people >> So, there’s been times where like people have argued me, I’m asking for a price have argued me, I’m asking for a price have argued me, I’m asking for a price reduction, my sellers, and they don’t reduction, my sellers, and they don’t reduction, my sellers, and they don’t want to give it. I go, “Cool. We can want to give it. I go, “Cool. We can want to give it. I go, “Cool. We can withdraw now and you can relist with withdraw now and you can relist with withdraw now and you can relist with another broker. Just promise me you’re another broker. Just promise me you’re another broker. Just promise me you’re going to list it at the same price or going to list it at the same price or going to list it at the same price or higher than we are right now and don’t higher than we are right now and don’t higher than we are right now and don’t give them a reduction because that would give them a reduction because that would

[31:13] give them a reduction because that would just be unfair to me. But if you want to just be unfair to me. But if you want to just be unfair to me. But if you want to proceed, we need to reduce or like you proceed, we need to reduce or like you proceed, we need to reduce or like you can let me go and just relist at the can let me go and just relist at the can let me go and just relist at the same price with somebody else same price with somebody else same price with somebody else >> cuz I called them out. I I know that’s >> cuz I called them out. I I know that’s >> cuz I called them out. I I know that’s confidence. I’m like I know I’ve done confidence. I’m like I know I’ve done confidence. I’m like I know I’ve done everything possible to market your everything possible to market your everything possible to market your property to the most amount of eyeballs property to the most amount of eyeballs property to the most amount of eyeballs across the globe in the best light across the globe in the best light across the globe in the best light possible. I know I’ve done that and the

[31:29] possible. I know I’ve done that and the possible. I know I’ve done that and the market said not worth it. It’s not market said not worth it. It’s not market said not worth it. It’s not personal. personal. personal. >> That’s that’s a really good line. Um >> That’s that’s a really good line. Um >> That’s that’s a really good line. Um because then it really makes them because then it really makes them because then it really makes them examine like do we do we have to go examine like do we do we have to go examine like do we do we have to go through this whole process? And um through this whole process? And um through this whole process? And um >> yeah, is someone really gonna market it >> yeah, is someone really gonna market it >> yeah, is someone really gonna market it better than Michael?

[31:42] better than Michael? better than Michael? >> Right. Uh, that’s really good. I love >> Right. Uh, that’s really good. I love >> Right. Uh, that’s really good. I love that. Um, the other thing I was going to that. Um, the other thing I was going to that. Um, the other thing I was going to say is there was a theory that I I I say is there was a theory that I I I say is there was a theory that I I I haven’t fully actually owned up to or or haven’t fully actually owned up to or or haven’t fully actually owned up to or or practiced. I’ve been kind of beta practiced. I’ve been kind of beta practiced. I’ve been kind of beta testing in the back of my head, but um, testing in the back of my head, but um, testing in the back of my head, but um, are you familiar with So, everybody are you familiar with So, everybody are you familiar with So, everybody knows the never split the difference, knows the never split the difference, knows the never split the difference, but there was another book that came out but there was another book that came out but there was another book that came out afterwards, the um, is it the whole fee

[32:01] afterwards, the um, is it the whole fee afterwards, the um, is it the whole fee the the whole the the whole the the whole >> fee agent? Yeah. Full fee agent. >> fee agent? Yeah. Full fee agent. >> fee agent? Yeah. Full fee agent. >> Yeah. Then they had the the theory >> Yeah. Then they had the the theory >> Yeah. Then they had the the theory was that if you were going up against was that if you were going up against was that if you were going up against multiple agents that they were kind of multiple agents that they were kind of multiple agents that they were kind of getting multiple agents that unless you getting multiple agents that unless you getting multiple agents that unless you knew you were like the top chosen one.

[32:14] knew you were like the top chosen one. knew you were like the top chosen one. Their their theory was that the um Their their theory was that the um Their their theory was that the um seller had already chosen who they’re seller had already chosen who they’re seller had already chosen who they’re going to work with and they’re just kind going to work with and they’re just kind going to work with and they’re just kind of doing their due diligence because of doing their due diligence because of doing their due diligence because they feel like they need to. Um but at they feel like they need to. Um but at they feel like they need to. Um but at the end of the day they’re probably just the end of the day they’re probably just the end of the day they’re probably just going to use all the data they gathered going to use all the data they gathered going to use all the data they gathered from three different people and then from three different people and then from three different people and then just use the the one they were going to just use the the one they were going to just use the the one they were going to go with anyway. And so that person was

[32:29] go with anyway. And so that person was go with anyway. And so that person was basically saying like I’m I’m not going basically saying like I’m I’m not going basically saying like I’m I’m not going to do I’m not going to go on those to do I’m not going to go on those to do I’m not going to go on those appointments. some decline or I won’t appointments. some decline or I won’t appointments. some decline or I won’t maybe I won’t do my analysis my like maybe I won’t do my analysis my like maybe I won’t do my analysis my like market prep suggestions um until you’ve market prep suggestions um until you’ve market prep suggestions um until you’ve agreed to work with me more or less like agreed to work with me more or less like agreed to work with me more or less like you know you know you know >> I don’t do that but I believe in some of >> I don’t do that but I believe in some of >> I don’t do that but I believe in some of that’s confidence in my opinion. Yeah, that’s confidence in my opinion. Yeah, that’s confidence in my opinion. Yeah, >> because it makes people think, what does

[32:48] >> because it makes people think, what does >> because it makes people think, what does he know that we don’t know? he know that we don’t know? he know that we don’t know? >> Because yeah, I mean, we, you know, >> Because yeah, I mean, we, you know, >> Because yeah, I mean, we, you know, pricing, strategy, uh, market prep, pricing, strategy, uh, market prep, pricing, strategy, uh, market prep, that’s a huge part of what we do. And, that’s a huge part of what we do. And, that’s a huge part of what we do. And, um, you know, if you’re giving that away um, you know, if you’re giving that away um, you know, if you’re giving that away for free, for free, for free, >> also vendors, I’ve I’ve learned the hard >> also vendors, I’ve I’ve learned the hard >> also vendors, I’ve I’ve learned the hard way not to give out all my vendors.

[33:04] way not to give out all my vendors. way not to give out all my vendors. Like, if somebody’s house needs Like, if somebody’s house needs Like, if somebody’s house needs electrical work or it needs a electrical work or it needs a electrical work or it needs a pre-insspection or whatever, I’m like, pre-insspection or whatever, I’m like, pre-insspection or whatever, I’m like, “Yeah, you get all that comes with me.” “Yeah, you get all that comes with me.” “Yeah, you get all that comes with me.” So when you when we sign up together, So when you when we sign up together, So when you when we sign up together, I’ll have all my vendors come out, fix I’ll have all my vendors come out, fix I’ll have all my vendors come out, fix your house, get it ready to sell sell your house, get it ready to sell sell your house, get it ready to sell sell because I’ve I’ve had my handyman go fix because I’ve I’ve had my handyman go fix because I’ve I’ve had my handyman go fix a house that I never listed and went to a house that I never listed and went to a house that I never listed and went to somebody else.

[33:21] somebody else. somebody else. >> Yeah. >> Yeah. >> Yeah. >> Yeah. They take all my suggestions. So >> Yeah. They take all my suggestions. So >> Yeah. They take all my suggestions. So yeah, there’s a fine line where if yeah, there’s a fine line where if yeah, there’s a fine line where if somebody’s like, you know, what somebody’s like, you know, what somebody’s like, you know, what improvements do we need to make? I’ll improvements do we need to make? I’ll improvements do we need to make? I’ll say, I see quite I see a few or I see say, I see quite I see a few or I see say, I see quite I see a few or I see one or two that I would definitely one or two that I would definitely one or two that I would definitely suggest and we’ll tackle that, you know, suggest and we’ll tackle that, you know, suggest and we’ll tackle that, you know, at as soon as we list. We’ll get a we’ll at as soon as we list. We’ll get a we’ll at as soon as we list. We’ll get a we’ll get that handled. I know exactly what to get that handled. I know exactly what to get that handled. I know exactly what to do.

[33:37] do. do. >> Yeah. Yeah. It’s it’s a tough one, >> Yeah. Yeah. It’s it’s a tough one, >> Yeah. Yeah. It’s it’s a tough one, especially if you’re if you’re feeling especially if you’re if you’re feeling especially if you’re if you’re feeling desperate, but that’s definitely the the desperate, but that’s definitely the the desperate, but that’s definitely the the goal, the mindset you should get to is goal, the mindset you should get to is goal, the mindset you should get to is having that kind of confidence and and having that kind of confidence and and having that kind of confidence and and having that um abundance to not, you having that um abundance to not, you having that um abundance to not, you know, be fearful to lose the lead or know, be fearful to lose the lead or know, be fearful to lose the lead or whatever. And yeah, whatever. And yeah, whatever. And yeah, >> it and that takes back to like getting >> it and that takes back to like getting >> it and that takes back to like getting my journey of affirmations and my journey of affirmations and

[33:57] my journey of affirmations and visualizations and confidence building visualizations and confidence building visualizations and confidence building um meditation, prayer, journaling, all um meditation, prayer, journaling, all um meditation, prayer, journaling, all of that, building myself up physically of that, building myself up physically of that, building myself up physically and mentally to be strong and confident and mentally to be strong and confident and mentally to be strong and confident and like to truly value the life we and like to truly value the life we and like to truly value the life we have. Um when you get ill and you know, have. Um when you get ill and you know, have. Um when you get ill and you know, I’ve had family members get even worse I’ve had family members get even worse I’ve had family members get even worse and far, you know, far more sick than me and far, you know, far more sick than me and far, you know, far more sick than me unfortunately and not recover. And you unfortunately and not recover. And you unfortunately and not recover. And you see that and you’re like, “Oh my god,

[34:20] see that and you’re like, “Oh my god, see that and you’re like, “Oh my god, like tomorrow is not promised.” Yeah. like tomorrow is not promised.” Yeah. like tomorrow is not promised.” Yeah. >> Do I want my last day to be in this >> Do I want my last day to be in this >> Do I want my last day to be in this situation, this stressful situation? Um, situation, this stressful situation? Um, situation, this stressful situation? Um, and that’s why I’m really big on like, and that’s why I’m really big on like, and that’s why I’m really big on like, you know, make make money but live well you know, make make money but live well you know, make make money but live well below your means and enjoy your life. I below your means and enjoy your life. I below your means and enjoy your life. I work with a lot of top performing uh work with a lot of top performing uh work with a lot of top performing uh agents who I think you touched upon it agents who I think you touched upon it agents who I think you touched upon it in your own journey, Matias, that you in your own journey, Matias, that you

[34:40] in your own journey, Matias, that you know, you work so hard that it’s like it know, you work so hard that it’s like it know, you work so hard that it’s like it becomes who you are. Um, I’ve had one becomes who you are. Um, I’ve had one becomes who you are. Um, I’ve had one client, coaching client say, “Real client, coaching client say, “Real client, coaching client say, “Real estate is a drug.” And I’ll always estate is a drug.” And I’ll always estate is a drug.” And I’ll always remember that comment. And she was very remember that comment. And she was very remember that comment. And she was very frank with me about it. She’s like, “Oh frank with me about it. She’s like, “Oh frank with me about it. She’s like, “Oh yeah, the dopamine, the rush, the the yeah, the dopamine, the rush, the the yeah, the dopamine, the rush, the the money.” She’s like, “I feel like a drug money.” She’s like, “I feel like a drug money.” She’s like, “I feel like a drug dealer slashaddict and like I need my dealer slashaddict and like I need my dealer slashaddict and like I need my next sale and not because I need the

[35:01] next sale and not because I need the next sale and not because I need the money, because I need the endorphins, money, because I need the endorphins, money, because I need the endorphins, right?” And I’m like, “Okay.” Like right?” And I’m like, “Okay.” Like right?” And I’m like, “Okay.” Like that’s how you’re like you tax your that’s how you’re like you tax your that’s how you’re like you tax your adrenal system that way. Just like if adrenal system that way. Just like if adrenal system that way. Just like if you were addicted to cocaine, like you were addicted to cocaine, like you were addicted to cocaine, like you’re gonna you’re going to tax you’re gonna you’re going to tax you’re gonna you’re going to tax yourself out. So there’s what like why yourself out. So there’s what like why yourself out. So there’s what like why can’t you stop? And that’s a deeper can’t you stop? And that’s a deeper can’t you stop? And that’s a deeper thing you need to get into. You know, I thing you need to get into. You know, I thing you need to get into. You know, I come from a background of addictive come from a background of addictive

[35:20] come from a background of addictive personalities. You know, I’ve smoked personalities. You know, I’ve smoked personalities. You know, I’ve smoked cigarettes. Um I’ve done drugs. I’ve cigarettes. Um I’ve done drugs. I’ve cigarettes. Um I’ve done drugs. I’ve drank a lot. I I’ve have a history of of drank a lot. I I’ve have a history of of drank a lot. I I’ve have a history of of I was never thankfully fully addicted, I was never thankfully fully addicted, I was never thankfully fully addicted, but I know that feeling and I’ve had to but I know that feeling and I’ve had to but I know that feeling and I’ve had to fight those things back. And I’m not fight those things back. And I’m not fight those things back. And I’m not saying you can’t uh have a drink or you saying you can’t uh have a drink or you saying you can’t uh have a drink or you can’t sell this house, but like get into can’t sell this house, but like get into can’t sell this house, but like get into the reasons why do you feel you need it?

[35:40] the reasons why do you feel you need it? the reasons why do you feel you need it? And that’s a subconscious programmed And that’s a subconscious programmed And that’s a subconscious programmed thing from childhood that you need to thing from childhood that you need to thing from childhood that you need to uncover and like get to the reason why uncover and like get to the reason why uncover and like get to the reason why you feel. And a lot of times it’s like you feel. And a lot of times it’s like you feel. And a lot of times it’s like safety, financial, we say financial safety, financial, we say financial safety, financial, we say financial freedom and abundance, but actually what freedom and abundance, but actually what freedom and abundance, but actually what we’re saying is I’m afraid I’m going to we’re saying is I’m afraid I’m going to we’re saying is I’m afraid I’m going to be poor if I stop. I’m afraid I’m afraid be poor if I stop. I’m afraid I’m afraid be poor if I stop. I’m afraid I’m afraid that I’m going to lose all my clients if that I’m going to lose all my clients if that I’m going to lose all my clients if I don’t take this one listing. I’m

[36:01] I don’t take this one listing. I’m I don’t take this one listing. I’m afraid that I’m going to end up homeless afraid that I’m going to end up homeless afraid that I’m going to end up homeless or end up back where I was in this bad or end up back where I was in this bad or end up back where I was in this bad living situation or bad relationship I living situation or bad relationship I living situation or bad relationship I was in. You know, like there’s reasons was in. You know, like there’s reasons was in. You know, like there’s reasons we do things that are subconscious that we do things that are subconscious that we do things that are subconscious that we don’t even address and it’s usually we don’t even address and it’s usually we don’t even address and it’s usually around fear. It’s not about getting around fear. It’s not about getting around fear. It’s not about getting more. A lot of people are afraid to lose more. A lot of people are afraid to lose more. A lot of people are afraid to lose what they have um so they keep going. So what they have um so they keep going. So what they have um so they keep going. So that’s why I think keeping like small

[36:23] that’s why I think keeping like small that’s why I think keeping like small overhead uh is wise and most importantly overhead uh is wise and most importantly overhead uh is wise and most importantly like keeping time for yourself to mellow like keeping time for yourself to mellow like keeping time for yourself to mellow out and self-evaluate constantly like out and self-evaluate constantly like out and self-evaluate constantly like why do I do this? Uh why am I in this why do I do this? Uh why am I in this why do I do this? Uh why am I in this business and what’s it all for? These business and what’s it all for? These business and what’s it all for? These are heavy questions that, you know, I are heavy questions that, you know, I are heavy questions that, you know, I try to explore with my clients and with try to explore with my clients and with try to explore with my clients and with myself every day.

[36:41] myself every day. myself every day. >> Wow. Well, that’s awesome. Um, I know >> Wow. Well, that’s awesome. Um, I know >> Wow. Well, that’s awesome. Um, I know that’s not the approach a lot of people that’s not the approach a lot of people that’s not the approach a lot of people take and it’s a it’s a deep fulfilling take and it’s a it’s a deep fulfilling take and it’s a it’s a deep fulfilling approach. I I love this, approach. I I love this, approach. I I love this, >> dude. A lot of shit’s happened to me, >> dude. A lot of shit’s happened to me, >> dude. A lot of shit’s happened to me, man. And like I just I I want it I don’t man. And like I just I I want it I don’t man. And like I just I I want it I don’t want bad things to happen to everybody want bad things to happen to everybody want bad things to happen to everybody for them to realize these things that for them to realize these things that for them to realize these things that that the lessons I’ve learned.

[36:58] that the lessons I’ve learned. that the lessons I’ve learned. >> Yeah. Yeah. Uh well, you’ve dropped a >> Yeah. Yeah. Uh well, you’ve dropped a >> Yeah. Yeah. Uh well, you’ve dropped a million golden nuggets already, but I do million golden nuggets already, but I do million golden nuggets already, but I do have that question. So, uh, do you have have that question. So, uh, do you have have that question. So, uh, do you have a couple nuggets for us? a couple nuggets for us? a couple nuggets for us? >> Yeah. Number one, health is wealth on >> Yeah. Number one, health is wealth on >> Yeah. Number one, health is wealth on the theme we’re talking about. Uh, the the theme we’re talking about. Uh, the the theme we’re talking about. Uh, the richest man can’t buy good health. So, I richest man can’t buy good health. So, I richest man can’t buy good health. So, I encourage you to calendar block. Now, encourage you to calendar block. Now, encourage you to calendar block. Now, that’s a weird pivot, but calendar that’s a weird pivot, but calendar that’s a weird pivot, but calendar blocking is a golden nugget of mine, and

[37:21] blocking is a golden nugget of mine, and blocking is a golden nugget of mine, and that includes my wellness. So, we hear that includes my wellness. So, we hear that includes my wellness. So, we hear it a lot in real estate coaching. Your it a lot in real estate coaching. Your it a lot in real estate coaching. Your hour of power, your prospecting, your hour of power, your prospecting, your hour of power, your prospecting, your follow-up time, your this is when I follow-up time, your this is when I follow-up time, your this is when I return voicemails, this is my return voicemails, this is my return voicemails, this is my appointment block. You know, a lot of appointment block. You know, a lot of appointment block. You know, a lot of guys, they live that that maybe Mike guys, they live that that maybe Mike guys, they live that that maybe Mike Ferry or other famous coaches uh Ferry or other famous coaches uh Ferry or other famous coaches uh calendar blocking life, but I do that calendar blocking life, but I do that calendar blocking life, but I do that and I also do uh naps and going to the

[37:41] and I also do uh naps and going to the and I also do uh naps and going to the driving range and my family breakfast on driving range and my family breakfast on driving range and my family breakfast on Sunday and going to the gym and uh a Sunday and going to the gym and uh a Sunday and going to the gym and uh a date with my wife. Like I I treat my date with my wife. Like I I treat my date with my wife. Like I I treat my calendar uh s was, you know, like it’s calendar uh s was, you know, like it’s calendar uh s was, you know, like it’s sacred because it is it’s my time. It’s sacred because it is it’s my time. It’s sacred because it is it’s my time. It’s a reflection of my time. So a lot of a reflection of my time. So a lot of a reflection of my time. So a lot of people I ask anyone out there right now people I ask anyone out there right now people I ask anyone out there right now like pull up your your Google calendar, like pull up your your Google calendar, like pull up your your Google calendar, your Apple calendar, whatever and what your Apple calendar, whatever and what your Apple calendar, whatever and what you see is your priorities in life and

[38:03] you see is your priorities in life and you see is your priorities in life and what you are making your number one. So what you are making your number one. So what you are making your number one. So if it’s just work, work work, then you if it’s just work, work work, then you if it’s just work, work work, then you need to make some changes perhaps. And need to make some changes perhaps. And need to make some changes perhaps. And if it’s all kids, kids kids and you feel if it’s all kids, kids kids and you feel if it’s all kids, kids kids and you feel like you’re neglecting work, well then like you’re neglecting work, well then like you’re neglecting work, well then make a change in that direction. And make a change in that direction. And make a change in that direction. And there’s no judgment. If you want to do there’s no judgment. If you want to do there’s no judgment. If you want to do one deal a year and be the best mom or one deal a year and be the best mom or one deal a year and be the best mom or dad and there for every single thing, I dad and there for every single thing, I dad and there for every single thing, I respect that to no end. But just be

[38:24] respect that to no end. But just be respect that to no end. But just be conscious of my time, is it being spent conscious of my time, is it being spent conscious of my time, is it being spent in a way that benefits my goals and my in a way that benefits my goals and my in a way that benefits my goals and my happiness? And your calendar will reveal happiness? And your calendar will reveal happiness? And your calendar will reveal that. that. that. >> Yeah, I love that. That’s definitely >> Yeah, I love that. That’s definitely >> Yeah, I love that. That’s definitely something that I’ve I want to get better something that I’ve I want to get better something that I’ve I want to get better at is is even like weekly uh reflection at is is even like weekly uh reflection at is is even like weekly uh reflection about how the week went and how uh the about how the week went and how uh the about how the week went and how uh the time where it was spent and you know if time where it was spent and you know if time where it was spent and you know if that was in line with like what my ideal

[38:47] that was in line with like what my ideal that was in line with like what my ideal week would be and then try to plan week would be and then try to plan week would be and then try to plan forward that way. forward that way. forward that way. >> That’s great. Um I’ll give you one more >> That’s great. Um I’ll give you one more >> That’s great. Um I’ll give you one more little golden nugget is you reminded me little golden nugget is you reminded me little golden nugget is you reminded me my my morning journal routine now is uh my my morning journal routine now is uh my my morning journal routine now is uh five things I’m grateful for. So that’s five things I’m grateful for. So that’s five things I’m grateful for. So that’s more of a reflection on the day prior.

[39:00] more of a reflection on the day prior. more of a reflection on the day prior. What good things happened? uh because so What good things happened? uh because so What good things happened? uh because so many things happen and so many bad many things happen and so many bad many things happen and so many bad things or we don’t complete projects things or we don’t complete projects things or we don’t complete projects like every single day it reminds me oh like every single day it reminds me oh like every single day it reminds me oh look at what I actually did yesterday look at what I actually did yesterday look at what I actually did yesterday that I’m really grateful for and you that I’m really grateful for and you that I’m really grateful for and you know it could be as simple as a walk know it could be as simple as a walk know it could be as simple as a walk with my dog uh but like that reminds me with my dog uh but like that reminds me with my dog uh but like that reminds me of look what I’ve accomplished yesterday of look what I’ve accomplished yesterday of look what I’ve accomplished yesterday and then I do today’s wins which is like

[39:20] and then I do today’s wins which is like and then I do today’s wins which is like top three things I intend to win today. top three things I intend to win today. top three things I intend to win today. Um, it could be a listing appointment Um, it could be a listing appointment Um, it could be a listing appointment I’m going on. It could be a meeting I’m I’m going on. It could be a meeting I’m I’m going on. It could be a meeting I’m holding with a client or my agents. Or holding with a client or my agents. Or holding with a client or my agents. Or again, like a win today is getting to again, like a win today is getting to again, like a win today is getting to the sauna and having 20 minutes in the the sauna and having 20 minutes in the the sauna and having 20 minutes in the sauna. And it just like sets my sauna. And it just like sets my sauna. And it just like sets my priorities up for the day of what I priorities up for the day of what I priorities up for the day of what I would define how today would be would define how today would be would define how today would be considered a successful day when I

[39:41] considered a successful day when I considered a successful day when I reflect on it tomorrow. So, I I do it on reflect on it tomorrow. So, I I do it on reflect on it tomorrow. So, I I do it on a daily basis, but I do like weekly as a daily basis, but I do like weekly as a daily basis, but I do like weekly as well, uh, for sure. But like, write it well, uh, for sure. But like, write it well, uh, for sure. But like, write it down and put it in your calendar. Like, down and put it in your calendar. Like, down and put it in your calendar. Like, if hey, I want to get to the gym three if hey, I want to get to the gym three if hey, I want to get to the gym three times this week, don’t just say that.

[39:52] times this week, don’t just say that. times this week, don’t just say that. It’s not going to happen. Put it in your It’s not going to happen. Put it in your It’s not going to happen. Put it in your calendar and tell your buddy and tell calendar and tell your buddy and tell calendar and tell your buddy and tell your spouse like, “I’m going to the gym your spouse like, “I’m going to the gym your spouse like, “I’m going to the gym Monday, Wednesday, Friday at 9:00.” Monday, Wednesday, Friday at 9:00.” Monday, Wednesday, Friday at 9:00.” >> Yeah. Sign up for a class and then you >> Yeah. Sign up for a class and then you >> Yeah. Sign up for a class and then you have that extra get into a tribe and have that extra get into a tribe and have that extra get into a tribe and you’ll have that extra motivation, that you’ll have that extra motivation, that you’ll have that extra motivation, that extra um accountability uh by, you know, extra um accountability uh by, you know, extra um accountability uh by, you know, all you have to do is show up and then all you have to do is show up and then

[40:09] all you have to do is show up and then you you you >> couldn’t agree more. I I lead a trail >> couldn’t agree more. I I lead a trail >> couldn’t agree more. I I lead a trail run every Thursday with Lifetime Fitness run every Thursday with Lifetime Fitness run every Thursday with Lifetime Fitness in Summerland and I lead a bike ride in Summerland and I lead a bike ride in Summerland and I lead a bike ride every Saturday. Um, so that’s on my every Saturday. Um, so that’s on my every Saturday. Um, so that’s on my calendar and I do it. I’m a lead, but calendar and I do it. I’m a lead, but calendar and I do it. I’m a lead, but also like there’s a group that’s relying also like there’s a group that’s relying also like there’s a group that’s relying on me. Even if I wasn’t a lead, it’s the on me. Even if I wasn’t a lead, it’s the on me. Even if I wasn’t a lead, it’s the same group of friends and everyone’s same group of friends and everyone’s same group of friends and everyone’s like, “Where are you? What’s going on?” like, “Where are you? What’s going on?” like, “Where are you? What’s going on?” And the the social circle is wonderful.

[40:27] And the the social circle is wonderful. And the the social circle is wonderful. I get great exercise. I’m committed to I get great exercise. I’m committed to I get great exercise. I’m committed to my health and being out in in nature. my health and being out in in nature. my health and being out in in nature. And I’ve picked up like a lot of clients And I’ve picked up like a lot of clients And I’ve picked up like a lot of clients that way, being who I am, not forcing that way, being who I am, not forcing that way, being who I am, not forcing it. it. it. >> 100%. Yeah, it’s it will there’s >> 100%. Yeah, it’s it will there’s >> 100%. Yeah, it’s it will there’s something about the bond you build um something about the bond you build um something about the bond you build um like kind of enduring things together like kind of enduring things together like kind of enduring things together >> challenges um and uh it’s a it’s a >> challenges um and uh it’s a it’s a >> challenges um and uh it’s a it’s a different bond that it’s hard to different bond that it’s hard to

[40:50] different bond that it’s hard to replicate and so yeah it naturally replicate and so yeah it naturally replicate and so yeah it naturally becomes a great lead source and becomes a great lead source and becomes a great lead source and definitely um it’s just an all-around definitely um it’s just an all-around definitely um it’s just an all-around win. So I mean I think that’s if win. So I mean I think that’s if win. So I mean I think that’s if especially if you’re moving to a new especially if you’re moving to a new especially if you’re moving to a new city or something I think that’s like city or something I think that’s like city or something I think that’s like such a great little hack to to do is to such a great little hack to to do is to such a great little hack to to do is to to that kind of thing.

[41:04] to that kind of thing. to that kind of thing. >> That’s a golden nugget right there. >> That’s a golden nugget right there. >> That’s a golden nugget right there. >> But yeah know those are great. What >> But yeah know those are great. What >> But yeah know those are great. What about um books? You mentioned a couple. about um books? You mentioned a couple. about um books? You mentioned a couple. Um do you have one that would be Um do you have one that would be Um do you have one that would be fundamental that you think everybody fundamental that you think everybody fundamental that you think everybody should read or just one that you’re should read or just one that you’re should read or just one that you’re currently really enjoying?

[41:15] currently really enjoying? currently really enjoying? >> Yeah, I’ve it was my top book of 2024, >> Yeah, I’ve it was my top book of 2024, >> Yeah, I’ve it was my top book of 2024, but I it’s probably also top book of but I it’s probably also top book of but I it’s probably also top book of 2025 uh because I continuously recommend 2025 uh because I continuously recommend 2025 uh because I continuously recommend it and that’s Die with Zero with Bill by it and that’s Die with Zero with Bill by it and that’s Die with Zero with Bill by Bill Perkins. Uh the concept is, you Bill Perkins. Uh the concept is, you Bill Perkins. Uh the concept is, you know, to spend all your money before you know, to spend all your money before you know, to spend all your money before you die. Like yeah, the day the day you die, die. Like yeah, the day the day you die, die. Like yeah, the day the day you die, you spend your last dollar. And you you spend your last dollar. And you you spend your last dollar. And you know, oh that’s crazy and yeah, it’s know, oh that’s crazy and yeah, it’s know, oh that’s crazy and yeah, it’s crazy. And it’s kind of more of a a

[41:38] crazy. And it’s kind of more of a a crazy. And it’s kind of more of a a great headline, but his point is not great headline, but his point is not great headline, but his point is not just financially, it’s die with zero in just financially, it’s die with zero in just financially, it’s die with zero in you. Die with no regrets. Die with no I you. Die with no regrets. Die with no I you. Die with no regrets. Die with no I shoulds. And he breaks down like shoulds. And he breaks down like shoulds. And he breaks down like whatever decade you’re in in your life, whatever decade you’re in in your life, whatever decade you’re in in your life, whether you’re in your 20s or your 80s, whether you’re in your 20s or your 80s, whether you’re in your 20s or your 80s, you’re going to be able to do certain you’re going to be able to do certain you’re going to be able to do certain things in your 80s with your money that things in your 80s with your money that things in your 80s with your money that you couldn’t do in your 20s. And you can you couldn’t do in your 20s. And you can you couldn’t do in your 20s. And you can do things in your 20s with your health

[41:58] do things in your 20s with your health do things in your 20s with your health that you can’t do in your 80s. And it that you can’t do in your 80s. And it that you can’t do in your 80s. And it makes you reflect on where you are in makes you reflect on where you are in makes you reflect on where you are in that journey and where you should be that journey and where you should be that journey and where you should be spending your money on what experiences spending your money on what experiences spending your money on what experiences uh and not just saving it all. And uh and not just saving it all. And uh and not just saving it all. And there’s tons of back research, but you there’s tons of back research, but you there’s tons of back research, but you know, like for example, if you’re a know, like for example, if you’re a know, like for example, if you’re a parent right now and you’re saving real parent right now and you’re saving real parent right now and you’re saving real hard to give your kids money when you hard to give your kids money when you hard to give your kids money when you die and to set them up for a future,

[42:19] die and to set them up for a future, die and to set them up for a future, well, um the reality is you might not well, um the reality is you might not well, um the reality is you might not make it till 80 or 90 and you may be um make it till 80 or 90 and you may be um make it till 80 or 90 and you may be um withholding positive experiences you withholding positive experiences you withholding positive experiences you could have with your kids today. So, could have with your kids today. So, could have with your kids today. So, it’s about finding that balance of um it’s about finding that balance of um it’s about finding that balance of um living life to the fullest. Like, would living life to the fullest. Like, would living life to the fullest. Like, would your kids rather inherit 100 grand or your kids rather inherit 100 grand or your kids rather inherit 100 grand or would they rather go on a nice vacation would they rather go on a nice vacation would they rather go on a nice vacation with you every summer and actually spend with you every summer and actually spend with you every summer and actually spend it with you and build memories with you.

[42:40] it with you and build memories with you. it with you and build memories with you. And I argue and he argues in the book And I argue and he argues in the book And I argue and he argues in the book that’s all about that memory and that’s all about that memory and that’s all about that memory and experience, not about the cash. experience, not about the cash. experience, not about the cash. >> Yeah. And I think there’s also it can be >> Yeah. And I think there’s also it can be >> Yeah. And I think there’s also it can be inheriting wealth can also uh have its inheriting wealth can also uh have its inheriting wealth can also uh have its own problems for the for your offspring. own problems for the for your offspring.

[42:52] own problems for the for your offspring. So, I think it’s also important to uh So, I think it’s also important to uh So, I think it’s also important to uh set your your kids up to be, you know, set your your kids up to be, you know, set your your kids up to be, you know, successful. And successful as in I think successful. And successful as in I think successful. And successful as in I think just being uh passionate about what they just being uh passionate about what they just being uh passionate about what they do. I think that’s, you know, I think do. I think that’s, you know, I think do. I think that’s, you know, I think like if they’re just not really like if they’re just not really like if they’re just not really accomplishing much or whatever, which I accomplishing much or whatever, which I accomplishing much or whatever, which I think can can happen, doesn’t have to.

[43:11] think can can happen, doesn’t have to. think can can happen, doesn’t have to. Um if if you kind of your your whole Um if if you kind of your your whole Um if if you kind of your your whole life is taken care of going forward, I life is taken care of going forward, I life is taken care of going forward, I think that’s definitely another element think that’s definitely another element think that’s definitely another element there. Uh there. Uh there. Uh >> yeah, I hadn’t thought about that and >> yeah, I hadn’t thought about that and >> yeah, I hadn’t thought about that and that’s that’s prevalent. You know, a lot that’s that’s prevalent. You know, a lot that’s that’s prevalent. You know, a lot of rich kids end up in deep trouble uh of rich kids end up in deep trouble uh of rich kids end up in deep trouble uh addicted and and really lost without any addicted and and really lost without any addicted and and really lost without any drive. So yeah, he this book covers all drive. So yeah, he this book covers all drive. So yeah, he this book covers all of that in a in a good way. Finding that

[43:32] of that in a in a good way. Finding that of that in a in a good way. Finding that balance. balance. balance. >> I have a friend that loves it and I >> I have a friend that loves it and I >> I have a friend that loves it and I haven’t read it yet, so that I have to haven’t read it yet, so that I have to haven’t read it yet, so that I have to put that on my list. Um cool. put that on my list. Um cool. put that on my list. Um cool. >> Yeah, thank you for that. Um if if >> Yeah, thank you for that. Um if if >> Yeah, thank you for that. Um if if people are interested in following you people are interested in following you people are interested in following you for more, uh what website, social media, for more, uh what website, social media, for more, uh what website, social media, podcast, what where can they find you?

[43:44] podcast, what where can they find you? podcast, what where can they find you? >> Uh everything’s under basically my name. >> Uh everything’s under basically my name. >> Uh everything’s under basically my name. So my website’s michael coxinson.com. So my website’s michael coxinson.com. So my website’s michael coxinson.com. I’m on all social media, michael coxin. I’m on all social media, michael coxin. I’m on all social media, michael coxin. My podcast is the mindful agent. My podcast is the mindful agent. My podcast is the mindful agent. Available wherever you get podcasts. And Available wherever you get podcasts. And Available wherever you get podcasts. And just like you, you know, we take a just like you, you know, we take a just like you, you know, we take a holistic approach to to finding that holistic approach to to finding that holistic approach to to finding that intersection with life and real estate.

[44:00] intersection with life and real estate. intersection with life and real estate. >> I love it. Michael, thanks you so much >> I love it. Michael, thanks you so much >> I love it. Michael, thanks you so much for being on the show. It’s been a lot for being on the show. It’s been a lot for being on the show. It’s been a lot of fun. I’m sure we could talk for like of fun. I’m sure we could talk for like of fun. I’m sure we could talk for like six more hours. six more hours. six more hours. >> Absolutely. I could. Maybe next time. >> Absolutely. I could. Maybe next time. >> Absolutely. I could. Maybe next time. Thanks for having me, Matias. Thanks for having me, Matias.

[44:09] Thanks for having me, Matias. >> Thanks for listening to the REI Agent. >> Thanks for listening to the REI Agent. >> Thanks for listening to the REI Agent. >> If you enjoyed this episode, hit >> If you enjoyed this episode, hit >> If you enjoyed this episode, hit subscribe to catch new shows every week. subscribe to catch new shows every week. subscribe to catch new shows every week. Visit reiagent.com Visit reiagent.com Visit reiagent.com for more content. for more content. for more content. >> Until next time, keep building the life >> Until next time, keep building the life >> Until next time, keep building the life you want. you want.

[44:21] 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