March 28, 2025 • 39 mins
Episode Overview
In this episode, John Kitchens sits down with the incomparable Curtis Shewell—a master of authentic connection and persuasive communication. Fresh from an exclusive mastermind with Sir Richard Branson on Necker Island, Curtis unpacks how being authentically dialed in to your intentions, language, and energy opens doors that most only knock on. From navigating elite rooms to converting “No” into opportunity, this conversation is a must-listen for any agent or entrepreneur looking to grow through genuine influence and strategic presence.
Key Topics Covered
Getting in the Right Rooms
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How Curtis got into private mastermind rooms with elite entrepreneurs (including Richard Branson) by being curious, not pushy.
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Why body language and listening create deeper connection than scripted pitches ever could.
Leading with Value
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How to make deposits before withdrawals—and why that builds loyalty and influence.
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Why people remember how you make them feel, not your accolades.
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Authenticity as a long-game play in sales, leadership, and team-building.
Mastering Your Message
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Crafting an authentic, curiosity-driven elevator pitch (“I help people accumulate wealth and residual income through real estate.”)
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Why “I’m a Realtor” is the weakest answer to “What do you do?”—and how to say something that gets people asking for more.
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The #1 mistake agents make when speaking to someone more successful than them—and how to avoid it.
Authentic Sales That Don’t Feel Salesy
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Why “No” is your friend—and how to use it to build trust, not resistance.
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Curtis’ approach to objections: leading with empathy, permission, and authentic dialogue.
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Why most agents oversell and underconnect—and how to flip that dynamic instantly.
Int
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Seven figure success starts whenyou start thinking like a CEO.
Welcome to the JohnKitchens Coach Podcast.
Experience is your host, John Kitchens.
Get ready to think bigger andtransform your business into
a path to lasting freedom.
What is happening?
Honey Badger Nation man.
Welcome to Expert Mentors Live episode2 89, and we've got my man, Mr. Curie.
(00:26):
Well back in the house.
What's happening brother JohnnyKitchen's always a great day when
I'm hanging with you, my friend.
It's always fun, brother.
Always, uh, we, we were, we werecatching up and like, Hey, let's go live.
This is good.
Like we, we need to, we need tojump right into it and, and, um,
you know, I really wanted to.
Bring today's, you know, expertmentors conversation really around
kind of a, a project you're workingon called, you know, dialed in.
(00:49):
And, you know, as we were talking, thatconcept applies to, to a lot of things.
And how do you, you know,get really dialed in.
And to me it's, it's that, you know,amateur ball, get it dialed in if you want
to go pro and it it, it applies in any.
Anything in our lives.
And we were talking about, you know,your epic adventure and experience, um,
(01:12):
over the last couple weeks when you gotto spend a a week on, uh, on, on, on
a yacht and on Necker Island and, andhanging out with Sir Richard Branson
and so many amazing, you know, um, wellconnected, high achieving champions right.
In life and in business and in sport.
Yeah.
And.
(01:33):
One of the things that we were kind oftalking about, and I think this is a
great way to kick off this conversationand then, you know, we'll dive into
really what the dialed in program and,and what you're up to, but how do you
get in the right room and, and notonly get in the right rooms, but take
advantage of being in the right rooms.
And one of the things that you know,talk about here is once you're in that
(01:56):
room and some type of impact, some typeof conversation, something happens.
W where do, how, how do youcontinue it after, after the event,
after you get out of the room?
How, how do you continuethat conversation, that
relationship, the nurture.
'cause it's one of the things thatI see where most people, um, that
(02:17):
like to host events that like to dotrainings, that like to do masterminds.
I think Kurt, they put so muchenergy and effort and you and I
talked about this even coming outof build after everything you do.
Like that's just the beginning and you'relike, ah, man, I just wanna breathe.
Man, that was so heavy.
That was so hard.
Oh, we got it done.
Well, it was.
That just started the process.
Correct.
Now the real work starts.
(02:39):
Correct.
Now the nurturing and the developing,going deeper and, and, and really, you
know, um, growing and adding more value tothe relationship that comes out of that.
But man, kick us off.
Let's, let's talk about, youknow, getting in the right rooms.
How do you get that dialed in?
What's the right way?
What's the wrong way?
Once you do get in the room,how do you not, you know, um.
Expire your, your invitationto the next event.
(03:01):
If you, if you burn, burn therelationship, burn the room.
So I think this is really key and,and be really fun conversation
to dive into kicking things off.
Yeah, sure.
I, I think, um, you know, I'm gonna,I'm gonna make it as simple as I
can from, I. When I was the guygoing, how do I get in that room?
Right?
How do I do that?
And you, you'd have peoplegoing, well, you just do.
And I'm like, well, that's great,but what the heck does that mean?
(03:23):
Like, how do I just do, you know?
And people would talk, youknow, you, you're gonna get
all the best coaches out there.
And, and I've learnedso much from so many.
And I, I think that's really the piecethat I, I want people to understand.
It's not any one thing somebodysays that's like, oh, that's it.
There you go.
Now I've got it all figured out.
It's not how it works.
You know, my dad.
Taught me, you know, work smarter, notharder, work smarter than not harder.
And he drilled it in my head,you know, hang out with the
(03:45):
right people, blah, blah, blah.
And I did those things,but the problem was.
He never taught me how to work smarter.
He taught me how to work harder.
Right.
Gimme a phenomenal work ethic.
Right?
I had a paper route and he said,okay, you wanna make twice the money?
I'm like, yeah, how?
I'm not gonna maketwice the money as this.
This is good, but I gotta double this.
And he's like, well, thengo get two paper routes.
That's smarter.
Well, the reality was I didthat, but it wasn't smarter.
(04:06):
It was harder.
I had two now, right?
Yeah.
I made more money, but I made the sameamount of money just twice by doing
twice the work and twice the time.
Now I've got a time problem.
You can only have so much time.
You can't stretch a day.
Right.
Basically get much time in it.
So you can't live by that method.
That's not smarter, that's harder.
It's working.
It's a great work ethic.
And you're gonna get paid, you know,proportionate to the time you're
(04:28):
putting in your trading time for money.
Well, a lot of things in lifeare trading time for money.
And we can all do that.
And we can do that, okay?
And you can get something,but are you ever going to get
to the level you really want?
You can't until you learn leverage.
When you learn to leverage now twice asmuch money in the same amount of time.
And I learned that.
And then the next piece is, okay, great.
Now start leveraging that.
(04:49):
Now I can make the twice as amountof money in half the time, but
now use the same amount of time.
And now you doubled that again.
Now you start, right nowyou start doing something.
Now you have residual incomes.
You get your business paying you,you got money, making you money,
and then you'll learn that path.
So I started to learn that.
Well, when I learn that.
It gave me opportunitiesto talk to better people.
Better meaning just, just better atthe level I was trying to get to.
(05:11):
And I learned I gotta stoptalking to people that are making
$40,000 if I wanna make a hundred.
And the number one number of people,Johnny, everybody tells you, right?
What do you wanna make?
I wanna make a hundred grand.
Okay?
Have you ever made it?
Most people, the answer's no.
And if you, the answer's no, okay, great.
Then get in a room with the peoplewho are making a hundred grand.
Don't get in the room with the guysmaking 40,000, 50,000 just like you.
Because they don't know howto make a hundred grand.
(05:32):
Well, they can talk it andthey can read books and you
can, you can do these things.
They all play into it.
But when I learned to get in the room withthose people, well, how do you do that?
Be authentic.
You've heard this a lot.
So my number one.
Number one, if I was writing thesedown, number one, be authentic, be you.
The people that resonate toyou are gonna resonate to you.
The people that aren't gonnaresonate to you, they don't like
you, they're just not, and it's okay.
(05:54):
The problem is we thinkeverybody needs to like us.
I used to think the same way.
I gotta get everybody to like me.
You don't.
What you have to be is interestingto people, so they look at you
deeper and then you have tobring value to their world.
Well, it's really simple.
It's so simple.
Yet we think it's so difficult.
It's not easy.
You have to do it, and youhave to be purposeful, right?
You have to dial it in.
So we talk about that, and that's why Icreated something called Dialed in because
(06:17):
I had to learn how to dial all this in.
And we always play around it, butwe don't just dial it right in.
And what I mean by that is be authenticand start conversations with them.
And the number one personthey wanna talk about is them.
And you have to rememberthat it isn't you.
And we all go in with, I need to tell'em something brilliant about me.
I need to say a story.
They say something and youdon't wanna be that me too guy.
Right?
(06:37):
Oh my God, you did that.
Yeah, me too.
But mine was even better.
And oh my God, you should talk to me.
Yeah.
You're the first personI don't want to talk to.
Right.
You just, you just tryto steal my thunder.
Like, you know, they just, it'sa negative all the way around.
So what I found was when I asked 'emabout them, I listened to what they say.
Sometimes it's a matter of justlistening to the conversation
they're having with someone else.
(06:57):
And they're talking aboutsomething that matters to them.
Find the, find the time, layout the room, be strategic.
Be dialed in on what you're doing.
I want to meet that person when Isee them walking that way, okay?
It's obvious they'rewalking over to the bar.
They're walking overtowards the bathrooms.
They're walking over towards,you know, the hallway.
Or maybe they're on theirphone now to walk outside.
They're gonna come back in.
(07:19):
I'm gonna position myself now to be wherethey're gonna come back across my path.
And then when they do, I'mlike, oh, hey, how you doing?
I'm going to get in there way by, byaccident very purposely, because I'm
dialing right into what I want to do.
Oh, hey, I'm sorry.
Oh, hey, aren't you?
Boom.
I'm Kurt Sheva.
Nice to meet you.
Thank you.
If I, if I, if I remember right,you're into this and this, aren't you
(07:41):
the first?
Oh, absolutely.
Oh yeah.
Who are you again?
Boom.
Oh yeah.
Boom.
Now they heard your name again.
They're gonna remember my name.
And now they start talking to you and theystart telling you on that and be genuine.
Just stay on that.
That's what matters to them.
And now you're starting a conversation.
Then ask the next question that leadsmore and deeper, well wait a minute.
How did you get into that?
(08:02):
Wait.
What made you even think that way?
Oh my God.
Oh, you know where I start?
They can't wait 'cause nobodyasks 'em about these things.
Yeah, they wanna know where theyare now and what they can do
and how you can give me some.
That's what people comeand they come to take.
Right?
We always learn that, that expression.
So number two, make depositsbefore you ask for a withdrawal.
Right?
And we know this and Johnny, you're oneof those guys who was jamming in my head
(08:24):
as my coach for a lot of years, right?
Long time.
Yeah.
Make deposits before you take withdrawals.
So.
I'm making deposits into them that Ireally genuinely care when they start,
you start like, okay, that's really neat.
That's kind of neat.
Okay, I have some kids and yeah, I haveto, I have to apply that method, not
let me tell you what I did with mine.
They don't wanna know whatyou did with yours yet.
You're not there.
Stop trying to take, takewithdraws, make more deposits.
(08:47):
Okay, so you did this, then you did this.
Well, how did, okay, I still gimme thebridge draw, you know, connect me to this.
How did that happen?
Well, here's what I did next.
Whoa, whoa, whoa.
Well, I had to have a person.
Wait a minute.
Can I ask if I'd be so bold?
How did that person give you theability to put you in that room?
I mean, like for you, you arepart protected to these people.
I would love to know some of these peoplein this room, but I don't know them.
(09:09):
And what's the first thing they're saying?
Oh my God, who do you wanna meet?
Oh, I can introduce you.
I know 'em all.
Yeah.
All of a sudden you'retheir fricking friend.
Right?
And now they feel compelled.
I wanna do something bad for you.
'cause you just made me feel,I make them feel something.
That's the value.
That's the big thing.
Yeah.
It's the feel, it's the feelingthing and, and you know, getting
down to, you know, like, I, Iloved what you said there, right?
(09:31):
Not only kind of their goals, theiraspirations, where are they at now?
What were the struggles?
What did they overcome in the past?
Just it's, it's the whole,like you said, right?
You, you know, if you want to beinteresting, be interested and staying
interested in them, you know, one, oneof the best pieces of advice I was given,
especially I, I love what you said, right?
Like, get into the roomthat you aspire to.
(09:53):
And one of the things I, I'll neverforget it, it was never give advice to
somebody that's a little further downthe path than you are unless they ask.
I. And, and I see that so many timespeople just like trying to give advice
and, and I'm, and I'm just watchingit and I'm like, this dude's 14
chapters ahead of you on their journey.
(10:15):
Yeah.
They never did ask you for your advice.
And so that was always just kindof a good rule of thumb and being
able to get into that room andjust ask a ton of great questions.
And, but the number onething you said, be authentic.
Don't, don't come acrossthat you, you're trying to.
Gain something.
You're, you're, you'rereally just trying to learn.
Just ask questions, tryto make a connection.
I'll give you an example thatmight touch the hearts of some
(10:39):
people on this that watch this,especially a honey badger people.
Jay Kinder, I met him on a call onceand he hadn't never met me in person.
And then the first time I met himin person, he didn't know who I was,
and he kind of fluff me right off,like, I don't have time for you.
And.
So then I had asked him, the nexttime I came across him, I said, Hey,
(11:00):
I don't know if we've formally met.
I met you on the call.
Oh, you were on.
Oh, you're that guy.
Oh, cool.
Now he knows who I am in hishead, but he doesn't know me.
So then we shook hands.
Oh, hey, yeah, hey, great.
Boom.
Then the next day at this mastermind,then I said, Hey, you're, I heard
them going, Hey, we're gonna do this.
I said, would you mind if I just taggedalong just to kind of be a fly on the
(11:21):
wall and just kind of sit in the room?
I'd like to just hear, youknow, hope you don't mind.
It's hard for somebody tosay, no, don't come in.
And he was like, oh yeah, sure.
And he appreciated that I asked permissionversus just forcing my way in, right?
Because I could have forced myway in and he would've had a hard
time saying, why don't you leave?
You don't.
Because he was one of theonly two people that knew me.
The other people in the room don'tknow me, but I wanted to hear
(11:43):
what they had to say, and I wantedto hear how this was gonna go.
'cause it pertains to my business.
So he's like, yeah, sure.
And what did I do?
I sat there and I listened, andI listened and I listened and
I listened and I said nothing.
I said, nothing introduced you.
How you doing?
Oh, hey, good to meet you.
I, Kurt, you, were youout about to Detroit.
Oh, okay, great.
That's it.
I had nothing interesting tosay, but I'm interested in them.
(12:04):
And I listen, I listened.
I listened.
So then every once in a while,Jay would kind of look at me,
'cause I was two people from,you know, one person between us.
And he kind of looked at me like,like, Hey, do you like that?
'cause he was like, oh,you'll probably like that.
And I did.
And I was like, mm-hmm.
Well I was just giving this,I wasn't saying anything.
We get done.
He's like, dude, youwere awesome there, man.
You got all that.
And it was just, he was reading my bodylanguage to say, dude, that was good, huh?
(12:27):
And I said, yeah.
And he said, you know,you like that a lot.
I said, dude, I could learna lot from you because I can.
The guy was what?
The number two agent in the countryfrom Coldwell Banker, for God sakes.
Like, yeah, he was a beast, right?
Like, yeah.
And then he is like.
He goes, yeah, you should.
You should come with us and do this.
I would love to, the answer is yes.
I don't know what that means.
I don't know where that is.
I don't even know what that entails.
(12:48):
He's like, you should come.
I'm, yeah, absolutely.
If you don't mind.
He's like, not a problem.
Yeah.
Hey, we're leaving at this time.
We're going here.
Great.
Thank you.
Now I show up the next timeI. They're like, oh dude.
Yeah, you're that dude on Detroit.
Yeah.
You're, I never said a word, John.
Isn't, isn't magical how that works.
But I came back around andthen I asked for permission.
He let me in the room, I said, nothing.
(13:09):
Yeah.
Then they're like, dude,you were awesome in there.
I, I contributed zero.
But what I did was I affirmeda lot of what they were saying.
'cause I was listening.
Right.
And they're looking at thebody language, like, yeah.
And I was so dialed in becauseI knew this was my opportunity
and I don't wanna blow it.
So I dialed in so hard to make surethat I was just there and shut my mouth.
Me, I, everybody that knows meand how I talk, I talk, I'll
tell you our story for hours.
(13:30):
I don't run outta words.
And you know, Chuck Fazio's wife, Angelafio says, you have too many words, right?
But the truth is you, when you don't talkyou, you become more powerful, right?
So I was able to do that in the room.
And then what ended up happening,Jay was connecting me without
realizing that he was connecting me.
By letting me in because what did I do?
Well, Jay's.
(13:51):
Jay's the guy and everybody'sgravitating to him and pulling from
him, pulling from him, pulling from him.
I didn't wanna be that guy.
I wanna be the guy that heinvites to the next room again.
And so what I did was I befriendeda couple people in the room
who were, I was watching you,who wasn't being participating.
I'm like, okay, they're more likeme, I think maybe, or they're
just really smart and they're notsaying anything, or they disagree.
So I asked, what did youactually think about that?
(14:13):
And that's how I met Curtis Johnson.
And Curtis Johnson.
I. These guys do that.
That's their thing.
I don't do it like I do it like this.
I'm like, Ooh, tell me about that.
Oh my God.
Yeah.
And we hit it off like, like we werekindred spirits from another mother.
I mean, it was like crazy.
And next thing you know, he's like,why don't you come and you know, Hey,
can you have lunch with us wrong?
I'm like, absolutely.
I just got invited in again andthen he was friends with Mark and
(14:35):
he knew Mark Z, and I'm like, Mark'shere, and hey, we'll get Mark.
Hey, we're meeting with them.
He's like, well, I'm meeting with Jay.
I'm like, okay, I wanna meet with Kurt.
It was the same thing.
They were all meeting the.
Look who's here.
Next thing you know, you're in theseconversations and now they know you
and now you can add some input becausethey're asking and it's what you Yeah.
That, that was gonna be, that was gonnabe my question was, you know, at what
point do, do you kind of know, okay, nowI can start adding value back to the room
(15:01):
instead of just being here because I've,one of my favorite books, I don't know
if you've ever read it, it's uh, calledThe Third Door and essentially it, it's.
The whole concept thatlife is like a nightclub.
Mm-hmm.
And you have the front entrance with thered carpet, you got the big bodyguards.
They got, you know, thelittle chain across.
(15:22):
You can't get in.
Um, you know, the line is long.
The, the, the, the nightclub couldbe empty, but the line line is long.
Right.
Right.
It's perceived that, you know, man,that's the place we gotta get in there.
And that's the front door.
Good luck getting in.
Right.
If you, you know, unless you.
Just standing in line.
You're probably not gonnaget in if you do, who knows?
(15:44):
You might not.
You know what that would look like.
The second door is the VIP entrance.
It's, it's the, where you gotta have someclout, you gotta have some celebrity,
you gotta have some money, pay your wayin or celebrity your way in because they
want you in the nightclub, which willbring more people to the front door.
And then there's the third door, which is.
(16:07):
There's might be a cracked window, theremight be a back door they left unlocked.
There might be gotta go downinto the basement, into the,
and and work my way back up.
Um, I, I'll never forget when we werehaving one of our last EGS events,
um, we had mastermind, we went outon the boat, we, um, Michael Reese.
Um, partaked, um, uh, a a little too,a little too excessively out on, out
(16:32):
on the, out on the boat that evening,and he decides that he needs to take
a nap on the bus on the way back.
And of course, he's sitting in thefront, front seat taking a nap as
everybody's getting off the bus.
Right.
So, of course, you know, let's,let's, let's have fun with Mike.
It's time for Mike to go to bed,and we gotta get Mike upstairs.
(16:54):
Well, the only way in is throughthe lobby to the elevators upstairs,
and I, I'm like, we can't do that.
That's not an option.
Right.
So there is another way.
There is always another way.
So we went around back, found the,the service elevator, went through,
talked to the security guard,said, Hey, this is what's going on.
We got the event.
We can't take him through the front door.
(17:15):
Like he's like, absolutely get in.
We come off off the service elevator.
One door next to his doorwent in, nobody saw us.
But that's the kind of thinkingthat we have to have that.
No matter what, there's always a way.
And that's that third door.
Yeah.
And so whatever you do, you find the room.
Believe me, there's alwaysa way to get in the room.
And I, and I love right there,where, where is the transition?
(17:38):
Once you find yourself in theroom to where, you know, okay, I
need to start depositing and, andadding value to this room, or I'll
never get back in this room again.
Yeah, and, and you alwayshave that fear, right?
Like, this is my one shot, Idon't wanna blow it, and I want
to talk to them, you know, go tothe island with Richard Branson.
You know, I was like, I made thejoke with a couple friends that I was
with there, and they were like, sowhat's your goal for this, this trip?
(18:01):
And I said, my goal is thatRichard Branson, when I leave this
island, will know me by first name.
We'd be like, Kurt, I'll miss you.
I'll see you.
Right?
You'll know me by first name.
And they were like, good luck with that.
And I said, I'm gonna get there, right?
That was my goal.
(18:22):
Now, do I know if I can get it?
No.
Remember, I've had people, they'vebeen honest before that never even
spoke to 'em, Hey, well how you doing?
And that's it, right?
And so I ended up having seven,one-on-one opportunities, conversations
with a guy, and I kept getting myself.
In front of him one way or anotherto where he was reaching out to me.
(18:43):
Yeah.
And then it's, oh, sure, Richard.
Yeah, I'd love to.
Right.
And again, it's less is more.
So I was very more, I had to sodial in and we talk about dial in.
I had to dial into, okay, what is it thatI really need to be hyperfocused on here?
Don't fanboy him.
Right?
Yeah.
First thing I need to not do is go,can we have a picture together first?
You know, that is notwhat he's looking for.
(19:04):
He was looking for value that hesaw out of me based on a mastermind.
The speaker addressed me.
I gave a a pretty good answer, andit worked out fantastic because
then he wanted to talk to me.
Phenomenal, right?
But also I got a lot of people in thatroom that wanted to talk to me because
of the way I answered the question.
So then that opened the doorfor me and for these people.
Well, with Richard, I wantedto make sure I got that.
(19:25):
Well, my goal was toget him to know my name.
Well, what does that really mean?
That means I have had, I have to have somany meaningful conversations with him.
I have to talk to him in a, in a way,but I'm bringing value to him that he
would want to remember who the heck I am.
And I was successful in doing that becausewhen we left and I, during the event,
I had actually pulled my hamstring.
Playing pickleball righton day four of six.
(19:49):
And I, he was on the courts withme in our group when that happened.
So he was like, Hey, I've got a coldplunge over next to the hot tub over
by the other, you know, area where,you know, the lunch is at today and
it's by the bar and all that stuff.
There's a pool, there's a hot tub, there'sa, the cold plunge once you, so when I
did that, I said, all right, thank you.
Well money gonna not take his advice.
You go do it.
(20:10):
I have a feeling I've already metwith him a handful of times that
he's going to ask me about itlater if I run into him, right?
Yeah.
That was the cold plunge.
How's the hamstring?
Yeah, but I dialed in myself going,okay, this is a great opportunity.
I'm gonna go do all that.
Now I have a reason to circle backand find him and seek him out to go.
Hey, thank you.
Right.
Thank you for making another depositin me that I was able to go get the
(20:31):
hot cold plunge and it really helped.
Or if it did or didn't, whatever.
But now I have a talk track with him.
I have a reason to talk to him.
So what had happened was Iwent over to it, got in this,
I'd never been in one before.
Oh my God, was that cold?
And it was painful.
So I was leaning for very short.
Got out.
And then I'm kind of standing up the sidegoing, man, I gotta get, I'm supposed to
be in there for like, I think two, threeminutes and I'm trying to figure out how
long I'm supposed to be in this thing.
(20:51):
I couldn't, 30 seconds was like painful.
So I'm trying to figure this out.
I'm kind of sitting off tothe side here for a minute.
He comes over to check onme to see how I was doing.
So, okay, I'm liking this now.
He's gonna coach you throughhow to, how to go go through it.
So you saw the video I posted onlineof my coach of the coal plunge,
(21:12):
which was Richard Branson because.
He tells me, well, go get in this thing.
And I, he says, no, no, no, you got,I said, dude, I tried to get in there.
He goes, why?
Why didn't you stay in it?
I go, it was so painful, Richard.
I, I don't know.
I've never been in, it wasjust, that was so painful.
I, it just, he goes, oh,you're probably doing it wrong.
How did you get in?
I said, well, I just, I got inand he is like, oh, no, no, no.
(21:33):
Your hands and your feetwe're not go well, yeah.
And he's like, no, no, no.
You've never done this before.
You just can't do that.
It's too painful.
The bones in your hands andin your feet are too small.
It's gonna be reallypainful and you won't last.
I said, oh.
He goes, yeah, it's unbearable.
He goes, you have to learn how to do it.
I said, okay.
And he goes, come on.
And I'm like, oh boy, this is good.
He takes me over.
He says, okay, get in.
And I go to get he's, nah, nah,nah, you're getting in it wrong.
I'm like, how do I get in this thing?
(21:55):
And he's laughing at me.
'cause he's a funny guy.
He's a really actually,really, really funny guy.
But you have to get to that level.
Yeah.
To where he shows you his fines andtalks and swears and does all these
other things, which was really funny.
'cause you don't see that at thesurface level 'cause he doesn't do that.
But then when you're, when you're downto a level, now we're, we're in there.
Right?
We're dialed in with each other.
This is good.
'cause he's trusting me.
(22:16):
Right.
That establishes the trust.
So I know he's comfortable with meand I'm like, this is really cool.
So anyway, tells you the otherway I get in the other way.
Keep your feet out.
Keep your hands up.
You know, stick your butt in there.
And I said, okay.
So then he, I'm getting in, you know,and I'm itching down in this thing, you
know, and he is like, he goes, isn'tyour in your injury, your hamstring?
I said, yeah.
He goes, he goes, is it your groin?
And I'm like, no, anything inthe water, get your butt in the
(22:38):
water and get your legs downunder there and pee your feet out.
I'm like, okay.
So, you know, he is eventeasing me about that.
So I get in, he's like, okay, doesthe injury submerge under the water?
I said, yeah.
And he goes, okay, now you're good.
He goes, it'll be bearable.
Watch.
And I was like, it's cold.
It's cold.
It's.
Actually it is very cold, butokay, this is variably dry.
I was like, oh wow.
I can, I can do this.
And I asked him, how long do I stay in?
(23:00):
And he says, uh, thehamstring, uh, 45, 50 minutes.
And I'm like, 50.
Wait a minute.
Did you say 5 0 50 or 51 5.
And he starts laughing.
He goes, 50.
I'm looking at
himself.
He's busting out laughing.
You're in there for liketwo to three minutes, right?
Yeah.
And I'm like, you son of a gun.
(23:22):
And he calls himself a very derogativeswear where he goes, I'm up.
Eff.
Yeah.
I'm like, yes you are.
And he goes, ah, I'm a real er.
I'm like, yes you are.
And I said, hold on, I'm gonna video this.
So I video myself in the coldplunge and go, here's my coach.
Coach.
Tell me how long am Isupposed to stay in this?
He's like, ah, one hour,one hour is good for you.
I go, yeah, I freeze the Hypertherm anddie about, yeah, you'd be caught it.
(23:43):
I'm dead.
I go, this is my coach.
And he's laughing, laughing.
So that's how it started.
We ended up spendingover an hour together.
Because he told me, get in that,get in the hot tub with him after.
So I come over to the hot tub now we'rejust chatting, talking and everything,
and then people start kind of slowlygravitating in that area of, 'cause
there's no one error when we got there.
And then he goes, okay, get backin the cold plunge and do it again.
Three minutes.
He's like, all right, just three minutes.
(24:04):
Get back in here.
And I come back in again and he says,make sure you end in the cold plunge.
I'm like, oh, okay.
He goes.
Cold, hot, cold, hot,and then end of the cold.
I said, okay, well, we go back.
We're solving world problems.
I mean, we are, we are havingdeep conversations, and he's
asking me a ton of stuff.
So now it opens up forme to ask him everything.
I'm talking about the space, you know,uh, Virgin Galactic and the Space program.
(24:25):
And, you know, and, you know, what'sthe, what's the most impressive
thing you've ever done in your life?
What's the one thing that like wowed you?
You know, who's the most inspirationalperson or people in your life?
Telling me everything.
I mean, we were havingthese amazing conversations.
He was telling me people helikes and doesn't like and why he
doesn't like him and why he does.
And you know, these aresome big power people.
And 'cause his world is adifferent group of people.
Right.
And it was really amazing.
(24:46):
And um, you know, he sent my name backto me in a dozen times, so I'm like, I.
Richard knows my name, he knows me byfirst name, but we shared a lot of time
together and a lot of conversations.
But I kept asking him stuff that wasabout him and he kept asking me stuff
about me, and then he finally asked me,he says, who's here that you need to meet
that would help you with your business?
Mm-hmm.
Now he wants to add back.
So, you know, Kurt, when you look at,you know, kind of getting dialed in
(25:08):
that, that initial thing, how important,because, you know, we talked about.
This right before we came on live.
How important is it to havedialed in that, you know, 30,
45 second elevator pitch, right?
To be able to have that opening.
How, how important is thatto have that dialed in?
It, it, it's everything, right?
Because that's your one shot.
(25:30):
You blow that you don'tget a second shot, right?
Right.
So you have to have that dialed inand you have to be able to just boom.
Right?
And then when that gal who was thespeaker on day one, she had asked
me, so what do you do for a living?
And that was the first night we were therefor the dinner and she ended up sitting
with us for dinner and we were talking andshe says, so what do you do for a living?
Now, when I asked real estateagents all the time, if I asked
(25:51):
you, what do you do for a living?
People go, oh, I'm in real estate.
I sell real estate.
Yeah, I'm a realtor.
I am in real estate.
That's the number one answer you get.
It's a horrible answer.
It's a horrible answer.
Because it doesn't lend to moreother than, oh, so how's the market?
Maybe if you get lucky, somebody asks youthat, but these people that you really
want to meet, they're not gassing you.
That, that's what BS each other.
(26:12):
Oh, so how's biz?
How's the market?
You know, it's just a, a BS thing.
It's like me, Johnny, how are you doing?
And what do you say?
I'm doing great, Kurt.
How are you?
You don't really care how I'm doing,but you say the polite response back,
these are just program responses.
Go to the furniture store, just looking.
Well, no, you're herefor something, right?
Nobody just walks aroundlooking at furniture stores.
So you have to have that so dialed inand what I learned was when I answer that
(26:34):
question, so what do you do for a living?
Or, you know, so what do you do?
Or what, what business are you in?
Oh, I just help people accumulate wealthand residual income through real estate.
And they're like, wait a minute.
You do what?
Yeah.
How do you do that?
It, it makes them ask you more questions.
Yeah.
And now I have a talk track.
I. Right now we're having a conversation.
(26:55):
Well, it's, it's really, it's aboutleveraging, leveraging people and stuff.
You know, real estate, we helppeople buy, we help people sell.
I never say I sell anythingbecause you're a salesman.
If you do, you're just salesy.
Mm. I don't sell anything.
But, 'cause the truth is, Idon't, John, you don't either.
We help people buy, we help people sell.
That's what we do.
And the better we help them, the biggerthe problem, we solve more money we make.
The thing I learned from RichardBranson, and when I said that to him.
(27:17):
Right.
He was like, oh, I like that because,and his reply back was because I
started the society that I have,which is the most important thing
to him, is he has a society whichare conflict resolution group.
So this conflict resolutiongroup are world leaders.
The Dalai Lama.
It used to be, um, Nelson Mandela,it's fascinating, is one of
(27:39):
his most influential people inhis world was Nelson Mandela.
He built this thing called theTemple, people think, and it's
been written in books and stuff.
He said, it's, it's written thathe did it for the Dalai Lama.
He built it for him.
He goes, I really didn't,because I built it.
Because I was meeting with the dolly,I was meeting with Nelson, me, I was
meeting with five other world leadersand we were all coming together to
create this group for contact resolution.
(28:00):
Because if we can, if we can solveall conflict, that's the bigger
the problem you solve, right?
The better the world would be.
And for me, for us and for whatwe do and for your business, the
bigger the problem you solve,the more money you're gonna make.
Mm-hmm.
Solve people's problems.
You have it.
You have the world at your hand.
He's trying to resolve conflict.
Let's eliminate conflict andwe can all grow bigger, better
(28:20):
for everybody and for mankind.
'cause these people aretalking at that level.
We're talking about howdo we make more money?
This guy's talking about howdo I make mankind better?
It's amazing, but that'sthe group of people he's in.
So when I said that, heimmediately resonated.
And then I asked him about the templeand he told me the whole story of how
it was built, why it was built, and hewanted to have something to commemorate
(28:41):
and to, to memorialize forever.
Nelson Mandela, he said, the guy'sthe most, one of the most amazing
people you would ever have met.
And he said, I wanted to have thistill people never forget his message
and what he represented and stoodfor and how we do this together.
And that's what we do.
So that's, that's whathe was really about.
No, I love it.
And you know, I think kind of just,just kind of transitioning here a little
(29:03):
bit, Kurt, with kind of the, the focusand, and where, where your focus is
to help more agents and you've beendoing something, how long have you guys
been doing, um, your seven 30 call?
Uh, for six and a half years.
Wow.
You talk about impressive, andit's the breakfast club to where,
um, you know, able to call in.
(29:24):
You kind of have a littlebit of a different theme
throughout, throughout the week.
A little bit of different as, as thecalls go, and I always hear you say
it, right, just dialed in as, I mean,you've probably said it a dozen times
in here as we're talking about, Hey,get this dialed in, get this dialed
in, and that evolution, and I think.
It slipped a little bit with agents,um, over the last three, four years.
(29:45):
Mm-hmm.
As you kind of went through 20, 21,22, a lot of agents, you know, had
some, you know, they were kind of hada tailwind so they didn't really need
to sharpen and, and really get theirsales skills dialed in and their talk
tracks and their value articulation andbeing able to get that to the next level
and dialed in, the winds have changed.
We're into a dead headwind in everythingthat we do, and getting by on what
(30:11):
you used to be able to say or justkind of conversational whatever.
If you don't have a clear understandingof how to, like you said, how
do you get in the right room?
Shut your mouth until you're, you're,you have the opportunity to add value.
When you add value.
Better have it dialed in on, on whatit is that, that you do and your
expertise to be able to add value.
And, and so I love kindof where you're taking the
(30:32):
breakfast club to the next step.
And call in it dialed in,being able to get it dialed in.
I would love for you to kindashare what that looks like for
those agents that are out there.
I mean, 'cause you consistently havewhat, fifty, sixty, seventy people
on that call every day morning.
Yeah.
We, we go anywhere, like on a, on a,on a bad day, we'll have about 70 now.
And on a good day we have about 120.
Yeah.
(30:52):
So yeah, it depends on which dayof the week it is and people come
in 'cause we do role playing.
We, we, we cover a lot ofeverything on we, we break it up.
So I have different coaches on the callwith me so it's not just a Kurt thing.
Um, so you get to hear from different,you know, very good coaches who I.
Are all people that get paid to coachpeople and that do different things.
And I, I wanted to do somethingthat I could do that I don't
(31:14):
have to charge anybody.
I don't wanna, I don't wanna make,I don't wanna be that guy that
everything, oh, you wanna talk to me?
It costs you money.
I, I don't ever wanna be that guy.
I wanna be the guy thatactually, genuinely, honestly,
is trying to help you.
I. And if you see value and there'smore for us doing it together,
okay, well let's figure that out.
I'd rather do something with youwhen we make money together than
for you to pay me for anything.
So I said, well, how could I do this?
And I have so many people thatask me every day, well, how do
(31:35):
I get a one-on-one with you?
Or How do I get in aprivate group with you?
Or How can you teach me thesethings so I can talk like you
talk or ask the questions?
You ask him, how do, howcan I get more dialed in?
And I said, you know, I tell everybody,just dial in on this call, dial
in, you know, to our conferenceline every morning and dial in.
And then, um, with you andBrooke and you guys were like.
Why don't you do a dialed in,it's a breakfast club thing
(31:56):
and it's the next, next level.
Why don't you do it for a cup of coffee?
And I said, you asked me.
You said, what would you do it for?
I said I would do it for a cup of coffee.
Right?
I don't want, they have tohave some skin in the game.
So if they had to buy me a cup of coffee.
And I, you know, coffee that I, I don'tdrink coffee, but my wife does, right?
So she drinks a caramel macchiato,grande latte, fra, I don't know,
(32:17):
whatever these things are from Starbucks.
And that's her favorite.
Well, it's like seven bucks, right?
Yeah.
Least six.
And change.
So it's like seven bucks for the venti.
Super duper one.
So I said, all right, you buy me aseven, you gimme $7 for my cup of coffee
for my wife, and I will, I will coachyou, I will teach you, I'll help you.
And so I said, everyweek you gotta do that.
So we came up with, okay, wellthat's $28 a month that you have
(32:40):
to bake four cups of coffee andI'll meet with you four times and.
I will teach you the talk tracks.
I will teach you all these things.
You wanna learn how to, youknow, handle every objection.
Um, one of my, one of my most soughtafter classes that people really
like is the negotiation class.
That's probably their favorite one.
The second favorite one I tend to getask people to speak from stages and
stuff from is Know is your friend, right?
(33:01):
And it's, it's just knowingwhat to say and how to say it.
And.
I've been in these competitionsnow, which was a lot of fun,
and we, we talked about that.
And just, you know, a few monthsback I was in competition locally,
the eight of the top teams and theirtop, either the trainer or the team
leader, whoever it was, you know,and like Jeff Glover's, a big team
in our, you know, and he's even knownnationwide throughs this coaching plan.
(33:22):
And this guy's, he, he's great.
He's fantastic, right?
Well, I got paired withhim in the first round.
Right.
So I had to go up there and,you know, objection handle.
And you know, you know, you gothree rounds and you know, send
him home and like, Hey Jeff, thanksfor coming, and you're awesome.
But we do it a little different.
We just do it a little different.
Yeah.
And then the next group, and then thenext group and the next group, you know,
you just boom, boom, boom, boom, boom.
(33:43):
Right, right into, you know,the championship, right?
Yeah.
So that's how it works.
But it's just, 'cause I, we havea different talk track, right?
So when we're talking to people andthey want to know, you know, current,
these people say no, well the programto say no, we teach them to say no.
Yes.
Then learn your dialogues.
Learn your script.
Script is just the, the right questions.
And then you take 'em down that path.
(34:03):
So I ask questions where no is the answer.
I. Knows the answer I want.
Yeah.
And they're like, what do you mean, Kurt?
You never want 'em to say No, no.
They're gonna say no, I want them to.
So I'm going to flip the script.
I'm just gonna ask them questions like,well, Kurt, you know, thank you so much.
This is really great.
We like the house.
We're just gonna think about it.
Okay, great.
So what you're telling me is I.You really like This house seems
(34:23):
like it's the right one for you.
You told me this, this, and this.
Repeat back to them, their words.
It's very difficult toargue your own words.
Sorry.
Repeat 'em back to their wordsand then say, so if I heard you
right, you really don't wanna wait.
You just wanna make sureyou're making good decisions.
So you really don't wannawait if it's the right one.
Do you.
Well, no.
Oh, okay.
Good.
So, so we're not really wantingto wait, we just wanna make sure
(34:44):
we're making the right decision.
And you don't wanna lose money andmake a bad choice, is that right?
Yeah.
No, we don't.
Oh, okay.
Great.
So then, is there any reason you wouldn'twant me to call the other agent to
see what kind of offer we could putin and see what I can do to start the
negotiation to see if we could haveyou sleep in your favorite house?
Is there any reason you wouldn'twanna sleep in your favorite house?
Well, no.
Oh, okay.
Great.
So what we want to do thenis have me give them a call.
(35:05):
Why don't we do this?
Let's go down the streetand meet at Starbucks.
You can buy all that cupof coffee from my wife.
Right.
I do drink chai tea lattes.
So, um, so we can do that and I'llcall them on the way and we'll sit
down and I'll, you know, I'll giveyou, you know, where we're at and
what we can do so we can put an offer.
'cause you really don't wanna wait andlose out on your favorite house, do you?
Well, no.
Oh, okay.
Great.
Then let's do that.
I like how you think.
Great idea.
(35:26):
It's their idea, right?
Because they need to say no.
No is powerful to them, butyet they're like, oh my gosh.
And it eases them right into, yeah, let'sdo this because I don't wanna miss out.
I don't wanna see my favorite,second favorite house.
I don't wanna miss outon the opportunities.
I really wanna make sure we win.
You don't wanna lose, right?
Well, no.
Okay, great.
You wanna win then?
So if we're gonna win, then weneed to do this, this, and this.
And you wouldn't wanna waitand put that up, would you?
(35:47):
No.
You wouldn't wanna losemore money, would you?
No.
You it.
It's so simple, but we justdon't ask the questions.
Right?
Right.
'cause when you make themsay yes to you, say yeah.
Say yes.
That's the eightiestype style of training.
Right.
A, B, C. Always be closing.
You know, Glen, Garry, Glen Ross,you know Wolf of Wall Street.
Just gotta rip their hearts out.
That's, you wanna sign this?
You don't have a pen?
(36:07):
Oh, you need a pen?
Okay.
Sign it.
You know we don't haveto sell like that, right?
No.
Because that sucks.
Everybody wants to buy,no one wants to be sold.
So these are the ways we can teach you.
So if you dial in and you wantto get in the right rooms, I can
teach you the path to getting goodand practicing and rehearsing.
But everything takes practice,everything takes time.
And if you dial in and you really,really dial it in, right, you'll do this.
(36:29):
So I realized the breakfastclub, I'm having people dial in.
Well, here, I can dial you inthere and I don't want your money.
But here, you, you buy me a cupof coffee and I will teach you and
take you a little bit, take you alittle bit of layers, deeper, small.
I love it.
It, it's so good.
And, you know, for you guys, um, youknow, listening in here, breakfast
club dialed in.com, it'll takeyou to, uh, Kurt's Kurt's page.
(36:50):
You can, uh.
Get access to the free coaching call thatthey do at seven 30 Eastern every morning.
Uh, 60 to 120 people on thatcall Monday through Friday.
Different coaches, different topics,different themes each of each of the
days, so it's well worth turning intheir every day's not the same, so
it's well worth turning in every day.
And then if you want to takeit a step further with Kurt.
Um, get into, to dialed in for a cup ofcoffee a week is what it's gonna cost.
(37:13):
You get in and, um, as we were kindof talking through it, it was, you
gotta have some skin in the game.
I mean, that's just at theend of the day, you gotta have
something in some skin in the game.
So, um, man, I think it's a no brainer.
I think you, you know, you know what I,what I think about you and, you know,
being able to get people dialed in,there's nobody better and you know, what
(37:33):
you're able to do there to take peopleto the next level is pretty dang awesome.
Thank you, John.
Yeah, it, it's really, I don'twant your money, but I, you know,
I'll give you my time, but you'vegotta be committed somehow, right?
Mm-hmm.
So we can, cup of coffee is fair andeverybody seems to like that idea.
So let's, let's do this together,because together we're a lot
better and we're a lot stronger.
And the truth is.
I stay better and stronger themore I practice just like you.
(37:55):
So I need to keep doing it.
And what they are getting the benefit of.
I'm coached by you, right?
You're one of my coaches and I'malways co all the best of the
best are always coached, right?
That's, that's the thingthat we all have in common.
We all have a coach.
So, um, if you're getting coached by thebest of the best, you have more to share.
Right, because then I can share withthem what I'm learning so I can master
(38:15):
it, but I internalize it and thenshow them how to do the same thing.
Attracting agents, building a business,building your business, building a
team, growing a team, recruiting agents,uh, you know, handling objection.
I mean, I do the, the a thousanddollars challenge, right?
I'll give you a thousand dollars.
If you give me a sales objection I'mbuying or something house that I can't
answer, I'll pay a thousand bucks.
I'll give you kid cash.
And I've been putting that outthere for about 12 years now.
(38:37):
I've yet to pay anybody as option to pay.
It's right There is the proof.
It's all the proof you need.
Yeah.
Right.
So, yeah.
That's awesome.
Kurt, you're amazing.
I appreciate you, brother,and um, I'm excited for you.
I know every agent I talk to, I, Imean like, listen, you gotta get in,
you gotta get connected with Kurt.
You gotta be on thesecalls as head of companies.
You know, we, we have to develop, youknow, a good handful of skill sets.
(39:01):
Yeah.
One of them is sales.
That's one of them is being able tohave a conversation the right way.
How to be able to articulateyour value and um, like I
said, there's nobody better.
Well, thank you Johnny.
I appreciate you my brother.
Thanks.
Thanks.
Sure.
Awesome.
I'll see you guys.
That's a wrap for today.
I hope you got somethingvaluable from this episode.
If you did, hit follow andvisit John Kitchens coach for
(39:24):
more ways we can work together.
See you on the next episode.
Seven figure success starts whenyou start thinking like a CEO.
Welcome to the JohnKitchens Coach Podcast.
Experience is your host, John Kitchens.
Get ready to think bigger andtransform your business into
a path to lasting freedom.
What is happening?
Honey Badger Nation man.
Welcome to Expert Mentors Live episode2 89, and we've got my man, Mr. Curie.
(00:26):
Well back in the house.
What's happening brother JohnnyKitchen's always a great day when
I'm hanging with you, my friend.
It's always fun, brother.
Always, uh, we, we were, we werecatching up and like, Hey, let's go live.
This is good.
Like we, we need to, we need tojump right into it and, and, um,
you know, I really wanted to.
Bring today's, you know, expertmentors conversation really around
kind of a, a project you're workingon called, you know, dialed in.
(00:49):
And, you know, as we were talking, thatconcept applies to, to a lot of things.
And how do you, you know,get really dialed in.
And to me it's, it's that, you know,amateur ball, get it dialed in if you want
to go pro and it it, it applies in any.
Anything in our lives.
And we were talking about, you know,your epic adventure and experience, um,
(01:12):
over the last couple weeks when you gotto spend a a week on, uh, on, on, on
a yacht and on Necker Island and, andhanging out with Sir Richard Branson
and so many amazing, you know, um, wellconnected, high achieving champions right.
In life and in business and in sport.
Yeah.
And.
(01:33):
One of the things that we were kind oftalking about, and I think this is a
great way to kick off this conversationand then, you know, we'll dive into
really what the dialed in program and,and what you're up to, but how do you
get in the right room and, and notonly get in the right rooms, but take
advantage of being in the right rooms.
And one of the things that you know,talk about here is once you're in that
(01:56):
room and some type of impact, some typeof conversation, something happens.
W where do, how, how do youcontinue it after, after the event,
after you get out of the room?
How, how do you continuethat conversation, that
relationship, the nurture.
'cause it's one of the things thatI see where most people, um, that
(02:17):
like to host events that like to dotrainings, that like to do masterminds.
I think Kurt, they put so muchenergy and effort and you and I
talked about this even coming outof build after everything you do.
Like that's just the beginning and you'relike, ah, man, I just wanna breathe.
Man, that was so heavy.
That was so hard.
Oh, we got it done.
Well, it was.
That just started the process.
Correct.
Now the real work starts.
(02:39):
Correct.
Now the nurturing and the developing,going deeper and, and, and really, you
know, um, growing and adding more value tothe relationship that comes out of that.
But man, kick us off.
Let's, let's talk about, youknow, getting in the right rooms.
How do you get that dialed in?
What's the right way?
What's the wrong way?
Once you do get in the room,how do you not, you know, um.
Expire your, your invitationto the next event.
(03:01):
If you, if you burn, burn therelationship, burn the room.
So I think this is really key and,and be really fun conversation
to dive into kicking things off.
Yeah, sure.
I, I think, um, you know, I'm gonna,I'm gonna make it as simple as I
can from, I. When I was the guygoing, how do I get in that room?
Right?
How do I do that?
And you, you'd have peoplegoing, well, you just do.
And I'm like, well, that's great,but what the heck does that mean?
(03:23):
Like, how do I just do, you know?
And people would talk, youknow, you, you're gonna get
all the best coaches out there.
And, and I've learnedso much from so many.
And I, I think that's really the piecethat I, I want people to understand.
It's not any one thing somebodysays that's like, oh, that's it.
There you go.
Now I've got it all figured out.
It's not how it works.
You know, my dad.
Taught me, you know, work smarter, notharder, work smarter than not harder.
And he drilled it in my head,you know, hang out with the
(03:45):
right people, blah, blah, blah.
And I did those things,but the problem was.
He never taught me how to work smarter.
He taught me how to work harder.
Right.
Gimme a phenomenal work ethic.
Right?
I had a paper route and he said,okay, you wanna make twice the money?
I'm like, yeah, how?
I'm not gonna maketwice the money as this.
This is good, but I gotta double this.
And he's like, well, thengo get two paper routes.
That's smarter.
Well, the reality was I didthat, but it wasn't smarter.
(04:06):
It was harder.
I had two now, right?
Yeah.
I made more money, but I made the sameamount of money just twice by doing
twice the work and twice the time.
Now I've got a time problem.
You can only have so much time.
You can't stretch a day.
Right.
Basically get much time in it.
So you can't live by that method.
That's not smarter, that's harder.
It's working.
It's a great work ethic.
And you're gonna get paid, you know,proportionate to the time you're
(04:28):
putting in your trading time for money.
Well, a lot of things in lifeare trading time for money.
And we can all do that.
And we can do that, okay?
And you can get something,but are you ever going to get
to the level you really want?
You can't until you learn leverage.
When you learn to leverage now twice asmuch money in the same amount of time.
And I learned that.
And then the next piece is, okay, great.
Now start leveraging that.
(04:49):
Now I can make the twice as amountof money in half the time, but
now use the same amount of time.
And now you doubled that again.
Now you start, right nowyou start doing something.
Now you have residual incomes.
You get your business paying you,you got money, making you money,
and then you'll learn that path.
So I started to learn that.
Well, when I learn that.
It gave me opportunitiesto talk to better people.
Better meaning just, just better atthe level I was trying to get to.
(05:11):
And I learned I gotta stoptalking to people that are making
$40,000 if I wanna make a hundred.
And the number one number of people,Johnny, everybody tells you, right?
What do you wanna make?
I wanna make a hundred grand.
Okay?
Have you ever made it?
Most people, the answer's no.
And if you, the answer's no, okay, great.
Then get in a room with the peoplewho are making a hundred grand.
Don't get in the room with the guysmaking 40,000, 50,000 just like you.
Because they don't know howto make a hundred grand.
(05:32):
Well, they can talk it andthey can read books and you
can, you can do these things.
They all play into it.
But when I learned to get in the room withthose people, well, how do you do that?
Be authentic.
You've heard this a lot.
So my number one.
Number one, if I was writing thesedown, number one, be authentic, be you.
The people that resonate toyou are gonna resonate to you.
The people that aren't gonnaresonate to you, they don't like
you, they're just not, and it's okay.
(05:54):
The problem is we thinkeverybody needs to like us.
I used to think the same way.
I gotta get everybody to like me.
You don't.
What you have to be is interestingto people, so they look at you
deeper and then you have tobring value to their world.
Well, it's really simple.
It's so simple.
Yet we think it's so difficult.
It's not easy.
You have to do it, and youhave to be purposeful, right?
You have to dial it in.
So we talk about that, and that's why Icreated something called Dialed in because
(06:17):
I had to learn how to dial all this in.
And we always play around it, butwe don't just dial it right in.
And what I mean by that is be authenticand start conversations with them.
And the number one personthey wanna talk about is them.
And you have to rememberthat it isn't you.
And we all go in with, I need to tell'em something brilliant about me.
I need to say a story.
They say something and youdon't wanna be that me too guy.
Right?
(06:37):
Oh my God, you did that.
Yeah, me too.
But mine was even better.
And oh my God, you should talk to me.
Yeah.
You're the first personI don't want to talk to.
Right.
You just, you just tryto steal my thunder.
Like, you know, they just, it'sa negative all the way around.
So what I found was when I asked 'emabout them, I listened to what they say.
Sometimes it's a matter of justlistening to the conversation
they're having with someone else.
(06:57):
And they're talking aboutsomething that matters to them.
Find the, find the time, layout the room, be strategic.
Be dialed in on what you're doing.
I want to meet that person when Isee them walking that way, okay?
It's obvious they'rewalking over to the bar.
They're walking overtowards the bathrooms.
They're walking over towards,you know, the hallway.
Or maybe they're on theirphone now to walk outside.
They're gonna come back in.
(07:19):
I'm gonna position myself now to be wherethey're gonna come back across my path.
And then when they do, I'mlike, oh, hey, how you doing?
I'm going to get in there way by, byaccident very purposely, because I'm
dialing right into what I want to do.
Oh, hey, I'm sorry.
Oh, hey, aren't you?
Boom.
I'm Kurt Sheva.
Nice to meet you.
Thank you.
If I, if I, if I remember right,you're into this and this, aren't you
(07:41):
the first?
Oh, absolutely.
Oh yeah.
Who are you again?
Boom.
Oh yeah.
Boom.
Now they heard your name again.
They're gonna remember my name.
And now they start talking to you and theystart telling you on that and be genuine.
Just stay on that.
That's what matters to them.
And now you're starting a conversation.
Then ask the next question that leadsmore and deeper, well wait a minute.
How did you get into that?
(08:02):
Wait.
What made you even think that way?
Oh my God.
Oh, you know where I start?
They can't wait 'cause nobodyasks 'em about these things.
Yeah, they wanna know where theyare now and what they can do
and how you can give me some.
That's what people comeand they come to take.
Right?
We always learn that, that expression.
So number two, make depositsbefore you ask for a withdrawal.
Right?
And we know this and Johnny, you're oneof those guys who was jamming in my head
(08:24):
as my coach for a lot of years, right?
Long time.
Yeah.
Make deposits before you take withdrawals.
So.
I'm making deposits into them that Ireally genuinely care when they start,
you start like, okay, that's really neat.
That's kind of neat.
Okay, I have some kids and yeah, I haveto, I have to apply that method, not
let me tell you what I did with mine.
They don't wanna know whatyou did with yours yet.
You're not there.
Stop trying to take, takewithdraws, make more deposits.
(08:47):
Okay, so you did this, then you did this.
Well, how did, okay, I still gimme thebridge draw, you know, connect me to this.
How did that happen?
Well, here's what I did next.
Whoa, whoa, whoa.
Well, I had to have a person.
Wait a minute.
Can I ask if I'd be so bold?
How did that person give you theability to put you in that room?
I mean, like for you, you arepart protected to these people.
I would love to know some of these peoplein this room, but I don't know them.
(09:09):
And what's the first thing they're saying?
Oh my God, who do you wanna meet?
Oh, I can introduce you.
I know 'em all.
Yeah.
All of a sudden you'retheir fricking friend.
Right?
And now they feel compelled.
I wanna do something bad for you.
'cause you just made me feel,I make them feel something.
That's the value.
That's the big thing.
Yeah.
It's the feel, it's the feelingthing and, and you know, getting
down to, you know, like, I, Iloved what you said there, right?
(09:31):
Not only kind of their goals, theiraspirations, where are they at now?
What were the struggles?
What did they overcome in the past?
Just it's, it's the whole,like you said, right?
You, you know, if you want to beinteresting, be interested and staying
interested in them, you know, one, oneof the best pieces of advice I was given,
especially I, I love what you said, right?
Like, get into the roomthat you aspire to.
(09:53):
And one of the things I, I'll neverforget it, it was never give advice to
somebody that's a little further downthe path than you are unless they ask.
I. And, and I see that so many timespeople just like trying to give advice
and, and I'm, and I'm just watchingit and I'm like, this dude's 14
chapters ahead of you on their journey.
(10:15):
Yeah.
They never did ask you for your advice.
And so that was always just kindof a good rule of thumb and being
able to get into that room andjust ask a ton of great questions.
And, but the number onething you said, be authentic.
Don't, don't come acrossthat you, you're trying to.
Gain something.
You're, you're, you'rereally just trying to learn.
Just ask questions, tryto make a connection.
I'll give you an example thatmight touch the hearts of some
(10:39):
people on this that watch this,especially a honey badger people.
Jay Kinder, I met him on a call onceand he hadn't never met me in person.
And then the first time I met himin person, he didn't know who I was,
and he kind of fluff me right off,like, I don't have time for you.
And.
So then I had asked him, the nexttime I came across him, I said, Hey,
(11:00):
I don't know if we've formally met.
I met you on the call.
Oh, you were on.
Oh, you're that guy.
Oh, cool.
Now he knows who I am in hishead, but he doesn't know me.
So then we shook hands.
Oh, hey, yeah, hey, great.
Boom.
Then the next day at this mastermind,then I said, Hey, you're, I heard
them going, Hey, we're gonna do this.
I said, would you mind if I just taggedalong just to kind of be a fly on the
(11:21):
wall and just kind of sit in the room?
I'd like to just hear, youknow, hope you don't mind.
It's hard for somebody tosay, no, don't come in.
And he was like, oh yeah, sure.
And he appreciated that I asked permissionversus just forcing my way in, right?
Because I could have forced myway in and he would've had a hard
time saying, why don't you leave?
You don't.
Because he was one of theonly two people that knew me.
The other people in the room don'tknow me, but I wanted to hear
(11:43):
what they had to say, and I wantedto hear how this was gonna go.
'cause it pertains to my business.
So he's like, yeah, sure.
And what did I do?
I sat there and I listened, andI listened and I listened and
I listened and I said nothing.
I said, nothing introduced you.
How you doing?
Oh, hey, good to meet you.
I, Kurt, you, were youout about to Detroit.
Oh, okay, great.
That's it.
I had nothing interesting tosay, but I'm interested in them.
(12:04):
And I listen, I listened.
I listened.
So then every once in a while,Jay would kind of look at me,
'cause I was two people from,you know, one person between us.
And he kind of looked at me like,like, Hey, do you like that?
'cause he was like, oh,you'll probably like that.
And I did.
And I was like, mm-hmm.
Well I was just giving this,I wasn't saying anything.
We get done.
He's like, dude, youwere awesome there, man.
You got all that.
And it was just, he was reading my bodylanguage to say, dude, that was good, huh?
(12:27):
And I said, yeah.
And he said, you know,you like that a lot.
I said, dude, I could learna lot from you because I can.
The guy was what?
The number two agent in the countryfrom Coldwell Banker, for God sakes.
Like, yeah, he was a beast, right?
Like, yeah.
And then he is like.
He goes, yeah, you should.
You should come with us and do this.
I would love to, the answer is yes.
I don't know what that means.
I don't know where that is.
I don't even know what that entails.
(12:48):
He's like, you should come.
I'm, yeah, absolutely.
If you don't mind.
He's like, not a problem.
Yeah.
Hey, we're leaving at this time.
We're going here.
Great.
Thank you.
Now I show up the next timeI. They're like, oh dude.
Yeah, you're that dude on Detroit.
Yeah.
You're, I never said a word, John.
Isn't, isn't magical how that works.
But I came back around andthen I asked for permission.
He let me in the room, I said, nothing.
(13:09):
Yeah.
Then they're like, dude,you were awesome in there.
I, I contributed zero.
But what I did was I affirmeda lot of what they were saying.
'cause I was listening.
Right.
And they're looking at thebody language, like, yeah.
And I was so dialed in becauseI knew this was my opportunity
and I don't wanna blow it.
So I dialed in so hard to make surethat I was just there and shut my mouth.
Me, I, everybody that knows meand how I talk, I talk, I'll
tell you our story for hours.
(13:30):
I don't run outta words.
And you know, Chuck Fazio's wife, Angelafio says, you have too many words, right?
But the truth is you, when you don't talkyou, you become more powerful, right?
So I was able to do that in the room.
And then what ended up happening,Jay was connecting me without
realizing that he was connecting me.
By letting me in because what did I do?
Well, Jay's.
(13:51):
Jay's the guy and everybody'sgravitating to him and pulling from
him, pulling from him, pulling from him.
I didn't wanna be that guy.
I wanna be the guy that heinvites to the next room again.
And so what I did was I befriendeda couple people in the room
who were, I was watching you,who wasn't being participating.
I'm like, okay, they're more likeme, I think maybe, or they're
just really smart and they're notsaying anything, or they disagree.
So I asked, what did youactually think about that?
(14:13):
And that's how I met Curtis Johnson.
And Curtis Johnson.
I. These guys do that.
That's their thing.
I don't do it like I do it like this.
I'm like, Ooh, tell me about that.
Oh my God.
Yeah.
And we hit it off like, like we werekindred spirits from another mother.
I mean, it was like crazy.
And next thing you know, he's like,why don't you come and you know, Hey,
can you have lunch with us wrong?
I'm like, absolutely.
I just got invited in again andthen he was friends with Mark and
(14:35):
he knew Mark Z, and I'm like, Mark'shere, and hey, we'll get Mark.
Hey, we're meeting with them.
He's like, well, I'm meeting with Jay.
I'm like, okay, I wanna meet with Kurt.
It was the same thing.
They were all meeting the.
Look who's here.
Next thing you know, you're in theseconversations and now they know you
and now you can add some input becausethey're asking and it's what you Yeah.
That, that was gonna be, that was gonnabe my question was, you know, at what
point do, do you kind of know, okay, nowI can start adding value back to the room
(15:01):
instead of just being here because I've,one of my favorite books, I don't know
if you've ever read it, it's uh, calledThe Third Door and essentially it, it's.
The whole concept thatlife is like a nightclub.
Mm-hmm.
And you have the front entrance with thered carpet, you got the big bodyguards.
They got, you know, thelittle chain across.
(15:22):
You can't get in.
Um, you know, the line is long.
The, the, the, the nightclub couldbe empty, but the line line is long.
Right.
Right.
It's perceived that, you know, man,that's the place we gotta get in there.
And that's the front door.
Good luck getting in.
Right.
If you, you know, unless you.
Just standing in line.
You're probably not gonnaget in if you do, who knows?
(15:44):
You might not.
You know what that would look like.
The second door is the VIP entrance.
It's, it's the, where you gotta have someclout, you gotta have some celebrity,
you gotta have some money, pay your wayin or celebrity your way in because they
want you in the nightclub, which willbring more people to the front door.
And then there's the third door, which is.
(16:07):
There's might be a cracked window, theremight be a back door they left unlocked.
There might be gotta go downinto the basement, into the,
and and work my way back up.
Um, I, I'll never forget when we werehaving one of our last EGS events,
um, we had mastermind, we went outon the boat, we, um, Michael Reese.
Um, partaked, um, uh, a a little too,a little too excessively out on, out
(16:32):
on the, out on the boat that evening,and he decides that he needs to take
a nap on the bus on the way back.
And of course, he's sitting in thefront, front seat taking a nap as
everybody's getting off the bus.
Right.
So, of course, you know, let's,let's, let's have fun with Mike.
It's time for Mike to go to bed,and we gotta get Mike upstairs.
(16:54):
Well, the only way in is throughthe lobby to the elevators upstairs,
and I, I'm like, we can't do that.
That's not an option.
Right.
So there is another way.
There is always another way.
So we went around back, found the,the service elevator, went through,
talked to the security guard,said, Hey, this is what's going on.
We got the event.
We can't take him through the front door.
(17:15):
Like he's like, absolutely get in.
We come off off the service elevator.
One door next to his doorwent in, nobody saw us.
But that's the kind of thinkingthat we have to have that.
No matter what, there's always a way.
And that's that third door.
Yeah.
And so whatever you do, you find the room.
Believe me, there's alwaysa way to get in the room.
And I, and I love right there,where, where is the transition?
(17:38):
Once you find yourself in theroom to where, you know, okay, I
need to start depositing and, andadding value to this room, or I'll
never get back in this room again.
Yeah, and, and you alwayshave that fear, right?
Like, this is my one shot, Idon't wanna blow it, and I want
to talk to them, you know, go tothe island with Richard Branson.
You know, I was like, I made thejoke with a couple friends that I was
with there, and they were like, sowhat's your goal for this, this trip?
(18:01):
And I said, my goal is thatRichard Branson, when I leave this
island, will know me by first name.
We'd be like, Kurt, I'll miss you.
I'll see you.
Right?
You'll know me by first name.
And they were like, good luck with that.
And I said, I'm gonna get there, right?
That was my goal.
(18:22):
Now, do I know if I can get it?
No.
Remember, I've had people, they'vebeen honest before that never even
spoke to 'em, Hey, well how you doing?
And that's it, right?
And so I ended up having seven,one-on-one opportunities, conversations
with a guy, and I kept getting myself.
In front of him one way or anotherto where he was reaching out to me.
(18:43):
Yeah.
And then it's, oh, sure, Richard.
Yeah, I'd love to.
Right.
And again, it's less is more.
So I was very more, I had to sodial in and we talk about dial in.
I had to dial into, okay, what is it thatI really need to be hyperfocused on here?
Don't fanboy him.
Right?
Yeah.
First thing I need to not do is go,can we have a picture together first?
You know, that is notwhat he's looking for.
(19:04):
He was looking for value that hesaw out of me based on a mastermind.
The speaker addressed me.
I gave a a pretty good answer, andit worked out fantastic because
then he wanted to talk to me.
Phenomenal, right?
But also I got a lot of people in thatroom that wanted to talk to me because
of the way I answered the question.
So then that opened the doorfor me and for these people.
Well, with Richard, I wantedto make sure I got that.
(19:25):
Well, my goal was toget him to know my name.
Well, what does that really mean?
That means I have had, I have to have somany meaningful conversations with him.
I have to talk to him in a, in a way,but I'm bringing value to him that he
would want to remember who the heck I am.
And I was successful in doing that becausewhen we left and I, during the event,
I had actually pulled my hamstring.
Playing pickleball righton day four of six.
(19:49):
And I, he was on the courts withme in our group when that happened.
So he was like, Hey, I've got a coldplunge over next to the hot tub over
by the other, you know, area where,you know, the lunch is at today and
it's by the bar and all that stuff.
There's a pool, there's a hot tub, there'sa, the cold plunge once you, so when I
did that, I said, all right, thank you.
Well money gonna not take his advice.
You go do it.
(20:10):
I have a feeling I've already metwith him a handful of times that
he's going to ask me about itlater if I run into him, right?
Yeah.
That was the cold plunge.
How's the hamstring?
Yeah, but I dialed in myself going,okay, this is a great opportunity.
I'm gonna go do all that.
Now I have a reason to circle backand find him and seek him out to go.
Hey, thank you.
Right.
Thank you for making another depositin me that I was able to go get the
(20:31):
hot cold plunge and it really helped.
Or if it did or didn't, whatever.
But now I have a talk track with him.
I have a reason to talk to him.
So what had happened was Iwent over to it, got in this,
I'd never been in one before.
Oh my God, was that cold?
And it was painful.
So I was leaning for very short.
Got out.
And then I'm kind of standing up the sidegoing, man, I gotta get, I'm supposed to
be in there for like, I think two, threeminutes and I'm trying to figure out how
long I'm supposed to be in this thing.
(20:51):
I couldn't, 30 seconds was like painful.
So I'm trying to figure this out.
I'm kind of sitting off tothe side here for a minute.
He comes over to check onme to see how I was doing.
So, okay, I'm liking this now.
He's gonna coach you throughhow to, how to go go through it.
So you saw the video I posted onlineof my coach of the coal plunge,
(21:12):
which was Richard Branson because.
He tells me, well, go get in this thing.
And I, he says, no, no, no, you got,I said, dude, I tried to get in there.
He goes, why?
Why didn't you stay in it?
I go, it was so painful, Richard.
I, I don't know.
I've never been in, it wasjust, that was so painful.
I, it just, he goes, oh,you're probably doing it wrong.
How did you get in?
I said, well, I just, I got inand he is like, oh, no, no, no.
(21:33):
Your hands and your feetwe're not go well, yeah.
And he's like, no, no, no.
You've never done this before.
You just can't do that.
It's too painful.
The bones in your hands andin your feet are too small.
It's gonna be reallypainful and you won't last.
I said, oh.
He goes, yeah, it's unbearable.
He goes, you have to learn how to do it.
I said, okay.
And he goes, come on.
And I'm like, oh boy, this is good.
He takes me over.
He says, okay, get in.
And I go to get he's, nah, nah,nah, you're getting in it wrong.
I'm like, how do I get in this thing?
(21:55):
And he's laughing at me.
'cause he's a funny guy.
He's a really actually,really, really funny guy.
But you have to get to that level.
Yeah.
To where he shows you his fines andtalks and swears and does all these
other things, which was really funny.
'cause you don't see that at thesurface level 'cause he doesn't do that.
But then when you're, when you're downto a level, now we're, we're in there.
Right?
We're dialed in with each other.
This is good.
'cause he's trusting me.
(22:16):
Right.
That establishes the trust.
So I know he's comfortable with meand I'm like, this is really cool.
So anyway, tells you the otherway I get in the other way.
Keep your feet out.
Keep your hands up.
You know, stick your butt in there.
And I said, okay.
So then he, I'm getting in, you know,and I'm itching down in this thing, you
know, and he is like, he goes, isn'tyour in your injury, your hamstring?
I said, yeah.
He goes, he goes, is it your groin?
And I'm like, no, anything inthe water, get your butt in the
(22:38):
water and get your legs downunder there and pee your feet out.
I'm like, okay.
So, you know, he is eventeasing me about that.
So I get in, he's like, okay, doesthe injury submerge under the water?
I said, yeah.
And he goes, okay, now you're good.
He goes, it'll be bearable.
Watch.
And I was like, it's cold.
It's cold.
It's.
Actually it is very cold, butokay, this is variably dry.
I was like, oh wow.
I can, I can do this.
And I asked him, how long do I stay in?
(23:00):
And he says, uh, thehamstring, uh, 45, 50 minutes.
And I'm like, 50.
Wait a minute.
Did you say 5 0 50 or 51 5.
And he starts laughing.
He goes, 50.
I'm looking at
himself.
He's busting out laughing.
You're in there for liketwo to three minutes, right?
Yeah.
And I'm like, you son of a gun.
(23:22):
And he calls himself a very derogativeswear where he goes, I'm up.
Eff.
Yeah.
I'm like, yes you are.
And he goes, ah, I'm a real er.
I'm like, yes you are.
And I said, hold on, I'm gonna video this.
So I video myself in the coldplunge and go, here's my coach.
Coach.
Tell me how long am Isupposed to stay in this?
He's like, ah, one hour,one hour is good for you.
I go, yeah, I freeze the Hypertherm anddie about, yeah, you'd be caught it.
(23:43):
I'm dead.
I go, this is my coach.
And he's laughing, laughing.
So that's how it started.
We ended up spendingover an hour together.
Because he told me, get in that,get in the hot tub with him after.
So I come over to the hot tub now we'rejust chatting, talking and everything,
and then people start kind of slowlygravitating in that area of, 'cause
there's no one error when we got there.
And then he goes, okay, get backin the cold plunge and do it again.
Three minutes.
He's like, all right, just three minutes.
(24:04):
Get back in here.
And I come back in again and he says,make sure you end in the cold plunge.
I'm like, oh, okay.
He goes.
Cold, hot, cold, hot,and then end of the cold.
I said, okay, well, we go back.
We're solving world problems.
I mean, we are, we are havingdeep conversations, and he's
asking me a ton of stuff.
So now it opens up forme to ask him everything.
I'm talking about the space, you know,uh, Virgin Galactic and the Space program.
(24:25):
And, you know, and, you know, what'sthe, what's the most impressive
thing you've ever done in your life?
What's the one thing that like wowed you?
You know, who's the most inspirationalperson or people in your life?
Telling me everything.
I mean, we were havingthese amazing conversations.
He was telling me people helikes and doesn't like and why he
doesn't like him and why he does.
And you know, these aresome big power people.
And 'cause his world is adifferent group of people.
Right.
And it was really amazing.
(24:46):
And um, you know, he sent my name backto me in a dozen times, so I'm like, I.
Richard knows my name, he knows me byfirst name, but we shared a lot of time
together and a lot of conversations.
But I kept asking him stuff that wasabout him and he kept asking me stuff
about me, and then he finally asked me,he says, who's here that you need to meet
that would help you with your business?
Mm-hmm.
Now he wants to add back.
So, you know, Kurt, when you look at,you know, kind of getting dialed in
(25:08):
that, that initial thing, how important,because, you know, we talked about.
This right before we came on live.
How important is it to havedialed in that, you know, 30,
45 second elevator pitch, right?
To be able to have that opening.
How, how important is thatto have that dialed in?
It, it, it's everything, right?
Because that's your one shot.
(25:30):
You blow that you don'tget a second shot, right?
Right.
So you have to have that dialed inand you have to be able to just boom.
Right?
And then when that gal who was thespeaker on day one, she had asked
me, so what do you do for a living?
And that was the first night we were therefor the dinner and she ended up sitting
with us for dinner and we were talking andshe says, so what do you do for a living?
Now, when I asked real estateagents all the time, if I asked
(25:51):
you, what do you do for a living?
People go, oh, I'm in real estate.
I sell real estate.
Yeah, I'm a realtor.
I am in real estate.
That's the number one answer you get.
It's a horrible answer.
It's a horrible answer.
Because it doesn't lend to moreother than, oh, so how's the market?
Maybe if you get lucky, somebody asks youthat, but these people that you really
want to meet, they're not gassing you.
That, that's what BS each other.
(26:12):
Oh, so how's biz?
How's the market?
You know, it's just a, a BS thing.
It's like me, Johnny, how are you doing?
And what do you say?
I'm doing great, Kurt.
How are you?
You don't really care how I'm doing,but you say the polite response back,
these are just program responses.
Go to the furniture store, just looking.
Well, no, you're herefor something, right?
Nobody just walks aroundlooking at furniture stores.
So you have to have that so dialed inand what I learned was when I answer that
(26:34):
question, so what do you do for a living?
Or, you know, so what do you do?
Or what, what business are you in?
Oh, I just help people accumulate wealthand residual income through real estate.
And they're like, wait a minute.
You do what?
Yeah.
How do you do that?
It, it makes them ask you more questions.
Yeah.
And now I have a talk track.
I. Right now we're having a conversation.
(26:55):
Well, it's, it's really, it's aboutleveraging, leveraging people and stuff.
You know, real estate, we helppeople buy, we help people sell.
I never say I sell anythingbecause you're a salesman.
If you do, you're just salesy.
Mm. I don't sell anything.
But, 'cause the truth is, Idon't, John, you don't either.
We help people buy, we help people sell.
That's what we do.
And the better we help them, the biggerthe problem, we solve more money we make.
The thing I learned from RichardBranson, and when I said that to him.
(27:17):
Right.
He was like, oh, I like that because,and his reply back was because I
started the society that I have,which is the most important thing
to him, is he has a society whichare conflict resolution group.
So this conflict resolutiongroup are world leaders.
The Dalai Lama.
It used to be, um, Nelson Mandela,it's fascinating, is one of
(27:39):
his most influential people inhis world was Nelson Mandela.
He built this thing called theTemple, people think, and it's
been written in books and stuff.
He said, it's, it's written thathe did it for the Dalai Lama.
He built it for him.
He goes, I really didn't,because I built it.
Because I was meeting with the dolly,I was meeting with Nelson, me, I was
meeting with five other world leadersand we were all coming together to
create this group for contact resolution.
(28:00):
Because if we can, if we can solveall conflict, that's the bigger
the problem you solve, right?
The better the world would be.
And for me, for us and for whatwe do and for your business, the
bigger the problem you solve,the more money you're gonna make.
Mm-hmm.
Solve people's problems.
You have it.
You have the world at your hand.
He's trying to resolve conflict.
Let's eliminate conflict andwe can all grow bigger, better
(28:20):
for everybody and for mankind.
'cause these people aretalking at that level.
We're talking about howdo we make more money?
This guy's talking about howdo I make mankind better?
It's amazing, but that'sthe group of people he's in.
So when I said that, heimmediately resonated.
And then I asked him about the templeand he told me the whole story of how
it was built, why it was built, and hewanted to have something to commemorate
(28:41):
and to, to memorialize forever.
Nelson Mandela, he said, the guy'sthe most, one of the most amazing
people you would ever have met.
And he said, I wanted to have thistill people never forget his message
and what he represented and stoodfor and how we do this together.
And that's what we do.
So that's, that's whathe was really about.
No, I love it.
And you know, I think kind of just,just kind of transitioning here a little
(29:03):
bit, Kurt, with kind of the, the focusand, and where, where your focus is
to help more agents and you've beendoing something, how long have you guys
been doing, um, your seven 30 call?
Uh, for six and a half years.
Wow.
You talk about impressive, andit's the breakfast club to where,
um, you know, able to call in.
(29:24):
You kind of have a littlebit of a different theme
throughout, throughout the week.
A little bit of different as, as thecalls go, and I always hear you say
it, right, just dialed in as, I mean,you've probably said it a dozen times
in here as we're talking about, Hey,get this dialed in, get this dialed
in, and that evolution, and I think.
It slipped a little bit with agents,um, over the last three, four years.
(29:45):
Mm-hmm.
As you kind of went through 20, 21,22, a lot of agents, you know, had
some, you know, they were kind of hada tailwind so they didn't really need
to sharpen and, and really get theirsales skills dialed in and their talk
tracks and their value articulation andbeing able to get that to the next level
and dialed in, the winds have changed.
We're into a dead headwind in everythingthat we do, and getting by on what
(30:11):
you used to be able to say or justkind of conversational whatever.
If you don't have a clear understandingof how to, like you said, how
do you get in the right room?
Shut your mouth until you're, you're,you have the opportunity to add value.
When you add value.
Better have it dialed in on, on whatit is that, that you do and your
expertise to be able to add value.
And, and so I love kindof where you're taking the
(30:32):
breakfast club to the next step.
And call in it dialed in,being able to get it dialed in.
I would love for you to kindashare what that looks like for
those agents that are out there.
I mean, 'cause you consistently havewhat, fifty, sixty, seventy people
on that call every day morning.
Yeah.
We, we go anywhere, like on a, on a,on a bad day, we'll have about 70 now.
And on a good day we have about 120.
Yeah.
(30:52):
So yeah, it depends on which dayof the week it is and people come
in 'cause we do role playing.
We, we, we cover a lot ofeverything on we, we break it up.
So I have different coaches on the callwith me so it's not just a Kurt thing.
Um, so you get to hear from different,you know, very good coaches who I.
Are all people that get paid to coachpeople and that do different things.
And I, I wanted to do somethingthat I could do that I don't
(31:14):
have to charge anybody.
I don't wanna, I don't wanna make,I don't wanna be that guy that
everything, oh, you wanna talk to me?
It costs you money.
I, I don't ever wanna be that guy.
I wanna be the guy thatactually, genuinely, honestly,
is trying to help you.
I. And if you see value and there'smore for us doing it together,
okay, well let's figure that out.
I'd rather do something with youwhen we make money together than
for you to pay me for anything.
So I said, well, how could I do this?
And I have so many people thatask me every day, well, how do
(31:35):
I get a one-on-one with you?
Or How do I get in aprivate group with you?
Or How can you teach me thesethings so I can talk like you
talk or ask the questions?
You ask him, how do, howcan I get more dialed in?
And I said, you know, I tell everybody,just dial in on this call, dial
in, you know, to our conferenceline every morning and dial in.
And then, um, with you andBrooke and you guys were like.
Why don't you do a dialed in,it's a breakfast club thing
(31:56):
and it's the next, next level.
Why don't you do it for a cup of coffee?
And I said, you asked me.
You said, what would you do it for?
I said I would do it for a cup of coffee.
Right?
I don't want, they have tohave some skin in the game.
So if they had to buy me a cup of coffee.
And I, you know, coffee that I, I don'tdrink coffee, but my wife does, right?
So she drinks a caramel macchiato,grande latte, fra, I don't know,
(32:17):
whatever these things are from Starbucks.
And that's her favorite.
Well, it's like seven bucks, right?
Yeah.
Least six.
And change.
So it's like seven bucks for the venti.
Super duper one.
So I said, all right, you buy me aseven, you gimme $7 for my cup of coffee
for my wife, and I will, I will coachyou, I will teach you, I'll help you.
And so I said, everyweek you gotta do that.
So we came up with, okay, wellthat's $28 a month that you have
(32:40):
to bake four cups of coffee andI'll meet with you four times and.
I will teach you the talk tracks.
I will teach you all these things.
You wanna learn how to, youknow, handle every objection.
Um, one of my, one of my most soughtafter classes that people really
like is the negotiation class.
That's probably their favorite one.
The second favorite one I tend to getask people to speak from stages and
stuff from is Know is your friend, right?
(33:01):
And it's, it's just knowingwhat to say and how to say it.
And.
I've been in these competitionsnow, which was a lot of fun,
and we, we talked about that.
And just, you know, a few monthsback I was in competition locally,
the eight of the top teams and theirtop, either the trainer or the team
leader, whoever it was, you know,and like Jeff Glover's, a big team
in our, you know, and he's even knownnationwide throughs this coaching plan.
(33:22):
And this guy's, he, he's great.
He's fantastic, right?
Well, I got paired withhim in the first round.
Right.
So I had to go up there and,you know, objection handle.
And you know, you know, you gothree rounds and you know, send
him home and like, Hey Jeff, thanksfor coming, and you're awesome.
But we do it a little different.
We just do it a little different.
Yeah.
And then the next group, and then thenext group and the next group, you know,
you just boom, boom, boom, boom, boom.
(33:43):
Right, right into, you know,the championship, right?
Yeah.
So that's how it works.
But it's just, 'cause I, we havea different talk track, right?
So when we're talking to people andthey want to know, you know, current,
these people say no, well the programto say no, we teach them to say no.
Yes.
Then learn your dialogues.
Learn your script.
Script is just the, the right questions.
And then you take 'em down that path.
(34:03):
So I ask questions where no is the answer.
I. Knows the answer I want.
Yeah.
And they're like, what do you mean, Kurt?
You never want 'em to say No, no.
They're gonna say no, I want them to.
So I'm going to flip the script.
I'm just gonna ask them questions like,well, Kurt, you know, thank you so much.
This is really great.
We like the house.
We're just gonna think about it.
Okay, great.
So what you're telling me is I.You really like This house seems
(34:23):
like it's the right one for you.
You told me this, this, and this.
Repeat back to them, their words.
It's very difficult toargue your own words.
Sorry.
Repeat 'em back to their wordsand then say, so if I heard you
right, you really don't wanna wait.
You just wanna make sureyou're making good decisions.
So you really don't wannawait if it's the right one.
Do you.
Well, no.
Oh, okay.
Good.
So, so we're not really wantingto wait, we just wanna make sure
(34:44):
we're making the right decision.
And you don't wanna lose money andmake a bad choice, is that right?
Yeah.
No, we don't.
Oh, okay.
Great.
So then, is there any reason you wouldn'twant me to call the other agent to
see what kind of offer we could putin and see what I can do to start the
negotiation to see if we could haveyou sleep in your favorite house?
Is there any reason you wouldn'twanna sleep in your favorite house?
Well, no.
Oh, okay.
Great.
So what we want to do thenis have me give them a call.
(35:05):
Why don't we do this?
Let's go down the streetand meet at Starbucks.
You can buy all that cupof coffee from my wife.
Right.
I do drink chai tea lattes.
So, um, so we can do that and I'llcall them on the way and we'll sit
down and I'll, you know, I'll giveyou, you know, where we're at and
what we can do so we can put an offer.
'cause you really don't wanna wait andlose out on your favorite house, do you?
Well, no.
Oh, okay.
Great.
Then let's do that.
I like how you think.
Great idea.
(35:26):
It's their idea, right?
Because they need to say no.
No is powerful to them, butyet they're like, oh my gosh.
And it eases them right into, yeah, let'sdo this because I don't wanna miss out.
I don't wanna see my favorite,second favorite house.
I don't wanna miss outon the opportunities.
I really wanna make sure we win.
You don't wanna lose, right?
Well, no.
Okay, great.
You wanna win then?
So if we're gonna win, then weneed to do this, this, and this.
And you wouldn't wanna waitand put that up, would you?
(35:47):
No.
You wouldn't wanna losemore money, would you?
No.
You it.
It's so simple, but we justdon't ask the questions.
Right?
Right.
'cause when you make themsay yes to you, say yeah.
Say yes.
That's the eightiestype style of training.
Right.
A, B, C. Always be closing.
You know, Glen, Garry, Glen Ross,you know Wolf of Wall Street.
Just gotta rip their hearts out.
That's, you wanna sign this?
You don't have a pen?
(36:07):
Oh, you need a pen?
Okay.
Sign it.
You know we don't haveto sell like that, right?
No.
Because that sucks.
Everybody wants to buy,no one wants to be sold.
So these are the ways we can teach you.
So if you dial in and you wantto get in the right rooms, I can
teach you the path to getting goodand practicing and rehearsing.
But everything takes practice,everything takes time.
And if you dial in and you really,really dial it in, right, you'll do this.
(36:29):
So I realized the breakfastclub, I'm having people dial in.
Well, here, I can dial you inthere and I don't want your money.
But here, you, you buy me a cupof coffee and I will teach you and
take you a little bit, take you alittle bit of layers, deeper, small.
I love it.
It, it's so good.
And, you know, for you guys, um, youknow, listening in here, breakfast
club dialed in.com, it'll takeyou to, uh, Kurt's Kurt's page.
(36:50):
You can, uh.
Get access to the free coaching call thatthey do at seven 30 Eastern every morning.
Uh, 60 to 120 people on thatcall Monday through Friday.
Different coaches, different topics,different themes each of each of the
days, so it's well worth turning intheir every day's not the same, so
it's well worth turning in every day.
And then if you want to takeit a step further with Kurt.
Um, get into, to dialed in for a cup ofcoffee a week is what it's gonna cost.
(37:13):
You get in and, um, as we were kindof talking through it, it was, you
gotta have some skin in the game.
I mean, that's just at theend of the day, you gotta have
something in some skin in the game.
So, um, man, I think it's a no brainer.
I think you, you know, you know what I,what I think about you and, you know,
being able to get people dialed in,there's nobody better and you know, what
(37:33):
you're able to do there to take peopleto the next level is pretty dang awesome.
Thank you, John.
Yeah, it, it's really, I don'twant your money, but I, you know,
I'll give you my time, but you'vegotta be committed somehow, right?
Mm-hmm.
So we can, cup of coffee is fair andeverybody seems to like that idea.
So let's, let's do this together,because together we're a lot
better and we're a lot stronger.
And the truth is.
I stay better and stronger themore I practice just like you.
(37:55):
So I need to keep doing it.
And what they are getting the benefit of.
I'm coached by you, right?
You're one of my coaches and I'malways co all the best of the
best are always coached, right?
That's, that's the thingthat we all have in common.
We all have a coach.
So, um, if you're getting coached by thebest of the best, you have more to share.
Right, because then I can share withthem what I'm learning so I can master
(38:15):
it, but I internalize it and thenshow them how to do the same thing.
Attracting agents, building a business,building your business, building a
team, growing a team, recruiting agents,uh, you know, handling objection.
I mean, I do the, the a thousanddollars challenge, right?
I'll give you a thousand dollars.
If you give me a sales objection I'mbuying or something house that I can't
answer, I'll pay a thousand bucks.
I'll give you kid cash.
And I've been putting that outthere for about 12 years now.
(38:37):
I've yet to pay anybody as option to pay.
It's right There is the proof.
It's all the proof you need.
Yeah.
Right.
So, yeah.
That's awesome.
Kurt, you're amazing.
I appreciate you, brother,and um, I'm excited for you.
I know every agent I talk to, I, Imean like, listen, you gotta get in,
you gotta get connected with Kurt.
You gotta be on thesecalls as head of companies.
You know, we, we have to develop, youknow, a good handful of skill sets.
(39:01):
Yeah.
One of them is sales.
That's one of them is being able tohave a conversation the right way.
How to be able to articulateyour value and um, like I
said, there's nobody better.
Well, thank you Johnny.
I appreciate you my brother.
Thanks.
Thanks.
Sure.
Awesome.
I'll see you guys.
That's a wrap for today.
I hope you got somethingvaluable from this episode.
If you did, hit follow andvisit John Kitchens coach for
(39:24):
more ways we can work together.
See you on the next episode.
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