Episode Overview:
In this solo, high-impact episode, John Kitchens shares his presentation from the Seattle eXp Rally, diving deep into the journey from agent to CEO and the mindset, disciplines, and frameworks required to create lasting freedom—not just another job.
John outlines the critical trap most agents fall into—getting stuck on the transaction treadmill—and how to make the shift from survival and status to freeing yourself and building a legacy. Using his signature Agent to CEO Freedom Formula, John breaks down the 3 phases and 8 stages every agent must navigate to go from zero to multiple seven-figures, all while building a life by design, not default.
This is not theory—this is the exact process John and his clients have used to create sustainable businesses that thrive in any market conditions.
Key Takeaways:
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The 3 Levels of Entrepreneurial Thinking: Survival, Status, Freedom (and the trap most never escape)
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Why staying reactive is the real killer of your business
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The 3 Phases and 8 Stages of business growth—and how to identify exactly where you are right now
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How to move from chasing deals to building real momentum and a brand that attracts
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Why hiring the right talent (and letting go of the wrong roles) is the key to unlocking the CEO phase
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How to use the 8 Stages Roadmap to help yourself and others escape the grind and build your business empire.
Resources Mentioned:
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Download the 8 Stages Roadmap: agenttoceo.com/8stages
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Recommended Book: The Obstacle Is The Way by Ryan Holiday
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Perfect Day Exercise by Frank Kern (Search on YouTube: “Frank Kern Perfect Day”)
Who Should Listen:
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Real estate agents ready to stop chasing deals and start building a business
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Team leaders and brokers who feel stuck in the transaction treadmill
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Entrepreneurs who want a clear, actionable path to freedom, wealth, and legacy
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Anyone wanting to upgrade their mindset from operator to CEO
“We don’t get to free ourselves by working harder—we earn it by becoming the person who leads differently.” - John Kitchens
Connect with Us:
- Instagram: @johnkitchenscoach
- LinkedIn: @johnkitchenscoach
- Facebook: @johnkitchenscoach
If you enjoyed this episode, be sure to subscribe and leave a review. Stay tuned for more insights and strategies from the top minds. See you next time! 🔥
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 up, honey Badger Nation, man.
Thank you guys.
(00:21):
Tuning into another episodeof Expert Mentors Live.
This is episode 2 92 and, um, forthe rare occasion, I, uh, get the
opportunity to, uh, just hang outwith you by myself and, and so.
Coming off of, uh, you know, beingin the middle of, of rally season
for exp, which, which, um, is a, isa shift over the last couple years.
(00:45):
Exp used to, you know, um, hosttwo, two main events, right?
EXP Con and exp shareholders.
And a couple years ago they made theadjustment to stop doing shareholders, but
start to open up regional rallies, right?
Just a little bit easier for folksto get to all over the country.
There's a couple dozen, uh,rallies held every year.
(01:06):
And I had the opportunity to, uh, head outwest for me, um, head out to Seattle and,
uh, be a part of the exp rally in Seattle,hosted by Jacob and Elizabeth Weaver.
Um, just, uh, first class,um, incredible event.
Um, not only being able to to, tonavigate and, and work with them on
(01:28):
the event, but also able to present.
And so I thought just froma timely, you know, uh.
Just where we're at in the calendarand just has what, what's happened.
Uh, I thought it would be, uh, kind ofcool just to maybe share my presentation
with, uh, with the Honey Badger Nation.
So that's what we're gonna do.
We're gonna dive in.
We're gonna walk through,uh, the presentation that I
(01:49):
shared in Seattle last week.
Um, hopefully you guys, uh, can getsome nuggets, get some value from it.
And, uh, here we.
Here we go.
So, um, for most of you guys, uh,no, uh, John Kitchen's, uh, coach
and, uh, been a part of the honeyimagination since day one, back in
(02:09):
2017 when we started everything.
And so, um, this will be a, arefresher for those of you that.
I do know.
Um, and then this is a great introductionfor those of you that don't, uh,
haven't had the opportunity to connectsince the Honey Badger Nation is
growing exponentially, one of thelargest organizations within exp. Uh,
we can only track about 13 to 14,000.
(02:31):
I think there's about 14,000 of us insideof the Honey Badger Nation Facebook group.
But that's only what we canallow in and what we can see.
So I know there's many, many more,uh, honey Badgers roaming out there.
So, um.
Want to, uh, just, uh, introduce myselfif, uh, you guys haven't had that, if we
hadn't had the opportunity to connect.
(02:51):
So I wanna kick us off with this because.
This is a slide that I've, I'veshared on multiple presentations
really for over the last coupleyears because it's so relevant,
especially what we went through in 24.
One of the toughest marketsthat we've ever experienced.
Um, lowest home sales, what, since 95.
I graduated high school in 95.
(03:12):
So lowest home sales thatwe've, most of us have, have,
um, ever seen in our careers.
And this is just a great reminder.
Um, you know the picturehere of the American bison.
As the only animal that it justinstinctively turns and faces the
storm the way it's built, justintuition, whatever it is, it just
knows when the storm is coming toturn and face and head into the storm.
(03:37):
Um, because I can promise you, um, everyone of us is at some phase of either.
Coming out of a storm, um, knowing thatwe're heading into a storm or we're
just dead ass in the middle of a storm.
What I promise you is that.
Another storm is coming.
(03:58):
Another storm will always be coming.
That's why we have seasons.
We have seasons of our market,seasons of our business season, of
our life, and this is always just agreat reminder when that storm does
hit, that the action is to face it.
And, and tackle it head on, right?
This is why one of my favoritebooks from Ryan Holiday is
The Obstacle is the Way Right?
(04:18):
And whatever, whatever the situationis, the faster for us to overcome
it, um, is if we face it head on.
So I always like to, uh, just kind ofset the stage of, of any conversation,
any presentation around, uh,understanding that, hey, I get it right.
Like I, I mean, personally, I'min a storm, uh, business wise.
(04:41):
And have been throughoutdifferent seasons of our life.
There, there, there's, like I said,there's always a storm and we're best
off just, just facing it head on.
Uh, my goal and intent sharingthis with you guys, obviously,
like I said, honey Badger Nation.
This was a presentation from theSeattle rally, uh, last week.
And really the goal and the intentof this presentation was to create
(05:03):
a level of awareness of, of whereyou're at and knowing the next steps
of, of where it is you want to go.
Right.
So, you know, the presentation is kindof the, the agent to CEO Freedom Formula.
It's the philosophy, it's the process thattaking clients through in a one-on-one
capacity over the last 13 years.
Something, you know, that we've developedand been a part of and, and just kind
(05:25):
of how we operate over the last 20.
And so I just wanna be able to,to give you guys this framework.
And understanding, um, and staytill the end, you have access
to be able to, to download.
Um, one of the most important,um, tools that we ever developed.
In fact, I think it is the most importanttool that we've ever developed, um, as
(05:46):
it creates such a level of awareness andkind of a roadmap for what to do next.
And you know what, um, worst case.
Uh, give you guys some confidence to beable to just strut around in your market.
Like, like this guy, like,listen, I don't know why I think
this is the funniest dang slide.
I've had this in every presentationI've done for the last three years.
(06:09):
I, I don't know, maybe it's evenfunnier now than what it was
then, but it, anyways, I love it.
I get a laugh at it every time I see it.
So who the heck is John Kitchens?
Like I said, most of you guys,honey Badger Nation know who I am.
Um, for those of you that don't.
Um, system, process coach, uh, toagents that really want to become
the true CEO of their business.
And man, I'm, uh, I get to say thisnow, I'm a Hall of fame coach's kid.
(06:34):
Uh, you know, I grew up in, uh, uh,you know, hall of Fame coach's home.
My dad was in the public schoolsystem for over 40 years, which
is just absolutely remarkable.
And you know what that meant in Lotton,Oklahoma is that you had to coach
everything to make, to make ends meet.
So, grew up on, uh, the football field,grew up on the hardwood, um, at the
(06:55):
golf course, and then we were at thefacilities during the summer because my
dad took care of the facilities, right?
Doing everything to, to make ends meet.
So, you know, just when you.
Or a circumstance of environment, right?
It's just kind of hardwires into you,um, kind of that DNA at your core and
you know, that's just hardwired to coach.
And, and when you're in that environment,it creates certain belief systems.
(07:18):
And, you know, my belief system is Ijust, I believe everyone on the planet
needs a great coach in their life, needsmultiple great coaches in their lives.
I also believe that a great coach inyour life, your life will be better.
And if you really are, are truly.
Committed to make your businessbetter, you have to become better.
So when you, when you have thisbelief system, it starts to
(07:40):
form why you do what you do.
And for me, it's just to inspireand challenge you, inspire and
challenge people to think bigger.
I know doing this for, in theone-on-one capacity for the last
13 years, 20 years in this game.
It's the number one constraint thatI see is people think too small.
They don't think big enough.
That's the number one constraint is,is, is the size of their thinking.
(08:02):
And so I wanna push you and challengeyou to think bigger because that's
where the transformation comes.
That's where the transformation inyour life and the transformation
in your business happens.
Backstory.
College dropout.
You probably know thesecast of characters.
The gentleman next to me in the blue,that's him and I go way back, we're
junior high, high school days together.
We played, uh, we played golf together.
(08:23):
We were actually firstroommates, um, in, in college.
That's a whole nother conversation.
Um, if you wanna know a littlebit about that DME, that, that'll
be a private conversation.
No, uh, just, just, um,incredible time of our life and.
I, I was there, I was supposed tobe going to school, um, to play golf
(08:43):
and, um, instead of being on thegolf team, I was on the drinking
team and, uh, long hair and a Harley.
And, uh, my aunt said.
What are you doing?
Like, like what are you doing?
You're a loser.
So come out here.
And so I did.
I went out to Californiaand that was my schooling.
Um, she got me a job there atRidge Mark Golf and Country
Club in Hollister, California.
At the time, it was at, it was at thepinnacle of what that place ever was.
(09:07):
36 hole sim, you know, uh,semi-private, uh, membership and,
um, you know, members and public.
So got to.
Understand those fascinationof, of dealing with the members
and dealing with the public.
And, um, you know, she forced me to spendtime in, in all of the areas to really
learn business and from an operationalstandpoint and how, you know, operational
(09:31):
excellence and operate at a high level.
And it served me well, right whenI got sucked back to Oklahoma
from, with some hot, uh, you know.
Childhood, you know, junior high, highschool friends growing up together,
serial entrepreneurs and being onthat ride with them through, you know,
different business entities, ideas,execution, profitability, and sold.
We sold our last business in ohthree, uh, waste Management Company.
(09:55):
And we were jobless.
I mean, we had nothing to do.
And you know, worst thingto have is idle time.
And so we thought it would bea great idea to start a bar.
Um, I can tell you that'sprobably one of the worst ideas.
However, it was a green light, um,128 straight days, a hundred and.
Right into the 130 day range.
Um, I was like, yeah,something's gotta give.
(10:15):
And, uh, Mr. Michael Reese found out,caught wind and, uh, made the introduction
in kinder to kinder at the end of, uh,oh four in October of 2004, and guys
over the past 20 years being able tobe a part of some amazing, you know.
Companies and businesses that we builtin Lotton, Oklahoma, Frisco, Texas.
Um, getting into the one-on-one coachingside of things with the guys back, uh,
(10:38):
in the NAEA Mastermind days, uh, 13 yearsago in 2012, started to, started down
the coaching one-on-one coaching path.
Um, I updated this right beforethis call, 16,870 one-on-one
coaching sessions next month.
Um, everything in the calendar unfolds.
We will hit 10,000 hours ofone-on-one coaching, which is
(11:00):
pretty dang freaking remarkable.
I've had an opportunity to work withsome of the best of the best, not only
in this game, but also best human beings.
And, you know, uh, we're not slowing down.
So here's what I wanna, I wanna, youknow, take you guys through today.
Here's what's on the agenda.
I'm gonna take you guys throughthe trap, the shift and the path.
(11:23):
Okay?
So I want you to be kind ofthinking through this as, as we go.
Um, it's gonna be alittle tough to to follow.
It can get really overwhelming.
I get that.
I understand that's why it's recorded,so you can go back and watch it.
And also being able to have adownload for you guys at the end.
So here's, here's the thought exercise,right as, um, I was preparing for this.
(11:48):
Uh, preparing for this session,um, working with Jacob.
I said, what do you want meto, what do you, what do you
me to go, what do you me to do?
Uh, what do you me to touch on?
Because my just unique perspective, Ican, I can go a bunch of different ways.
And he said, listen, I want youto take us through the stages.
(12:11):
And I said.
Gotcha.
I can take you through the eight stages.
I said, how about I come from the angleas if I was coaching us 20 years ago?
I said, love it.
I said, okay, good.
Because I did do this thought exercise.
Um, at the end of the year, I. Um,thinking about reflecting over the past 20
years, because October was 20 years, uh,licensed in January of oh five, so January
(12:37):
was, was 20 years licensed in the game.
And, um, thinking through, how wouldI have coached these two 27-year-old
knuckleheads from Lotton, Oklahoma?
And I, I'm gonna tell you guys.
I wish I had me as acoach for us 20 years ago.
(12:58):
Um, you know, we were definitely onthe obsessed side of things, uh, but
we were, we were fixated and, andfocused on the wrong, on the wrong goal.
Um, you know, there's stages, right?
There's, there's levels that youmove through in life and, you
know, the first level is survival.
(13:21):
Um, you know, survival will get you.
Then you get outta survival.
If you stay in survival, it'll getyou, then you get outta survival,
which we all can get ourselvesoutta there just by showing up.
Um, but you get into the next level,which is status, and I. Status for
(13:42):
whatever, whatever, ego driven.
And, and like I said, you know, acouple 27-year-old knuckleheads,
listen, listen boys, let's, uh,let's get out of this level and, and
let's focus on getting to the nextlevel or even the level above that.
And the thing with status is thatif you hang out in status too
(14:06):
long, it'll set you back decades.
Not years, it'll set you back decades.
And um, you know, for us during thattime, the status play was number one.
We wanted to be number one and,you know, young, 20-year-old, you
know, competitive of course, right?
(14:28):
We always wanted to be number one, butwe were focused on the wrong thing.
And that should have been freedom, um,if we were focused on the next level.
Doing everything wecould to get to freedom.
I think number onewould've came a lot easier.
Uh, we landed at number two in the worldfor Caldwell Banker, and we were still
number two in our market as we wenthead to head with the top 10 re max
(14:50):
team on the planet every freaking day,which sharpened and made us who we are.
I mean, I mean.
Without Lotton, Oklahoma, theprice point, the competitiveness,
the small town mentalities.
Um, the, just, just everything thatcomes from a town that only has 4,000
total home transactions per year.
(15:13):
Um, on average, that's on a good year.
Uh, you know, you learn, you learna lot, you become very disciplined.
i.at t crossed details matter.
I could say wholeheartedly thatwithout that market and those
market conditions, I, I wouldn't beon this call with you guys today.
So, um, it's definitely a greenlight situation for that market
(15:35):
and, and what it taught us andshaped us to who we've become.
And, you know, looking back at.
That next level, right?
What is freedom?
What does freedom look like?
And for me, freedom istwo things, real simple.
One, what is, what is my perfect day?
And if you guys have not gone throughthe perfect day exercise, I want you
(15:57):
to, if you're listening to this, thisrecording, I want you to pause it.
I want you to go to YouTube.
I want you to just search Frank Kern.
Perfect day.
Now, that seven minute section thatwill come out, that video that's about
seven minutes long, comes from a longerpresentation, which is like an hour and a
half longer, which is, um, core identity.
(16:18):
And that's really what, um, youknow, your perfect day is just really
pulling about who you are at your core.
Um, it's, it's the, you know, GroundhogDay, uh, typical Tuesday because.
You can't do anything that'sgonna kill you or anything
that would put you in jail.
So it's just like a typicalTuesday, um, groundhog day.
(16:39):
You have to live it over and overand over again from the moment you
wake up to the moment you go asleep.
The exercise is to just thinkthrough every emotion sense.
Like, what do you see?
What do you feel?
What do you smell?
What do you hear?
Like the moment you wake up, who you'relaying next to your feet is on the floor.
Is it hardwood?
Is it tile?
You look out the window.
(17:00):
Do you see water?
Are you in, you know, are you in the city?
Are you, you know, upin, up in the mountains?
Are, are, where are you?
Right?
And you go through the wholeday, are you having lunch?
What are you eating?
Who are you having lunch with?
What conversation are are you having?
Are you working?
And, and truth be told,everybody that does this.
Exercise, honestly.
(17:21):
Um, everybody works two to four hoursand during that timeframe, they're
solving certain type of problemswith certain type of individuals.
And then goes throughout the day, what'sthe last thought you have before you
go to bed, before you fall asleep?
And it just becomes a filter.
And it's like, okay, you catch yourself,you're at lunch and you're like.
(17:41):
I would never eat this on my perfect day.
I would never have these type ofconversations on my perfect day.
Then why are you, I would never work withthis type of person on my perfect day.
Then why are you?
Right?
So it becomes awareness.
Now you have a choice, and that'swhere the perfect day is, because now
it's a decision making filter to whereyou can start moving closer to your
perfect day instead of further away.
The second component of freedom to me is.
(18:03):
You have enough money coming in thatyou're not trading time for dollars.
Right.
The reality is that most of us are dancingbears, and meaning by that is that if we
don't dance, we don't get paid and we'vegotta be able to create enough, you know,
revenue streams coming in to where I.
We don't have to trade those timefor dollars, although, like I
said, everybody in their perfectday works a couple hours a day.
(18:25):
That's because they want to,not because they have to.
And, and so everybody has a number.
And so, you know, the exerciseI always take clients through
is, um, the absolute financialfreedom formula from Tony Robbins.
Six steps, walk through it, just answerthe questions and your number pops up.
So it's those two things.
Frank Kern, perfect Day.
(18:47):
Ask yourself thequestion, do the exercise.
And then the second component is what'syour, what's your freedom number?
How much money do you needcoming in per month that you're
not trading time for dollars?
And that's what we work towardsand we work towards that.
And so I wish I had me coachingus 20 years ago because that's
all we would've been focused on.
Focused on getting to our, our perfectday, focused on building enough wealth
(19:08):
through all the different avenues to wherewe don't have to trade time for dollars.
So hopefully that's helpfulfor you guys because that's.
That's what we have to beworking towards, right?
We have to be working towardssomething and it matters, right?
Freedom of time, freedom of money,freedom to think, freedom to to lead.
And more importantly, freedom to live.
So talked about these threelevels of these mindsets.
(19:31):
Survival, status, freedom.
Remember, there's always another level.
So beyond freedom is legacy.
Um, but for the sake of thisconversation, we're just gonna
touch on these three levels.
And here's the first, here'sthe first piece, right?
This is the trap.
The trap is survival because sometimeswhen we're in survival, it feels like
(19:54):
we're building something until Christmas.
And another Christmas and anotherChristmas or another birthday, or
another birthday or another birthday,and nothing has actually changed.
You're just busy, right?
And you're just stuck doingdeal after deal after deal.
Guys, that's the transaction treadmill.
You gotta get off the dangtransaction treadmill, but you can't.
(20:17):
Right?
And you mistake activity andtransactions for success.
And that's just not true.
It doesn't, it doesn't equal that.
And you know, I know we'rein a, in a massive shift.
We have been for the last couple years,that's not gonna kill your business.
Staying reactive will killyou and kill your business.
(20:38):
So we've got to make the shift.
To being proactive instead of reactive.
So the question is, right, John, I hearyou, but how do I get to that next level?
And that's where the shiftstarts to happen, right?
We wanna get outta the trap, wewanna start making the shift.
We wanna es escape the grind, right?
We wanna get off that damntransaction treadmill, and you
(21:00):
we're gonna sell better, right?
We need a bigger vision, right?
Without a vision, the village will perish.
Where are we going?
Right step out of survival and stepinto freedom, and it moves us from
a hustling to building and we knowwe're building towards something.
Okay?
That's where we just have to makethe shift and the first shift has to
(21:22):
happen like that in our minds, okay?
And it's the whole thing, right?
If you can't see it here, you cannever speak it into existence.
But listen, there areso many examples, right?
Even within this Honey Badger Nation.
There are examples after examples,after examples of people that just got
(21:42):
off the damn transaction, treadmillstopped fighting for survival and
moved in a path towards freedom.
But it happened in their mind first.
And so guys, listen, it'sall about two things.
It's all about getting from whereyou're at to where you wanna go.
It's the whole A to B concept and.
It's funny that this is ona, this is on a, on, on a, on
a lateral line here, right?
(22:03):
But no, it's probablymore like this, right?
Uphill, because everything in,in, in, uh, everything that we do
worth in our life is always uphill.
Um, but b is the destination.
Now we have a lot of a and Bsalong the way, but if you were to
zoom out, it's where are we going?
But even more importantly,where are we at?
(22:25):
Right.
Where are we at?
That's the most importantthing, and that's really about
evaluating your current reality.
Listen, I'm gonna say this twice,all progress, all progress begins
with telling the truth, okay?
All progress beginswith telling the truth.
(22:46):
When we start going through the phasesand the stages here in a minute.
The question you have to constantlyask yourself is, okay, who do
I have to become to be able toachieve what I'm wanting to achieve?
Because what got mehere won't get me there.
And also, what rooms do I need to be in?
What type of advice?
What type of perspectives do I need tobe sourcing that I'm looking for, but
(23:08):
more importantly, making sure that I'mopen and willing to receive this type
of information and this type of advice.
So.
Three types of people.
Um, the interested, thecommitted, and the obsessed.
Um, I'm not saying go out there into theobsessed category, but at a bare minimum,
(23:33):
guys, you've gotta figure out, even ifI'm interested, how do I become committed?
And I, I, I, I like to,to think about this in.
Percentage within the in industry.
So let's go off into our statisticscoming out of 24, I think.
What do they report close to?
(23:54):
We're just gonna, we're just gonna justround numbers just for simplicity's sake.
You'll, you'll get the understanding.
1.2 agents, NAR reported.
Nar NAR members.
I know there's morethan that, but 1.1, 0.2.
So let's say the interested are thetop 20%, top 220,000 in the industry.
(24:15):
Those are six figures, right?
I mean, if you're interested in thisbusiness up to this point, okay.
I'm gonna, I'm gonna throwa little caveat out there.
Up to this point, beinginterested could get you to,
could get you to, to six figures.
But if you wanted to gobeyond that and become the one
(24:36):
percenters, you gotta be committed.
And so 1.2, 1.1, 1.2.
Commit it 1%.
That's only 11, 12,000 agents, okay?
To be able to get to that point.
But if you wanna go tothe 0.1%, the 11, 1200
(24:59):
in the United States, you ain'tgetting there unless you're obsessed.
I'm just telling you guysright now, we were obsessed.
We were obsessed.
And when you become obsessed,there is no balance.
Right?
Um, I, I, I like switches anddials when it comes to balance.
(25:19):
Um, and it's never around.
It's never round.
Um, maybe, maybe for you relationshipsis, is is a six, your, your
obsession with your craft is a 10.
Your health is maybe a four, right?
Given the season that you're inyour life, you can be full on
(25:40):
and balanced to the level of thedial that that's stretched to.
But it'll never be tens all theway around, never, will, never,
never, never will, and especiallynever will for the obsessed.
Um, so I want to, I want you tokind of gauge where are you at?
Are you even interestedor are you committed?
(26:01):
Or are you one of thosecrazy few that are obsessed?
Who are you?
What are you?
Because you're gonna receive differenttype of information differently as we
move through the next couple talkingpoints, and that becomes the path.
So listen guys, if you want real freedom,more time, more money, more control,
you can't just work harder, right?
(26:21):
You have to stop the surviving.
You're you.
You've already made the shift, but geton the path to build with intention.
It's not found by, by accident.
It's built on a proven path.
And this is what I'm gonna give you guys.
I'm gonna take youthrough that proven path.
And this is not like, oh, wethink this is the Hypothe.
No, we lived this and we witnessedthis through helping thousands
(26:45):
of agents over the last 20 years.
And it's, it's like I said, it'sprobably the most important tool
that you can have in your tool beltbecause it's a reminder for you, but
also the folks that you're helping.
The agents you're recruiting, that peopleyou're talking to, this is the cheat.
This is the cheat code.
You know where they're at, whattheir next moves are, based upon
(27:06):
where it is they're wanting to go.
So where are you at in this process?
Let's start with you.
Remember, current realitywhere, where am I all progress
begins with telling the truth.
Where am I?
We already know where wewanna go, but where are we?
What phase are we in?
What stage are we in?
So like I said, this canget a little confusing.
(27:27):
There are three phases andthere are eight stages.
All right?
So I'll try to keep up, but just want youto know as we move from phase to phase
to phase, there are stages in between.
So first phase, this isthe traction phase, right?
This is zero to six figures.
Zero to six figures.
(27:48):
This is all about getting tractionwhere you have to focus, okay?
You have to learn how to sell.
You have to build basicdisciplines, right?
Discipline.
Doing what you know, the necessaryrequired actions, even when you don't
want to do it at a basic level, andyou're starting to figure out what
works, what's working, what's notworking, what do I need to keep doing?
(28:11):
What do I need to stop doing?
But I, I, at a fundamental level,I need to know how to sell.
I need to build basic discipline.
And then my enemies that I wantto avoid during this phase are
just freaking bad habits, right?
Not showing up on time, notshowing up at all, right?
I'm not even worried about my fitness.
I'm not trying to be a good human being.
(28:32):
I'm not pouring into my relationships.
I, you know, I eatterrible, I drink too much.
I may do drugs that I shouldn't be doing.
Those things.
Bad habits, right?
Just stay away from bad habitsand you can get to six figures.
Um, find structure.
You know, I always tell folks, agentscoming into the business, or if you're
in this phase, get on a team that hasgreat structure, great leadership, great
(28:55):
core values, great behavior, right?
Values plus behavior equals culture.
They've got a great culture, they'vegot great structure, they've got
great training, and they're gonnahelp you put a plan in place.
How many of you guys have gone throughatomic habits in the in in the case
study there with the workout, right?
The group that performed the best, duh.
(29:18):
Clarity and a plan, right?
Clarity and a plan.
We got a plan.
This presentation's giving yousome, some clarity, but get into an
environment that's gonna change yourhabits, that's gonna give you structure,
that's gonna help you build a plan.
It's gonna help give you basicability, basic skillset of how to sell.
(29:38):
It's gonna hold you accountableto be disciplined, and you're
gonna figure out what works.
That's what this phase is.
And the, the stages are, youknow, stage one and stage two.
There's two stages within this phase.
It's our solopreneur, right?
You're pain points.
You don't have clarity.
You need clarity.
You need some leads, youneed some opportunities.
You don't have any experience.
You're gonna gain it, and youneed guidance and a mentorship.
(30:01):
Right, and the X factorhere is just environment.
Environment is greater than willpower.
Environment drives the way you think,the way you feel, the way you behave
and the results you, you achieve, right?
Environment is everything.
It's, you know, one of my favoritequotes, Nipsey Hussle, is right, right.
If you look around the people inyour circle, they don't inspire you.
If they don't inspireyou, hold you accountable.
(30:23):
You don't have a circle,you have a cage, right?
Environment matters.
If you hang around 10 broke dudes,you're gonna be the 11th broke, dude.
So get into the environment.
That's the number one shift youcan make that will exponentially
change everything in your life.
And you already made the shift.
You wouldn't be here in the honey Badgernation if you didn't make that shift.
So understanding the importanceof environment on a daily
(30:44):
basis, the second stage.
It's kind of in that secret, right?
You still don't have quite enough leads.
Maybe you're starting to spendmoney on things that don't work
inconsistent in your income, right?
Maybe you still don't have that plan.
Confidence is low.
'cause you don't even know.
You don't even know howto build confidence.
And I gotta learn how to be a good human.
I gotta have strong people skills in, inthis, um, you know, to be able to move
(31:08):
out of this stage into the next phase.
Into the next.
Now listen.
Collapse time.
The shortcut here, right?
The shortcut is get on a team,get on a great team if you're
in stage one or stage two.
And, um, if you're, if you're strugglingwith, how do I find a great team?
DM me, like I will jump on a calland walk you through the things to
(31:29):
look for in a great team to helpyou through these, these stages.
So, um, stage two seeker stage.
Remember, three phases,eight stages, traction.
Solopreneur Seeker moves usinto the second phase, right?
This is all about momentum, right?
We've got traction.
(31:50):
Now we're gonna buildsome dang momentum, right?
We're gonna get, we're gonnaget this train rolling, and
this is agent to CEO guys.
This is six to seven figures.
This is the six to seven figure phase.
We're, we're, we're building consistency.
We're locking in proven, solid routines.
Now we're learning how to attract, right?
(32:12):
We're becoming attractive.
We're not just chasing, andthe enemies that we have to
avoid are is, is the SOS right?
Shiny object syndrome.
We gotta stay away from the shinyobjects that aren't proven right?
Like, show me the results,show me the testimonials.
I. Men lie.
Women lie numbers don't.
(32:33):
Right words talk numbers scream.
Show me the math becausebusiness is just math.
Show me how this is gonna help me solve myproblem and not create a a bigger problem.
Right?
Stay away from lack of direction.
And remember, it's not about beingbusy, it's about being productive.
Hopefully, y'allunderstand the difference.
If you're not getting results,you're just being busy.
(32:57):
If you're getting results,you're being productive.
That's the difference.
Okay, so phase two, it'sall about building momentum.
This is the six toseven figure, all right?
And you get into kind of this phase and,and there's something cool that happens
during this phase, and it's gonna happenin, in stages four and five is kind
of where, where it starts to happen.
(33:17):
But in here you've got consistency,you know, uh, you know, in
the revenue, it's not right.
We're still on the realestate rollercoaster.
Probably don't haveenough qualified leads.
We can get a bunch of leads.
We probably just don't haveenough qualified leads.
Um, investing in lead generation,we're making investments in things
that, in systems that are notworking right, we do it all the time.
(33:39):
Um, we're stuck in creating thesale, then service the sale.
Right?
I pedal really fast.
I do a really good job of getting abunch of people, and then I, I, I gotta,
I feel like I gotta go service 'em, andthen it's like, oh no, my pipeline's dry.
I just closed a bunch of deals,now I don't have anything.
Right?
We're in that viciousreal estate rollercoaster.
We've all, whatever differentanalogies to be able to paint that
(34:00):
picture, and it's like, what do I do?
What do I do next?
Okay, here's the answer, right?
Here's the answer.
Just focus on getting motivated sellers.
This is, this is the jump becausethat's the best return on your time in
production, is focused on getting listingsmotivated, seller listings, not just any
listings, not like I, it'd be nice to,no, it's, I have to, and focus on those
(34:25):
type of, those type of opportunities.
The next stage, this is, thisis where the game starts.
To change a little bit, right?
Um, it really happens inbetween here and the next stage.
So in this phase, there's three stages.
So this is stage three,this is stage four.
And our pains is, we still don'tfeel like we have enough leads.
Um, I would, I would, I wouldgo the, the caveat, we don't
(34:47):
have enough qualified leads.
Uh, we feel like we're doing all the work.
We still are holding on.
We're not letting go.
Uh, we're lacking the propersystems and processes.
Um, our follow up.
Somewhat existent, non-existent.
And it happens whenever it may happen.
There's no set system orprocess to our follow up.
(35:09):
And, um, we know we needhelp, but who do I hire?
How do I hire 'em?
How do I pay 'em?
How do I hold 'em accountable?
What do they do?
That's, that's kind of our pain pointsas, as we start to make this, this.
Kind of transition in the game.
And you know, the thing isgetting those low levered
activities off your plate, right?
(35:30):
You're never getting to sevenfigures doing, doing, you
know, 15, $20 an hour work.
This, the math is impossible tobe able to get to that point.
We have to focus on high leveragedactivities and that's, you know,
um, articulating your value, um, andbeing able to get people to agree to
do business with you really around.
(35:51):
Sales and marketing activitiesat the highest level.
Right?
You know, the administrative,the servicing, the follow up, the
fulfillment, not, not so much, right?
Traffic and conversion is where we're atin, in this, in this part of, uh, in this
part of the game as, as we're progressing.
But here's where it changeswhen we move into stage five.
(36:15):
It's, it's the old, the, the, thegame changes, the board stays the
same or stop playing checkers.
Now we're playing chess.
And the reason is that, um, we need,we need specialized playing checkers.
Everybody can do everything, right?
We got, everybody's a utility player.
Nobody's specialized in, in, in onecertain thing that they're able to, to do.
(36:38):
Um, and so it's bringing on talent, right?
Bringing in, um.
Bringing in the, in, in, in the righttype of talent, um, is so, so key.
And, and really here what we wannafocus on is our brand presence.
Um, what that means iswhat is our reputation?
Do we have a reputationfor doing the right thing?
Do we have a reputationfor getting results?
(36:59):
Right?
Do we say, you know, canwe back up what we say?
Can we do it?
Um, and so I think that's a, uh,uh, something to really be thinking
about, but it's really hard togo the level that we need to.
At this point withoutgreat people around us.
Remember the game changes at thispoint, you can't play checkers.
You have to play chess when youmove into, move into this point.
(37:22):
So get to that seven figure mark.
You this.
This is the big distinctionsthat you have to make.
Okay, so last phase, man.
This is CEO face.
This is seven figures in abook beyond this is when you're
building, um, you're building andunlocking other opportunities.
You're either focused on, you know,building an organization, you're un
(37:44):
unlocking, you know, other, um, you'reunlocking other business opportunities.
You're doing certain otherthings and, and guys, right?
You have to focus on hiring talent, okay?
It's not just hiring bodies, right?
Anybody with a pulse, it's hiringthe right people specialized.
And you're building those,those foundational systems, and
you are protecting your time.
(38:07):
The, the struggle here, right,that you have to fight up against
is complacency and content.
See, I, I believe you'reeither growing or you're dying.
And that's why, you know, fromA to B is, uh, always uphill.
And you know, if you're, if you're, ifyou're, if you're coasting, comfortable,
I hate hearing that word, right?
Because when I hear comfortable,um, I know you're not growing.
(38:30):
And there's no middle ground.
It's binary eithergrowing or you're dying.
And when I hear, when Ihear uncomfortable, I know
you're, I know you're dying.
And so the other, the otherthing here is ego, right?
Um, the other thing here is ego.
And remember, it's not about beingright, it's about getting to right.
That's, that's outcome over ego.
And so you have the falseconfidence of, oh man, I made it.
(38:53):
Eh, remember, there's always anotherlevel and, uh, remember there's always
somebody there that's dunking on you.
Just like what we found, even beingas high up in the world as we were,
you know, Coldwell Banker was a bigdeal back then, and, and, you know,
we were getting dunked on every day.
Uh, and so it kept us humble.
But that's one of the false, thefalse confidence is, is something
(39:15):
really, really, uh, importantto, uh, to pay attention to.
So the final stages up to this point.
Is, like I said, hiring, hiring talent,losing talent, knowing that, you know,
great agents are gonna come and go.
Now, the beautiful thing with thebrokerage model that we're in is that
they might come off your team, butthey can stay in your organization.
(39:37):
Then you can help them buildtheir dream, whatever that is.
Always systems, always improving onsystems, making sure that we're spending
money on things that actually work.
We've got great tracking, greatvisibility, um, you know, making sure
that conversion for, for, at this point.
We've done a great job at acquiring op,being able to acquire opportunities,
um, or create a bunch of contactsleads, so we might have a conversion
(40:01):
problem, um, at this point.
And then just juggling a lot of techstack, just, just a bunch of just.
Stuff.
So at this point, it's absolutelycritical that you, you develop leaders,
um, and this is the whole leaderscreating leaders type of concept.
You need, you need somebody to be abuffer with the sales organization.
(40:21):
You need somebody to be a bufferwith the operation side of things.
You need that integrator type role.
Um, you know, you need key people.
This is where you've gotta reallystart focusing on building really
talented people around you.
Um, you know, the next stage, stageseven, as we're progressing out of
here, right, it's, it's man strugglingrecruiting, recruiting talent.
(40:43):
They don't see value in what we're doing.
Um, they always want to talkabout our splits, right?
You're having that conversation, you'relosing top talent, um, and maybe you're
getting sucked back into production.
Right.
That's a pain here.
And so the thing to look outfor is making sure that our
business model is, is dialed in.
Listen, the agent to CEO philosophyis vision business model strategy.
(41:07):
People and business model isjust really how do we create,
deliver and capture value.
That's it.
That's what, that's reallywhat business model is.
And the beautiful thing is that we'retrying to put a a, um, you know,
we're, we're, we're trying to puta moat around our business model.
The beautiful thing is that wehave exp because it does help
us put a moat around, around ourbusiness and our business model.
(41:30):
So we're always tweaking.
We're really trying to figure,figure this out at the highest level.
And that last, that last stage.
Listen, you can, you don't have tohave a massive team in doing, you know,
hundreds and thousands of transactions.
If you built an organization, especiallyhere at exp, you do have tons of agents.
You do have tons of transactions.
Okay?
(41:51):
Um, but at this point, right whenyou get here, it's, it's all about.
Adding value to otherpeople's lives, right?
Creating other opportunitiesfor other people.
When you get to, when you get to thispoint, and it's just building a tight
team, great talented team, peoplethat you just love being around.
It's super importantat this, at this stage.
(42:13):
Um, so, so important at this stage.
And so listen, building thediscipline that builds the life.
Guys, we don't get tofreedom by working harder.
We earn it by becoming the personwho leads differently, thinks
clearly and executes without excuse.
So if your business isn't whereyou want it to be, then you've
got to become a better version ofyou Who can, who can get it there?
There are no business problems.
(42:33):
There are only leadershipproblems, and the first rule of
leadership is lead by example.
So here it is, this a stages.
As I walked you guysthrough it, it is the.
Most important tool that youguys can have in your business.
It's the most importantthing that we ever created.
It really walks youthrough all the stages.
I gave you the phases, right?
I gave you the traction phase,momentum phase in the CEO phase.
(42:56):
So be able to go back and, andkind of piece in there and what it.
What, what our focus is andthen what we need to avoid.
What is our enemy in those phaseswill really help to progress in
who you have to become in orderto move to that next level.
So you can grab a copy of it, you canhit the QR code if you're, if you're
watching the video here, or you canjust go to the eight, the number eight.
(43:18):
stages.com, the THE eight, the numbereight stages, S-T-A-G-E s.com, and you can
download and get a copy of that PDF there.
And I'll leave you with this.
So, um, geez, it's beenabout eight years ago now.
I had just finished my first, um.
(43:39):
My first marathon, and it was a really bigdeal for me at the time because up to that
point I had only ran, you know, the five5K fund beer runs, you know, we did it
as a team culture thing, and I was aboutto turn 40 and, um, I wanted to, to do
something hard for me, you know, my hardbecause, um, I lost my mom when I was 11.
(44:01):
She was two months shyof her 40th birthday.
So I, I, I went into that thinkingabout her, ended up coming out of it.
About my dad and, um, it wasa great, great experience.
Um, went to New York City, ranthe New York City marathon.
It's the only time took my dad,it was the only time that he
had ever been to New York City.
And, um, we're a few months laterwe're out in LA at, um, the last
(44:25):
content in commerce put on bythe traffic and conversion guys.
And it was the very lastone that they were doing.
They told everybody it was the last oneand they had, they, they went all out.
They had.
They had one of the best keynotespeakers I've ever seen in my life.
And, um, he, uh, um, you know, whenyou're in, in an audience of 4,000
(44:48):
people, yet you feel like the, likethe, the speaker is speaking to you.
That's what happened to me.
I. It was Jesse Itzler,was, uh, was the speaker.
And if you guys haven't had a chanceto catch Jesse live, ugh, do it.
If you get an opportunity, go do it.
He's one of the best speakers fromstage and, um, he said something
that really resonated with me.
He said, you know, as human beings,one of the worst things that we could
do is accomplish a major milestone andthen not immediately reset the goal.
(45:13):
So I accomplished a majormilestone in my life.
Ran, ran a marathon, you know,purpose behind it, everything.
And, um, I hadn't reset the goal.
And in typical Michael Reese fashion,you know, a few weeks later I get a,
I get a text message with a link to 10year anniversary of Ironman, Florida.
And, um, you know, typical.
(45:35):
Know, bro, what are you doing?
Like, like, are you doing this?
What is this?
What does this mean?
What, what?
No response.
And so, um, I, I don't believeyou commit and figure it out.
I believe you figure out what it isthat you're wanting to accomplish,
reverse engineer, and what is itgonna take for that to be true?
And I had done that, right?
Like I had no clue whatIronman was before, right?
(45:58):
2.4 miles in the water, 112miles on the bike, 26.2 run.
Ah, I knew what that was, right?
Because I had just finished running myfirst marathon, so I knew what that was.
And, um, so.
I did some homework, right?
Just like all of us, right?
I get, I get curious.
2.4, what's it, what'sthat gonna take 112 miles?
(46:19):
And what I, what I came to theconclusion is that I was gonna need to
train for about 13 to 14 hours a week.
That's just training.
That's not prep and that'snot recovery, just train.
So I had to take a hardlook at the calendar.
Um, I had to have conversations with thoseclosest to me and be like, listen, you
know, uh, I'm gonna have to give up this.
I can, I can step in here and do this.
Do I have the capacityto be able to do it?
(46:40):
And the realization and what we, youknow, figured out was the answer was yes.
So then I could commit,then I could commit.
So I started down the path starttraining and um, I had that in the
mirror moment and we were about, um,two months out from, from the event.
And I was like, dude, I'm lost.
(47:01):
I don't know how to get my,how do I get my bike there?
Like, what, what do I wear?
What's the nutrition like?
What's, what's a, what's,what's a transition?
What, I mean, what, what?
I had that in the mirror momentand I was like, dude, you're
the biggest idiot on the planet.
Your dad's a hall of fame coach.
You coach people for a living, and yetyou're trying to do this on your own.
(47:24):
See, one of the biggest mistakes thatwe can get into is a false belief that
we can accomplish something because.
We found success in something else.
See, I figured out how to trainand run a marathon on my own.
No coach, no guidance,no no training program.
I just downloaded something fromthe internet and followed it.
(47:47):
And I thought I could do thesame thing with the full Ironman.
Like what a what a idiot.
Right?
And I had that aha.
And um.
I got a coach right away and we wereable to, uh, um, Ironman, Florida was
delayed because of, of Hurricane Michael.
(48:07):
So it gave us about six months of trainingwith the coach to then, uh, run our
first, uh, run our first full Ironman.
And, um, you know, that was a, thatwas a massive success and it's been a
massive success for three full ironmen.
And, uh, we then thought, you know,Hey, Ironman wasn't tough enough.
(48:28):
We need to do something a little tougher.
And so we start down the, the ahundred mile, uh, race path, which, uh,
we've got four, four under our belt.
And, uh, at the time, I'm tellingyou guys this, we're off to, to
back to the keys, the picturehere from Keys from two years ago.
We're back to the keys next week.
Uh, so we're gonna be runningthe Florida Keys again.
So.
Hopefully, uh, all goes well.
(48:48):
That'll be, uh, um, you know, ahundred mile finish number five.
And we're, we're gonna keep, keep going.
We've got bigger goals in mind, sothese are just part of the steps along
the way and, uh, I wanna share it withyou because without a great coach.
I know none of thiswould've been possible.
I think I could have figured outand ran my first Ironman, but I
(49:10):
wouldn't have done another one.
And I definitely wouldn't be running ahundred mile races without a great coach.
And so if you've got any, anything thatyou're wrestling with, anything that
you're struggling with, um, I'm justgonna tell you don't try to figure it out.
Go get a great coach.
Um, that's, that's one of the biggestlessons I've learned in my life growing
(49:32):
up in a coach's home, being a coachmyself, is that, uh, you know, if
we wanna collapse time and, uh, havewhat we can't see, which are our blind
spots, what we reveal, we can heal.
We need a great coach.
So.
Thank you guys for letting me, uh,share that, uh, that session with
you and hopefully find some value.
Um, hopefully you guys go anddownload the eight stages,
(49:55):
have that as a tool with you.
Um, it'll help you where you'reat, but it'll also help I. Um, you
know, those that you're, you'retrying to coach and mentor and
lead, attract, recruit, whatever.
Um, you know, identify where they'reat and who they need to become and
what they need to do to get to thenext phase and the next stage of
their, of their business and, and moreimportantly, the next stage of their life.
(50:17):
So, awesome guys.
Um.
Any questions that you guyshave, feel free to reach out.
It's what we're here for and,uh, can't wait to see you guys
again on the next episode.
Take care.
That's a wrap for today.
I hope you got somethingvaluable from this episode.
If you did, hit follow andvisit John kitchens.coach for
more ways we can work together.
(50:37):
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 up, honey Badger Nation, man.
Thank you guys.
(00:21):
Tuning into another episodeof Expert Mentors Live.
This is episode 2 92 and, um, forthe rare occasion, I, uh, get the
opportunity to, uh, just hang outwith you by myself and, and so.
Coming off of, uh, you know, beingin the middle of, of rally season
for exp, which, which, um, is a, isa shift over the last couple years.
(00:45):
Exp used to, you know, um, hosttwo, two main events, right?
EXP Con and exp shareholders.
And a couple years ago they made theadjustment to stop doing shareholders, but
start to open up regional rallies, right?
Just a little bit easier for folksto get to all over the country.
There's a couple dozen, uh,rallies held every year.
(01:06):
And I had the opportunity to, uh, head outwest for me, um, head out to Seattle and,
uh, be a part of the exp rally in Seattle,hosted by Jacob and Elizabeth Weaver.
Um, just, uh, first class,um, incredible event.
Um, not only being able to to, tonavigate and, and work with them on
(01:28):
the event, but also able to present.
And so I thought just froma timely, you know, uh.
Just where we're at in the calendarand just has what, what's happened.
Uh, I thought it would be, uh, kind ofcool just to maybe share my presentation
with, uh, with the Honey Badger Nation.
So that's what we're gonna do.
We're gonna dive in.
We're gonna walk through,uh, the presentation that I
(01:49):
shared in Seattle last week.
Um, hopefully you guys, uh, can getsome nuggets, get some value from it.
And, uh, here we.
Here we go.
So, um, for most of you guys, uh,no, uh, John Kitchen's, uh, coach
and, uh, been a part of the honeyimagination since day one, back in
(02:09):
2017 when we started everything.
And so, um, this will be a, arefresher for those of you that.
I do know.
Um, and then this is a great introductionfor those of you that don't, uh,
haven't had the opportunity to connectsince the Honey Badger Nation is
growing exponentially, one of thelargest organizations within exp. Uh,
we can only track about 13 to 14,000.
(02:31):
I think there's about 14,000 of us insideof the Honey Badger Nation Facebook group.
But that's only what we canallow in and what we can see.
So I know there's many, many more,uh, honey Badgers roaming out there.
So, um.
Want to, uh, just, uh, introduce myselfif, uh, you guys haven't had that, if we
hadn't had the opportunity to connect.
(02:51):
So I wanna kick us off with this because.
This is a slide that I've, I'veshared on multiple presentations
really for over the last coupleyears because it's so relevant,
especially what we went through in 24.
One of the toughest marketsthat we've ever experienced.
Um, lowest home sales, what, since 95.
I graduated high school in 95.
(03:12):
So lowest home sales thatwe've, most of us have, have,
um, ever seen in our careers.
And this is just a great reminder.
Um, you know the picturehere of the American bison.
As the only animal that it justinstinctively turns and faces the
storm the way it's built, justintuition, whatever it is, it just
knows when the storm is coming toturn and face and head into the storm.
(03:37):
Um, because I can promise you, um, everyone of us is at some phase of either.
Coming out of a storm, um, knowing thatwe're heading into a storm or we're
just dead ass in the middle of a storm.
What I promise you is that.
Another storm is coming.
(03:58):
Another storm will always be coming.
That's why we have seasons.
We have seasons of our market,seasons of our business season, of
our life, and this is always just agreat reminder when that storm does
hit, that the action is to face it.
And, and tackle it head on, right?
This is why one of my favoritebooks from Ryan Holiday is
The Obstacle is the Way Right?
(04:18):
And whatever, whatever the situationis, the faster for us to overcome
it, um, is if we face it head on.
So I always like to, uh, just kind ofset the stage of, of any conversation,
any presentation around, uh,understanding that, hey, I get it right.
Like I, I mean, personally, I'min a storm, uh, business wise.
(04:41):
And have been throughoutdifferent seasons of our life.
There, there, there's, like I said,there's always a storm and we're best
off just, just facing it head on.
Uh, my goal and intent sharingthis with you guys, obviously,
like I said, honey Badger Nation.
This was a presentation from theSeattle rally, uh, last week.
And really the goal and the intentof this presentation was to create
(05:03):
a level of awareness of, of whereyou're at and knowing the next steps
of, of where it is you want to go.
Right.
So, you know, the presentation is kindof the, the agent to CEO Freedom Formula.
It's the philosophy, it's the process thattaking clients through in a one-on-one
capacity over the last 13 years.
Something, you know, that we've developedand been a part of and, and just kind
(05:25):
of how we operate over the last 20.
And so I just wanna be able to,to give you guys this framework.
And understanding, um, and staytill the end, you have access
to be able to, to download.
Um, one of the most important,um, tools that we ever developed.
In fact, I think it is the most importanttool that we've ever developed, um, as
(05:46):
it creates such a level of awareness andkind of a roadmap for what to do next.
And you know what, um, worst case.
Uh, give you guys some confidence to beable to just strut around in your market.
Like, like this guy, like,listen, I don't know why I think
this is the funniest dang slide.
I've had this in every presentationI've done for the last three years.
(06:09):
I, I don't know, maybe it's evenfunnier now than what it was
then, but it, anyways, I love it.
I get a laugh at it every time I see it.
So who the heck is John Kitchens?
Like I said, most of you guys,honey Badger Nation know who I am.
Um, for those of you that don't.
Um, system, process coach, uh, toagents that really want to become
the true CEO of their business.
And man, I'm, uh, I get to say thisnow, I'm a Hall of fame coach's kid.
(06:34):
Uh, you know, I grew up in, uh, uh,you know, hall of Fame coach's home.
My dad was in the public schoolsystem for over 40 years, which
is just absolutely remarkable.
And you know what that meant in Lotton,Oklahoma is that you had to coach
everything to make, to make ends meet.
So, grew up on, uh, the football field,grew up on the hardwood, um, at the
(06:55):
golf course, and then we were at thefacilities during the summer because my
dad took care of the facilities, right?
Doing everything to, to make ends meet.
So, you know, just when you.
Or a circumstance of environment, right?
It's just kind of hardwires into you,um, kind of that DNA at your core and
you know, that's just hardwired to coach.
And, and when you're in that environment,it creates certain belief systems.
(07:18):
And, you know, my belief system is Ijust, I believe everyone on the planet
needs a great coach in their life, needsmultiple great coaches in their lives.
I also believe that a great coach inyour life, your life will be better.
And if you really are, are truly.
Committed to make your businessbetter, you have to become better.
So when you, when you have thisbelief system, it starts to
(07:40):
form why you do what you do.
And for me, it's just to inspireand challenge you, inspire and
challenge people to think bigger.
I know doing this for, in theone-on-one capacity for the last
13 years, 20 years in this game.
It's the number one constraint thatI see is people think too small.
They don't think big enough.
That's the number one constraint is,is, is the size of their thinking.
(08:02):
And so I wanna push you and challengeyou to think bigger because that's
where the transformation comes.
That's where the transformation inyour life and the transformation
in your business happens.
Backstory.
College dropout.
You probably know thesecast of characters.
The gentleman next to me in the blue,that's him and I go way back, we're
junior high, high school days together.
We played, uh, we played golf together.
(08:23):
We were actually firstroommates, um, in, in college.
That's a whole nother conversation.
Um, if you wanna know a littlebit about that DME, that, that'll
be a private conversation.
No, uh, just, just, um,incredible time of our life and.
I, I was there, I was supposed tobe going to school, um, to play golf
(08:43):
and, um, instead of being on thegolf team, I was on the drinking
team and, uh, long hair and a Harley.
And, uh, my aunt said.
What are you doing?
Like, like what are you doing?
You're a loser.
So come out here.
And so I did.
I went out to Californiaand that was my schooling.
Um, she got me a job there atRidge Mark Golf and Country
Club in Hollister, California.
At the time, it was at, it was at thepinnacle of what that place ever was.
(09:07):
36 hole sim, you know, uh,semi-private, uh, membership and,
um, you know, members and public.
So got to.
Understand those fascinationof, of dealing with the members
and dealing with the public.
And, um, you know, she forced me to spendtime in, in all of the areas to really
learn business and from an operationalstandpoint and how, you know, operational
(09:31):
excellence and operate at a high level.
And it served me well, right whenI got sucked back to Oklahoma
from, with some hot, uh, you know.
Childhood, you know, junior high, highschool friends growing up together,
serial entrepreneurs and being onthat ride with them through, you know,
different business entities, ideas,execution, profitability, and sold.
We sold our last business in ohthree, uh, waste Management Company.
(09:55):
And we were jobless.
I mean, we had nothing to do.
And you know, worst thingto have is idle time.
And so we thought it would bea great idea to start a bar.
Um, I can tell you that'sprobably one of the worst ideas.
However, it was a green light, um,128 straight days, a hundred and.
Right into the 130 day range.
Um, I was like, yeah,something's gotta give.
(10:15):
And, uh, Mr. Michael Reese found out,caught wind and, uh, made the introduction
in kinder to kinder at the end of, uh,oh four in October of 2004, and guys
over the past 20 years being able tobe a part of some amazing, you know.
Companies and businesses that we builtin Lotton, Oklahoma, Frisco, Texas.
Um, getting into the one-on-one coachingside of things with the guys back, uh,
(10:38):
in the NAEA Mastermind days, uh, 13 yearsago in 2012, started to, started down
the coaching one-on-one coaching path.
Um, I updated this right beforethis call, 16,870 one-on-one
coaching sessions next month.
Um, everything in the calendar unfolds.
We will hit 10,000 hours ofone-on-one coaching, which is
(11:00):
pretty dang freaking remarkable.
I've had an opportunity to work withsome of the best of the best, not only
in this game, but also best human beings.
And, you know, uh, we're not slowing down.
So here's what I wanna, I wanna, youknow, take you guys through today.
Here's what's on the agenda.
I'm gonna take you guys throughthe trap, the shift and the path.
(11:23):
Okay?
So I want you to be kind ofthinking through this as, as we go.
Um, it's gonna be alittle tough to to follow.
It can get really overwhelming.
I get that.
I understand that's why it's recorded,so you can go back and watch it.
And also being able to have adownload for you guys at the end.
So here's, here's the thought exercise,right as, um, I was preparing for this.
(11:48):
Uh, preparing for this session,um, working with Jacob.
I said, what do you want meto, what do you, what do you
me to go, what do you me to do?
Uh, what do you me to touch on?
Because my just unique perspective, Ican, I can go a bunch of different ways.
And he said, listen, I want youto take us through the stages.
(12:11):
And I said.
Gotcha.
I can take you through the eight stages.
I said, how about I come from the angleas if I was coaching us 20 years ago?
I said, love it.
I said, okay, good.
Because I did do this thought exercise.
Um, at the end of the year, I. Um,thinking about reflecting over the past 20
years, because October was 20 years, uh,licensed in January of oh five, so January
(12:37):
was, was 20 years licensed in the game.
And, um, thinking through, how wouldI have coached these two 27-year-old
knuckleheads from Lotton, Oklahoma?
And I, I'm gonna tell you guys.
I wish I had me as acoach for us 20 years ago.
(12:58):
Um, you know, we were definitely onthe obsessed side of things, uh, but
we were, we were fixated and, andfocused on the wrong, on the wrong goal.
Um, you know, there's stages, right?
There's, there's levels that youmove through in life and, you
know, the first level is survival.
(13:21):
Um, you know, survival will get you.
Then you get outta survival.
If you stay in survival, it'll getyou, then you get outta survival,
which we all can get ourselvesoutta there just by showing up.
Um, but you get into the next level,which is status, and I. Status for
(13:42):
whatever, whatever, ego driven.
And, and like I said, you know, acouple 27-year-old knuckleheads,
listen, listen boys, let's, uh,let's get out of this level and, and
let's focus on getting to the nextlevel or even the level above that.
And the thing with status is thatif you hang out in status too
(14:06):
long, it'll set you back decades.
Not years, it'll set you back decades.
And um, you know, for us during thattime, the status play was number one.
We wanted to be number one and,you know, young, 20-year-old, you
know, competitive of course, right?
(14:28):
We always wanted to be number one, butwe were focused on the wrong thing.
And that should have been freedom, um,if we were focused on the next level.
Doing everything wecould to get to freedom.
I think number onewould've came a lot easier.
Uh, we landed at number two in the worldfor Caldwell Banker, and we were still
number two in our market as we wenthead to head with the top 10 re max
(14:50):
team on the planet every freaking day,which sharpened and made us who we are.
I mean, I mean.
Without Lotton, Oklahoma, theprice point, the competitiveness,
the small town mentalities.
Um, the, just, just everything thatcomes from a town that only has 4,000
total home transactions per year.
(15:13):
Um, on average, that's on a good year.
Uh, you know, you learn, you learna lot, you become very disciplined.
i.at t crossed details matter.
I could say wholeheartedly thatwithout that market and those
market conditions, I, I wouldn't beon this call with you guys today.
So, um, it's definitely a greenlight situation for that market
(15:35):
and, and what it taught us andshaped us to who we've become.
And, you know, looking back at.
That next level, right?
What is freedom?
What does freedom look like?
And for me, freedom istwo things, real simple.
One, what is, what is my perfect day?
And if you guys have not gone throughthe perfect day exercise, I want you
(15:57):
to, if you're listening to this, thisrecording, I want you to pause it.
I want you to go to YouTube.
I want you to just search Frank Kern.
Perfect day.
Now, that seven minute section thatwill come out, that video that's about
seven minutes long, comes from a longerpresentation, which is like an hour and a
half longer, which is, um, core identity.
(16:18):
And that's really what, um, youknow, your perfect day is just really
pulling about who you are at your core.
Um, it's, it's the, you know, GroundhogDay, uh, typical Tuesday because.
You can't do anything that'sgonna kill you or anything
that would put you in jail.
So it's just like a typicalTuesday, um, groundhog day.
(16:39):
You have to live it over and overand over again from the moment you
wake up to the moment you go asleep.
The exercise is to just thinkthrough every emotion sense.
Like, what do you see?
What do you feel?
What do you smell?
What do you hear?
Like the moment you wake up, who you'relaying next to your feet is on the floor.
Is it hardwood?
Is it tile?
You look out the window.
(17:00):
Do you see water?
Are you in, you know, are you in the city?
Are you, you know, upin, up in the mountains?
Are, are, where are you?
Right?
And you go through the wholeday, are you having lunch?
What are you eating?
Who are you having lunch with?
What conversation are are you having?
Are you working?
And, and truth be told,everybody that does this.
Exercise, honestly.
(17:21):
Um, everybody works two to four hoursand during that timeframe, they're
solving certain type of problemswith certain type of individuals.
And then goes throughout the day, what'sthe last thought you have before you
go to bed, before you fall asleep?
And it just becomes a filter.
And it's like, okay, you catch yourself,you're at lunch and you're like.
(17:41):
I would never eat this on my perfect day.
I would never have these type ofconversations on my perfect day.
Then why are you, I would never work withthis type of person on my perfect day.
Then why are you?
Right?
So it becomes awareness.
Now you have a choice, and that'swhere the perfect day is, because now
it's a decision making filter to whereyou can start moving closer to your
perfect day instead of further away.
The second component of freedom to me is.
(18:03):
You have enough money coming in thatyou're not trading time for dollars.
Right.
The reality is that most of us are dancingbears, and meaning by that is that if we
don't dance, we don't get paid and we'vegotta be able to create enough, you know,
revenue streams coming in to where I.
We don't have to trade those timefor dollars, although, like I
said, everybody in their perfectday works a couple hours a day.
(18:25):
That's because they want to,not because they have to.
And, and so everybody has a number.
And so, you know, the exerciseI always take clients through
is, um, the absolute financialfreedom formula from Tony Robbins.
Six steps, walk through it, just answerthe questions and your number pops up.
So it's those two things.
Frank Kern, perfect Day.
(18:47):
Ask yourself thequestion, do the exercise.
And then the second component is what'syour, what's your freedom number?
How much money do you needcoming in per month that you're
not trading time for dollars?
And that's what we work towardsand we work towards that.
And so I wish I had me coachingus 20 years ago because that's
all we would've been focused on.
Focused on getting to our, our perfectday, focused on building enough wealth
(19:08):
through all the different avenues to wherewe don't have to trade time for dollars.
So hopefully that's helpfulfor you guys because that's.
That's what we have to beworking towards, right?
We have to be working towardssomething and it matters, right?
Freedom of time, freedom of money,freedom to think, freedom to to lead.
And more importantly, freedom to live.
So talked about these threelevels of these mindsets.
(19:31):
Survival, status, freedom.
Remember, there's always another level.
So beyond freedom is legacy.
Um, but for the sake of thisconversation, we're just gonna
touch on these three levels.
And here's the first, here'sthe first piece, right?
This is the trap.
The trap is survival because sometimeswhen we're in survival, it feels like
(19:54):
we're building something until Christmas.
And another Christmas and anotherChristmas or another birthday, or
another birthday or another birthday,and nothing has actually changed.
You're just busy, right?
And you're just stuck doingdeal after deal after deal.
Guys, that's the transaction treadmill.
You gotta get off the dangtransaction treadmill, but you can't.
(20:17):
Right?
And you mistake activity andtransactions for success.
And that's just not true.
It doesn't, it doesn't equal that.
And you know, I know we'rein a, in a massive shift.
We have been for the last couple years,that's not gonna kill your business.
Staying reactive will killyou and kill your business.
(20:38):
So we've got to make the shift.
To being proactive instead of reactive.
So the question is, right, John, I hearyou, but how do I get to that next level?
And that's where the shiftstarts to happen, right?
We wanna get outta the trap, wewanna start making the shift.
We wanna es escape the grind, right?
We wanna get off that damntransaction treadmill, and you
(21:00):
we're gonna sell better, right?
We need a bigger vision, right?
Without a vision, the village will perish.
Where are we going?
Right step out of survival and stepinto freedom, and it moves us from
a hustling to building and we knowwe're building towards something.
Okay?
That's where we just have to makethe shift and the first shift has to
(21:22):
happen like that in our minds, okay?
And it's the whole thing, right?
If you can't see it here, you cannever speak it into existence.
But listen, there areso many examples, right?
Even within this Honey Badger Nation.
There are examples after examples,after examples of people that just got
(21:42):
off the damn transaction, treadmillstopped fighting for survival and
moved in a path towards freedom.
But it happened in their mind first.
And so guys, listen, it'sall about two things.
It's all about getting from whereyou're at to where you wanna go.
It's the whole A to B concept and.
It's funny that this is ona, this is on a, on, on a, on
a lateral line here, right?
(22:03):
But no, it's probablymore like this, right?
Uphill, because everything in,in, in, uh, everything that we do
worth in our life is always uphill.
Um, but b is the destination.
Now we have a lot of a and Bsalong the way, but if you were to
zoom out, it's where are we going?
But even more importantly,where are we at?
(22:25):
Right.
Where are we at?
That's the most importantthing, and that's really about
evaluating your current reality.
Listen, I'm gonna say this twice,all progress, all progress begins
with telling the truth, okay?
All progress beginswith telling the truth.
(22:46):
When we start going through the phasesand the stages here in a minute.
The question you have to constantlyask yourself is, okay, who do
I have to become to be able toachieve what I'm wanting to achieve?
Because what got mehere won't get me there.
And also, what rooms do I need to be in?
What type of advice?
What type of perspectives do I need tobe sourcing that I'm looking for, but
(23:08):
more importantly, making sure that I'mopen and willing to receive this type
of information and this type of advice.
So.
Three types of people.
Um, the interested, thecommitted, and the obsessed.
Um, I'm not saying go out there into theobsessed category, but at a bare minimum,
(23:33):
guys, you've gotta figure out, even ifI'm interested, how do I become committed?
And I, I, I, I like to,to think about this in.
Percentage within the in industry.
So let's go off into our statisticscoming out of 24, I think.
What do they report close to?
(23:54):
We're just gonna, we're just gonna justround numbers just for simplicity's sake.
You'll, you'll get the understanding.
1.2 agents, NAR reported.
Nar NAR members.
I know there's morethan that, but 1.1, 0.2.
So let's say the interested are thetop 20%, top 220,000 in the industry.
(24:15):
Those are six figures, right?
I mean, if you're interested in thisbusiness up to this point, okay.
I'm gonna, I'm gonna throwa little caveat out there.
Up to this point, beinginterested could get you to,
could get you to, to six figures.
But if you wanted to gobeyond that and become the one
(24:36):
percenters, you gotta be committed.
And so 1.2, 1.1, 1.2.
Commit it 1%.
That's only 11, 12,000 agents, okay?
To be able to get to that point.
But if you wanna go tothe 0.1%, the 11, 1200
(24:59):
in the United States, you ain'tgetting there unless you're obsessed.
I'm just telling you guysright now, we were obsessed.
We were obsessed.
And when you become obsessed,there is no balance.
Right?
Um, I, I, I like switches anddials when it comes to balance.
(25:19):
Um, and it's never around.
It's never round.
Um, maybe, maybe for you relationshipsis, is is a six, your, your
obsession with your craft is a 10.
Your health is maybe a four, right?
Given the season that you're inyour life, you can be full on
(25:40):
and balanced to the level of thedial that that's stretched to.
But it'll never be tens all theway around, never, will, never,
never, never will, and especiallynever will for the obsessed.
Um, so I want to, I want you tokind of gauge where are you at?
Are you even interestedor are you committed?
(26:01):
Or are you one of thosecrazy few that are obsessed?
Who are you?
What are you?
Because you're gonna receive differenttype of information differently as we
move through the next couple talkingpoints, and that becomes the path.
So listen guys, if you want real freedom,more time, more money, more control,
you can't just work harder, right?
(26:21):
You have to stop the surviving.
You're you.
You've already made the shift, but geton the path to build with intention.
It's not found by, by accident.
It's built on a proven path.
And this is what I'm gonna give you guys.
I'm gonna take youthrough that proven path.
And this is not like, oh, wethink this is the Hypothe.
No, we lived this and we witnessedthis through helping thousands
(26:45):
of agents over the last 20 years.
And it's, it's like I said, it'sprobably the most important tool
that you can have in your tool beltbecause it's a reminder for you, but
also the folks that you're helping.
The agents you're recruiting, that peopleyou're talking to, this is the cheat.
This is the cheat code.
You know where they're at, whattheir next moves are, based upon
(27:06):
where it is they're wanting to go.
So where are you at in this process?
Let's start with you.
Remember, current realitywhere, where am I all progress
begins with telling the truth.
Where am I?
We already know where wewanna go, but where are we?
What phase are we in?
What stage are we in?
So like I said, this canget a little confusing.
(27:27):
There are three phases andthere are eight stages.
All right?
So I'll try to keep up, but just want youto know as we move from phase to phase
to phase, there are stages in between.
So first phase, this isthe traction phase, right?
This is zero to six figures.
Zero to six figures.
(27:48):
This is all about getting tractionwhere you have to focus, okay?
You have to learn how to sell.
You have to build basicdisciplines, right?
Discipline.
Doing what you know, the necessaryrequired actions, even when you don't
want to do it at a basic level, andyou're starting to figure out what
works, what's working, what's notworking, what do I need to keep doing?
(28:11):
What do I need to stop doing?
But I, I, at a fundamental level,I need to know how to sell.
I need to build basic discipline.
And then my enemies that I wantto avoid during this phase are
just freaking bad habits, right?
Not showing up on time, notshowing up at all, right?
I'm not even worried about my fitness.
I'm not trying to be a good human being.
(28:32):
I'm not pouring into my relationships.
I, you know, I eatterrible, I drink too much.
I may do drugs that I shouldn't be doing.
Those things.
Bad habits, right?
Just stay away from bad habitsand you can get to six figures.
Um, find structure.
You know, I always tell folks, agentscoming into the business, or if you're
in this phase, get on a team that hasgreat structure, great leadership, great
(28:55):
core values, great behavior, right?
Values plus behavior equals culture.
They've got a great culture, they'vegot great structure, they've got
great training, and they're gonnahelp you put a plan in place.
How many of you guys have gone throughatomic habits in the in in the case
study there with the workout, right?
The group that performed the best, duh.
(29:18):
Clarity and a plan, right?
Clarity and a plan.
We got a plan.
This presentation's giving yousome, some clarity, but get into an
environment that's gonna change yourhabits, that's gonna give you structure,
that's gonna help you build a plan.
It's gonna help give you basicability, basic skillset of how to sell.
(29:38):
It's gonna hold you accountableto be disciplined, and you're
gonna figure out what works.
That's what this phase is.
And the, the stages are, youknow, stage one and stage two.
There's two stages within this phase.
It's our solopreneur, right?
You're pain points.
You don't have clarity.
You need clarity.
You need some leads, youneed some opportunities.
You don't have any experience.
You're gonna gain it, and youneed guidance and a mentorship.
(30:01):
Right, and the X factorhere is just environment.
Environment is greater than willpower.
Environment drives the way you think,the way you feel, the way you behave
and the results you, you achieve, right?
Environment is everything.
It's, you know, one of my favoritequotes, Nipsey Hussle, is right, right.
If you look around the people inyour circle, they don't inspire you.
If they don't inspireyou, hold you accountable.
(30:23):
You don't have a circle,you have a cage, right?
Environment matters.
If you hang around 10 broke dudes,you're gonna be the 11th broke, dude.
So get into the environment.
That's the number one shift youcan make that will exponentially
change everything in your life.
And you already made the shift.
You wouldn't be here in the honey Badgernation if you didn't make that shift.
So understanding the importanceof environment on a daily
(30:44):
basis, the second stage.
It's kind of in that secret, right?
You still don't have quite enough leads.
Maybe you're starting to spendmoney on things that don't work
inconsistent in your income, right?
Maybe you still don't have that plan.
Confidence is low.
'cause you don't even know.
You don't even know howto build confidence.
And I gotta learn how to be a good human.
I gotta have strong people skills in, inthis, um, you know, to be able to move
(31:08):
out of this stage into the next phase.
Into the next.
Now listen.
Collapse time.
The shortcut here, right?
The shortcut is get on a team,get on a great team if you're
in stage one or stage two.
And, um, if you're, if you're strugglingwith, how do I find a great team?
DM me, like I will jump on a calland walk you through the things to
(31:29):
look for in a great team to helpyou through these, these stages.
So, um, stage two seeker stage.
Remember, three phases,eight stages, traction.
Solopreneur Seeker moves usinto the second phase, right?
This is all about momentum, right?
We've got traction.
(31:50):
Now we're gonna buildsome dang momentum, right?
We're gonna get, we're gonnaget this train rolling, and
this is agent to CEO guys.
This is six to seven figures.
This is the six to seven figure phase.
We're, we're, we're building consistency.
We're locking in proven, solid routines.
Now we're learning how to attract, right?
(32:12):
We're becoming attractive.
We're not just chasing, andthe enemies that we have to
avoid are is, is the SOS right?
Shiny object syndrome.
We gotta stay away from the shinyobjects that aren't proven right?
Like, show me the results,show me the testimonials.
I. Men lie.
Women lie numbers don't.
(32:33):
Right words talk numbers scream.
Show me the math becausebusiness is just math.
Show me how this is gonna help me solve myproblem and not create a a bigger problem.
Right?
Stay away from lack of direction.
And remember, it's not about beingbusy, it's about being productive.
Hopefully, y'allunderstand the difference.
If you're not getting results,you're just being busy.
(32:57):
If you're getting results,you're being productive.
That's the difference.
Okay, so phase two, it'sall about building momentum.
This is the six toseven figure, all right?
And you get into kind of this phase and,and there's something cool that happens
during this phase, and it's gonna happenin, in stages four and five is kind
of where, where it starts to happen.
(33:17):
But in here you've got consistency,you know, uh, you know, in
the revenue, it's not right.
We're still on the realestate rollercoaster.
Probably don't haveenough qualified leads.
We can get a bunch of leads.
We probably just don't haveenough qualified leads.
Um, investing in lead generation,we're making investments in things
that, in systems that are notworking right, we do it all the time.
(33:39):
Um, we're stuck in creating thesale, then service the sale.
Right?
I pedal really fast.
I do a really good job of getting abunch of people, and then I, I, I gotta,
I feel like I gotta go service 'em, andthen it's like, oh no, my pipeline's dry.
I just closed a bunch of deals,now I don't have anything.
Right?
We're in that viciousreal estate rollercoaster.
We've all, whatever differentanalogies to be able to paint that
(34:00):
picture, and it's like, what do I do?
What do I do next?
Okay, here's the answer, right?
Here's the answer.
Just focus on getting motivated sellers.
This is, this is the jump becausethat's the best return on your time in
production, is focused on getting listingsmotivated, seller listings, not just any
listings, not like I, it'd be nice to,no, it's, I have to, and focus on those
(34:25):
type of, those type of opportunities.
The next stage, this is, thisis where the game starts.
To change a little bit, right?
Um, it really happens inbetween here and the next stage.
So in this phase, there's three stages.
So this is stage three,this is stage four.
And our pains is, we still don'tfeel like we have enough leads.
Um, I would, I would, I wouldgo the, the caveat, we don't
(34:47):
have enough qualified leads.
Uh, we feel like we're doing all the work.
We still are holding on.
We're not letting go.
Uh, we're lacking the propersystems and processes.
Um, our follow up.
Somewhat existent, non-existent.
And it happens whenever it may happen.
There's no set system orprocess to our follow up.
(35:09):
And, um, we know we needhelp, but who do I hire?
How do I hire 'em?
How do I pay 'em?
How do I hold 'em accountable?
What do they do?
That's, that's kind of our pain pointsas, as we start to make this, this.
Kind of transition in the game.
And you know, the thing isgetting those low levered
activities off your plate, right?
(35:30):
You're never getting to sevenfigures doing, doing, you
know, 15, $20 an hour work.
This, the math is impossible tobe able to get to that point.
We have to focus on high leveragedactivities and that's, you know,
um, articulating your value, um, andbeing able to get people to agree to
do business with you really around.
(35:51):
Sales and marketing activitiesat the highest level.
Right?
You know, the administrative,the servicing, the follow up, the
fulfillment, not, not so much, right?
Traffic and conversion is where we're atin, in this, in this part of, uh, in this
part of the game as, as we're progressing.
But here's where it changeswhen we move into stage five.
(36:15):
It's, it's the old, the, the, thegame changes, the board stays the
same or stop playing checkers.
Now we're playing chess.
And the reason is that, um, we need,we need specialized playing checkers.
Everybody can do everything, right?
We got, everybody's a utility player.
Nobody's specialized in, in, in onecertain thing that they're able to, to do.
(36:38):
Um, and so it's bringing on talent, right?
Bringing in, um.
Bringing in the, in, in, in the righttype of talent, um, is so, so key.
And, and really here what we wannafocus on is our brand presence.
Um, what that means iswhat is our reputation?
Do we have a reputationfor doing the right thing?
Do we have a reputationfor getting results?
(36:59):
Right?
Do we say, you know, canwe back up what we say?
Can we do it?
Um, and so I think that's a, uh,uh, something to really be thinking
about, but it's really hard togo the level that we need to.
At this point withoutgreat people around us.
Remember the game changes at thispoint, you can't play checkers.
You have to play chess when youmove into, move into this point.
(37:22):
So get to that seven figure mark.
You this.
This is the big distinctionsthat you have to make.
Okay, so last phase, man.
This is CEO face.
This is seven figures in abook beyond this is when you're
building, um, you're building andunlocking other opportunities.
You're either focused on, you know,building an organization, you're un
(37:44):
unlocking, you know, other, um, you'reunlocking other business opportunities.
You're doing certain otherthings and, and guys, right?
You have to focus on hiring talent, okay?
It's not just hiring bodies, right?
Anybody with a pulse, it's hiringthe right people specialized.
And you're building those,those foundational systems, and
you are protecting your time.
(38:07):
The, the struggle here, right,that you have to fight up against
is complacency and content.
See, I, I believe you'reeither growing or you're dying.
And that's why, you know, fromA to B is, uh, always uphill.
And you know, if you're, if you're, ifyou're, if you're coasting, comfortable,
I hate hearing that word, right?
Because when I hear comfortable,um, I know you're not growing.
(38:30):
And there's no middle ground.
It's binary eithergrowing or you're dying.
And when I hear, when Ihear uncomfortable, I know
you're, I know you're dying.
And so the other, the otherthing here is ego, right?
Um, the other thing here is ego.
And remember, it's not about beingright, it's about getting to right.
That's, that's outcome over ego.
And so you have the falseconfidence of, oh man, I made it.
(38:53):
Eh, remember, there's always anotherlevel and, uh, remember there's always
somebody there that's dunking on you.
Just like what we found, even beingas high up in the world as we were,
you know, Coldwell Banker was a bigdeal back then, and, and, you know,
we were getting dunked on every day.
Uh, and so it kept us humble.
But that's one of the false, thefalse confidence is, is something
(39:15):
really, really, uh, importantto, uh, to pay attention to.
So the final stages up to this point.
Is, like I said, hiring, hiring talent,losing talent, knowing that, you know,
great agents are gonna come and go.
Now, the beautiful thing with thebrokerage model that we're in is that
they might come off your team, butthey can stay in your organization.
(39:37):
Then you can help them buildtheir dream, whatever that is.
Always systems, always improving onsystems, making sure that we're spending
money on things that actually work.
We've got great tracking, greatvisibility, um, you know, making sure
that conversion for, for, at this point.
We've done a great job at acquiring op,being able to acquire opportunities,
um, or create a bunch of contactsleads, so we might have a conversion
(40:01):
problem, um, at this point.
And then just juggling a lot of techstack, just, just a bunch of just.
Stuff.
So at this point, it's absolutelycritical that you, you develop leaders,
um, and this is the whole leaderscreating leaders type of concept.
You need, you need somebody to be abuffer with the sales organization.
(40:21):
You need somebody to be a bufferwith the operation side of things.
You need that integrator type role.
Um, you know, you need key people.
This is where you've gotta reallystart focusing on building really
talented people around you.
Um, you know, the next stage, stageseven, as we're progressing out of
here, right, it's, it's man strugglingrecruiting, recruiting talent.
(40:43):
They don't see value in what we're doing.
Um, they always want to talkabout our splits, right?
You're having that conversation, you'relosing top talent, um, and maybe you're
getting sucked back into production.
Right.
That's a pain here.
And so the thing to look outfor is making sure that our
business model is, is dialed in.
Listen, the agent to CEO philosophyis vision business model strategy.
(41:07):
People and business model isjust really how do we create,
deliver and capture value.
That's it.
That's what, that's reallywhat business model is.
And the beautiful thing is that we'retrying to put a a, um, you know,
we're, we're, we're trying to puta moat around our business model.
The beautiful thing is that wehave exp because it does help
us put a moat around, around ourbusiness and our business model.
(41:30):
So we're always tweaking.
We're really trying to figure,figure this out at the highest level.
And that last, that last stage.
Listen, you can, you don't have tohave a massive team in doing, you know,
hundreds and thousands of transactions.
If you built an organization, especiallyhere at exp, you do have tons of agents.
You do have tons of transactions.
Okay?
(41:51):
Um, but at this point, right whenyou get here, it's, it's all about.
Adding value to otherpeople's lives, right?
Creating other opportunitiesfor other people.
When you get to, when you get to thispoint, and it's just building a tight
team, great talented team, peoplethat you just love being around.
It's super importantat this, at this stage.
(42:13):
Um, so, so important at this stage.
And so listen, building thediscipline that builds the life.
Guys, we don't get tofreedom by working harder.
We earn it by becoming the personwho leads differently, thinks
clearly and executes without excuse.
So if your business isn't whereyou want it to be, then you've
got to become a better version ofyou Who can, who can get it there?
There are no business problems.
(42:33):
There are only leadershipproblems, and the first rule of
leadership is lead by example.
So here it is, this a stages.
As I walked you guysthrough it, it is the.
Most important tool that youguys can have in your business.
It's the most importantthing that we ever created.
It really walks youthrough all the stages.
I gave you the phases, right?
I gave you the traction phase,momentum phase in the CEO phase.
(42:56):
So be able to go back and, andkind of piece in there and what it.
What, what our focus is andthen what we need to avoid.
What is our enemy in those phaseswill really help to progress in
who you have to become in orderto move to that next level.
So you can grab a copy of it, you canhit the QR code if you're, if you're
watching the video here, or you canjust go to the eight, the number eight.
(43:18):
stages.com, the THE eight, the numbereight stages, S-T-A-G-E s.com, and you can
download and get a copy of that PDF there.
And I'll leave you with this.
So, um, geez, it's beenabout eight years ago now.
I had just finished my first, um.
(43:39):
My first marathon, and it was a really bigdeal for me at the time because up to that
point I had only ran, you know, the five5K fund beer runs, you know, we did it
as a team culture thing, and I was aboutto turn 40 and, um, I wanted to, to do
something hard for me, you know, my hardbecause, um, I lost my mom when I was 11.
(44:01):
She was two months shyof her 40th birthday.
So I, I, I went into that thinkingabout her, ended up coming out of it.
About my dad and, um, it wasa great, great experience.
Um, went to New York City, ranthe New York City marathon.
It's the only time took my dad,it was the only time that he
had ever been to New York City.
And, um, we're a few months laterwe're out in LA at, um, the last
(44:25):
content in commerce put on bythe traffic and conversion guys.
And it was the very lastone that they were doing.
They told everybody it was the last oneand they had, they, they went all out.
They had.
They had one of the best keynotespeakers I've ever seen in my life.
And, um, he, uh, um, you know, whenyou're in, in an audience of 4,000
(44:48):
people, yet you feel like the, likethe, the speaker is speaking to you.
That's what happened to me.
I. It was Jesse Itzler,was, uh, was the speaker.
And if you guys haven't had a chanceto catch Jesse live, ugh, do it.
If you get an opportunity, go do it.
He's one of the best speakers fromstage and, um, he said something
that really resonated with me.
He said, you know, as human beings,one of the worst things that we could
do is accomplish a major milestone andthen not immediately reset the goal.
(45:13):
So I accomplished a majormilestone in my life.
Ran, ran a marathon, you know,purpose behind it, everything.
And, um, I hadn't reset the goal.
And in typical Michael Reese fashion,you know, a few weeks later I get a,
I get a text message with a link to 10year anniversary of Ironman, Florida.
And, um, you know, typical.
(45:35):
Know, bro, what are you doing?
Like, like, are you doing this?
What is this?
What does this mean?
What, what?
No response.
And so, um, I, I don't believeyou commit and figure it out.
I believe you figure out what it isthat you're wanting to accomplish,
reverse engineer, and what is itgonna take for that to be true?
And I had done that, right?
Like I had no clue whatIronman was before, right?
(45:58):
2.4 miles in the water, 112miles on the bike, 26.2 run.
Ah, I knew what that was, right?
Because I had just finished running myfirst marathon, so I knew what that was.
And, um, so.
I did some homework, right?
Just like all of us, right?
I get, I get curious.
2.4, what's it, what'sthat gonna take 112 miles?
(46:19):
And what I, what I came to theconclusion is that I was gonna need to
train for about 13 to 14 hours a week.
That's just training.
That's not prep and that'snot recovery, just train.
So I had to take a hardlook at the calendar.
Um, I had to have conversations with thoseclosest to me and be like, listen, you
know, uh, I'm gonna have to give up this.
I can, I can step in here and do this.
Do I have the capacityto be able to do it?
(46:40):
And the realization and what we, youknow, figured out was the answer was yes.
So then I could commit,then I could commit.
So I started down the path starttraining and um, I had that in the
mirror moment and we were about, um,two months out from, from the event.
And I was like, dude, I'm lost.
(47:01):
I don't know how to get my,how do I get my bike there?
Like, what, what do I wear?
What's the nutrition like?
What's, what's a, what's,what's a transition?
What, I mean, what, what?
I had that in the mirror momentand I was like, dude, you're
the biggest idiot on the planet.
Your dad's a hall of fame coach.
You coach people for a living, and yetyou're trying to do this on your own.
(47:24):
See, one of the biggest mistakes thatwe can get into is a false belief that
we can accomplish something because.
We found success in something else.
See, I figured out how to trainand run a marathon on my own.
No coach, no guidance,no no training program.
I just downloaded something fromthe internet and followed it.
(47:47):
And I thought I could do thesame thing with the full Ironman.
Like what a what a idiot.
Right?
And I had that aha.
And um.
I got a coach right away and we wereable to, uh, um, Ironman, Florida was
delayed because of, of Hurricane Michael.
(48:07):
So it gave us about six months of trainingwith the coach to then, uh, run our
first, uh, run our first full Ironman.
And, um, you know, that was a, thatwas a massive success and it's been a
massive success for three full ironmen.
And, uh, we then thought, you know,Hey, Ironman wasn't tough enough.
(48:28):
We need to do something a little tougher.
And so we start down the, the ahundred mile, uh, race path, which, uh,
we've got four, four under our belt.
And, uh, at the time, I'm tellingyou guys this, we're off to, to
back to the keys, the picturehere from Keys from two years ago.
We're back to the keys next week.
Uh, so we're gonna be runningthe Florida Keys again.
So.
Hopefully, uh, all goes well.
(48:48):
That'll be, uh, um, you know, ahundred mile finish number five.
And we're, we're gonna keep, keep going.
We've got bigger goals in mind, sothese are just part of the steps along
the way and, uh, I wanna share it withyou because without a great coach.
I know none of thiswould've been possible.
I think I could have figured outand ran my first Ironman, but I
(49:10):
wouldn't have done another one.
And I definitely wouldn't be running ahundred mile races without a great coach.
And so if you've got any, anything thatyou're wrestling with, anything that
you're struggling with, um, I'm justgonna tell you don't try to figure it out.
Go get a great coach.
Um, that's, that's one of the biggestlessons I've learned in my life growing
(49:32):
up in a coach's home, being a coachmyself, is that, uh, you know, if
we wanna collapse time and, uh, havewhat we can't see, which are our blind
spots, what we reveal, we can heal.
We need a great coach.
So.
Thank you guys for letting me, uh,share that, uh, that session with
you and hopefully find some value.
Um, hopefully you guys go anddownload the eight stages,
(49:55):
have that as a tool with you.
Um, it'll help you where you'reat, but it'll also help I. Um, you
know, those that you're, you'retrying to coach and mentor and
lead, attract, recruit, whatever.
Um, you know, identify where they'reat and who they need to become and
what they need to do to get to thenext phase and the next stage of
their, of their business and, and moreimportantly, the next stage of their life.
(50:17):
So, awesome guys.
Um.
Any questions that you guyshave, feel free to reach out.
It's what we're here for and,uh, can't wait to see you guys
again on the next episode.
Take care.
That's a wrap for today.
I hope you got somethingvaluable from this episode.
If you did, hit follow andvisit John kitchens.coach for
more ways we can work together.
(50:37):
See you on the next episode.
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