#684: The Real CEO Blueprint: Build Leverage, Systems, and Freedom in 2025 with Gogo Bethke

Episode Overview

Originally recorded at the top of 2025, this episode marks the sixth year John Kitchens and Gogo Bethke have kicked off the year together and it’s their most powerful conversation yet. What started as a yearly pulse-check on social media has evolved into a masterclass on building a real estate business with true leverage, systems, and freedom. Gogo unpacks how she scaled her life and business by reclaiming her time, hiring before she was ready, and stacking multiple income streams. From tactical hiring moves to automation, marketing, and mindset, this episode is both a strategic blueprint and a call to step fully into the CEO role your business demands in 2025.

Key Topics Covered

Reclaiming Your Time and Knowing Your Worth

• How to calculate your true hourly rate (and why it changes everything).

• The mindset shift from "saving money" to "buying back time."

• How to reallocate low-dollar tasks and focus only on high-leverage activities.

Hiring Before You're Ready

• Why Gogo hired her first personal assistant before she could afford one.

• What to delegate first (hint: start with what you're terrible at).

• The difference between in-person and virtual assistants, and where to find both.

The Power of Leverage Through Team and VA Support

• Building a 14-assistant operation that supports a lifestyle business.

• How to use your first VA to double down on what's already working.

• Why you should hire two VAs for every role to protect your business.

Agent Attraction that Actually Works

• Why Gogo never cold calls and how she built a 1,500+ agent downline.

• Her "button-based" funnel system that handles the heavy lifting.

• How EXP has changed her life and created financial peace and time freedom.

Owning Your Audience: The Email List Strategy

• Why social media isn't enough and what happens if it disappears.

• The numbers behind her 15,000-person list and over 4.7 million emails sent.

• How email marketing ties directly to income and brand longevity.

Simple Systems for Content Distribution

• Gogo's one-platform content strategy: create once, distribute everywhere.

• Why every agent needs to be on Instagram, Facebook Groups, LinkedIn, and YouTube.

• The easiest way to leverage a VA to manage your entire content ecosystem.

Multiple Streams of Income in 2025

• Beyond buyers and sellers: the 6+ income sources Gogo recommends.

Episode Transcript

(00:00):
Seven figure success starts whenyou start thinking like a CEO.
Welcome to the John Kitchens Coach podcastexperience as your host, John Kitchens.
Get ready to think bigger andtransform your business into
a path to lasting freedom.
What is happening?
Everybody, man.

(00:20):
Thank you guys.
Tuning into another episodeof Expert Mentors Live.
And this is, uh, the traditionalkickoff of the new Year, Gogo.
This is our sixth year of starting theyear off together on expert mentors live.
Um, so man, I I, you know,I look forward to it.
So the team already knows, right?
They're like, Hey, we gotta get, go-go.

(00:41):
When are we getting the date?
In?
What day are we doing it?
Let's get her lined up.
I cannot believe it's beensix years, her sixth year.
How just.
Does it, like, I had to go back anddouble check, but it's our sixth
year, which is absolutely incredible.
And I appreciate you, you know, carvingout the time and I know kind of you're,
you're just at a fun spot in your life,and I know we'll get into that a little

(01:03):
bit, but, um, man, how much has changed?
So much has changed in, in the last sixyears, this run that, that we've been on.
And, um, we, you know, we hadtraditionally had started these
conversations around kind of whereyou were at at that time, right?
Was the state of social media.
I mean, you were, you were thesocial media queen, the red dress
just, I mean, that was, thatwas you, that was your persona.

(01:24):
That was the brand.
And so much has, has evolved and changed.
And it's like we were talking about,hey, what, what are we calling this?
And it just, oh, I think I asked you.
I'm like, can we change the title?
Yeah, let's change it.
Because so much has changed with you.
And, and, um, like I said, I, Ilook forward to this conversation
every year starting off with you.
And, uh, I'm ready to dive in.

(01:46):
I know you've got a lotof ground to cover, but.
I would love, maybe let'sstart right there, right?
Change.
What am I, change the topic,change the conversation.
It's no longer the state of socialmedia, it's just the state of
business, the state of the business.
And, and it's just an interestingevolution of, of all things that you
know, has happened over the last fewyears and kind of where you're at.

(02:07):
Love to tell this story.
Oh my gosh, right?
Oh gosh.
That's why I asked you.
I'm like, can we talkabout something else?
Not that social media is not importantor not a part of my life, it's just
as much a part of my life and Icouldn't get anything done without
social media, but, or achieve andnot get done, but to achieve, right?
So stuff.
Um, but in the same time, I have achievedso much and I wanna teach that because I

(02:31):
truly achieve financial freedom and timefreedom and location freedom in my life.
And I want to be able to sharewhat I did to do that and help
others to do the same if they wish.
So, right?
Like nothing wrong with productionand being in a hamster wheel, if
that's what you want for your life.
Um, I just know that, uh,that's not what I want.
And that's not what I wantto, uh, share anymore.
Now I'm all for production.

(02:52):
Don't get me wrong.
I'm all for making money.
It's just making it in multipledifferent ways by working less and
still having a life because I'vebeen way too close to burnout.
Way too.
No, I wouldn't say way too manytimes, but one too many times.
Yeah.
And what is, is, is it just an overobsession of pushing without, in, in

(03:14):
your mind the right kind of balance?
I mean, there's no such thing as balance.
My, my definition of balance isjust be present wherever you're at.
So like for you, is it just thingsthat were neglected, things that were
just weren't given the right attentionfor you that that caused that feeling?
I'm smiling, I'm smiling here whenyou said balance, because I'm like.

(03:34):
What is that exactly?
So what I call balance and whatsomebody else calls balance is
probably something totally different.
Totally different.
I was actually watching BarbaraCorcoran's, um, interview last night
and she was talking about, you know,her life and what is she like and
how she functions and all that.
And uh, they asked her what is she bad at?
And she said, she's bad at relaxing.
And I was like, oh my gosh.
I'm Barbara.

(03:54):
Like, I don't really know.
To me relaxing is like wasting my life.
Like I can relax maybe like one of my NewYear's resolution is to read this Bible.
It was wanted a white Bible withgold lettering and rice paper,
the very, very thin paper.
So one of my resolutions forthis year, new's resolution is to
read this bible, start to finish.

(04:16):
Well, I can sit.
About two minutes at a time.
And then I'm like, I need to, I need toget up and I need to go do something.
Like, I need to use my brain, I needto build something, I need to do
something, I have to feel productive.
Um, for me it's just like a, a high,almost like, it's like my adrenaline.
It's like I created somethinglike I serve the purpose today.

(04:37):
I achieved something today.
Right.
Um, so I actually enjoy that.
I call that balance.
It works just fine for me.
Right.
But I do spend a lotof time with my family.
I do work from home.
I only work Monday to Wednesdaywhen I'm like, you can't
talk to me 'cause I'm alive.
Um, and then every day I wouldsay by four o'clock I am done.
And every weekend I don't work.

(04:58):
So Thursday, Friday, Saturday,Sunday, I don't work.
I have extended weekendsfor the rest of my life.
I love that.
And that's by design,that's through intent.
And, and so for you,you know, you're like.
Not, I mean, every minute is, is is likethere structured when you're working.
Right.
You know what it is.
And, and you really know theactivities that you're in charge of.

(05:21):
And it's one of the things that I,I really, you know, love about you
is, is the how you value your time.
'cause you know what you're worth.
And I think that's where somany people give away Right.
Their time.
And I was having a conversation thismorning with, um, with, with DJ Matt and
dj, and DJ was like, you know, that's oneof the things that I just, I can't let.

(05:43):
Slip away.
Moving into the new year,moving into the future is I just
can't let my time slip away.
'cause it's, it's, it's trulycosting me so much, you know,
financial, but also time withfamily, time with my son, time there.
And it's just really gettinga grip, grip on that.
And you have a a, I love your takeon it, so I'll let you dive in
because real estate agents need toget this, especially, they need to

(06:05):
get it now more than ever reallyunderstand the value of their time.
I've never heard it put, I mean, Ishould put it this way, the time that
really nailed it in for me when Ifinally understood it, is that when
I heard someone say, then an hour ofyour time is an hour of your life.
Yeah.
So if you look at your life as a whole,is that really how you wanna spend it?

(06:28):
So if you were on your deaded rightnow, and you know that your time is
counted, and all of us are on ourdeaded right now, and our time is
counted by the way, just that YI, right.
All of our time isclicking at the same time.
Question yourself?
Is this really what I wanna be doing?
If I knew that my time is counted,is this really what I wanna be doing?

(06:49):
Is this the person thatI wanna be spending with?
Is this the activitythat I wanna be doing?
Is, does this make you happy?
Does this make you the money?
Is this, or even if it makes youthe money, does it really matter?
Do you need to make that money anymoreor would you be better off spending
it with your 17 and a half year oldwho's gonna be fleeing the, or flying
out of the nest here in a minute?
And then, and then that's that.
Yeah.
Right.
So that's the phase.

(07:09):
I also, I think on one of ourother calls, you, and we talked
about the phases of life.
Like if you, if I was in the phase whereI was an empty nester right now, I would
probably be had down working, becauseI don't want to have time to think.
Right?
I wouldn't want to havetime to miss my children.
I would be so busy building anothermultimillion billion dollar company
just so I can keep myself busy.

(07:29):
But that's not the phase of my life.
The phase of my life right now is Ihave a 15-year-old and a 17-year-old.
Mm-hmm.
And I have two summers with oneand what I mean, three summers at
one and one summer with the other.
Yeah.
So now I count things in summers.
Mm-hmm.
Right?
Which reminds me of takingthe whole summer off.
In the month of June I'll be inItaly, and then at the end of June

(07:50):
we are gonna go to exp Con Barcelona.
And then from there we aregonna go to um, uh, uh, Monaco.
And from there we are gonna goto, uh, to Romania for a couple
weeks, we'll come back to Florida.
Then we are gonna fly up toMichigan, visit family, and
then school starts again.
So I'm taking literally thewhole summer off with my family.
But let's talk about that timeand how to know what's, what

(08:11):
your time and what doesn't.
So I want you to take, and this is aperfect timing for this, because we are
starting a whole new year over, right?
I want you to take your 2024 incomeevery money that you made in 2024,
not after taxes, not after expenses.
Every penny, every dollarthat hit your account in 2024.
And I want you to bedividing that by 2080.

(08:34):
Now, if you are a top producingrealtor or a top producing
entrepreneur, you're probablyreally not working 20 hours a week.
You're probably workingway more than that.
But let's thrive for 40 hours.
Let's assume that youworked a healthy 40 hours.
That's 2080 hours in New Year.
So if you take that amount that youmade, and, uh, many of you're probably

(08:55):
don't even know that number, and that'sbecause you don't track your number.
And that's gonna be awhole other conversation.
We can spend the whole, we can spendthis whole time talking about that.
That's gonna be a wholeother conversation, right?
If you don't even know your numbers,get off the call right now and go do
yourself a favor and figure out howmuch one you made last year so you can
know your hourly rate, because thiswill probably be your biggest takeaway
here today, is to know what your time isworth, and then charge taxes on top of it.

(09:19):
So let's say it's a million dollars,you're gonna take the million dollars
or 250,000, or whatever that is.
What do you think?
It's a reasonable number, John, foran average income of your listeners.
Um, I, I would think, you know,they're, they're two 50 up.
Um, you know, let's just say, let'sjust say they're kind of an emerging

(09:39):
talent type of type of agent.
They're, they're, you know, kindof at the point they wanna really
take it serious and grow a business.
Um, being able to, to, to really,you know, Hey, I have aspirations
to get to seven figures.
I'm, I'm a couple six figures.
I'm not complacent, I'm notgetting, you know, let's, let's
go, let's go, let's make a run.
So let's just say two 50 to 300.
Okay?
So I'll do the math.
With 300,000, we are gonna take300,000 divided by 2080, so 2 0 8 0.

(10:05):
And if you are making 300,000 in 2024,or I should say if you made 300,000
in 2024, your hourly rate currentlyis $144 an hour, which means that
you will not, or shall not, or shouldnot ever do anything, ever again.
That doesn't make you144 bucks in that hour.
If you are doing that,you're losing money.

(10:26):
And that is including your laundry.
That is including walking your dog.
That's including groceries.
That's including taking out yard signs.
That's including answering to anemail, to a dm, to all of that.
I have 14 assistants.
I don't do any of those.
I couldn't tell you the lasttime I ran a load of laundry.
Not because I don't qualify, it'sjust because I know I'm losing money
every time I run a load of laundry.

(10:46):
Think of it this way, mostpeople would say, yeah, but
I can run a load of laundry.
Listen to the zoom call.
At the same time,physically, yes, able to.
Your brain is not going tocomprehend it 'cause you're
not giving your full attention.
How do you overcome somebody that thathas that type of scarcity mentality or.
Has, um, you know, I've heard, I'veheard people, you know, oh well,

(11:10):
like, um, you know, it's good, goodexercise and you know, it teaches good
values and doing things like that.
Like how do you help people overcomethat type of mindset, the scarcity
type of mindset to kind of letgo and, and kind of be able to.
To move forward from that.
Can I be harsh?

(11:30):
Uh, I wouldn't want it any other way.
Gogo, let's just put it this way.
Poor people as the question, howmuch does something cost wealthy
people as the question, how muchmoney is this going to make me?
Mm-hmm.
Yep.
So let's play the game.
Let's say you're thinking about if youshould or should not hire a personal
assistant and your personal assistantwill help you with every, so let's, let's

(11:53):
talk about my house assistant, right?
I call her my personal assistant,but she really actually doesn't work
with me 'cause I'm on lives all day.
So by the time she showsup, I'm already working.
I'm even, she leaves, I'm still working.
So I usually don't actually see her.
She helps Dwayne run our household.
She does laundry, she grocery shops.
She like, I'm going to speak tomorrow.
I need a pair of nylons.
She's at Target right now buyingnylons 'cause I can't go to
Target 'cause I have to be here.

(12:14):
Right?
So she helps with literally anything thatyou can think of that physically needs
to be near me and needs to get done.
Okay, so let's say you are gettingsomeone to do laundry for you.
Let's say it would cost you, how muchdo you think, John, in your area, if
someone was to come over a stay at homemom who drops off the kids at school,
gets to your house around 9, 9 30, whilethe kids are in school for two, three

(12:36):
hours, she runs a few laundries for you.
Picks up the house every single morning,two, three hours a day, how much do you
think that person would charge hourly?
20, 25 bucks.
Okay, so let's make, let, let's do 25.
So the math is simple, okay?
Um, so $25, right?
We calculated that your hourlyrate currently is 144 bucks, right?
Not yours, but the listeners okay?

(12:57):
For with the sake of the conversation.
So if you are hiring this person,most people will look at it that
this person's gonna cost me $25.
I can ride, I can do my ownrun rates like riding a bike.
I can do my own run, right?
I'm saving $25.
Are you really saving $25 orare you, are you losing 190?

(13:19):
Because if you know what you're goodat and you stay in your lane and you
do that, you put your hair in the sandand that's what you do, you do the
activity that makes you the $144, howmany clients could you get in that hour?
That's right.
So how are you really losing one 19?
I don't think so.
I think you are actually losing waymore than that because if you did what
you're really good at and you stayedin your lane, you would get yourself

(13:41):
probably 1, 2, 3, 4, 5 clients.
And if you got 1, 2, 3, 4, 5 clients,let's say you got five, let's say
you got maybe in the middle, let'ssay you got three clients and your
average commission is 10 grand, that's$30,000 you could have made in an
hour by lead generating for yourself.
And instead you run a load of laundry.
That's right.
That's why you don't have money

(14:02):
allocation of time.
And I, but, but it's all themindset shift first, right?
And, and it's just really startingto, you know, know, know your worth.
Also only works.
You can't be sitting back andsiping mimosas while someone's
owning your load of laundry.
Well, there's a trade off, right?
Like you can, you can do thosethings and, and, and buy back some.

(14:22):
Life, buy back some freedom.
But that's kind of an expense.
Yeah, that's not an investment.
And I think that's, you know,that, that type of shift.
And it's the biggest thing for, for whereI see how the, the only reason I believe
you should be in real estate, residentialreal estate sales is to uncover
opportunities to invest in for wealth.

(14:43):
And so it's invest mentality you'reinvesting in, in talent, you're
investing in labor to free up yourtime to go focus on things that will
build you freedom and get you closer.
That's the only reason, right?
It's just like a, just tellthese guys all the time, I'm just
like, you're building a team.
The team should just beuncovering opportunities for you.
That's the only reason you shouldhave a team in real estate.

(15:06):
And, and so really understanding thatinvestor investment type of mentality.
And the first, first thing and the firstperson you have to invest in is yourself.
Yeah.
Yeah.
It's so good.
That's what I believe.
It starts Gogo right there in the mindsetyou're trading your life for, for money.
Literally, you're trading apart of your life for money.
So is that really, are you reallyplanning, how do I say this?

(15:28):
Are you really wanting to trade an hourof your life for a load of laundry?
Yeah, I don't, right?
No, I love that.
So, okay, go, go.
I get it.
All right.
I'm gonna, you know, I stand,understand what that is.
I'm gonna make those hires.
I, I, I, look, I start small.
Um, you know, now what do I do?

(15:51):
Right?
Kind of as the directionand, and like, where's the
direction of the business going?
You know, what's changing?
What's not changing?
I've got more time.
Where do I allocate my,my, my new time now?
Yeah.
So I, that, that would bedifferent for everyone, right?
So now that you know your hourly rateand you know your income, I want you
to take, take a step back, a 10,000foot you, and look at your business.
It's gonna be different for everyone.

(16:12):
And I want you to look atwhere did that money come from?
Literally, did it come from buyers?
Did it come from sellers?
Did it come from open houses?
Did it come from Zillow leads?
Did it come from events?
Did it come from, where did it come from?
Did it come from yourFacebook, Facebook ads?
Where did it come from?
So when you are making your first hire,when you figure out, usually when you
look at your book of business, usually yourealize there's two reoccurring things.

(16:34):
There's multiple, but two, thathappens over and over again.
Um, that's what my researchshows through the years, right?
So maybe for you is Facebookads and open houses.
So you hire this new assistant who's goingto help you with everything else, then
it's no longer worth your time, right?
And guess where you are gonna be at?
Facebook ads and open houses.
You're gonna double down on that.
So while this person is helping you torun your life so you can have sanity when

(16:56):
you come out of this office, right, youare going to go head down, hard work,
double down on what you know it's working.
When you double down on what youknow it's working, and you're no
longer spending your time on thedata entry of the everyday nitty
gritty that also needs to get done.
Your results just.
Quadruple because you are only spendingtime on the things that making you money.

(17:16):
Does that make sense?
Yeah.
So I would want you to start with thatand eventually now you are going to maybe
be making four or five times the money.
Right?
So I can give you an example.
The most money I've ever made, I, Idon't know without a personal assistant.
'cause I had a personal assistant.
I had Christie for 11 or 12 years ofmy career, and I'm 14 years in, right?

(17:38):
So I hired a personal assistant before Icould actually afford one, to be honest.
Well, that's a great, so that'sa great point right there.
So, and, and that, that is it too, right?
It's like make the hire right beforeyou can afford to make the hire.
And, and so in the early days for you,you know, mom business, like what were

(17:59):
all the things that filled her bucket?
Because I think that's a, thatwhere, where I hear a lot of agents
like, well, what would they do?
What would be all thethings that they would do?
Well, I, okay, now I understandthe math equation, but still,
what, what are those things?
What would they do?
So I started with what I,can I say what I suck at?
Yeah.
So I have, I would call myself anorganized chaos kind of person.

(18:20):
I'm very organized in my head.
Now, if you are going to make mefile that into an actual paper
file, it's never gonna happen.
If you're gonna ask me, where's the filefor 1, 2, 3 Main Street, I don't have one.
Everything is in my head.
I know exactly where to find it.
I know what email to print.
I know who sent it when they sent it.
I know which side of thepage I took the note on.
Like I'm very visualand I'm very organized.
But when you have a lot of businesses andas you are growing with things, right,

(18:43):
we all naturally have super duper skillsand we have things that we just suck at.
Hire the things that you suck at,that's the first thing they're
gonna take off of your plate.
So that in my case, I can be successfultop producing agent and be organized.
So when someone comes into my office,they was not a pile of paper this high.
And when they're looking atwhat they need, I'm like,
oh, it's somewhere in here.
Right?

(19:03):
So that would've beenme in the past, right?
Today I'm super organized,but I have 14 assistants.
I literally have an assistant foreverything, from design to emails,
to websites, to numbers, trackers,to you name it, I have it right,
because I hire out my weaknesses.
So I would start with weaknesses.
I would also start with things that you,you might love and you're good at it,

(19:23):
but it's not making you the money, right?
So for example, bookkeeping, um, yourtaxes, you are answering your emails.
Like you might love it, right?
But does it make you money?
No.
It's at the back end.
You already made the money.
You just have to respond to yourbookkeeper where it went, right?
Or where did it come from.
So I would hire those, those things outand really just put your head down and
do the things that you really good at.

(19:43):
Now, after they helped you getorganized, then you're gonna start
thinking on all of the things thatare like, Ooh, I could be doing this.
And now there's two of us, right?
So now we have 80 hours.
'cause alone you have 40hours if you're working.
Normal hours, right?
And then now you have one more of you.
So now you have 80 hours worth ofwork you can get done in one week.
So now after everything got organizedand you guys got a good rid on and

(20:06):
understand each other and how you work.
Now let's say this person stillhas 30 hours left or 20 hours
left right now, what can they do?
You know what they can do?
They can start building you all ofthose businesses that, all of these
ideas that are in your head thatyou're like, oh my gosh, it's such a
great idea, but I don't have any time.
Or I don't know where tostart or how to do it.
That can be on the computer overthere, Googling it, that can be on

(20:26):
the computer over there, setting youup all of the steps and go high level
and creating you your course andsetting up the camera and the likes.
And all you need to do is sitdown and shoot your course.
So the the thing too, so, you know,Christine's a great, great example, right?
Um, with, you know, with you for what?
Eight, uh, what'd you say?
11 years she's been with you?
12 years we've been working together.

(20:47):
Yeah.
So, you know, obviously we knowwhat happened before this first.
Episode of, of you and I kickingthe year off, uh, two months later
in, in March of 20, um, with, youknow, the world getting shut down.
But what it did is it unlockedthe global workforce, right?
It unlocked talent all over the planet.

(21:08):
And, you know, and, and thereason it did is because the
talent was going into offices.
Now the talent is, is at home.
And it really unlocked a lot of, of beingable to, to find really, really skilled
and talented people all over the globeand getting into an affordable, you know,
salary range that we can really applyto, you know, to small businesses or, or

(21:34):
agents in particular here we're talkingto that are just kind of breaking that
six figure, multiple, six figure range.
Now they have, you know, some dollars.
So for you it was in person, right?
Would you say, you know, could,could an organized, you know,
chaotic, organized individual agent?
Do they need somebody in person or couldthey go the virtual, um, team member

(21:56):
route in, you know, in today, with today.
So let's back it up to 12years ago was what, 2012?
There were no, yet did we have wifi?
I don't know.
Maybe we had wifi, youknow, but absolutely.
I, I mean, I would not start with anin-person today because you more than
likely can afford it just yet, right?

(22:18):
But the 25 might hurt.
But can you afford five bucks?
Yes, an hour.
And if you can't afford five bucksan hour, skip Starbucks today.
And you'll be fine there.
Is your first va Absolutely.
What I do in different todaythan I did in back then.
Back then I didn't have a choice.
Today I have a choice.
So I would recommend startingwith a virtual assistant.
Here are a couple tipsabout virtual assistants.

(22:38):
Um, actually if you go on my, so todayI'm going to give you guys, I have some
bullet points I wanna make sure we cover.
You brought gifts sent to the new year.
Yes, I did.
I did a lot of free stuff.
But in order for me to be able to getthese to you, you'll, 'cause we couldn't
figure out how to do the links in achat where you can just click it, right?
So what I want you to do is go onGogo's Real Estate on Instagram.
So my name is Gogo.

(22:59):
If you go on Gogo's RealEstate on Instagram, I'm going
to give you these keywords.
So when I say keyword, write it down.
Then you can go to my Instagram andcomment that keyword on any of my
posts, or you can DM it to me and mysystem will automatically send you that
specific thing that I'm talking about.
Okay, so let's talkabout virtual assistant.
What do I recommend?
I recommend for you to have two.

(23:19):
The reason why is because it's gonnatake about three months, 90 days for
your virtual assistants to kind of comeup above, you know, head above water.
You are gonna spend all this time,you're gonna invest it into this person.
You're gonna train them and tounderstanding who you are and
what you do, and how you do.
And they're finally ready to help you.
And they get pregnant.
Here you are, you're gonnahave to hire another one.

(23:40):
You're gonna have to start a 90 daysover and you're gonna have to train them.
And then by they get trained, theyrealize they don't like working
for you, and then they quit.
Right?
And then you are back atthe same rollercoaster.
So I'd recommend to havetwo for every job, have two.
If one quits you have the other onedoesn't affect your business whatsoever.
Okay?
So I would recommend two.
The locations I recommend them from, mostof my virtual assistants are from Brazil.

(24:02):
The reason why is because the timezone, the time zone is only one
to two hours away, depending ifit's, you know, those American time
changes that we do twice a year.
But most of the time it'sa one hour difference.
Or for half a year is one hour,half a year is two hour difference.
And they don't have accents.
Like their accents arebetter than my accent.
Right?
So that's how good they are.

(24:23):
So I would recommend Brazil.
Um, now if I have a digital person, a webdesigner, a video editor, or a numbers
guy, like I, I always have an Excel sheetnumbers guy, because I love trackers.
My tracker have trackers.
Those four jobs I would hirefrom India or the Middle East.
Okay.
So my website guy, my video editor guyis from India, and then my numbers guy,

(24:47):
he is from India too, actually now.
But my old numbers guy, beforehe left, he was from Pakistan.
Okay.
Um, now I have an amaif you are wondering.
Yeah, go, go, go.
Where do I find them?
How to train them, how to pay them.
All of this stuff, right?
Go to my Instagram.
So Gogo's real estate andcomment the word virtual.

(25:07):
My automation is going to send youbased on that keyword, right, it's
going to send you an e booklet andyou can follow that e booklet step
by step, by step by step, how to findthem, how to train them, what Facebook
groups to join so you can find them.
So it's not costing you money.
After you read that e booklet, youdecide that, uh, you don't wanna
do that, you just wanna hire them.
I also give you a staples easy buttonright there for the company that I
love and trust, um, for you to hireit through them if you don't wanna

(25:30):
go through the process of findingthem and hiring them yourself.
Okay.
So again, the, the key wordfor that one is virtual.
Okay.
Can we talk a little bitabout agent attraction?
Absolutely.
Because increasing headcount into the realestate business solves a lot of problems.
So, um, in fact, it cansolve almost all problems.

(25:51):
So definitely let's talk agentattraction, let's just say it changed
my life and, uh, it solves Yes,pretty much all of our problems.
Yeah.
Yeah.
Anything that money canfix, it solves that problem.
Yes, yes.
So let's talk about that.
I did come to exp
Can I say ball to the walls?
Yes, you did.

(26:12):
Okay.
I did what I did.
Yes you can.
Yes you did.
Um, so I did come toexp for agent Traction.
I was already a tap producing agent.
I, I agent, I knew howto do a transaction.
I'm assuming you can't forgethow to do a transaction, right.
It's like riding a bike.
Um, but I wanted, I didn't wannabe 67 and doing an open house.
Yeah.
I was started losing my patientswith my clients that were

(26:33):
buying res the day of closing.
And then we couldn't close 'causetheir income to debt ratio went up.
And there I was working for themfor 60 days and not getting paid.
And then I started really voicingmy opinion and I was like, before
I ruined my own reputation, 'causeI'm losing my patients, right?
Um, let's have a solutionto this problem, right?
Because I knew that I'm not goingto have the same enthusiasm and

(26:54):
the same patient and the same work.
Not ethic.
'cause the work ethic will always be thesame, but the same excitement towards work
that I had in my twenties or my thirties.
Right?
So with that being said,when I came to EP, I knew I
wanted to do agent attraction.
I wanted to do agent attractionfor multiple reasons.
I wanted to have a solid source of incomethat comes in on the 20th of every month.

(27:15):
And then I also wanted to have a source ofincome that is not tied to my production.
So what if I get sick?
What if I get pregnant?
What if I hit burnout?
What if I wanna go toEurope for two months?
What if I just wanna spend some timewith my family and take a breeder?
Mm-hmm.
Right?
And I do that.
I was not able to do that as anagent in real estate 'cause I was
on the production roller coasterand I needed to get off of that.

(27:35):
So that was my solution.
And then my next solutionwas stocks, right?
I wanted to have a retirement plan.
So I was planning onbringing 40 agents a year.
I was never planning to Icon, butI was planning to icon my own way.
And the way I plan to Icon is whathappens when you bring an agent.
You get stocks and you get revenue share.
Right?
So you get $400 worth of stockswhen they close their first deal.

(27:56):
Well, if you bring 40 times400, how much is that?
Yeah, that's my icon.
So if you ask me I icon every year, I justdon't have a piece of paper to prove it.
But I have the stocks in my accountbecause every time I bring an
agent, they close their first deal.
I get $400.
There's my icon in the end of the year.
Right.
So I did it for two.
You didn't have to travel andyou didn't have to do do all the

(28:17):
requirements that come with with it.
Exactly.
It's just another way of icon.
Right.
So I, I strongly recommend learn thecompany, everything they have to offer.
Use every benefit that the companyhas to offer because when you use
it, it's easy to sell a productthat you are using yourself.
Yeah.
Right.
So when you know everything thatthe company has to offer from
production to agent attraction, tothe icon program, to the revenues

(28:41):
programs, to you name it, right?
The, the how many different teams wecan have, the husband and wife, the
standard team, the domestic team,the Meg Icon team, all of those.
Then you can sell the product, okay?
Now, when you practice it and when youuse everything that this company has to
offer, I guarantee you, and even thoughI can't say guarantee, but I guarantee
you with every hair on my body, right,that you will win, your life will change.

(29:05):
A XV has changed my life.
So with that being said, when yourlife will change, when you put all
of these things in practice and youstart seeing that income and you start
seeing that retirement and you startseeing that freedom that it provides,
you won't be able to shut up about it.
You will tell everybody, you'll goon the closest mountain top and yell
it for everybody that would listen.
I have two requirementsfor agent attraction.

(29:25):
You wanna guess what thosetwo requirements are?
Two requirements for agent attraction.
I was thinking, you, you, you had methinking about the customer journey
and I was like, you know, becauseyou know the customer journey, you're
becoming a promoter, but you gotta be anadvocate before you can be a promoter.
And by definition, an advocate is somebodythat gives a testimonial and a review.

(29:46):
Well, you can't give a testimonial anda review unless you've used the company
and know what the company provides.
So I was still connecting the dots oneverything that you were saying because.
Of understanding the customer journey.
Like you're never gonna be apromoter if you're not an advocate.
You're gonna be an advocate.
You have to show the life that thiscompany provided to you because people

(30:08):
going to want to have the life, thelife that exp provides is the byproduct,
or I should say when they see yourlife exp just the byproduct, right?
They want the life they're signing up forthe life that the company's gonna provide.
But if that, that companyjust happens to be exp, right?
But the two things that are myrequirements to have an agent partner at
exp, I'm gonna make it super easy for you.
Number one, have a license.

(30:30):
Number two, have a pulse.
Yeah.
If they have these two things, Iwould love to partner with them at
x exp. But with all joke aside, youcan actually be more strategic on
who you want to partner with and, andthen have a control over your income.
Right.
So when I joined the company, I wantedto have, I. The agent who is between

(30:51):
2,000,004 to 6 million in production,ideally between two to 6 million.
If you ask me why, here are the reasonswhy at 2 million, they're almost cappers.
That means they can, theyknow how to do transactions.
They know how to, um,contact their broker.
They know how to fillout their redundants.
I don't have to hold theirhands through the price.
They're not gonna blow up myphone every two hours of, oh

(31:13):
my gosh, someone emailed me.
What do I say?
Right?
They know what to do.
They also got a taste for money,so they want more of that.
Right?
And if we can get, if, if they arealready at that 6 million production,
right, I can get them to icon like this.
So my ideal agent is betweentwo to 6 million in production.
Okay?
Now the question is,who is your ideal agent?

(31:33):
Who do you want to partner with?
Also, my agent, my idealagent happened to be me.
At that time.
Yep.
Because when I joined exp, I was aseven to $9 million producer, which
for me at Michigan, pricing was about40 transactions in average year.
Okay.
So it was easy for me to talk to thatideal agent partner because I was it.
I knew their pain, Iknew what they're doing.

(31:54):
I knew what they needed.
I knew I knew who they are.
So it's very easy to have a conversationwith someone who's just like you.
So I would say your idealagent, you are what I like to
call your low hanging fruit.
The lowest hanging fruit isan agent who's just like you.
What is that caliber of agent?
Write it down.
Next question.
Where you gonna find them?

(32:16):
Where are they at?
Do they go to events?
Do they usually end upshowing up on Zoom calls?
Could you have coffees with them locally?
Could you hit 'em up on Instagram?
Or are they on social media?
Well, for me, guess wherethey were on social media.
Okay.
Where are they located?
I don't care.
EXP is in every state.
All I care is that you have alicense, a pause, and you produce
somewhere between two to 6 million.

(32:38):
You can be anywhere in this countryor in 24, 27 different countries.
Okay.
Now the question is howam I going to find them?
How are you going tohave that conversation?
Now that we know who they are, wherethey at, and what they do and what they
need, we open up that conversation.
I'm like, Ooh, that's the hardest part.

(32:58):
'cause nobody wants to be sold,but we all want to win, right?
So I decided I never coldcalled in real estate either.
So this is not gonna be the time whenI start learning scripts and hitting up
people and burning bridges like that is.
So that might like it.
Just the idea makes me twitch.
Yes.
So I said, okay, I'm gonna do it howI did it with the buyers and sellers.
How did I do it on social media?

(33:18):
I create some videos, Itell 'em about the product.
When they're ready to raise theirhand, there is a button to push.
They push the button, theyshow up in my calendar.
I have a good old conversation likeyou, you and me are best, best friends.
Here's what I have to offer.
Do you like it?
You like it?
Great.
Do you wanna sign up?
Yes.
Here's the other button.
Push that one.
You push that button.
Hey you, you're going to exp hooray.
Christie's gonna take it from there.
We're gonna have a good old conversation.
She's gonna guide you throughthe onboarding process

(33:40):
and then be are partners.
And then I'm gonna tell the worldthat you decided to join exp with me.
That's my process.
And then you might wonder, okay, go, go.
But where's the button?
How do I get that button right?
Well, it's easy.
I have, I have partnered with exp and ifyou are an exp agent, there's an Elevate
coaching program for agent attractionand I think it's only like $900.

(34:03):
'cause my actual agentattraction course is three grand.
So if you're an exp agent,you can get it for $900.
You can go to my Instagramand comment, elevate.
I'm gonna walk you through all of thesteps of how I built everything, and I
will even give you a copy of my funnel.
Now, you do have to build that, but justkind of like a couple of clicks of a
button if you don't even wanna do that.
I have a Staples Easy button inside thecourse, and my team will build it for you.

(34:25):
But just take the first step,first, comment, elevate.
If Agent Attraction is what youwanna do in 2025, just comment,
elevate, get that course, watchthe videos, push the buttons.
Have your own funnel so youcan do Agent at Traction in
2025 with a push of a button.
Good.
Love it.
I love it.

(34:45):
To the next subject or doyou have on, on your point?
I wanted to, because you were commentingabout this earlier, about, about agents
and, and where they need to focus andum, one of Vern Harness's, um, top book
recommendations coming into 2025 is,um, is called, um, scale Up Faster.
And it's, uh, the Secrets of the World'squickest growing bootstrapped companies.

(35:08):
So they did a two and a half year,um, kind of deep dive on, um,
unlocking the secrets of the top 1%performers among the Inc five, 5,000
of private companies in America.
And, um, the number one thingis that they had one way.

(35:29):
Of selling that had a high closeratio, one focused approach.
Those were the top of the top of the top.
And I think that's just a great,just, just like understanding and
just be like, okay, the top 1% ofthe, of the Fortune 5,000 private
companies, they focused on one.

(35:49):
I'm gonna focus on one you laid,you just gave everybody the process.
I mean, some of it justflew right over their head.
Um, for some people they're like, what?
And then, and then a small fewgot it for those that got it.
I'm telling you, hit elevate.
She just laid out, she just gave you theone process just, and if you want proof
in the pudding, I have attracted over270 agents personally in my frontline.

(36:10):
Those turned into 1500 agents over time.
And I have made over a milliondollars multiple times in the year.
Like probably, I haven't done themath, but last year close to a million.
Yeah.
In revenue share alone.
Yeah.
So the proof is in the pudding.
I'm never teaching anythingthat I haven't done myself.
And I'm an open book.

(36:30):
You can ask me anything.
Find me on Instagram, Google your estate.
I teach what I do, but again, andI also never call a single agent.
Yeah.
They show up in my calendarand that's what I teach.
I teach agent attraction.
I don't teach recruiting.
So if you want scripts and ifyou want like how to mass email
people and annoy them every singleday, seven times, that's not me.

(36:53):
You know what's crazy too is so Iwas, I mean just 'cause I'm having
conversations with Matt and DJ and Iasked 'em the question this morning.
I was like, 'cause you know, asthey're bringing agents in, I
said, how many of the agents knowhow to communicate on a phone?
They go hardly any.
And I'm like, why are, why, why is therea business model that's prospecting

(37:15):
based of dialing phone numbers?
Like especially the newgeneration, like my kids, like
when I call my kids, it's like.
I'm like, how do you, that'show you guys talk to each other.
Yeah.
Yeah.
It's wild.
Whoa, bro.
Yeah, and, and, and it's on FaceTime.
They like, they ain't callingnobody, but the funny part is they

(37:37):
FaceTime each other, but they'renot actually in the picture.
They show like the ceiling wherethe camera is face down on the
bed and FaceTime each other andthere's like seven of them on there.
It's wild.
It's so different.
But like the same way when we lookat our parents and we are like,
oh my gosh, did they do things?
Jack us backwards?
Right?
Like, now I'm like that, that'sprobably how our, our kids look at

(37:58):
us and that's how we look at them.
We can't possibly understand howtheir generation is going to fun.
I'm like, how are you guys gonnasell anything to each other?
You can't shake hands andyou can't make eye contact.
Yeah.
But I'm sure they'regoing to figure it out.
We figured it out.
It's totally different how our parentsdid it and their generation's going to
have a totally different time of sales.
But I agree with you are like, whywould we be cold calling strangers?

(38:21):
Like just hit 'em up on Instagram.
That's where everybody's at.
Hit 'em up on apps, hit 'em up onTikTok, hit 'em up on LinkedIn.
You know what I mean?
Hundred percent.
So do you wanna, do we wannatalk about leveraging multiple
streams of income, you know, um.
We've got the right mindset.
Um, we understand what our time is worth.

(38:42):
We know where to, to make theleverage, the investments, right?
We're, we're investing in,in giving us more time.
We know we need to increase headcount because that is building us
something that, um, we don't haveto trade time for dollars, right?
And, and understandingthe math equation, right?
It's time for dollars, dollars fortime, then dollars for dollars, right?

(39:05):
So we, we need to build, um, part of themachine that's generating revenue that
we can take that revenue and reinvestback in and make our money work for us.
So, you know, I think as, as youkind of get to that point, the,
the one thing, um, and I I wantyou to, to touch on this is how.

(39:26):
One of the questions, andit is the Bezos question.
Jo Joel Personal and I were talkingabout it on the last export Mentors in
December, and the whole conversationwas around not what's going to change
in the second half of this decade,but what's not going to change.
And you look at it from a marketingperspective, it's about building the

(39:47):
database, it's about building thelist, and you have a massive list.
And one of the things that's not goingto change is contacts database list.
Touch on that and why that's so importantfor, for agents moving into moving into
the future, building their database.
I'm so excited you asked that.
I came prepared.
Um, so one of the things,talk about email database.

(40:09):
So for example.
We all think we own our social media.
You don't.
I don't care how many followers youhave, you don't have those followers.
Facebook does.
Instagram does link this us they own it.
You could wake up tomorrow andthey cut the cord and there's
nothing you can do about that.
Right?
So that means what, what if Worst casescenario, let's be devil's advocate.
You wake up tomorrow and all of theFacebook followers that you have worked
the last 11 years, they just proof gone.

(40:30):
You can't even log into your account.
You don't even exist.
'cause they've wipe youclean for whatever reason.
Accidentally.
Sometimes if you watched, um, um,
Facebook guy, what's his name?
Zach Z.
So if you watch his video yesterday,he is like, oh yeah, he accidentally
deleted a lot of accounts.
It could have been your career, itcould have been 12 years of your life.

(40:54):
And oh, oops, yes, it was an accident.
Okay.
So with that being said, you haveto have your email database then.
So you need to have adatabase that you own.
So something that youcan fall back on, right?
I don't have a massive database,but I have a very active database.
So I have 15,000 emails that I emailevery single day, which you, to me,
that does, somebody said Google.

(41:15):
That's a lot of people.
But to me, I'm like, I havejust on Instagram, I have 89,000
followers, 15,000 of that.
I'm thinking, what arethe other 70,000 doing?
Like, why don't you gimme your address?
I have a lot to give, right?
So it's going to be hard workto collect this data, just
like everything is hard work.
If it was easy to do it, everybodywould've done it already, right?
But I strongly recommend that youconcentrate in 2025 on building your

(41:37):
email database so you can own the dataof your followers and your people.
Of your clients.
So we said 15,000 emails, one email a day.
Any idea how many emails that is?
Mind you, I started the year at the11,000 emails, so starting 2024 at
11,000, ending the year at 15,000solid emails with anywhere from 40
to 60% opening grade, which is avery high opening grade, really high.

(41:59):
You know how many emails we sent?
Millions.
4.7 million, so 4,793,848 emails.
You know how many got opened?
2,034,725. If these people,this is 2 million emails.

(42:20):
If I make as much as $1, justa dollar for every email that I
send, yeah, that is $2,034,725.
Then I could potentially make.
Now, of course, I didn't make $2 millionoff of my emails, but I made plenty.
Thank you so much.
But that's the opportunity.
That's a whole otherway of reaching people.

(42:41):
And then when you have an email database,they can sort graduate with you, right?
So if you think about it, youmight be thinking about buying
and selling right now, and that'syour only way of making money.
But actually you might be doing traction.
And then the year after that, youmight start a course, and then a year
after that, you might build a team,and then the year after that, so as
you're graduating through life, thatemail database grows with you, they're
graduating with you, they're going tobe purchasing your course next time,

(43:03):
and then they're going to join you andthey're getting their real estate license
and they're gonna join your team, right?
They're going to graduate with you.
So a database, it's an absolute must.
You have to do it.
And my Gogo preneur episode, whichjust launched yesterday, I'm actually
talking about how to grow your database.
So if you go to my Gogo's Real EstateInstagram account, and you come and
Gogo preneur kind of like entrepreneur,but with Gogo in the front, Gogo

(43:27):
preneur, you are going to get anautomation that takes you to my podcast.
And on the last episode of my podcast,I literally teach exactly how I build my
email database, what systems we used tosend the daily emails, what systems we
use to track the, uh, the daily emails.
And you can also, sorry, my team justsaid that you can also comment podcasts.

(43:47):
So if you wanna keep it simple, if youdon't wanna know how to spell Gogo,
because it's a little bit hard, justcome and podcast and you will get the
same automation and you can listen intothe last episode of Google Entrepreneur.
And also, if you're an ESP agent, Iam on the EP radio station, so KGCI,
and you can listen there too live.
Okay.
I think.
I think it plays every Monday.
Love it.

(44:07):
Okay, so then we have, um, can we,oh, and then let's talk a little
bit about social media, right?
So databases you can build anywhere.
You can build it on LinkedIn,on TikTok, on X, on YouTube, on
Instagram and Facebook, Facebookgroups, wherever you want to.
You have to exist everywhere.
So what I do is I post on Instagram thatis like my homepage, that's my home.

(44:29):
I feel comfortable, I know everybodyand I can do Instagram, but when eye
open in the middle of the night, right?
So I make my content on Instagram,but then I have a team and
they plaster it everywhere.
So what I think it's importantis for you to have Facebook,
Facebook pages, Facebook groups.
I don't do business on personal.
So when I mean Facebook, and Idon't mean your, your personal
fa, I mean you can share it there.

(44:50):
Why not?
Those are your personal people.
But I don't push.
Business stuff down on my friend'sthroat, just because if they're a
plumber, for example, they're notpushing down the newest, I don't know,
pipe cleaner down on my throat, right?
Because I have no interest in that.
So I don't force my friendsinto doing business with me.
If they have an interest inwhatever I'm doing, they're gonna

(45:10):
find me on my business pages.
So I do business on businessand personal and personal.
That's just my 2 cents.
Okay.
So with that being said, you have to be onFacebook, Facebook groups, Facebook pages.
You have to be on LinkedIn, you haveto be on Facebook or um, Instagram,
um, Instagram feed, Instagram stories.
You have to be on YouTube.
Um, and pretty much, prettymuch everywhere, okay?

(45:30):
So be everywhere, but hire via.
You're gonna create content on oneplatform, and then that VA's full-time
job is to take that content and plasterit on all of the other platforms.
Okay?
So you are going to be found everywhere.
So that's it for social media.
It's super simple.
And then just push the buttons.
Social media changes so much, guys.

(45:51):
Like, I originally had Gogo's Bootcamp,social media, and then I realized I
can keep up with the algorithms andthe softwares and the new releases and
the many chats and the, you, I justcan, it, it would be a full-time job.
Right.
But the way I figure it out is the,you're gonna log in, you're gonna push
the button and see what happens when youpush it and you are like, that's cool.
A website in there.

(46:12):
Give your, give your phone toan eight or a 9-year-old and
watch and just do what they do.
Exactly.
I mean, really they just,they they're, they're fear.
They just push buttons andthey just figure it out.
Exactly.
Yeah.
Actually, oh my gosh.
I have a story for you on this one.
So last summer we went upto Michigan and I asked my
15-year-old, I'm like, Hey, duke.
Can you help me create some videosthis summer and I'll pay you?

(46:32):
So at the time my videos were paid,they were, I had an average of
10,000 views in each of my videos.
Some more, some less, but anaverage, I would say 10,000.
So I said, Hey listen, I willpay you, what was it, 10 cents
per thousand views, right?
Or 20 cents per thousand.
I think I said 20 cents perthousand views above 10,000.
I'm not paying your first 10,000because I usually get thousand,

(46:55):
but I pay you anything over 10,000.
Right.
Do you wanna get, take a guess.
On the only video that he did,the first and only video that
he did, how many views I got?
Oh geez.
Did it get to six figures?
So 6.8 million.
Oh shit.

(47:15):
20 cents.
So I think I paid.
Okay, so 6.8 million, what is that?
6.8 million.
Mine is the 10,000.
I can do the math.
Anyway, I think I paid the kid like
se, what was it, $1,700or something like that?

(47:36):
Like 6, 7, 7 15, 3 minutes.
Literally the video's like, Heymom, what's your favorite quote?
And he just walks by the ca couchand I say, what's my favorite quote?
And that's the video that goes by
kid.
Like he's 15, he made like $1,600.

(47:58):
He's like, he stopped creating videos.
'cause he is like, I haveplenty of money for the summer.
Like, I'm good.
I don't need to create any more videos.
So maybe don't have this deal with yourchild or like cap it at some point.
Like 20 cents per thousand,but not more than, yeah.
Right.
Like, like real estate transactions,like the escalation clause, right?
Yes, yes,

(48:19):
yes.
So happen to me, but exactly.
Ask a teenager.
If you need help with socialmedia, pay your kid, like, they're
gonna skyrocket your visit.
Like, and they can do it from home.
They wanna be an entrepreneur anyway.
'cause nobody anyway wantsto have a real job, right?
They're thought to be their own bosses.
Hire your own kid and write it off.
Um, can we talk about differentsources of income in 2025?

(48:41):
Very important, yes.
Okay.
So what I want to cover is if youwant to, let's say work from home
or if you wanna go to Italy, right?
I would totally concentrate on referrals.
So if you think about it before,EXP, being nationwide and having
all of these organization and agentsyou have access to, it was so hard
to find a referring agent, right?

(49:02):
And then, so we only did referrals.
When a client came to us, it waslike, oh, we are moving out of state.
Can you sell our house?
And then we are moving to Florida, andthen you refer them to Florida, right?
So what I would recommend, youcould literally build a million
dollar business from your couchat home, just from referrals.
I would call everybody youknows, because think of it this
way, your friend in Chicago.

(49:23):
Do they have to live somewhere?
Mm-hmm.
Do they have a roof above their head?
Yes.
Okay.
More than likely they're using a realtorwhen they're buying or selling, correct?
Yes.
You are thinking, well, it would be awaste of my time 'cause I'm in Pinkley,
Michigan and my friend is in Chicago andI'm not licensed there, so why would I
even care if they're buying or selling?
'cause I'm not going to make money on it.
Right?
Right.

(49:43):
But guess what?
Everybody that you know, like whenyou open up this phone and every phone
number in there, they live somewhere.
Right?
So you can start dialingfrom your pouch every day.
10 people start at a end up at X,Y, z at the end of the year, right?
Call 10 people and be like, Hey,by the way, did you know you're
probably assuming 'cause I'm licensedin Michigan, then I can only be

(50:04):
your, your realtor in Michigan.
But guess what?
Just at the OG organizationwe have 1500 agents.
I can help you anywhere in this countryand in 24 other countries in five minutes
I can get your top producing agent.
So don't hesitate when you are movingsomewhere, you know, somebody who's
moving somewhere, they need to sell,they have any real estate questions,
I'm your person and I don't charge.

(50:27):
How is that for a sales pitch?
Yeah.
You're not gonna pay me anything.
Right?
So you have every phonenumber in your phone since we
talking about dialing, right?
Every phone number in your phonelives somewhere and at some
point is going to need a realtor.
That's right.
That's And if they're already a realtor,then just gonna move over to xb.

(50:49):
Yeah, no, I love it.
And, and yeah, absolutely.
And, and you know, I think that'swith anybody, you know, getting
into, you know, getting into anyendeavor in any, any business.
I mean, like, well, who, who do I call?
Who do I have?
I don't know.
Click on your contactson your, on your phone.
How many, how many contactsare in there, right?
I mean, start right there.

(51:10):
Start right there.
I literally looked at everyoneis my potential client.
Everyone needs to live somewhere,even if they're out of state.
Like if I'm talking George at theairport, at the bar waiting on a
plane, they're a potential client.
Yeah.
Because they live somewhere and oneday they're gonna need a realtor.
And guess who they're gonnacome to me and I can wait.
Hey, Gogo, I know you don't coverSouth Carolina, but you need a er.

(51:30):
Like you can you help us?
Absolutely.
And you know, thing too Gogo,I mean, I think that's, that's,
um, just a great reminder, right?
We're talking about, you know, the stateof business going to 2025, everybody
should have their elevator pitch.
Right?
You know, what, what isit that, that you do?
Um, you know, you start theconversation, you're, you're inquisitive.
They're gonna ask you, what do you do?

(51:52):
What's the elevator pitch?
Right?
What's the elevator pitch?
When I was in Still full blownin sales, in real estate.
What do you do for a living?
Yeah.
What is yours?
I make people homeless.
They pay me thousands of dollars.
I'm really freaking good at it.
There you go.
Right?
And we mean you make people homeless.
I'm like, I sell yourhouse in five minutes.

(52:13):
Yeah.
Yeah.
And they, they, so youget a chuckle lot of it.
Right.
Even if they catch it,they know what it is.
And so they're like, oh.
And they're gonna remember that.
Yeah.
And what is that elevator pitch for you?
And I think that's one of the thingsto take into, to, you know, the new
year into the future is really, reallyimportant to be able to articulate that.
Like, don't be like, I've been in thatsince for 14 years, they sold million in

(52:33):
real estate and I covered the LivingstonCounty area, residential real estate.
Nobody care.
Something that they're gonna remember.
They're like, oh, that's funny.
You make people homeless.
I'm like, yep.
That's what I do.
Yeah.
Yeah, it's really good.
All joking there.
So Gogo talk, talk some more.
So, you know, I haveother sources of income.
Can I finish that?

(52:54):
Yeah, let's, let's tap into those.
That's really important.
I want people to be thinking more than,you know, just helping buyers and sellers.
Obviously we talked about agentattraction, being able to, and,
and you think, you know, obviouslythis is Honey Badger Nation, but
you look at the trend and where thefuture of real estate's going, all
the business models are going there.

(53:15):
You've got the legacy brandsthat are just gonna sunset.
That's 'cause that'sabout all they can do.
And then, you know, you're goingto, to see all of the, you know,
the, the business and the models andeverything's gonna have some form
of this because that's the future.
And that's what agents want.
They want multiple streams of, of income.
So you get, you've given four,we, we know buyers and sellers,
um, and then other agents, right?

(53:36):
If they're on your team, if youwant to have a team and then
you've got, you know, rev share.
We're talking the referralnetwork, which I love.
Facts.
So I'm huge on alport and useof income, and I'm huge on
passive income as well, right?
Because eventually you won'tbe able to trade time, right?
If you set all of this up, right?
Some of these are going to have tobe passive or you're not going to

(53:56):
be able to, you, there's only oneof you and only 24 hours, right?
Yeah.
So I want all of you to havemultiple sources of income,
and this is how I learned it.
Um, when I joined EXP, Mexi toldme, I, we were in a present,
in a training together, right?
And he was teaching and he said, if youhave one transaction and that falls apart,
that's a hundred percent of your income.
If you have 10 transaction and what fallsapart, that's only 10% of your income.

(54:20):
Yeah.
But also if all of that, all of those10 transactions are in the same basket,
all of your eggs are in that samebasket, all in that real estate basket.
Right.
And that market is tankinglike it did last year.
Like we have the worst year real estateguys, worse than 2008 wars, than 1996.
It's, it was one of the worsttransactional real estate year since

(54:41):
1996, like we did wars than 2008 guys.
Right.
So if you, by the way, ifyou survive, bless your
congratulations, high five yourself.
Go take a vacation.
'cause you deserve it, right?
If you can afford it,you deserve it, right?
'cause we work really hard for it.
But with that being said, I want youguys to have multiple sources of income
because if that market is going down, youhave to have other type of income, right?

(55:03):
That is not tied to the real estatemarket or somewhat tied to the
real estate market, but doesn'tautomatically bring it down with it.
Okay?
So I'm gonna give you a few.
Number one, I don't know if you knewthat you can actually get paid as a,
as a real estate mortgage loan officeras well while you are a licensed agent.
We were always able to do that,but in the past we were not
able to be on the same file.
So if you were, so, if you are a licensedagent and a, what I call a or real

(55:27):
estate mortgage loan officer, right?
A loan officer.
You were not able to be both on1, 2, 3 Main Street in the past.
Now the rules have changed.
Now you can, you can have a runlow license and a real estate
license and, and be what we callin the t global organization.
A full service agent.
You can be the lender andtheir license realtor, right?
So you can guide themthrough the whole process.

(55:49):
You can have access to their files.
You can, you know, you can make, youdon't have to hit up your underwriting.
Like, do we ever clear to close?
Did you get a, an employment, um,gear, like verification and all that.
You actually can have access to the file.
So I think it's huge.
I love being in control of my business.
So if you want to know more about thatprogram, you need to comment relo,
R-E-M-L-O, Reno, real Estate Mortgage LoanOriginator, or Officer on my Instagram.

(56:13):
And then you can get lost on thewebsite study and see if this
is something that you wanna do.
An average RAMO in the Tgoorganization does an average of,
I don't wanna say an average mlo.
A Ramo does an average $2,600 per file,additional income to their commission.
So that's a whole other source of income.
Now, if you think about it, uh, theseare buy-side transaction because you

(56:35):
are really only generating a mortgagewhen you're working with buyers.
But are you really?
No, because when you are at thebonfire with your buddies and they're
talking about the $300,000 equity thatthey have in their home, guess what?
You cannot refinance them.
Let's say your friend wantsto have a bridge loan.
Let's say they wanna do a heloc, right?
You can do all of that.
So you can think about, and it's alicense nationwide, in all 50 states.

(56:58):
So if your cousin is buying a housein California, even though you cannot
be the realtor now, you can be thereal estate mortgage loan officer.
So I would strongly recommendto look into that as well.
That would be a whole othersource of income for you in 2025.
The next one that I want to recommendis we all hold knowledge for something.
You are really, really, really good at.
Something I'm really good at somethingthat, a God-given skill that God gave me.

(57:21):
But guess what?
God gave you skills that didn't give me.
We are all two steps ahead ofsomeone who's two step behind us.
So it is your duty to teach the nextgeneration who's coming up of what you
know, so they can get it done faster.
And also, I'm a huge, a hugebeliever that you get what you give.
The more you give to people, themore God is going to give you.
So I would want and recommend for youto create a digital product in 2025.

(57:43):
There's so many ways to do it.
There are so easy.
There's the stem stores, there'sthe schools, there's the go high
levels, there's the, you, you name it.
There's a million ways you can do it.
Some of 'em is like five buttons.
You push, you shoot some videosand you have a digital product.
You can do e booklets, you can do,um, you name it, a million webinars.
You name it A million ways.
You can sell the knowledgethat's in your head.

(58:03):
If you don't really know howto do that, I can help you.
We are actually in the go getcommunity starting a whole year
of training every single month.
We are doing a live of teaching you howto create products, how to create those
websites, how to create the verbiage,how to follow up, what is the email drip
campaign, what is the checkout page.
If you want to know business andentrepreneurship and you interested
about creating a digital product, youcan go over to the go get community.

(58:26):
So it's go get, um, community oryou can just go to my, uh, Instagram
and comment community and I willsend you the link automatically.
And if you're listening to this, you willnot find a code anywhere else, but if you
type in 10 off, you will, you will get10% off if you want to become a member.
Okay.
Um, next thing then I wantto talk about again, the code

(58:47):
for that one was community.
So if you go on my Instagram, Gogo Zerosay, come in community, it will take
you to the Gogetter community page.
And then if you like what you see andyou want to be a part of the knowledge
that I hold and sell out of my hat andmy expert friends, John is actually a
part of the GOGETTER community coaches.
So if you want knowledge in 2025 of howto be an entrepreneur, go get community

(59:09):
and type in the word 10 off all oneword, zero, uh, I mean one zero OFF,
and it will give you 10% off for life.
Okay, the next thing I wannatalk about is investments.
I feel like so many realtors are,are chasing the next commission, make
hundreds of thousands of dollars, ifnot millions, and in the end of the
year they have nothing to show for it.
They have no investments.

(59:31):
So if start small with investments,I would recommend real bricks.
If you comment real bricks on myprofile, again, I will send you the link.
Real BrickX is a fractionalized realestate company, which means you don't
have to have 25% down to own real estate.
You can literally invest with aslittle as a hundred bucks as long
as you are 18 years or older.

(59:51):
Okay, so real bricks will allow you tobuy real estate, but partial real estate,
you're not owning the whole house.
You are owning a portion of it.
So if you want to start small andyou're like, I don't even know where
to start, and I don't have $75,000to invest into your property, but
I can, I feel comfortable doing 200today and 400 next month, right?
You can check out something likereal brick, so then you can start

(01:00:11):
small, but start seeing the results.
I just had a meeting with them on Monday.
Their, um, dividend return is at 9%.
So that means for the moneythat you invested quarterly, I
mean yearly, they pay you 9%.
So quarterly they pay you what?
Like two point something, um, andthe money that you have invested.
So, dividend means that if you investthe money, it's still invested into

(01:00:32):
the property in like shares, right?
But based on how many shares youown, they pay you a percentage
of that value quarterly.
So your money is making, your money thatyou invested is making you quarterly
income while it's still invested.
Then eventually when each of theproperties are sold out, when they're
fully funded and sold out, they can goon the secondary market and you can sell

(01:00:53):
your shares just like you sell stock.
So let's say you invested 400 and youneed the 400 back, you can go on the
secondary market and take the 400 back.
Okay?
So research it.
Don't take my word for it.
You can go on my Instagramcomment real bricks.
Again, it's Google'sreal estate on Instagram.
Comment, real bricks.
I will send you the link, study it and seeif this is something that you wanna do.
I do it, I find it fun.
I automatically do ahundred bucks a week, right?

(01:01:15):
And I just, I'll buyreal estate in Oregon.
Right?
Next one, I want you, uh, I want youguys to start dabbling into stocks.
I use a Robinhood app to the stocksbecause I like the way stocks.
Or explained on the Robinhood Act.
Now, I don't trust Robinhood withmy lifetime savings, but I use it

(01:01:36):
what I call my fund money account.
So if again, if you're doing ahundred dollars here and a thousand
dollars there or something likethat, I absolutely trust it.
Again, I have an automatic investmentsetting to Bitcoin and a hundred
dollars a week, it's like a portion,a portion of the Bitcoin, right?
But I'm buying a tiny portion of Bitcoin.
So the way I'm looking at it, guys,when I switched to home office

(01:01:58):
before home office, I used to hitStarbucks on the way to the office.
So that was like six, $7, $14 every day.
I'm not spending my six,$7, $14 every day now.
So that is my fun money,my Starbucks money.
So instead now I'm like, everyweek I automatically deposit a
hundred bucks into Bitcoin andit just automatically buys that.
I use Robinhood for that.
I don't have a link for youguys, but if you message me on

(01:02:20):
Instagram, I get you a link.
But you can just search for Robinhood,create your account, and start
investing and learn those stocks, right?
So when you start studying, whenyou are investing your hard earned
money into these stocks or into thesecryptocurrencies, you are gonna study it.
'cause you're not gonna want tolose that a hundred dollars that you
have to work for an hour, that youtraded an hour of your life for it,

(01:02:41):
but then you start building wealth.
Okay?
So that was that.
And then I have a bunch of prompts for youguys 'cause we are coming to the end of
the hour that you can build your businessplan and your marketing plan for 2025.
And they're the most amazingchat GPT prompts that.
If that doesn't blow your mind, ifI hadn't blown your mind yet, if
these PT prompts don't blow yourmind, like I really want you to

(01:03:01):
send me a message on Instagram.
After your downloaded and, and followedthe instruction and did the chat, GPT
prompt, I want you to send me a messageof, um, on a one to 10, how much did
I, you know, blow your mind today?
Okay, you ready for prompt?
So, number one, a business, a businessplanning prompt for, for 2025.

(01:03:23):
So I want you to think about this.
So you remember when we talked aboutyour hourly rate and we talked about
your business and what you want toachieve in 2025 and what you should
do and what you should not do anymore.
And then also stay in your lane whatyou are really good at, and only do that
thing because as long as you do that,then you know you're gonna make money.
Right.
So the Chad GPT prompt for that,I did a training inside of the go

(01:03:44):
get community, and right now I'mgiving that training away for free.
So all of you guys can see what thego get community trainings look like.
So I called it, um, how to Eat anElephant, one Diet, one bite at a Time,
reverse Engineer Your Goals for 2025.
It's a long training and I give youthe chat GPT prompt in that training.
And I also show you how to use it.
So that prompt is called free.

(01:04:07):
So if you go on my Instagram and youcomment free FREE, I'm going to send
you the video training and the prompt.
Okay.
So you're going to have bothhow to use it and then also
what to use, what to type in.
Okay?
The next one, it is one prompt, but it'sgoing to give you four different prompts.
Okay, so if you go to my Instagramand comment prompt, and hopefully

(01:04:28):
we're taking notes because I gave youat least 10 of these free trainings
today, that's gonna blow mind.
So if you go to my Instagram and commentprompt, it's going to give you a 2025
marketing plan, including the most amazingcharge, GPD, prompt for marketing plan.
Then it's also going to give your businessplan, oh, sorry, another marketing plan
for buyers and sellers in real estate.
And also going to give you an agentattraction plan and also going to give you

(01:04:52):
a reverse engineering your goals in 2025.
And the prompt for that is prompt.
Love it.
So all this as technology,I use an abuse technology.
Technology is my best friend.
Guess why?
'cause technology worked 247 and it cost me $27 a month.
That's right.

(01:05:13):
Love it.
So many gifts.
You come bearing gifts this year.
Take it.
Take it.
They made, they made me millions.
Now here's my disclaimer.
Nothing works unless you do.
So, if you don't see theresults, look in the mirror.
That's right.
That's right.
Absolutely.
Now, and you know, I reread the, uh,the four agreements at the end of last

(01:05:37):
year, and that's the fourth agreement.
Right.
Do your best and you know, all theother agreements, you're, you're
not always gonna be at your, youknow, they're always not gonna,
you know, be what they should be.
You're gonna kind of break 'emsometimes, but as long as you do
your best, you're gonna improve.
And I think that's kind of the,the focus and the commitment
moving into the new year.

(01:05:58):
Just, you know, show up.
So we are not do your best.
We're not all designedto be good at everything.
That's right.
So if something's not working out, thatdoesn't mean you didn't give it all.
You got, you might have given a thousandpercent, it just didn't work out.
That's just not meant to be, thatis not your cup of tea, that's
somebody else's cup of tea.
Who needs to sip it?
But if you still wanna do it, thatdoesn't mean you shouldn't continue

(01:06:18):
doing it, but you should probably hire itout to somebody who has skills in that.
Right, so don't be too hard on yourself.
If you gave it a thousand percentand you're wondering why the
heck it's not working, you'reprobably not doing it right.
It's probably doesn't come natural toyou, or you need to stop doing it and
go take your energy somewhere whereyou can actually see results or hire
somebody who, to whom it comes natural.

(01:06:40):
I couldn't agree with you more.
Gogo, thank you so much.
Um, you know, jam packed and, andreally some, some actionable items for
agents to, you know, hit the groundrunning, gain some, gain some traction,
get things moving, get momentum,get moving in the right direction.
You guys listening,give Gogo tons of love.
Get on her homepage, Gogoreal estate, um, on Instagram.

(01:07:02):
Take advantage of all of thethings that she is giving away.
Um, understand what that hourly rate is.
Um, start making some key hires, makesome investments into being able to, you
know, gain back more of your valuable,valuable asset, which is your time.
And, you know, really start thinking aboutyour business in so many different ways.

(01:07:22):
What are all the, the income streamsthat I can have working for me?
And, um, definitely start,um, making the investments.
That's like, I, like I said at thebeginning of the call, I mean, there's
only one reason why I believe you shouldbe in real estate, and that's uncover
all the opportunities that we haveto be able to go make the investments
to move you closer to your freedom.
And if you don't mind, I'm gonna makeit super easy for everybody right here.

(01:07:46):
And I'm going to repeat those, um,prompts, those keywords so you don't
have to listen back if you, in case youweren't taking notes, so I don't have to
go back and listen to the whole thing.
Okay?
So just write these words down, thenyou can go on my Gogo zero Estate,
Instagram, type 'em in one at a time,not all at the same time, one at a time.
Go to a different post andtype a different word, right?
And then that way you willget the automations and then

(01:08:07):
you decide which one you need.
Okay?
So number one, write downfunnel, then write down elevate.
Write down virtual, writedown relo, R-E-M-L-O.
Write down community,write down real bricks.
Write down Gogo preneur or podcast.
Write down free and write down prompt.

(01:08:28):
These will give you at least10, 12 different things that
you can start working on.
And please don't addall 12 at the same time.
Right?
Your head would be spinning and you'reprobably not gonna get, not gonna a
hundred percent to any of them, right?
You know what you need in your business.
And choose a handful of them for2025 and put your head down and start

(01:08:50):
working on it and, um, change your life.
Love it, Gogo.
Appreciate you.
You're amazing as always, guys.
Give, give her lots of loveand, uh, have everything and
we'll see you guys next time.
Appreciate you.
Bye bye everyone.
That's a wrap for today.
I hope you got somethingvaluable from this episode.
If you did, hit follow andvisit John kitchens.coach for

(01:09:11):
more ways we can work together.
See you on the next episode.