June 5, 2025 • 45 mins
Episode Overview:
In this episode, John Kitchens together with Al Stasek and Jay Kinder tackle one of the most overlooked truths in real estate growth: sustainable momentum doesn’t happen by accident — it’s engineered. They break down the real levers that drive success — belief, environment, and systems — and show you how to harness them in a shifting real estate market.
They unwrap why most agents stall out, how to identify the hidden “boat anchors” dragging you down, and why cutting them is the non-negotiable move if you want real growth. This is a deep dive into execution, mindset shifts, strategic planning, and how to leverage AI to not just survive but scale faster than ever.
Whether you're trying to get unstuck or push from six to seven figures, this episode is loaded with real talk, powerful frameworks, and tactical advice that will challenge you to think — and act — bigger.
Key Takeaways:
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Belief drives momentum: Without belief in your vision, everything else collapses. Your level of belief determines your level of action — if belief fades, momentum dies.
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Environment is a growth hack: Who you surround yourself with either fuels or fractures your belief system. Success leaves clues — proximity matters more than ever.
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Momentum is math: It’s not luck. It’s tracking the leading indicators — like quality conversations per day — and understanding what fuels your flywheel.
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Boat anchors must go: Identify the habits, people, and distractions weighing you down. Understand the true cost of inaction and commit to cutting what no longer serves you.
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Results > Education: People don’t want another course; they want a problem solved. Whether selling homes or recruiting agents, the offer must deliver a clear, desired outcome.
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Strategic Planning every 90 days: Escape overwhelm and pivot faster by installing a 90-day strategic cycle. If you’re stuck, your next breakthrough will come from clarity and prioritization, not hustle.
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AI is your leverage tool: Learn how Jay and the team use ChatGPT, Grok, and custom GPTs to automate communication, summarize meetings, and enhance follow-up without sacrificing personalization.
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Master marketing, not just cold calls: Outbound is dying. The best online marketers will outpace the best cold callers. Build inbound systems that attract and convert.
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Customer-focused, not competitor-obsessed: Stop worrying about the competition. Winning businesses obsess over solving customer problems — and that’s where domination happens.
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Sustainability over short-term wins: Systems, processes, and retention-focused strategies ensure you’re building something that lasts beyond today’s market conditions.
Resources Mentioned:
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Clarity Report — Get clear on the biggest constraints holding your business back.
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Honey Badger Award Nominations — Nominate a leader driving impact.
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 John Kitchens Coach podcastexperience as your host, John Kitchens.
Get ready to think bigger andtransform your business into
a path to lasting freedom.
Here.
Here we are kicking off, um, you know,the last month of the second quarter
(00:21):
and, you know, we were chopping it up alittle bit before we went live and just.
I know you were on with, uh, some folksout of the UK and just, just it's, um,
it's an interesting climate right now.
Um, not just, not just here inthe States and, and, um, up north.
Globally.
Yeah.
And so, you know, being able to be inthis bus business model to really start
(00:43):
to unlock, you know, the connectionsand, and really from a global, global
impact has been pretty dang amazingto see, to see what's happening.
And I think that perspective I. Hasalso lend it, you know, to way we
look at things and handle things.
And especially from an EXP perspective.
And I remember, you know, Leo sharingon stage at Agent to CEO Cleveland
(01:07):
last year just talking about, you know,the NAR pushes and what people were
wanting to push and pushing R away.
And, and it's like, guys, listen,like here you gotta understand
what they're fighting for for us.
And if that unbox then we go to what?
All of the other markets, you know, inthe other countries around the world
aspire to be with their real estate.
And, and so, you know, really lookingat kind of the direction and, and
(01:29):
the climate, and I know we're gonnaget into momentum, but really just
having a level of awareness, man.
And, and I know that's whatwe're gonna touch on today, but.
We talk about it all the time, right?
A fish doesn't know above, abovewater until it gets above water.
And, and I think that's a, you know,kind of the situation with a lot
of folks, a lot of agents and, and,and some are finally waking up.
(01:50):
They're coming to a level ofawareness and, and so, you know,
just interesting times for sure.
Yeah, man, I, I'd like to like kindof kick this off by starting in
reverse, like what causes someone not.
To, to find that mo, to get the mo,like the momentum and get it going.
Like, you know, once you have it.
(02:12):
It just, it's, it's almost like, um,kinda like a magic carpet, right?
It just starts getting faster,faster, smoother, smoother.
Man, that's such a great question, Al. Youknow, that's such a great question, dude.
I thought about, I wasthinking about this.
I was laying in bed last night andI was, I was it just like I couldn't
go to sleep and my brain was justmoving probably like most nights.
(02:32):
But you know what, you knowwhat I, I think it is as much
as anything, especially withmodels like ours, it's belief.
Like, like if you, there's a point wherewhen you believe that you'll run through
walls, you'll do whatever it takes,and then as soon as that belief gets
dampened, man, that changes everything.
(02:53):
Wow.
And think about that.
Like when the, when right now.
My belief is the highest it'sbeen since I've been at exp
that we are going to the moon.
Like there's, you could not convinceme that there's any other place an
agent should be than with us right now.
And so with that comes 14 hour days and,you know, grind and grind and grind.
(03:16):
And if, if you can get that moment,if you don't have that momentum mean,
that means maybe the, the beliefsgetting dampened by things that
are happening around you, right?
Yeah.
And so, like, you knowthat it seems to be.
You know, and I, you know, I'mthinking more about, you know, the,
I don't think about the, I alwaysthink about exp who's our competition?
These legacy brands are dying.
And then you've got, okay, maybewe have some competition in
(03:38):
these upstarts, but we, we don't.
But, but that was what most of whatI would consider our competition
was gonna be because they weretrying to recruit from us.
Um, and so they're just not, they're,they, they, they've lost momentum.
They lost all their momentum early.
And I can, you know, I cantell you that the belief.
That, you know, if you're over there andyou're like, I can't get an answer to this
(04:00):
question, I can't get help with this, thatit doesn't take much to diminish belief.
Um, and, and if, if, if you don'tsolve that with the right people,
with a lot of money and the rightpeople and the right places, and the
right leaders and the right places,um, you know, think about it like.
There, there was a time at exp when Ididn't have a lot of belief in Canada.
(04:21):
If you recall, we had the wrong peoplein the seat and it was not good.
And you know, and you couldn'tconvince me that I needed to go to
Canada and start recruiting becauseI'm like, we got a problem and until
this problem gets solved, I don'tbelieve this is gonna work over there.
Right.
Yeah.
Like there was a time where that, that wasthe case, not the ca case anymore, but.
(04:42):
You know, and so you gotta wonderwhat are the things that are
happening within these companieswhere belief is getting diminished?
That's my thought.
Yeah, so, so what triggers belief?
Right?
So belief is just the collection of ourthoughts and the way we think, right?
And we think something the same way overa period of time that forms that belief,
either empowering or disempowering.
But what drives it ispeople in circumstance.
And so it's just to your point rightthere, and, and I think, you know,
(05:04):
if you're an agent, you're out therestruggling and you're in your, like your
belief system is getting challenged.
I would challenge you, who yousurround yourself with, right?
And the people.
And it's just like we were talking aboutthe right people at the right time.
As exp was growing, we had the rightleaders for the right situation
to be able to navigate, youknow, the waters and the terrain.
So guys, listen toanybody listening in, man.
(05:24):
If you, if you're struggling and you, youknow, your beliefs are being challenged
the way you're thinking, some inaccuratethought, I would, the first thing I would
do is just question who you're spendingyour time with, who you're surrounded.
Quick story because you know this,when you said belief and the, the, the
first word that was gonna come outta mymouth, John, and you just said it was
(05:45):
in a different way, was environment.
And, and it means that you gotta, youmight have to change your environment.
Mm-hmm.
Said differently the people thatyou're surrounding yourself with.
Right.
And, and so the first time that I canlook back and actually like, there's
a distinct moment in my timeline.
Everything changed.
It was the, the moment I wentto EGS in 2010, I flew there.
(06:08):
I did not know anybody.
I barely had any roomon my, my credit card.
'cause I was damn broke from the, fromthe market That beat the hell outta me.
Right.
And I met you guys didn't know,you didn't know anybody from Adam.
But the minute I got in that room.
I knew I was in just a different place.
A place.
I've never, and it wasn'tlike the location in Dallas,
it was a different place.
(06:29):
Meaning like among these peopleit was a different environment.
They thought differently.
They dreamed bigger.
I. And it, and it, it forced me toup my game of what I was thinking.
You know?
I was complacent, you know?
Um, I mean, I was hungry, don'tget me wrong, but like, I just
wasn't thinking big enough.
I wasn't, um, I wasn'tchallenging myself enough.
(06:52):
So when I got in that room, it wasNovember of 2010, everything changed.
My belief that's what happened.
What?
What happened was I all of a suddenbelieved that I could go from 50
sales to 150 sales to 350 sales.
I believed it because I saw, yeah,you saw plenty of evidence that
(07:13):
it was possible around you too.
So that, so you know, that goesback to the story I tell about going
to Proctor the very first time.
You know, I'm sitting next to aguy named Steve Garten and we're
in the back and they passed outthe coaching and it was 12 grand.
And I was like, that's so much money.
Like to me, I couldn't even,it was just beyond my thinking.
I couldn't, I wasliterally making fun of it.
(07:33):
I was like, how much is 12,000 in Canada?
Like, what is this?
How much is this?
This is ridiculous.
And then the guy gets up that's sittingnext to me that I wasn't talking to.
The whole time.
And he goes, he go up to the micand he is like, yeah, I sold 400
and something homes last year.
And I look over at him,I'm like, the, what?
Like 400?
Like, it just, I was like,fuck it, I'm signing up.
(07:55):
Put it on two credit cards.
You know, you like, but, but youknow, you get in the right rooms
where you can't think small, youcan't leave and go back and your brain
doesn't go back to thinking small.
You saw what all is possibleand like, you can't not see it.
Right.
And so I think the evidence, uh, is, isimportant, you know, seeing that it's
possible, but the, the minute, you know,then you go back, how long does that,
(08:15):
how long does that last when you get, youknow, that your teeth kicked in on your
first eight fizbos you called, right.
Or whatever.
Yeah.
You know?
Well, as soon as that happens, that'swhy it goes back to your, your circle.
Who's, who's there closest to you thatis gonna, you know, help you maintain
that energy that you picked up?
Wherever that shot of momentum,wherever that shot of adrenal,
wherever that shot of energy.
(08:35):
Because if you come back and then it'slike, you know, Debbie Downer and you
got the, you know, the black cloudsaround you, that's where you just
gotta be like, hold, hold, hold on.
I gotta get my people.
I gotta get my people right.
And once that happens, thenit's, anything's possible.
Right?
It goes back to the, the, youknow, one of our favorite videos
with, with Jim Collins, right.
Who first, who I watched thatagain just the other day.
(08:58):
Yeah.
I love that paper.
Love that.
It's so good, right?
It is.
And, and, and that's why, you know, whenyou look at the conveyor belt, right?
And we talk about theoryof constraints and, and you
know, where everything starts.
We ultimately want results.
And like Al said, let's reverse engineerand take it back to what drives results.
It's, it, it all startswith environment, right?
Mm-hmm.
Mm-hmm.
(09:18):
Because then that way changes whatyou're just talking about, how you, you
know, you're thinking and your beliefsystem, and then you feel like you can
take over the world and then you actlike you can take over the world, and
then you eventually take over the world.
And, and so like, you know, us, I mean,we, we, we always go to the source, right?
And so the source is if you're notgetting the results, check, check
(09:39):
who you're spending time with.
Yep.
Up.
Jason.
What's up Kevin?
Alright guys, I wanna take youguys through the momentum exercise.
Um, Al's gone through this beforeit's exercise that we always do
at kt and it's so freaking spot onbecause what it does is it drills
you down to what is my next step?
What am I going to do?
(10:00):
To continue this momentum.
So if you guys are, are out there andyou're like, man, things are rocking,
I, I don't, I can't quite put my fingeron it, finger on it of, of what it is.
And, and the same is true, right?
So it's, it, the wholeexercise is momentum and drag.
So where are you getting the tailwind?
Where is things working?
And then the other's like,man, where do I got a headwind?
(10:20):
Where do I got the boatanchor that's slowing me down?
What boat anchor do I cut?
Right?
I might have a couple boat anchors,but what's slowing me down?
That's the opposite.
Uh, the other, you know, partof this exercise, but I really
wanna focus on the momentum.
'cause that's what we were talking aboutwas we've got a ton of momentum right
now in a very, very challenging market.
Not just here in the States,but all but globally.
(10:40):
It's a tough.
Really tough market.
And I just saw one of the, the topicswhere they were showing 34, 30 5% more
homes to sell than buyers out there.
So the demand is low.
Inventory's rising in a lot of marketsin a lot of pockets, but if you're out
there, you're, you're finding momentum.
Here's the exercise tokind of go through it.
(11:02):
So I wanna tee it up for youguys here, and we were talking
about just we feel it, but.
Where do you specifically feelthat we are experiencing the
greatest momentum right now?
Um, it,
there's the sticker.
(11:23):
Yeah.
So when you say, where do I feelit, I mean, I could, I mean, if, if
I wanted to point to it, I would belike, take a look at my calendar.
I'm doing.
15 to 18, three-way calls a daywith agents that are coming over.
So, you know that, that to me islike, it's like the, you know, when
we look at, um, the pending ratioin the real estate market, it's kind
(11:46):
of the tattletale to what's coming.
Like I can just tell you thatthe agents are coming, like
the, the agents are coming.
They're coming.
And so like there's, there's,you know, there's leading
indicators that are driving that.
But, but that's where.
Quality conversations per day arehigh, is higher than they've ever been.
That's where I feel the momentum the most.
(12:06):
I, I lo I love that becauseit, you, you nailed what is the
most important thing right now.
And I saw beer made his post today andI've heard a lot of po people about it
comes down to conversations and reallywhat is a conversation and I think, so
that would be, you know the answer, right?
I'm experiencing moremeaningful conversations.
Yep.
(12:26):
Yeah.
Yep.
Yeah, so you, you, you just hit onsomething when, when the audience is
listening to that, what Jay says isthat's, that's 15 to 18 scheduled conver.
These aren't just phone calls,like he's not making like 18
calls and maybe 10 are picking up.
These are actually scheduled calls, sothe question becomes like, how do you,
(12:48):
well, scheduled calls with a qualifiedperson that has seen the offer and is now.
You know, you know it's a listingpresentation or a buyer presentation.
Right.
That's exactly where Iwas gonna go with too.
It's like if your, your goal is to list50 50 homes and sell 50 listings this
year, how many conversations, like I'mtalking on a zoom or per face-to-face,
(13:11):
shoulder to shoulder with a seller,are you getting per day, per week?
That's your, that's, that's your metric.
That we're talking about here, andonce you start, I want you to like,
let's stick on this for a second.
Because when it comes to listinghomes very similar, not the same, but
very similar to, you know, listingagents and, and you know, attracting
agents and helping them grow, right?
It's a, it's, it is a long game,but b, it's about how many quality
(13:35):
conversations that is the, the,the, uh, the measuring stick.
To success and getting momentum.
Mm-hmm.
You could be having these meetingsand maybe you're striking out.
You could be, you could have10 and strike out 10 times.
Now we're, we're not.
They're actually all jumping in the boat.
Um, we got the momentum,the momentum's back.
We lost it for a minute.
Yep.
And I wrote down, you know, boat anchors.
(13:57):
That's brilliant.
John, what were the boat anchors holding?
I know what the boat anchorsthat were holding us back.
Yeah, and it was a lot of the negativeNancy's, you know, just negative Nancy's,
you know, people that are always finding,you know, things can be great and you're
always gonna find, you know, somebodyto find something wrong with it, right?
So I deleted those negativeNancy's away from me, right?
(14:18):
Because they do have an effect that's partof the environment and for me personally.
I think it's going on.
60 days ago, I deleted Facebook from my,uh, as you guys know, from my, my phone.
I didn't delete Facebook account.
I need that for work, right?
But I only was using my laptop.
What that did is it deleted the anchorsthat were holding me back mentally.
(14:39):
Every time I went on there and sawsomeone being hateful to somebody
else, lot of times it was evenrealtors or hateful politically or
all this, just all this garbage, justI started losing faith in humanity.
I have a choice.
Delete that shit.
So it is, I just, I just deletedit and I had like one of the most
relaxing, like, you know what I mean?
(15:00):
Like, it wasn't relaxing work-wise,but it let me focus heavily more on the
more, more important things, which isfamily and, and, and my, my career just
by getting rid of those negative Nancy.
So what anchors.
Holding you back.
I, I love that, John.
Yeah.
Boat.
And you know, the question that you, onceyou've identified it like you just did,
the question on, on the boat anchor sideof things is what is it gonna cost you
(15:23):
if you don't address it or eliminate it?
Mm-hmm.
That's the follow up question, right?
What's it gonna cost you ifyou don't eliminate that?
And, and so it, it, it's.
There comes the awareness, right?
Like, oh shit, right?
I gotta do something about this.
So it's, it's super key.
But back on the momentum side, right?
So, you know, if we say, man, I'mexperiencing qualified, more qualified
(15:46):
conversations, then the followup question is, okay, well why is
that important for you, your goals,what you're trying to accomplish?
Why qualified conversationsdramatically more.
Why is that important?
Yep.
Well, I mean, it's the, it's theleading indicator of agents recruited,
which is the result I'm after.
(16:09):
Uh, I, I take it a step further and saythat the other thing to add to that,
Jay, is that a quality conversationhas to happen between two people.
In other words, it's not just one persontrying to pitch the other or sell the
other or clobber 'em over the head withsome, you know, feature, a feature dump.
It's a conversation where thatperson's telling you, Hey, I'm
trying to get from here to here.
(16:31):
Can you help me?
Mm-hmm.
Right.
And they're sincerely engagedin the conversation, right?
That's what I would say.
Yeah.
Right.
You know what's crazy?
So we, we've always talked aboutfrom a marketing perspective, you
know, avatar, ICP, things like that.
And, um, I touched on it a little bitlast week and I haven't had a chance
to, to dive into it anymore, buthe was just talking about, he said,
(16:54):
man, we know people only buy results.
And he said, I'm gonnatake it a step further.
People just want a job done.
Right.
So like, what job can you do for me?
That's, that's really, at the endof the day, that's what people want.
Dan Kennedy's even talking about, he'slike, listen, you know, the days of, of
courses and things like that to where, youknow, people will, will buy your court.
They don't want that.
They just, they, they want the job done.
(17:14):
They want, they want the experience.
They want you to just do it for 'em.
They just want you to solve it.
That's why there's momentum, right?
There's why that, that's important.
And then the, then the question is to, tofurther create some more awareness, right?
Once you know the, you know, why this issuper important to you is what existing
resources most support this momentum?
(17:37):
Great.
We have qualifiedconversations in the calendar.
That's, that's, but what otherresources are really supporting
this momentum right now?
Yeah, so, so.
I mean the, definitely theteam that we built, right?
So, you know, the, the fact that theli you know, it's, it's kind of like I
(17:59):
think about it like was whenever I haddelegated everything in my real estate
business to the point that I was onlygoing on listing appointments, I. I didn't
have to go take the photos and do, youknow, I didn't even present the offers.
Like we had, you know, Carla was the, uh,you know, listing certified negotiation
expert, certified negotiation expert.
Like that was, that was me being doingwhat was the highest dollar productive
(18:21):
activity in the least amount of time,and everything else was off my plate.
And so it's, it's the same withthis is we're making an offer.
We got a team thatdelivers on the back end.
It removes all of the heavinessof when you made a promise and now
you gotta go do all those things.
It's having the right people aroundyou and the right resources around you.
And that's been, youknow, that's by design.
(18:42):
What, what, what we built withAccelerate and Funnel Pilot.
So it's, it's the team's ability toexecute that and doing it at scale, that's
allowed me to have more conversations.
Otherwise, I'd be, have a conversationnow I gotta onboard you, now I gotta build
your ads, now I gotta do your branding.
Now I gotta do your social.
Like it's, it's having the right,um, systems and people around
(19:02):
you so that you're doing the onething that's the most productive.
Dude, this the process, right?
So, you know, we, we nailed, we,we've nailed a lot of things.
We really nailed, um, CHSA, right?
Mm-hmm.
So we really nailed the processof generate an opportunity, right?
People that are reachingout to you, right?
(19:23):
They're raising, they're, they're,they're reaching out to you.
It's not the cold outreach.
It's like they're trying to getinto the boat and then it's.
A conversation.
Set the appointment, qualifythe appointment, pre-sell the
appointment, execute on theappointment, build rapport first.
(19:43):
Then articulate the value of thesystem to help them accomplish X, Y,
or Z to get where they want to go.
Mr. And Mrs.
Seller, do you believe that this is thebest system to help you get to Florida?
Absolutely.
This is the best system and great,as long as we can agree upon price.
We're gonna position your home.
We're ready to go today.
Yep.
Boom.
Sign paperwork all now.
(20:06):
All the pre-marketingeverything, all the demand.
Hits offer, offer, negotiateit, then it just goes right
down the conveyor belt, right?
Like right when you, whenyou break that apart, like we
freaking nailed that system.
And that system is duplicatablebecause it works on the buy side.
It works with attracting agents.
It, it just, it works, right?
And so I think nailing that, right?
(20:29):
And so when I go back to that question andI look at it and I go, okay, what existing
resources most support this momentum?
I, I, I, I default to the system.
I default back to the process.
Right.
To me, once you have that, because eitherotherwise it's just a shot in the dark.
(20:49):
Right?
It's just randomness and, and thatdoesn't, to me, that's not sustainable.
I think you have to build the system,you have to build the conveyor belt.
Sustainability.
Right.
I think, um, and, and I don't knowif this would be a resource, but I. I
think I wrote, you know, I always did.
I mean, we're, we're the one doing them.
(21:09):
We're hosting the podcast andI always take a page of notes.
I got mine here too.
I know, right?
Same here.
So like, um, days of sellingcourses is done today.
Agents buy results.
That's what, so I, Ithink like that comment.
The ingredient on thatis the right result.
(21:30):
It's the right result.
We're solving the right problem, right?
Right.
We get hit.
I mean, if you're anagent, listen to this.
I guarantee you, if, if you're likeme, you're getting hit up twice a
day, three times a day, five daysa week, by marketers trying to
get their, their with their hand.
They, they want your credit card, right?
They're gonna try to sell yousomething, and most of the time, 99%
of the time, it's not solving thethe right problem in your business.
(21:53):
Of course, in order to do that,you need to have clarity, go
through the clarity report.
I don't even know, it's clarityreport.com, whatever it is.
You can get one free and get clear,but once you're clear on the problem,
you know, now you can focus on thesolution and the getting those results.
I mean, that, that was, that'sa brilliant thing there.
You can buy the course, shit, youcan, you can get just about any course
(22:15):
on anything, right on YouTube forfree and not even have to buy it.
But they want results.
And I think one of the biggestthings, like we talk about going
back to boat anchors, one of thebiggest boat anchors that people are
experiencing right now is overwhelm.
Mm-hmm.
Mm-hmm.
So if, if you're both feeling overwhelmedwith all the things in your business
(22:35):
right now, you gotta cut that anchor.
So guys, I want to ask youguys, Jay, John, either of
you, whoever wants to jump in.
When you have felt overwhelming inyour business and you knew you need
to cut that anchor so you can get backand get that momentum going again.
What's one or two things like that you,you, you do to eliminate overwhelm?
(22:57):
Chat, GPT or grok.
Yeah.
I, I, I know for, I know for me it's,um, it's, it's strategic planning.
It's the 90 day process.
It's sitting down, going through it.
Now you could, now you canhave an assistant with you.
You could have chat GPT, you couldhave gr, you could have whatever,
learn learning, you know, element thatyou wanna have a conversation with.
(23:18):
And to me, I, I know whenI, because we just keep.
Grabbing more.
Right?
And the question is, man,what do we need to stop doing?
Right?
That's the question.
It's like, mm-hmm, dude,what do we need to stop?
And, and al to your point, itmight be eliminate social media
from your damn phone, right?
It might be that simple of a thing, right?
But if you don't pause, get outof your day to day to where you
(23:41):
can just get into an environmentto, to reflect and be creative.
I mean, you just, you're, you'rea hundred percent right John.
Like, so, so Harley was, we were in our,in the coaching, the agent attraction
coaching calls that we do on Tuesdaysand Wednesdays, and Harley was trying
to pin me down for a priority and, youknow, what are you committed to this week?
And I was like, quit.
(24:02):
Hey, trying to pin me down, bro.
Like, I ain't sure youwhat my priority is.
And I was like, and he keptpushing, he kept pushing.
And I finally was like.
It's the strategic planning pro.
Like if I don't get to a place whereI know what the next move is, out of
all the moves that can be made andI don't get to clarity on that, then
you're gonna have a hard time pinningme down because I don't wanna commit to
(24:23):
something and it not be the right thing.
A hundred percent.
And so that's why June 6th, we havestrategy and everybody's coming in.
Al I was going through the lasttime we did strategy for Honey
Badger Nation and I read through.
What would it, what would it look likeif it were easy and all the things that
we every, I went through everything, allour challenges, the issues, everything.
(24:43):
Dude, we removed all of those thingswith what we built with Accelerate.
I didn't even, I never even went back andlooked at the document, but I was blown
away at how the problems that we, thatwe had identified and the things that
we were trying to do, that that, thatwe actually solved all those problems.
It was fascinating.
But this is, again, going back to whatyou're saying, John, like, you know,
(25:04):
either you know what the problem is andwhat are all the ways and what's the
right next step, or you don't, right?
Like that's, that's what in coachingthat we, we've given you that clarity.
But I know that if, if you're overwhelmedas a, as an agent and that you're feeling
overwhelmed, you know, there's probablythings that should come off your plate.
Number one.
But you don't, if you don't know whatthe next move is, it's getting clear
(25:25):
on what is gonna give, increase theconversations per day you have with
people that wanna buy and sell andopen buying, doing business with you.
And, and if, if, if you can find thebest solution to that, you can say,
well, it's probably not YouTube.
Me build, you know, building abunch of videos and throwing them on
YouTube and hoping that the algorithmtreats me right, and then maybe
a year from now I'll make a sale.
That didn't increaseconversations per day, right?
(25:47):
So I was like, you gotta, you gottaunderstand like fundamentally if you
wanna sell em more real estate, you haveto increase conversations per day you
have with people that wanna buy and selland are open to doing business with you.
Period.
Period.
End of discussion.
And if it don't do that,it ain't the right thing.
Now what are all the ways to do that?
Hey, we can prospect, we can do leadgen. There's a, there's a bunch of ways.
(26:08):
And now what's the be now it becomes,well, what's the right next step for me?
Right?
Mm-hmm.
And like that's where, you know,that's what, um, you know, it's why
we're recruiting so much becauseI know, I know the fastest way.
You know, I, I could try to convince you.
We used to sell a thingcalled Market Maker.
Um, I don't know John, if you rememberMarket maker, but market maker meant
you had to make your own market.
(26:29):
What?
Piss me off, guys.
Come on man, just have a good day.
One of the dumbest things we ever did,trying to convince people to make calls.
Like, you know, like that's, that itnot, not to say that it doesn't work.
It absolutely works.
But not, not everybody, mostpeople are gonna be like, you
mean I have to make calls?
Small percentage calls all day.
I gotta make XA hundred calls, 200calls, $500 a day to hit the goal.
(26:51):
Okay, well what if I could get youthe same number of conversations by
running an inexpensive ad that qual,you know, creates a qualified lead?
We, you know, like there's a,there's, there's other ways.
Okay.
Right?
And so, you know, so yeah.
Anyway, it's, it, it's funny, but, butyou, you nailed it, John, like the.
The whole thing is, is understandinghow do you, you know, taking that time
(27:11):
outta the business to determine what'scausing all the like, and a lot of
times it's a system or a process, right?
Always comes down to it.
We, what's the big, where's the fireburning the brightest right now?
Is it because you took too manylistings and you can't get 'em onboarded
and get all the pictures taken?
Or is it, where's, where'sthe biggest problem?
And it's usually.
Gonna be, you know, you, you solvealmost all evils with, you know,
(27:32):
increasing conversations per daywith people that wanna buy and sell.
So, so spot on.
I think, you know, the first questionthat you gotta keep coming back, right?
What's the goal, right?
Really, what is the goal pressure test?
The vision is that still the visionis that, am I still committed to that?
Right.
And understand, committed andobsessed, not just arrest it.
And so I think that's once, once you like.
I'm good.
The goal is the goal.
Awesome.
All right, then let's look, let's lookat what system is, is bottlenecked or not
(27:56):
holding you or not helping you get there,but it doesn't happen unless you create
the space for you to think through that.
And, you know, for, for you guyslistening in 90 days, no more than
90 days, I know in my, at my core,because we've been doing this.
Uh, every quarter since 2010 forevery business we've been in.
(28:17):
And I feel it when we go morethan 90 days, I start to feel it.
I know it, but if you're moving fast,and I remember Carlos German was
the very first, very first clientthat I ever took through this.
We, because he was moving sofast, we went every 30 days.
Yeah.
And on the 30 day cycle,it's, it's really Sam, right?
It's sales and marketing.
Mm-hmm.
Um, and.
You just kind of, kind of IDS, right?
(28:40):
What are our issues?
Let's have a discussion.
What are we move into solution?
And these are all the things we could do,but what will we do in the next 30 days?
So if you're, if you're outtawhack and you're feeling
overwhelmed, man, carve out a day.
Carve out two days.
Get out of your day to day, like gosomewhere to where you just actually can
be at peace and, and just be creative.
And just do the work actually, like,just ask yourself that question, right?
(29:03):
Like, where are we winning?
Where, where are we losing strengths,weaknesses, opportunities, threats, right?
Mm-hmm.
What do we start doing?
Keep doing, stop doing.
Um, so it is the most crucial time, andI was reminded of this for him actually,
RO Roland Frazier, and he's like, dude,he said one of the things that got him
and when they were building everythingto the point that he did religiously
(29:27):
every week was strategic thinking time.
He said what I would do 60 to 90minutes every week, I would assess
where we're at in relation to our goals.
I would check the scorecards and thenI would ask myself three questions.
Where are we winning?
Right.
Um, what's broke or what's about to break?
Mm-hmm.
And then what do we need to stop doing?
(29:48):
And man, I've been doing thatfor, for about the last six weeks
since I was reminded of that.
And I'm like, dude, that'slike my, my best time.
Right?
On a Sunday or a Saturday out on a walk.
Just like, just thinkingthrough those things, man.
Where are we winning?
What's about to break?
It might be you, right?
Listening in.
Yeah.
It might be like, dude, I'm about to tapout, like I'm redlined all the way across.
(30:11):
Okay, well then what dowe need to stop doing?
What do we need to stop doing?
Man?
You, you hit something there, Jay.
You know, if, if you're listening tothis and you heard him say the words
like, is it about a hundred calls?
I, I saw Patrick Lee.
He popped in there.
What's up Patrick?
He's like, I had market maker.
I had it too.
Y'all got the scars, my friend.
But you know, don't get me wrong, if,if you're dead broke right now and
(30:35):
you're listening to this and you'retrying to grow your real estate
business, hit the phones, do it.
It, it, it absolutely works.
Do it.
You know, but here, here's the thing.
I've never heard of the best telemarketer,beating the best online marketer.
The online marketer always wins.
Always.
And, and, and, and to, to,to kind of, you know, Excel.
Put an exclamation point on that.
(30:57):
Is like what's happening right now.
There's telemarketing laws justkeep going up and up and up.
The DNC, they're coming downharder on the fines, you know,
if they're on the list, whatever.
Nobody wants to answer the phone anyway.
My phone rings at least 20 to 25 timeswith, with numbers that say comes up
spam, like nobody these calls, right.
(31:18):
Unless they, unless it's GrantCardone's, guys like grant card.
I bet I've blocked, I dunno howmany phone numbers they have in
rotation, but I've blocked all theones in every small town in Oklahoma.
I know that.
Yeah.
They didn't get me.
But you tried to get me today.
I didn't answer.
Not today.
Say you didn't get me.
But uh, and I'm not callingGrant Seton, but whatever.
(31:40):
You know, it's the telemarketingthat, that has constraints on it.
If you're business.
Teetering solely on one one oil Well, andthat oil well involves you calling, making
phone calls and hoping people answer.
You know, it could be disrupted quicklyversus mastering the art of a funnel.
(32:01):
Mastering the art of marketing andputting out something, you know, uh,
a, a, a piece of marketing, a video,whatever it is, in mastering an ad.
That's what we've been doing for agents.
Just in Honey Badger Nation forthe last, what, four years when you
trained Braden on how to write ads?
Yep.
And now it's, it's, it's, um, youknow, it's calm for full circle.
(32:22):
Oh yeah.
Yeah.
It's the most fun I've had.
I, it's the most fun in marketing I'veever had because, because of GR and
chat GPT, like if you, if, if you reallythink about it, if you, you could take
the picture and image of a house thatyou can put at, run an ad, say, uh, just
listed with this particular property.
Or you could put the property address andthe price wrap bracket into Crock and say.
(32:44):
What are the most likely buyerprofiles for the buyer for this home
in Frisco, Texas New construction.
This address, this price.
It'll, it'll give you so much creepyinformation about what that there,
it's probably a married couple,um, in a tech job probably working
at to Toyota or whatever, right?
(33:04):
Somewhere close by.
Their biggest con, they havekids ages six and seven.
Um, they, um, uh, theirbiggest concern is schools can.
How hard is it to start creating contentwhen you have that much information
about the most likely buyer, the personthat most likely is gonna click on that.
Now you can create con, like now youcan create content where they go.
(33:25):
Oh my god, that's me.
Like I, that's literally me.
I'm moving from California.
Like, like you can create, you know,and again, somebody that, somebody
that's not gonna watch that video'cause it doesn't resonate, that's fine.
But the person that it does, youbuilt a lot of trust real quick.
'cause now they're like, oh my God,this person is talking directly to me.
Yeah.
And so it's just easier today to do thingsthat we couldn't do in the past, and we
(33:46):
can generate the lead at three a day.
Dude, I gotta, I gottashare with you something.
Literally right before thispodcast, I was on a, um, on a,
on a, a recruiting call, right?
I had four in a row.
Whatever last guy said, man, when I waswatching Jay's webinar, I felt like he
was talking right to me like that, thatthis was my, you know what I'm saying?
Like, when you nail it, you nail it.
(34:07):
Yeah.
And if you've been runningads, listen close to me.
If you've been running Facebook ads, ifyou've been making videos and nothing's
working, you need to reach out to us.
Okay?
You, you're just missingone little component.
The good news is your effort's there,but you could, you could keep trying
to push a boulder up a hill and,and if you weigh 180 pounds and the
(34:27):
boulder's 380 pounds, you probablyain't gonna get it up over that hill.
So, you know, reach out, getin the right environment.
Let us help you get momentum.
'cause here's the cool thing,we get you started, right?
Like we, we get that, we get that.
We'll get behind you and help you startgetting that boulder and we will get,
(34:47):
get the boulder up and over for you.
And then you get the ride on the way down.
And that's when thatmomentum's kicking, right?
Like you gotta get the momentum.
And if you're stuck.
You just gotta get in the rightenvironment because I wanna, I gotta
tell you, y'all go ahead, John.
Well, I was gonna ask, you know, with,with that momentum and, and you look
at where, where, where you're going.
And this is once you have it, this isthe, this is the fun question, right?
(35:10):
What would allow us to go faster?
Because even fast peoplewanna go fast, slow.
People definitely wanna go fast.
So it's like we've got the momentum,the flywheels turning, okay, well can
we do something that would acceleratethis, make it go even faster?
So that's, that's whereyou get into that fun.
You know, the fun question, once youidentify and you can say, pinpoint
(35:33):
what, where the momentum is, right?
Then it's like, okay, how can we.
Prove this to go to go faster, right?
No, it definitely is.
You know, it's inter This is interestingand, and I, I had this thought the
other day and I was like, I waskind of bewildered by it as I'm ge
getting prepared for this strategymeeting on Friday, and I'm like,
the one thing that's not gonna bepriority, uh, for, at least from,
(35:55):
from this business unit's perspectiveis, is, is marketing and sales.
Marketing and sales isn't a problem.
Like, you know, this goes down tolike, I, I have to think because I've
never been in a business unit wherethe number one thing wasn't marketing
and sales, like a priority that wasgonna flush out was probably gonna be
something marketing and sales related.
Every single time I'm actually.
(36:17):
One-to-one, I can makea sell anytime I want.
I can bring, I can bring on somebodyand increase the, increase the
capacity of agents recruited.
And it's be, it's becausewe nailed the offer.
Like I know the pro, when you, and thisgoes to whether you're selling real
estate or you're recruiting agents,when you understand the biggest problem
better than they do, you can startyou, you can create, and then you
(36:40):
create the best possible solution then.
Everything is infinitely easier.
Like everything gets infinitelyeasier at that point.
And so, so what, where you're thinkingabout, 'cause you're so now, right?
'cause there's only four levers, right?
So you got traffic, you got conversion.
And if those aren't the levers, right?
It's like, okay, wellwhat, what else is there?
Well, there's fulfillment, right?
(37:01):
Yeah.
Are we fulfilling at a world class level?
On our world class promise.
And then the, then the other oneguys listening in, it's retention.
Right.
Right.
It's, it's one to getthem, it's to fulfill.
But can we keep them, and I, I'm, I'mgonna go back to the statistic from exp
is that if you can get them to more than20 units per year, they ain't leaving.
(37:23):
The statistics are there 90, almost 99% ofthe agents doing more than 20 transactions
per year do not leave this company.
Yep.
You guys have to understand that.
That's why production leads, that's why.
That's why this damn company has the,has the best producers on the planet.
Yeah.
And it's, it's onlygonna continue that way.
So the retention tool,get 'em to 20 deals.
(37:46):
Right.
And, and that's, that's kind ofwhere, where you're thinking now
you're, you're in the fun side, right?
You're on the fulfillmentand the retention side.
Yeah.
Hundred percent.
Yeah.
I mean it's, you know, you know,I, I can see, you know, I, I think
of Herbie's fat ass all the time.
You know, you know, he,he, he's always there.
Yeah, he's there.
And the cool thing about what, what,what, what I've been able to do today
(38:07):
that I couldn't do as easily in thepast is, is we can, you know, we can
leverage AI to improve upon processesin ways that we never could before.
And so we're, we're, a lot ofthose challenges would be, oh, add
another person, which it, it hasbeen in the onboarding process.
'cause I already had to addanother full-time onboarder.
Um, you know, and, and I think I need tojust re-look at it with a different lens.
(38:30):
Of, okay, how could we automate,you know, certain parts of this
and, and make shorten the amount oftime it takes and still create that
feeling of, you know, personal touch.
Um, but it, but yeah, it, it becomes verymuch focused on process improvement and
just keeping your eye on, okay, where'sthe, you know, where's, where's Herbie at?
It's gonna bottleneck somewhere.
Um, and you know, as long, andI, and I was ahead of it, right,
(38:52):
because like, I'm on calls a monthbefore they're getting to Tracy.
And, you know, and three weeksin a row of 18 calls a day, I'm
like, you know, you know what itis because this next push, right?
It's, it's exactly what we did with Carla.
It's riding the train.
That's, I mean, that'sthe only thing to do, man.
You just gotta go ride the trainand watch the work being done Where,
(39:13):
how, how is the work getting done?
Yeah.
Watch just and literally sitright there and watch the work.
Yep.
And do we need a system improvement?
Okay.
Do we need to be empoweredwith AI somewhere?
Oh, if we need a human, thenlet's go get a va. Right?
Right.
Yep.
To stay in the salary cap game,uh, before you bring like, where
I'm pushing everybody is like.
(39:34):
I, I, I challenge you before you puta body in there, improve it all the
way you can with automations, with ai.
Yeah.
Before you put a human in there.
Yep.
I mean, hundred percent.
I mean, listen, listen guys.
The number one brokerage on theplanet is being run with custom GPTs.
(39:54):
Yep.
Think about that.
Like what Glen has built and how they run.
Every department, everyfunction is off of custom gpt.
And if they can run the numberone brokerage on the planet with
gpt, I promise you all the otherbusinesses out there can be run
with, with a lot of AI support.
So here's the questionbecause now it's about action.
(40:18):
You've gone through this process,you've identified where the momentum
is, you know what's happening.
You know where we could do it.
You know what?
What's supporting it?
You know how we can go faster.
Well, what will you do?
Like what's the next action steps thatyou're gonna take immediately out of here?
Because it's all about action.
What is the next actionsteps coming out of here?
(40:38):
And this is the same for youAl as you were talking about
with the boat anchors, right?
Well, what's it costingyou not to address it?
What are you gonna do to address it?
What's your next action step?
Coming Right outta here.
Right?
We can talk about it, but whatdo we, what will we do about it?
Leaving this I love it, man.
Yeah.
I mean, what, how many, youknow, what's it costing you?
(40:59):
That's, that's where you can,you really wanna twist the
knife, start doing the math.
Mm-hmm.
On what it's costing you.
Right.
I mean, it's hard for us to evencalculate that for, for, for us, right?
Yeah.
We know, we know that if, if wecompletely take our foot off the
gas, what it could cost us, you know?
And, um, I believe we're about to double.
(41:23):
I do believe that Jay, Isaid it 60, 90 days ago.
I was like, dude, what, what you,that team you put together, I mean.
We're gonna be doubling.
Yeah.
And so, uh, I don't know, like asfar as boat anchors right now for
us personally, man, I don't know.
I think I've, I think I've cut 'em.
(41:44):
They're at the bottomof Lake Erie right now.
Yeah.
I feel, I feel like I'm just,I'm hanging onto the steering
wheel, flapping in the wind.
Remember, remember Herbie'sfat ass is always somewhere.
I, uh, the, I, I, you know, thisis that productive paranoia that
(42:04):
I have, you know what I'm saying?
Like, I got that shit.
Like, you know, I wake upevery day thinking fucking
something's about to go wrong.
Where is it?
Let me, let's fucking find it.
Like, you know, that's, uh, um, yeah,you know, you, when you, I love that.
No, the lesson there is, is that youbetter have the visibility, right?
You guys listening in, you better have thetrackers, you better have the visibility
(42:26):
because there's a lot of folks, right?
They're, they're in the aircraft.
For a lot of people,it's pitch black outside.
They're in a thunderstorm and they'reheading into a mountain range.
And I always love to ask mypilots, what, what will happen?
And they go, oh, you'll die.
Like, there's no, there's no,there's no like, you're gonna die.
So getting that visibility is, is so key.
(42:47):
And I mean, because you can speakall day about that, um, being
able to have the trackers, becausethat's how you find Herbie.
The data is the data tellyou, the data don't lie.
I'll tell you this, you know, the,the one anchor we cut is we stop
worrying about the competition becauseif they, if you do that, they exist.
(43:10):
And right now they don't exist because.
We're focused right here.
So if you're, if you're in anenvironment and you're not with us,
but all you keep hearing is your, yourcompadres over there talking about
us, we need to have a conversation.
You need to get outta that environmentbecause Too focused over here, right?
And I can understand why we're on fire.
(43:32):
One big fire.
We're on a fire.
We're, we're, we've, we'vegot this momentum and we wanna
bring you along for the ride.
So hit us up, DM us.
And, uh, cut those boat acres.
How many need to be cut?
Maybe it's Facebook for amonth or whatever it is.
What's it gonna cost you ifyou don't cut these anchors?
And, uh, hopefully thiswas helpful for everybody.
(43:53):
Man, this is fun, man.
I got page and half notes.
I love what you said there, Al,and we can wrap it with this, um,
cousin, any final thoughts, but it's,it's, um, focus on the customer.
Right.
Don't focus on the competition.
And I think that's what a lot of folksare doing right now, and they're focused
on the competition and they're losing.
You.
Don't win by focusing on the competition.
You focus by you, you winby focusing on the customer.
(44:16):
Like what does the, whatdoes the customer want?
Like what, what job do they want done?
Focus on that and you'll win.
Cut.
Final thoughts.
Take us home, man.
Dude, this is, this wasgreat, great conversation.
I always appreciate it.
You guys got me thinking.
Um, that's the benefit.
We do this for you guys, everybody.
But the on the side note, we alwaysbenefit by doing these calls too.
(44:37):
So yeah, for sure.
Uh, it's always, uh,it's always a pleasure.
Appreciate you guys and, uh,looking forward to the next one.
Let's kill it this week.
Awesome Honey Badger Nation.
Uh, if you guys have any questions,thoughts, need anything, hit us up and
uh, we'll see you guys soon com Oh yeah.
Next week we're gonna announce the winnerof the Honey Badger of the Month Award.
Sweet.
Okay.
Tuned.
I love it's next.
I love it.
We can go ahead and vote.
(44:58):
So we go to, are we out Hunter honeybadger donation.com yet is the link or
is it still, what is the Honey Badger?
No, nomine.
What is Badger Awards?
Honey badger award.com.
Go to honey badger award.com.
We're gonna have to put that upin the scroller next time too.
Okay, I got it.
All right, we got it.
Alright guys.
Appreciate y'all.
See you guys.
Let's crush it.
See you.
That's a wrap for today.
(45:20):
I hope you got somethingvaluable from this episode.
If you did, hit follow andvisit John kitchens.coach for
more ways we can work together.
See you on the next episode.
Seven figure success starts whenyou start thinking like a CEO.
Welcome to the John Kitchens Coach podcastexperience as your host, John Kitchens.
Get ready to think bigger andtransform your business into
a path to lasting freedom.
Here.
Here we are kicking off, um, you know,the last month of the second quarter
(00:21):
and, you know, we were chopping it up alittle bit before we went live and just.
I know you were on with, uh, some folksout of the UK and just, just it's, um,
it's an interesting climate right now.
Um, not just, not just here inthe States and, and, um, up north.
Globally.
Yeah.
And so, you know, being able to be inthis bus business model to really start
(00:43):
to unlock, you know, the connectionsand, and really from a global, global
impact has been pretty dang amazingto see, to see what's happening.
And I think that perspective I. Hasalso lend it, you know, to way we
look at things and handle things.
And especially from an EXP perspective.
And I remember, you know, Leo sharingon stage at Agent to CEO Cleveland
(01:07):
last year just talking about, you know,the NAR pushes and what people were
wanting to push and pushing R away.
And, and it's like, guys, listen,like here you gotta understand
what they're fighting for for us.
And if that unbox then we go to what?
All of the other markets, you know, inthe other countries around the world
aspire to be with their real estate.
And, and so, you know, really lookingat kind of the direction and, and
(01:29):
the climate, and I know we're gonnaget into momentum, but really just
having a level of awareness, man.
And, and I know that's whatwe're gonna touch on today, but.
We talk about it all the time, right?
A fish doesn't know above, abovewater until it gets above water.
And, and I think that's a, you know,kind of the situation with a lot
of folks, a lot of agents and, and,and some are finally waking up.
(01:50):
They're coming to a level ofawareness and, and so, you know,
just interesting times for sure.
Yeah, man, I, I'd like to like kindof kick this off by starting in
reverse, like what causes someone not.
To, to find that mo, to get the mo,like the momentum and get it going.
Like, you know, once you have it.
(02:12):
It just, it's, it's almost like, um,kinda like a magic carpet, right?
It just starts getting faster,faster, smoother, smoother.
Man, that's such a great question, Al. Youknow, that's such a great question, dude.
I thought about, I wasthinking about this.
I was laying in bed last night andI was, I was it just like I couldn't
go to sleep and my brain was justmoving probably like most nights.
(02:32):
But you know what, you knowwhat I, I think it is as much
as anything, especially withmodels like ours, it's belief.
Like, like if you, there's a point wherewhen you believe that you'll run through
walls, you'll do whatever it takes,and then as soon as that belief gets
dampened, man, that changes everything.
(02:53):
Wow.
And think about that.
Like when the, when right now.
My belief is the highest it'sbeen since I've been at exp
that we are going to the moon.
Like there's, you could not convinceme that there's any other place an
agent should be than with us right now.
And so with that comes 14 hour days and,you know, grind and grind and grind.
(03:16):
And if, if you can get that moment,if you don't have that momentum mean,
that means maybe the, the beliefsgetting dampened by things that
are happening around you, right?
Yeah.
And so, like, you knowthat it seems to be.
You know, and I, you know, I'mthinking more about, you know, the,
I don't think about the, I alwaysthink about exp who's our competition?
These legacy brands are dying.
And then you've got, okay, maybewe have some competition in
(03:38):
these upstarts, but we, we don't.
But, but that was what most of whatI would consider our competition
was gonna be because they weretrying to recruit from us.
Um, and so they're just not, they're,they, they, they've lost momentum.
They lost all their momentum early.
And I can, you know, I cantell you that the belief.
That, you know, if you're over there andyou're like, I can't get an answer to this
(04:00):
question, I can't get help with this, thatit doesn't take much to diminish belief.
Um, and, and if, if, if you don'tsolve that with the right people,
with a lot of money and the rightpeople and the right places, and the
right leaders and the right places,um, you know, think about it like.
There, there was a time at exp when Ididn't have a lot of belief in Canada.
(04:21):
If you recall, we had the wrong peoplein the seat and it was not good.
And you know, and you couldn'tconvince me that I needed to go to
Canada and start recruiting becauseI'm like, we got a problem and until
this problem gets solved, I don'tbelieve this is gonna work over there.
Right.
Yeah.
Like there was a time where that, that wasthe case, not the ca case anymore, but.
(04:42):
You know, and so you gotta wonderwhat are the things that are
happening within these companieswhere belief is getting diminished?
That's my thought.
Yeah, so, so what triggers belief?
Right?
So belief is just the collection of ourthoughts and the way we think, right?
And we think something the same way overa period of time that forms that belief,
either empowering or disempowering.
But what drives it ispeople in circumstance.
And so it's just to your point rightthere, and, and I think, you know,
(05:04):
if you're an agent, you're out therestruggling and you're in your, like your
belief system is getting challenged.
I would challenge you, who yousurround yourself with, right?
And the people.
And it's just like we were talking aboutthe right people at the right time.
As exp was growing, we had the rightleaders for the right situation
to be able to navigate, youknow, the waters and the terrain.
So guys, listen toanybody listening in, man.
(05:24):
If you, if you're struggling and you, youknow, your beliefs are being challenged
the way you're thinking, some inaccuratethought, I would, the first thing I would
do is just question who you're spendingyour time with, who you're surrounded.
Quick story because you know this,when you said belief and the, the, the
first word that was gonna come outta mymouth, John, and you just said it was
(05:45):
in a different way, was environment.
And, and it means that you gotta, youmight have to change your environment.
Mm-hmm.
Said differently the people thatyou're surrounding yourself with.
Right.
And, and so the first time that I canlook back and actually like, there's
a distinct moment in my timeline.
Everything changed.
It was the, the moment I wentto EGS in 2010, I flew there.
(06:08):
I did not know anybody.
I barely had any roomon my, my credit card.
'cause I was damn broke from the, fromthe market That beat the hell outta me.
Right.
And I met you guys didn't know,you didn't know anybody from Adam.
But the minute I got in that room.
I knew I was in just a different place.
A place.
I've never, and it wasn'tlike the location in Dallas,
it was a different place.
(06:29):
Meaning like among these peopleit was a different environment.
They thought differently.
They dreamed bigger.
I. And it, and it, it forced me toup my game of what I was thinking.
You know?
I was complacent, you know?
Um, I mean, I was hungry, don'tget me wrong, but like, I just
wasn't thinking big enough.
I wasn't, um, I wasn'tchallenging myself enough.
(06:52):
So when I got in that room, it wasNovember of 2010, everything changed.
My belief that's what happened.
What?
What happened was I all of a suddenbelieved that I could go from 50
sales to 150 sales to 350 sales.
I believed it because I saw, yeah,you saw plenty of evidence that
(07:13):
it was possible around you too.
So that, so you know, that goesback to the story I tell about going
to Proctor the very first time.
You know, I'm sitting next to aguy named Steve Garten and we're
in the back and they passed outthe coaching and it was 12 grand.
And I was like, that's so much money.
Like to me, I couldn't even,it was just beyond my thinking.
I couldn't, I wasliterally making fun of it.
(07:33):
I was like, how much is 12,000 in Canada?
Like, what is this?
How much is this?
This is ridiculous.
And then the guy gets up that's sittingnext to me that I wasn't talking to.
The whole time.
And he goes, he go up to the micand he is like, yeah, I sold 400
and something homes last year.
And I look over at him,I'm like, the, what?
Like 400?
Like, it just, I was like,fuck it, I'm signing up.
(07:55):
Put it on two credit cards.
You know, you like, but, but youknow, you get in the right rooms
where you can't think small, youcan't leave and go back and your brain
doesn't go back to thinking small.
You saw what all is possibleand like, you can't not see it.
Right.
And so I think the evidence, uh, is, isimportant, you know, seeing that it's
possible, but the, the minute, you know,then you go back, how long does that,
(08:15):
how long does that last when you get, youknow, that your teeth kicked in on your
first eight fizbos you called, right.
Or whatever.
Yeah.
You know?
Well, as soon as that happens, that'swhy it goes back to your, your circle.
Who's, who's there closest to you thatis gonna, you know, help you maintain
that energy that you picked up?
Wherever that shot of momentum,wherever that shot of adrenal,
wherever that shot of energy.
(08:35):
Because if you come back and then it'slike, you know, Debbie Downer and you
got the, you know, the black cloudsaround you, that's where you just
gotta be like, hold, hold, hold on.
I gotta get my people.
I gotta get my people right.
And once that happens, thenit's, anything's possible.
Right?
It goes back to the, the, youknow, one of our favorite videos
with, with Jim Collins, right.
Who first, who I watched thatagain just the other day.
(08:58):
Yeah.
I love that paper.
Love that.
It's so good, right?
It is.
And, and, and that's why, you know, whenyou look at the conveyor belt, right?
And we talk about theoryof constraints and, and you
know, where everything starts.
We ultimately want results.
And like Al said, let's reverse engineerand take it back to what drives results.
It's, it, it all startswith environment, right?
Mm-hmm.
Mm-hmm.
(09:18):
Because then that way changes whatyou're just talking about, how you, you
know, you're thinking and your beliefsystem, and then you feel like you can
take over the world and then you actlike you can take over the world, and
then you eventually take over the world.
And, and so like, you know, us, I mean,we, we, we always go to the source, right?
And so the source is if you're notgetting the results, check, check
(09:39):
who you're spending time with.
Yep.
Up.
Jason.
What's up Kevin?
Alright guys, I wanna take youguys through the momentum exercise.
Um, Al's gone through this beforeit's exercise that we always do
at kt and it's so freaking spot onbecause what it does is it drills
you down to what is my next step?
What am I going to do?
(10:00):
To continue this momentum.
So if you guys are, are out there andyou're like, man, things are rocking,
I, I don't, I can't quite put my fingeron it, finger on it of, of what it is.
And, and the same is true, right?
So it's, it, the wholeexercise is momentum and drag.
So where are you getting the tailwind?
Where is things working?
And then the other's like,man, where do I got a headwind?
(10:20):
Where do I got the boatanchor that's slowing me down?
What boat anchor do I cut?
Right?
I might have a couple boat anchors,but what's slowing me down?
That's the opposite.
Uh, the other, you know, partof this exercise, but I really
wanna focus on the momentum.
'cause that's what we were talking aboutwas we've got a ton of momentum right
now in a very, very challenging market.
Not just here in the States,but all but globally.
(10:40):
It's a tough.
Really tough market.
And I just saw one of the, the topicswhere they were showing 34, 30 5% more
homes to sell than buyers out there.
So the demand is low.
Inventory's rising in a lot of marketsin a lot of pockets, but if you're out
there, you're, you're finding momentum.
Here's the exercise tokind of go through it.
(11:02):
So I wanna tee it up for youguys here, and we were talking
about just we feel it, but.
Where do you specifically feelthat we are experiencing the
greatest momentum right now?
Um, it,
there's the sticker.
(11:23):
Yeah.
So when you say, where do I feelit, I mean, I could, I mean, if, if
I wanted to point to it, I would belike, take a look at my calendar.
I'm doing.
15 to 18, three-way calls a daywith agents that are coming over.
So, you know that, that to me islike, it's like the, you know, when
we look at, um, the pending ratioin the real estate market, it's kind
(11:46):
of the tattletale to what's coming.
Like I can just tell you thatthe agents are coming, like
the, the agents are coming.
They're coming.
And so like there's, there's,you know, there's leading
indicators that are driving that.
But, but that's where.
Quality conversations per day arehigh, is higher than they've ever been.
That's where I feel the momentum the most.
(12:06):
I, I lo I love that becauseit, you, you nailed what is the
most important thing right now.
And I saw beer made his post today andI've heard a lot of po people about it
comes down to conversations and reallywhat is a conversation and I think, so
that would be, you know the answer, right?
I'm experiencing moremeaningful conversations.
Yep.
(12:26):
Yeah.
Yep.
Yeah, so you, you, you just hit onsomething when, when the audience is
listening to that, what Jay says isthat's, that's 15 to 18 scheduled conver.
These aren't just phone calls,like he's not making like 18
calls and maybe 10 are picking up.
These are actually scheduled calls, sothe question becomes like, how do you,
(12:48):
well, scheduled calls with a qualifiedperson that has seen the offer and is now.
You know, you know it's a listingpresentation or a buyer presentation.
Right.
That's exactly where Iwas gonna go with too.
It's like if your, your goal is to list50 50 homes and sell 50 listings this
year, how many conversations, like I'mtalking on a zoom or per face-to-face,
(13:11):
shoulder to shoulder with a seller,are you getting per day, per week?
That's your, that's, that's your metric.
That we're talking about here, andonce you start, I want you to like,
let's stick on this for a second.
Because when it comes to listinghomes very similar, not the same, but
very similar to, you know, listingagents and, and you know, attracting
agents and helping them grow, right?
It's a, it's, it is a long game,but b, it's about how many quality
(13:35):
conversations that is the, the,the, uh, the measuring stick.
To success and getting momentum.
Mm-hmm.
You could be having these meetingsand maybe you're striking out.
You could be, you could have10 and strike out 10 times.
Now we're, we're not.
They're actually all jumping in the boat.
Um, we got the momentum,the momentum's back.
We lost it for a minute.
Yep.
And I wrote down, you know, boat anchors.
(13:57):
That's brilliant.
John, what were the boat anchors holding?
I know what the boat anchorsthat were holding us back.
Yeah, and it was a lot of the negativeNancy's, you know, just negative Nancy's,
you know, people that are always finding,you know, things can be great and you're
always gonna find, you know, somebodyto find something wrong with it, right?
So I deleted those negativeNancy's away from me, right?
(14:18):
Because they do have an effect that's partof the environment and for me personally.
I think it's going on.
60 days ago, I deleted Facebook from my,uh, as you guys know, from my, my phone.
I didn't delete Facebook account.
I need that for work, right?
But I only was using my laptop.
What that did is it deleted the anchorsthat were holding me back mentally.
(14:39):
Every time I went on there and sawsomeone being hateful to somebody
else, lot of times it was evenrealtors or hateful politically or
all this, just all this garbage, justI started losing faith in humanity.
I have a choice.
Delete that shit.
So it is, I just, I just deletedit and I had like one of the most
relaxing, like, you know what I mean?
(15:00):
Like, it wasn't relaxing work-wise,but it let me focus heavily more on the
more, more important things, which isfamily and, and, and my, my career just
by getting rid of those negative Nancy.
So what anchors.
Holding you back.
I, I love that, John.
Yeah.
Boat.
And you know, the question that you, onceyou've identified it like you just did,
the question on, on the boat anchor sideof things is what is it gonna cost you
(15:23):
if you don't address it or eliminate it?
Mm-hmm.
That's the follow up question, right?
What's it gonna cost you ifyou don't eliminate that?
And, and so it, it, it's.
There comes the awareness, right?
Like, oh shit, right?
I gotta do something about this.
So it's, it's super key.
But back on the momentum side, right?
So, you know, if we say, man, I'mexperiencing qualified, more qualified
(15:46):
conversations, then the followup question is, okay, well why is
that important for you, your goals,what you're trying to accomplish?
Why qualified conversationsdramatically more.
Why is that important?
Yep.
Well, I mean, it's the, it's theleading indicator of agents recruited,
which is the result I'm after.
(16:09):
Uh, I, I take it a step further and saythat the other thing to add to that,
Jay, is that a quality conversationhas to happen between two people.
In other words, it's not just one persontrying to pitch the other or sell the
other or clobber 'em over the head withsome, you know, feature, a feature dump.
It's a conversation where thatperson's telling you, Hey, I'm
trying to get from here to here.
(16:31):
Can you help me?
Mm-hmm.
Right.
And they're sincerely engagedin the conversation, right?
That's what I would say.
Yeah.
Right.
You know what's crazy?
So we, we've always talked aboutfrom a marketing perspective, you
know, avatar, ICP, things like that.
And, um, I touched on it a little bitlast week and I haven't had a chance
to, to dive into it anymore, buthe was just talking about, he said,
(16:54):
man, we know people only buy results.
And he said, I'm gonnatake it a step further.
People just want a job done.
Right.
So like, what job can you do for me?
That's, that's really, at the endof the day, that's what people want.
Dan Kennedy's even talking about, he'slike, listen, you know, the days of, of
courses and things like that to where, youknow, people will, will buy your court.
They don't want that.
They just, they, they want the job done.
(17:14):
They want, they want the experience.
They want you to just do it for 'em.
They just want you to solve it.
That's why there's momentum, right?
There's why that, that's important.
And then the, then the question is to, tofurther create some more awareness, right?
Once you know the, you know, why this issuper important to you is what existing
resources most support this momentum?
(17:37):
Great.
We have qualifiedconversations in the calendar.
That's, that's, but what otherresources are really supporting
this momentum right now?
Yeah, so, so.
I mean the, definitely theteam that we built, right?
So, you know, the, the fact that theli you know, it's, it's kind of like I
(17:59):
think about it like was whenever I haddelegated everything in my real estate
business to the point that I was onlygoing on listing appointments, I. I didn't
have to go take the photos and do, youknow, I didn't even present the offers.
Like we had, you know, Carla was the, uh,you know, listing certified negotiation
expert, certified negotiation expert.
Like that was, that was me being doingwhat was the highest dollar productive
(18:21):
activity in the least amount of time,and everything else was off my plate.
And so it's, it's the same withthis is we're making an offer.
We got a team thatdelivers on the back end.
It removes all of the heavinessof when you made a promise and now
you gotta go do all those things.
It's having the right people aroundyou and the right resources around you.
And that's been, youknow, that's by design.
(18:42):
What, what, what we built withAccelerate and Funnel Pilot.
So it's, it's the team's ability toexecute that and doing it at scale, that's
allowed me to have more conversations.
Otherwise, I'd be, have a conversationnow I gotta onboard you, now I gotta build
your ads, now I gotta do your branding.
Now I gotta do your social.
Like it's, it's having the right,um, systems and people around
(19:02):
you so that you're doing the onething that's the most productive.
Dude, this the process, right?
So, you know, we, we nailed, we,we've nailed a lot of things.
We really nailed, um, CHSA, right?
Mm-hmm.
So we really nailed the processof generate an opportunity, right?
People that are reachingout to you, right?
(19:23):
They're raising, they're, they're,they're reaching out to you.
It's not the cold outreach.
It's like they're trying to getinto the boat and then it's.
A conversation.
Set the appointment, qualifythe appointment, pre-sell the
appointment, execute on theappointment, build rapport first.
(19:43):
Then articulate the value of thesystem to help them accomplish X, Y,
or Z to get where they want to go.
Mr. And Mrs.
Seller, do you believe that this is thebest system to help you get to Florida?
Absolutely.
This is the best system and great,as long as we can agree upon price.
We're gonna position your home.
We're ready to go today.
Yep.
Boom.
Sign paperwork all now.
(20:06):
All the pre-marketingeverything, all the demand.
Hits offer, offer, negotiateit, then it just goes right
down the conveyor belt, right?
Like right when you, whenyou break that apart, like we
freaking nailed that system.
And that system is duplicatablebecause it works on the buy side.
It works with attracting agents.
It, it just, it works, right?
And so I think nailing that, right?
(20:29):
And so when I go back to that question andI look at it and I go, okay, what existing
resources most support this momentum?
I, I, I, I default to the system.
I default back to the process.
Right.
To me, once you have that, because eitherotherwise it's just a shot in the dark.
(20:49):
Right?
It's just randomness and, and thatdoesn't, to me, that's not sustainable.
I think you have to build the system,you have to build the conveyor belt.
Sustainability.
Right.
I think, um, and, and I don't knowif this would be a resource, but I. I
think I wrote, you know, I always did.
I mean, we're, we're the one doing them.
(21:09):
We're hosting the podcast andI always take a page of notes.
I got mine here too.
I know, right?
Same here.
So like, um, days of sellingcourses is done today.
Agents buy results.
That's what, so I, Ithink like that comment.
The ingredient on thatis the right result.
(21:30):
It's the right result.
We're solving the right problem, right?
Right.
We get hit.
I mean, if you're anagent, listen to this.
I guarantee you, if, if you're likeme, you're getting hit up twice a
day, three times a day, five daysa week, by marketers trying to
get their, their with their hand.
They, they want your credit card, right?
They're gonna try to sell yousomething, and most of the time, 99%
of the time, it's not solving thethe right problem in your business.
(21:53):
Of course, in order to do that,you need to have clarity, go
through the clarity report.
I don't even know, it's clarityreport.com, whatever it is.
You can get one free and get clear,but once you're clear on the problem,
you know, now you can focus on thesolution and the getting those results.
I mean, that, that was, that'sa brilliant thing there.
You can buy the course, shit, youcan, you can get just about any course
(22:15):
on anything, right on YouTube forfree and not even have to buy it.
But they want results.
And I think one of the biggestthings, like we talk about going
back to boat anchors, one of thebiggest boat anchors that people are
experiencing right now is overwhelm.
Mm-hmm.
Mm-hmm.
So if, if you're both feeling overwhelmedwith all the things in your business
(22:35):
right now, you gotta cut that anchor.
So guys, I want to ask youguys, Jay, John, either of
you, whoever wants to jump in.
When you have felt overwhelming inyour business and you knew you need
to cut that anchor so you can get backand get that momentum going again.
What's one or two things like that you,you, you do to eliminate overwhelm?
(22:57):
Chat, GPT or grok.
Yeah.
I, I, I know for, I know for me it's,um, it's, it's strategic planning.
It's the 90 day process.
It's sitting down, going through it.
Now you could, now you canhave an assistant with you.
You could have chat GPT, you couldhave gr, you could have whatever,
learn learning, you know, element thatyou wanna have a conversation with.
(23:18):
And to me, I, I know whenI, because we just keep.
Grabbing more.
Right?
And the question is, man,what do we need to stop doing?
Right?
That's the question.
It's like, mm-hmm, dude,what do we need to stop?
And, and al to your point, itmight be eliminate social media
from your damn phone, right?
It might be that simple of a thing, right?
But if you don't pause, get outof your day to day to where you
(23:41):
can just get into an environmentto, to reflect and be creative.
I mean, you just, you're, you'rea hundred percent right John.
Like, so, so Harley was, we were in our,in the coaching, the agent attraction
coaching calls that we do on Tuesdaysand Wednesdays, and Harley was trying
to pin me down for a priority and, youknow, what are you committed to this week?
And I was like, quit.
(24:02):
Hey, trying to pin me down, bro.
Like, I ain't sure youwhat my priority is.
And I was like, and he keptpushing, he kept pushing.
And I finally was like.
It's the strategic planning pro.
Like if I don't get to a place whereI know what the next move is, out of
all the moves that can be made andI don't get to clarity on that, then
you're gonna have a hard time pinningme down because I don't wanna commit to
(24:23):
something and it not be the right thing.
A hundred percent.
And so that's why June 6th, we havestrategy and everybody's coming in.
Al I was going through the lasttime we did strategy for Honey
Badger Nation and I read through.
What would it, what would it look likeif it were easy and all the things that
we every, I went through everything, allour challenges, the issues, everything.
(24:43):
Dude, we removed all of those thingswith what we built with Accelerate.
I didn't even, I never even went back andlooked at the document, but I was blown
away at how the problems that we, thatwe had identified and the things that
we were trying to do, that that, thatwe actually solved all those problems.
It was fascinating.
But this is, again, going back to whatyou're saying, John, like, you know,
(25:04):
either you know what the problem is andwhat are all the ways and what's the
right next step, or you don't, right?
Like that's, that's what in coachingthat we, we've given you that clarity.
But I know that if, if you're overwhelmedas a, as an agent and that you're feeling
overwhelmed, you know, there's probablythings that should come off your plate.
Number one.
But you don't, if you don't know whatthe next move is, it's getting clear
(25:25):
on what is gonna give, increase theconversations per day you have with
people that wanna buy and sell andopen buying, doing business with you.
And, and if, if, if you can find thebest solution to that, you can say,
well, it's probably not YouTube.
Me build, you know, building abunch of videos and throwing them on
YouTube and hoping that the algorithmtreats me right, and then maybe
a year from now I'll make a sale.
That didn't increaseconversations per day, right?
(25:47):
So I was like, you gotta, you gottaunderstand like fundamentally if you
wanna sell em more real estate, you haveto increase conversations per day you
have with people that wanna buy and selland are open to doing business with you.
Period.
Period.
End of discussion.
And if it don't do that,it ain't the right thing.
Now what are all the ways to do that?
Hey, we can prospect, we can do leadgen. There's a, there's a bunch of ways.
(26:08):
And now what's the be now it becomes,well, what's the right next step for me?
Right?
Mm-hmm.
And like that's where, you know,that's what, um, you know, it's why
we're recruiting so much becauseI know, I know the fastest way.
You know, I, I could try to convince you.
We used to sell a thingcalled Market Maker.
Um, I don't know John, if you rememberMarket maker, but market maker meant
you had to make your own market.
(26:29):
What?
Piss me off, guys.
Come on man, just have a good day.
One of the dumbest things we ever did,trying to convince people to make calls.
Like, you know, like that's, that itnot, not to say that it doesn't work.
It absolutely works.
But not, not everybody, mostpeople are gonna be like, you
mean I have to make calls?
Small percentage calls all day.
I gotta make XA hundred calls, 200calls, $500 a day to hit the goal.
(26:51):
Okay, well what if I could get youthe same number of conversations by
running an inexpensive ad that qual,you know, creates a qualified lead?
We, you know, like there's a,there's, there's other ways.
Okay.
Right?
And so, you know, so yeah.
Anyway, it's, it, it's funny, but, butyou, you nailed it, John, like the.
The whole thing is, is understandinghow do you, you know, taking that time
(27:11):
outta the business to determine what'scausing all the like, and a lot of
times it's a system or a process, right?
Always comes down to it.
We, what's the big, where's the fireburning the brightest right now?
Is it because you took too manylistings and you can't get 'em onboarded
and get all the pictures taken?
Or is it, where's, where'sthe biggest problem?
And it's usually.
Gonna be, you know, you, you solvealmost all evils with, you know,
(27:32):
increasing conversations per daywith people that wanna buy and sell.
So, so spot on.
I think, you know, the first questionthat you gotta keep coming back, right?
What's the goal, right?
Really, what is the goal pressure test?
The vision is that still the visionis that, am I still committed to that?
Right.
And understand, committed andobsessed, not just arrest it.
And so I think that's once, once you like.
I'm good.
The goal is the goal.
Awesome.
All right, then let's look, let's lookat what system is, is bottlenecked or not
(27:56):
holding you or not helping you get there,but it doesn't happen unless you create
the space for you to think through that.
And, you know, for, for you guyslistening in 90 days, no more than
90 days, I know in my, at my core,because we've been doing this.
Uh, every quarter since 2010 forevery business we've been in.
(28:17):
And I feel it when we go morethan 90 days, I start to feel it.
I know it, but if you're moving fast,and I remember Carlos German was
the very first, very first clientthat I ever took through this.
We, because he was moving sofast, we went every 30 days.
Yeah.
And on the 30 day cycle,it's, it's really Sam, right?
It's sales and marketing.
Mm-hmm.
Um, and.
You just kind of, kind of IDS, right?
(28:40):
What are our issues?
Let's have a discussion.
What are we move into solution?
And these are all the things we could do,but what will we do in the next 30 days?
So if you're, if you're outtawhack and you're feeling
overwhelmed, man, carve out a day.
Carve out two days.
Get out of your day to day, like gosomewhere to where you just actually can
be at peace and, and just be creative.
And just do the work actually, like,just ask yourself that question, right?
(29:03):
Like, where are we winning?
Where, where are we losing strengths,weaknesses, opportunities, threats, right?
Mm-hmm.
What do we start doing?
Keep doing, stop doing.
Um, so it is the most crucial time, andI was reminded of this for him actually,
RO Roland Frazier, and he's like, dude,he said one of the things that got him
and when they were building everythingto the point that he did religiously
(29:27):
every week was strategic thinking time.
He said what I would do 60 to 90minutes every week, I would assess
where we're at in relation to our goals.
I would check the scorecards and thenI would ask myself three questions.
Where are we winning?
Right.
Um, what's broke or what's about to break?
Mm-hmm.
And then what do we need to stop doing?
(29:48):
And man, I've been doing thatfor, for about the last six weeks
since I was reminded of that.
And I'm like, dude, that'slike my, my best time.
Right?
On a Sunday or a Saturday out on a walk.
Just like, just thinkingthrough those things, man.
Where are we winning?
What's about to break?
It might be you, right?
Listening in.
Yeah.
It might be like, dude, I'm about to tapout, like I'm redlined all the way across.
(30:11):
Okay, well then what dowe need to stop doing?
What do we need to stop doing?
Man?
You, you hit something there, Jay.
You know, if, if you're listening tothis and you heard him say the words
like, is it about a hundred calls?
I, I saw Patrick Lee.
He popped in there.
What's up Patrick?
He's like, I had market maker.
I had it too.
Y'all got the scars, my friend.
But you know, don't get me wrong, if,if you're dead broke right now and
(30:35):
you're listening to this and you'retrying to grow your real estate
business, hit the phones, do it.
It, it, it absolutely works.
Do it.
You know, but here, here's the thing.
I've never heard of the best telemarketer,beating the best online marketer.
The online marketer always wins.
Always.
And, and, and, and to, to,to kind of, you know, Excel.
Put an exclamation point on that.
(30:57):
Is like what's happening right now.
There's telemarketing laws justkeep going up and up and up.
The DNC, they're coming downharder on the fines, you know,
if they're on the list, whatever.
Nobody wants to answer the phone anyway.
My phone rings at least 20 to 25 timeswith, with numbers that say comes up
spam, like nobody these calls, right.
(31:18):
Unless they, unless it's GrantCardone's, guys like grant card.
I bet I've blocked, I dunno howmany phone numbers they have in
rotation, but I've blocked all theones in every small town in Oklahoma.
I know that.
Yeah.
They didn't get me.
But you tried to get me today.
I didn't answer.
Not today.
Say you didn't get me.
But uh, and I'm not callingGrant Seton, but whatever.
(31:40):
You know, it's the telemarketingthat, that has constraints on it.
If you're business.
Teetering solely on one one oil Well, andthat oil well involves you calling, making
phone calls and hoping people answer.
You know, it could be disrupted quicklyversus mastering the art of a funnel.
(32:01):
Mastering the art of marketing andputting out something, you know, uh,
a, a, a piece of marketing, a video,whatever it is, in mastering an ad.
That's what we've been doing for agents.
Just in Honey Badger Nation forthe last, what, four years when you
trained Braden on how to write ads?
Yep.
And now it's, it's, it's, um, youknow, it's calm for full circle.
(32:22):
Oh yeah.
Yeah.
It's the most fun I've had.
I, it's the most fun in marketing I'veever had because, because of GR and
chat GPT, like if you, if, if you reallythink about it, if you, you could take
the picture and image of a house thatyou can put at, run an ad, say, uh, just
listed with this particular property.
Or you could put the property address andthe price wrap bracket into Crock and say.
(32:44):
What are the most likely buyerprofiles for the buyer for this home
in Frisco, Texas New construction.
This address, this price.
It'll, it'll give you so much creepyinformation about what that there,
it's probably a married couple,um, in a tech job probably working
at to Toyota or whatever, right?
(33:04):
Somewhere close by.
Their biggest con, they havekids ages six and seven.
Um, they, um, uh, theirbiggest concern is schools can.
How hard is it to start creating contentwhen you have that much information
about the most likely buyer, the personthat most likely is gonna click on that.
Now you can create con, like now youcan create content where they go.
(33:25):
Oh my god, that's me.
Like I, that's literally me.
I'm moving from California.
Like, like you can create, you know,and again, somebody that, somebody
that's not gonna watch that video'cause it doesn't resonate, that's fine.
But the person that it does, youbuilt a lot of trust real quick.
'cause now they're like, oh my God,this person is talking directly to me.
Yeah.
And so it's just easier today to do thingsthat we couldn't do in the past, and we
(33:46):
can generate the lead at three a day.
Dude, I gotta, I gottashare with you something.
Literally right before thispodcast, I was on a, um, on a,
on a, a recruiting call, right?
I had four in a row.
Whatever last guy said, man, when I waswatching Jay's webinar, I felt like he
was talking right to me like that, thatthis was my, you know what I'm saying?
Like, when you nail it, you nail it.
(34:07):
Yeah.
And if you've been runningads, listen close to me.
If you've been running Facebook ads, ifyou've been making videos and nothing's
working, you need to reach out to us.
Okay?
You, you're just missingone little component.
The good news is your effort's there,but you could, you could keep trying
to push a boulder up a hill and,and if you weigh 180 pounds and the
(34:27):
boulder's 380 pounds, you probablyain't gonna get it up over that hill.
So, you know, reach out, getin the right environment.
Let us help you get momentum.
'cause here's the cool thing,we get you started, right?
Like we, we get that, we get that.
We'll get behind you and help you startgetting that boulder and we will get,
(34:47):
get the boulder up and over for you.
And then you get the ride on the way down.
And that's when thatmomentum's kicking, right?
Like you gotta get the momentum.
And if you're stuck.
You just gotta get in the rightenvironment because I wanna, I gotta
tell you, y'all go ahead, John.
Well, I was gonna ask, you know, with,with that momentum and, and you look
at where, where, where you're going.
And this is once you have it, this isthe, this is the fun question, right?
(35:10):
What would allow us to go faster?
Because even fast peoplewanna go fast, slow.
People definitely wanna go fast.
So it's like we've got the momentum,the flywheels turning, okay, well can
we do something that would acceleratethis, make it go even faster?
So that's, that's whereyou get into that fun.
You know, the fun question, once youidentify and you can say, pinpoint
(35:33):
what, where the momentum is, right?
Then it's like, okay, how can we.
Prove this to go to go faster, right?
No, it definitely is.
You know, it's inter This is interestingand, and I, I had this thought the
other day and I was like, I waskind of bewildered by it as I'm ge
getting prepared for this strategymeeting on Friday, and I'm like,
the one thing that's not gonna bepriority, uh, for, at least from,
(35:55):
from this business unit's perspectiveis, is, is marketing and sales.
Marketing and sales isn't a problem.
Like, you know, this goes down tolike, I, I have to think because I've
never been in a business unit wherethe number one thing wasn't marketing
and sales, like a priority that wasgonna flush out was probably gonna be
something marketing and sales related.
Every single time I'm actually.
(36:17):
One-to-one, I can makea sell anytime I want.
I can bring, I can bring on somebodyand increase the, increase the
capacity of agents recruited.
And it's be, it's becausewe nailed the offer.
Like I know the pro, when you, and thisgoes to whether you're selling real
estate or you're recruiting agents,when you understand the biggest problem
better than they do, you can startyou, you can create, and then you
(36:40):
create the best possible solution then.
Everything is infinitely easier.
Like everything gets infinitelyeasier at that point.
And so, so what, where you're thinkingabout, 'cause you're so now, right?
'cause there's only four levers, right?
So you got traffic, you got conversion.
And if those aren't the levers, right?
It's like, okay, wellwhat, what else is there?
Well, there's fulfillment, right?
(37:01):
Yeah.
Are we fulfilling at a world class level?
On our world class promise.
And then the, then the other oneguys listening in, it's retention.
Right.
Right.
It's, it's one to getthem, it's to fulfill.
But can we keep them, and I, I'm, I'mgonna go back to the statistic from exp
is that if you can get them to more than20 units per year, they ain't leaving.
(37:23):
The statistics are there 90, almost 99% ofthe agents doing more than 20 transactions
per year do not leave this company.
Yep.
You guys have to understand that.
That's why production leads, that's why.
That's why this damn company has the,has the best producers on the planet.
Yeah.
And it's, it's onlygonna continue that way.
So the retention tool,get 'em to 20 deals.
(37:46):
Right.
And, and that's, that's kind ofwhere, where you're thinking now
you're, you're in the fun side, right?
You're on the fulfillmentand the retention side.
Yeah.
Hundred percent.
Yeah.
I mean it's, you know, you know,I, I can see, you know, I, I think
of Herbie's fat ass all the time.
You know, you know, he,he, he's always there.
Yeah, he's there.
And the cool thing about what, what,what, what I've been able to do today
(38:07):
that I couldn't do as easily in thepast is, is we can, you know, we can
leverage AI to improve upon processesin ways that we never could before.
And so we're, we're, a lot ofthose challenges would be, oh, add
another person, which it, it hasbeen in the onboarding process.
'cause I already had to addanother full-time onboarder.
Um, you know, and, and I think I need tojust re-look at it with a different lens.
(38:30):
Of, okay, how could we automate,you know, certain parts of this
and, and make shorten the amount oftime it takes and still create that
feeling of, you know, personal touch.
Um, but it, but yeah, it, it becomes verymuch focused on process improvement and
just keeping your eye on, okay, where'sthe, you know, where's, where's Herbie at?
It's gonna bottleneck somewhere.
Um, and you know, as long, andI, and I was ahead of it, right,
(38:52):
because like, I'm on calls a monthbefore they're getting to Tracy.
And, you know, and three weeksin a row of 18 calls a day, I'm
like, you know, you know what itis because this next push, right?
It's, it's exactly what we did with Carla.
It's riding the train.
That's, I mean, that'sthe only thing to do, man.
You just gotta go ride the trainand watch the work being done Where,
(39:13):
how, how is the work getting done?
Yeah.
Watch just and literally sitright there and watch the work.
Yep.
And do we need a system improvement?
Okay.
Do we need to be empoweredwith AI somewhere?
Oh, if we need a human, thenlet's go get a va. Right?
Right.
Yep.
To stay in the salary cap game,uh, before you bring like, where
I'm pushing everybody is like.
(39:34):
I, I, I challenge you before you puta body in there, improve it all the
way you can with automations, with ai.
Yeah.
Before you put a human in there.
Yep.
I mean, hundred percent.
I mean, listen, listen guys.
The number one brokerage on theplanet is being run with custom GPTs.
(39:54):
Yep.
Think about that.
Like what Glen has built and how they run.
Every department, everyfunction is off of custom gpt.
And if they can run the numberone brokerage on the planet with
gpt, I promise you all the otherbusinesses out there can be run
with, with a lot of AI support.
So here's the questionbecause now it's about action.
(40:18):
You've gone through this process,you've identified where the momentum
is, you know what's happening.
You know where we could do it.
You know what?
What's supporting it?
You know how we can go faster.
Well, what will you do?
Like what's the next action steps thatyou're gonna take immediately out of here?
Because it's all about action.
What is the next actionsteps coming out of here?
(40:38):
And this is the same for youAl as you were talking about
with the boat anchors, right?
Well, what's it costingyou not to address it?
What are you gonna do to address it?
What's your next action step?
Coming Right outta here.
Right?
We can talk about it, but whatdo we, what will we do about it?
Leaving this I love it, man.
Yeah.
I mean, what, how many, youknow, what's it costing you?
(40:59):
That's, that's where you can,you really wanna twist the
knife, start doing the math.
Mm-hmm.
On what it's costing you.
Right.
I mean, it's hard for us to evencalculate that for, for, for us, right?
Yeah.
We know, we know that if, if wecompletely take our foot off the
gas, what it could cost us, you know?
And, um, I believe we're about to double.
(41:23):
I do believe that Jay, Isaid it 60, 90 days ago.
I was like, dude, what, what you,that team you put together, I mean.
We're gonna be doubling.
Yeah.
And so, uh, I don't know, like asfar as boat anchors right now for
us personally, man, I don't know.
I think I've, I think I've cut 'em.
(41:44):
They're at the bottomof Lake Erie right now.
Yeah.
I feel, I feel like I'm just,I'm hanging onto the steering
wheel, flapping in the wind.
Remember, remember Herbie'sfat ass is always somewhere.
I, uh, the, I, I, you know, thisis that productive paranoia that
(42:04):
I have, you know what I'm saying?
Like, I got that shit.
Like, you know, I wake upevery day thinking fucking
something's about to go wrong.
Where is it?
Let me, let's fucking find it.
Like, you know, that's, uh, um, yeah,you know, you, when you, I love that.
No, the lesson there is, is that youbetter have the visibility, right?
You guys listening in, you better have thetrackers, you better have the visibility
(42:26):
because there's a lot of folks, right?
They're, they're in the aircraft.
For a lot of people,it's pitch black outside.
They're in a thunderstorm and they'reheading into a mountain range.
And I always love to ask mypilots, what, what will happen?
And they go, oh, you'll die.
Like, there's no, there's no,there's no like, you're gonna die.
So getting that visibility is, is so key.
(42:47):
And I mean, because you can speakall day about that, um, being
able to have the trackers, becausethat's how you find Herbie.
The data is the data tellyou, the data don't lie.
I'll tell you this, you know, the,the one anchor we cut is we stop
worrying about the competition becauseif they, if you do that, they exist.
(43:10):
And right now they don't exist because.
We're focused right here.
So if you're, if you're in anenvironment and you're not with us,
but all you keep hearing is your, yourcompadres over there talking about
us, we need to have a conversation.
You need to get outta that environmentbecause Too focused over here, right?
And I can understand why we're on fire.
(43:32):
One big fire.
We're on a fire.
We're, we're, we've, we'vegot this momentum and we wanna
bring you along for the ride.
So hit us up, DM us.
And, uh, cut those boat acres.
How many need to be cut?
Maybe it's Facebook for amonth or whatever it is.
What's it gonna cost you ifyou don't cut these anchors?
And, uh, hopefully thiswas helpful for everybody.
(43:53):
Man, this is fun, man.
I got page and half notes.
I love what you said there, Al,and we can wrap it with this, um,
cousin, any final thoughts, but it's,it's, um, focus on the customer.
Right.
Don't focus on the competition.
And I think that's what a lot of folksare doing right now, and they're focused
on the competition and they're losing.
You.
Don't win by focusing on the competition.
You focus by you, you winby focusing on the customer.
(44:16):
Like what does the, whatdoes the customer want?
Like what, what job do they want done?
Focus on that and you'll win.
Cut.
Final thoughts.
Take us home, man.
Dude, this is, this wasgreat, great conversation.
I always appreciate it.
You guys got me thinking.
Um, that's the benefit.
We do this for you guys, everybody.
But the on the side note, we alwaysbenefit by doing these calls too.
(44:37):
So yeah, for sure.
Uh, it's always, uh,it's always a pleasure.
Appreciate you guys and, uh,looking forward to the next one.
Let's kill it this week.
Awesome Honey Badger Nation.
Uh, if you guys have any questions,thoughts, need anything, hit us up and
uh, we'll see you guys soon com Oh yeah.
Next week we're gonna announce the winnerof the Honey Badger of the Month Award.
Sweet.
Okay.
Tuned.
I love it's next.
I love it.
We can go ahead and vote.
(44:58):
So we go to, are we out Hunter honeybadger donation.com yet is the link or
is it still, what is the Honey Badger?
No, nomine.
What is Badger Awards?
Honey badger award.com.
Go to honey badger award.com.
We're gonna have to put that upin the scroller next time too.
Okay, I got it.
All right, we got it.
Alright guys.
Appreciate y'all.
See you guys.
Let's crush it.
See you.
That's a wrap for today.
(45:20):
I hope you got somethingvaluable from this episode.
If you did, hit follow andvisit John kitchens.coach for
more ways we can work together.
See you on the next episode.
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